One of the questions we keep getting asked is: “At what point should I move to a RevOps model?” The common misconception is that you need to be a large organisation to make the most of it. Yet, the reality is that it could be adopted in any small business with a growth mindset.
And it’s just that – an approach or state of mind that focuses on continuous improvement. If you’re open to making process, people or tech adjustments to achieve greater efficiencies, then you’re ready for RevOps.
RevOps is the modern day kaizen.
Of course, as with everything, it’s not for every business. For example, if you work at a start-up it’s likely that scale isn’t your main goal and that you’re more focused on providing a great customer experience. And that’s a great target for an early-stage business.
But, at a certain point a high-touch approach will no longer be possible if you want to keep expanding. This is when it’s time to consider a RevOps approach – either hiring someone on a fractional or perm basis, or working with a specialist agency.
Getting started as a small company
Smaller companies can get into a growth mindset by starting early with a revenue team, rather than hiring separate, siloed marketers, salespeople and CS specialists. Start as you mean to go on is a good approach here. It could be harder to pick apart existing customer-facing teams, than simply starting with a fully-functioning RevOps team.
Getting started as a large company
For larger firms, completely changing your operating model may seem daunting and this RevOps thing is surely hype, right? Well, there’s a reason why the number of RevOps candidates has increased by 39% year-on-year, and live vacancies by 15% (Horsefly Analytics). RevOps is in demand and it’s only growing.
Implementing a revenue-focused approach doesn’t mean blowing up everything you have, immediately. It’s about looking at the customer journey as a cyclical one, understanding how your company attracts, engages and delights customers. That way you know where to eliminate friction and where to apply force to make the most impact on revenue.
RevOps identifies every piece of the customer experience that’s disappointing or frustrating, helping to remove friction for customers and internal teams. And it helps you apply force to make your customer experience as seamless as possible, turning your customers into advocates.
All of this is done in a methodical way, with small improvements and tweaks to each area measured and refined. And most importantly, it’s done with empathy and understanding.
Ultimately, there’s no right or wrong time to add RevOps, if you want to scale.
Want to find out more about getting started? Read our guide and checklist.