What Does a RevOps Consultant Do and How Can They Help You?
October 21, 2024
Key performance indicators (KPIs) may vary between organizations and industries. Still, many share a common attribute: The increasing need to bridge the disconnect between sales, marketing, and customer service to gain greater control over the end-to-end revenue cycle.
A RevOps consultant may be an invaluable addition to your business.
Ranked the fastest-growing job in the US by LinkedIn, “Revenue Operations” (RevOps) refers to synchronizing communication and information between teams to create a more harmonious and profitable organization. Every RevOps consultant may bring a unique set of skills and practices to the table, but they have a universal objective: to break down silos, maximize cooperation, and build a holistic, streamlined enterprise.
More than 85% of executives agree that integrating revenue operations is key to their business aims, and yet only 41% are certain they understand it. Below, we’ll unravel the mystery behind the role of a RevOps consultant and the benefits they offer, from aligning business units to improving sales effectiveness.
Key Responsibilities of a RevOps Consultant
As the name suggests, a RevOps consultant’s goal is revenue optimization.
They endeavor to accomplish this through the broader idea of business process improvement, a feat that often involves unifying disparate departments and data sources—or, as it’s frequently put, aligning people, processes, and platforms.
While every RevOps consultant may provide different consultancy offerings (there’s a healthy amount of flexibility within this relatively new, constantly evolving position), they’re typically tasked with the following:
Assessing Revenue Operations
RevOps as a service often starts with evaluating an organization’s revenue processes and identifying bottlenecks. Sometimes referred to as the “Discovery Phase,” it gives a consultant a clearer picture of a business’s inefficiencies. From there, they can shape a revenue growth planning strategy.
This may involve:
- Identifying gaps between different departments
- Examining customer data and an organization’s digital selling infrastructure
- Pinpointing revenue leaks
- Strategizing service, marketing, and sales alignment and streamlining go-to-market (GTM) functions
Ultimately, this assessment can help enrich the customer journey by smoothing out the “bumps” along the revenue cycle. In turn, it may increase customer satisfaction and retention.
Strategic Planning and Implementation
A RevOps consultant may also devise solutions for:
- Creating a clear framework for assessing and enhancing performance
- Clarifying definite roles for team members
- Refining workflows
- Boosting lead generation and conversions
- Enriching customer onboarding strategies
- Poring through the latest trends to optimize revenue
Technology and Tools Integration
Technology operates as the backbone of revenue operations and the mainstay of an organization. Too often, however, different teams have conflicting data that can upset communications and diminish revenue.
A RevOps consultant may select and implement tools to resolve this, such as leveraging software that combines first-party customer data with account information in CRM and customer inquiries. These technologies may include:
- Customer Relationship Management (CRM) strategies and systems
- Advanced data analytics tools
- Marketing automation platforms
The result? Enhanced operational efficiency and stronger customer lifestyle management.
Positive Outcomes of Partnering With a RevOps Consultant
From reinforcing the structure of an organization to helping marketing teams amplify their tactics, the perks of working with a RevOps consultant are vast.
More specifically, a partnership may lead to the following.
Improved Alliance Across Teams
Sales teams, marketing teams, and customer service teams may all work under the same umbrella, but each has its own targets and way of doing things. This may cause fragmentation that can impede growth.
A RevOp consultant’s goal is to foster a more cohesive environment. They shoot to engineer this through an overall strategy that’s based on:
- Clear communication
- Shared data insights
- Unified decision making
- Joint responsibilities
- Interconnected processes
Enhanced Data Utilization
Data analytics is the key to a sound RevOps strategy. It provides different departments with clean, tight information that can fuel intelligent decision-making and strategic planning. What’s more, by tracking customer behaviors through data analytics, organizations can better understand how each department can better serve customers.
Increased Revenue Growth
One of the biggest and most alluring benefits of working with a RevOps consultant is their potential to help organizations generate scalable growth. In fact, data indicates that businesses who employ RevOps experienced:
- 71% increase in stock performance
- 10 to 20% jump in sales productivity
- 208% boost in revenue
- 15% more profits
At the same time, RevOps can help organizations save money: Statistics show that businesses that integrated RevOps into their strategy saw a 30% dip in their GTM expenses.
When to Consider Hiring a RevOps Consultant
Potential advantages aside, what are the most telling signs that you might benefit from, if not need, a RevOps consultant?
- Recognizing the need for expertise: First, assess your organization from a bird's-eye and granular perspective. Is your data outdated or inaccurate? Is it causing disjointed teams? Are your revenue objectives not being met? Are you following the latest developments in AI and automation to gain new insights and improve the customer experience? If not, bringing a RevOps consultant on board may benefit you considerably.
- Evaluating your business’s scale and complexity: While working with a RevOps consultant can be helpful for small businesses, specialized consulting services can be especially ideal for medium to large businesses that grapple with inconsistencies between their departments.
Case Studies: Success Stories of RevOps Consulting
There’s no better way to grasp the usefulness of integrating Revenue Optimization into your organization than by observing how it’s worked for others.
Industry Examples
In 2019, the healthcare company Lively began growing quickly and needed processes to make sure their teams could meet the increased demand. By partnering with Operatus, they created end-to-end processes that included handoffs between multiple teams. The payoff? Orders grew eight times year over year.
Envision Pharma Group faced challenges with data management, multiple sales processes, and siloed data before engaging Operatus' services. The RevOps experts at Operatus helped them boost operations by:
- Building advanced lead management processes
- Crafting a multi-vertical sales strategy
- Bolstering alliance between the finance and sales teams
This fractional RevOps case study of the software company Bloomfire is another example. They teamed up with Operatus to improve handoff processes between their core teams and, ultimately, scale.
Nail Next-Level Operational Efficiency With Operatus
The scope of a RevOps consultant’s role may vary depending on your specific needs and immediate and long-term goals. However, one thing holds: The right RevOps consultant may foster collaboration and help you drive sustainable growth.
What defines “right” is as unique as your organization and the goods and/or services you offer. For many, though, it boils down to finding a RevOps consultant whose personality fits your company culture—and who shares your values and vision.
Operatus can help you gain an edge over your competitors. Here, you’ll be matched with consummate professionals who excel at revenue operations, marketing, and sales technology.
Eager to get more done in less time? Book a conversation with us today to get started.
