In RevOps, we have our own ABCs to follow!
Connecting… People to people. Platforms to platform. Process to process.
But how can you put this into practice and actually create that necessary connective tissue between sales, marketing, and customer success?
Or understand and identify when an organization is set up for RevOps success?
Some tips!
⏩ Alignment on customer journey ⏪
From “Building awareness” to “Research, Consideration, Decision” to “Delivery” to “Loyalty” to “Churned Client”.
In each of these phases, it’s really important to understand the key touchpoints between your organization and the customer.
No matter where the customer is at, everyone – from operations and product management to the more obvious sales and customer success – should have a clear picture of who has the responsibility to do what to help the client along their journey.
⏩ Single source of truth ⏪
More disconnected platforms does not equal efficiency.
Particularly department specific ones that use a proprietary set of parameters and exported data and are only accessed by a small number of people.
Most orgs already have a CRM that gets accessed across departments so that system can be a good choice to start with as the backbone for collaboration and data.
⏩ Automated hand-offs ⏪
Instead of relying on meetings, IMs or other unreliable manual methods of handoffs, if there is one part of your customer process that should be automated it’s this.
By creating alerts or tasks that provide all necessary information to the next person a buyer/customer will interact with, it saves unnecessary embarrassment and lack of customer confidence that comes with messy hand-offs.
🏁 In summary… Connect, connect, connect! 🏁
If you tie in these processes with a top-down culture that embraces transparency and communication AND keeps formal and informal feedback loops loopin’, you’ll be in a great position to have RevOps operating at top efficiency.
And when you start connecting things together, the truth starts to come out.
BTW, have you noticed that this motto is baked in our company and products logo?
What type of environment has helped you in your RevOps career? Any small or big implemented change had a solid positive impact?