Revenue Operations Guide for B2B SaaS

What is Revenue Operations?

RevOps breaks down silos between go-to-market teams. Instead of separate sales ops, marketing ops, and CS ops, RevOps creates unified ownership of the entire customer revenue journey.

Core RevOps Functions

• Data Management: Single source of truth for revenue data
• Process Design: Unified processes from lead to renewal
• Technology: Integrated tech stack that works together
• Analytics: Cross-functional visibility and forecasting
• Enablement: Tools and training for all revenue teams

RevOps Tools

• Clari: Revenue platform for forecasting and visibility
• Gong: Revenue intelligence from conversations
• LeanData: Lead routing and matching
• Syncari: Data automation and unification

Building RevOps at Different Stages

Early Stage: One person owns all ops. Focus on data hygiene and basic process.

Growth Stage: Dedicated RevOps hire. Implement forecasting and routing tools.

Scale Stage: RevOps team with specialists. Full tech stack and advanced analytics.

RevOps and Marketing Automation

Your email marketing should be part of the RevOps-managed stack. Sequenzy's clear attribution and SaaS-specific events make it easy to include email in revenue reporting and forecasting.