Revenue operations (RevOps) consulting
One revenue process, from first click to renewal.
Revenue leaks in the hand-offs: marketing to sales, sales to onboarding, onboarding to renewal. Each team has its own tools, its own definition of a "lead" and its own version of the numbers. We design the shared process, data model and automation that connect them, so everyone works from one pipeline and one forecast, and no customer is dropped between departments.
Signs you need RevOps
- Marketing reports record lead numbers while sales says the leads are poor.
- The forecast changes every time someone updates a spreadsheet.
- Nobody can say which channel produced last quarter's revenue.
- New customers wait days to be onboarded after the deal closes.
- You're hiring your first sales team, and the founder's process lives only in the founder's head.
What we do
Funnel and lifecycle design
We agree, in writing, what a lead, a marketing-qualified lead, a sales-qualified lead, an opportunity and a customer mean in your business, and the service-level agreements between teams. "Sales contacts every qualified lead within one working hour" is the kind of rule we mean. Read the lifecycle stages guide
Lead routing and scoring
The right lead reaches the right person in minutes, by territory, product, deal size or round robin, ranked by fit and engagement. Read: Lead assignment rules in Zoho CRM
Pipeline and forecasting
Stages with exit criteria, so a deal moves forward only when something real has happened, and a forecast built on stage and history, not optimism.
Sales automation
Sequences, tasks, quotes and approvals that run without someone remembering to trigger them, and hand-offs to finance and delivery when a deal closes.
Dashboards and reporting
Cost per lead, conversion by stage, sales-cycle length, win rate and revenue by source, visible to the people who need them. See data analytics and BI
Tool consolidation
Fewer overlapping tools, connected properly, with one owner for each piece of data.
How a RevOps engagement runs
- Funnel audit: where revenue comes from and where it's lost, using your CRM and marketing data.
- Definitions workshop: stages, SLAs and ownership signed off by every team lead.
- Build: CRM changes, routing, automation and integrations.
- Reporting: dashboards for leadership and each team.
- Monthly review: we look at the numbers with you and adjust.
Platforms
Zoho CRM, HubSpot and Salesforce, plus the marketing, telephony, WhatsApp and billing tools around them. See CRM implementation.
Frequently asked questions
[1]Is RevOps only for big companies?
No. The earlier you agree definitions and automate hand-offs, the less you have to untangle later. Small teams often see the fastest improvement.
[2]Do we need a new CRM?
Usually not. Most RevOps work improves how your existing CRM is used. If it genuinely can't support your process, we'll explain why and what to move to.
[3]How is RevOps different from marketing operations?
Marketing operations builds the engine that generates and nurtures leads. RevOps aligns marketing, sales and success around the whole revenue process, including the forecast. See marketing operations.
[4]What do you need from us?
Admin access to your CRM and marketing tools, and an hour with each team lead for the definitions workshop.
[5]Is it a one-off project or ongoing?
Either. Many clients start with a project to design and build, then keep a monthly review to improve as they grow.
Let's build something that works.
Tell us what you're trying to fix. The first consultation is free.