A Revenue Operations (RevOps) platform empowers Marketing, Sales and Customer Success teams to align around common insights, key performance indicators and solutions that improve productivity, performance and revenue potential for all teams.
RevOps platforms allow teams to align and execute on their overall go-to-market strategy.
A complete revenue operations platform typically includes a host of innovative features all intended to maximize revenue across teams. Here are some common features of a RevOps platform:
Sales sequencing – a scheduled series of sales touchpoints that include emails, phone calls, social posts and text messages. This helps sales reps manage prospect outreach more effectively.
AI-powered conversation intelligence – the use of AI to assess the direction and outcome of a conversation. This may involve understanding how reps solve pain points, provide answers to customer questions and handle sales objections. Conversation intelligence can help sales managers quickly understand what top performers are doing differently, so that knowledge can be scaled teamwide during coaching sessions and via call libraries of best practices.
Real-time guidance – technology that provides relevant information to reps in real time so they can confidently navigate difficult conversations. This often includes automatic notifications with pertinent information and talking points triggered by specific phrases. Some common use cases include providing reps with answers to difficult technical questions, competitive intelligence and important reminders about compliance needs.
Revenue reporting, forecasting and intelligence – the ability to analyze sales and product usage data from leads, prospects and customers to identify metrics and trends that can be utilized to maximize revenue. This functionality, a key component of revenue intelligence software, enables reps to identify which prospects are most likely to close.
Pipeline dashboard – a centralized location that offers an overview of sales data. This typically includes the following metrics: average deal size, cost of acquisition (CAC), customer lifetime value (LTV), number of qualified leads, win rate and average sales cycle length.
Automated CRM engagement capture – the auto-curation of all buyer and customer engagement data into a customer relationship management (CRM) software such as Salesforce. This eliminates the need for reps to waste valuable sales time manually inputting data. Stakeholders across all teams can then transform this data into prescriptive actions.