Every business starts out managing revenue in some way. Over time, your revenue operations can become more sophisticated. Below we outline the primary order of RevOps sophistication, what we call the Revops Roadmap. Your company may skip or do these improvements in any order, but below is the common order.
- Predictable RevOps Levels
- Level 1: Foundation
- Level 2: Optimization
- Level 3: Predictability
- By Category
- FACT: Deals & Qualification
- Channel Management
- Sales Reps Management
- Business Dimensions
- Marketing Management
- Account Journeys
- Account Segments
- Churn Management
- Profit & Margin
- Proactive FACT Improvement
Predictable RevOps Levels
We break down the RevOps journey into three levels. A business will typically progress through the levels in order.
- Foundation: Start minimum data tracking and processes to get an understanding of revenue.
- Optimization: Deeper knowledge and optimizing the revenue engine.
- predictability: Achieve organizational alignment and maximize revenue predictability.
Level 1: Foundation
Level 2: Optimization
Level 3: Predictability
By Category
Breakdown of all the elements of Predictable RevOps by their organizational function and purpose. Predictable RevOps covers improvement in these areas:
FACT: Deals & Qualification
Every business starts with tracking their deals/sales/opportunities.
Get the underlying Opportunities/Potentials/Deals cleaned up and regularly updated. Define the Objective Qualification criteria.
At this stage, you can analyze the 4 factors: Flow, Average Sale Price, Conversion Rate, and Time to Close.
Channel Management
Clean up and combine Lead Sources into a consistent set of channels. Channel consistency allows you to understand revenue impacts from changes in channel performance.
Sales Reps Management
Manage and coach Sales Rep performance based on their individual performance, and compared to the team.
Business Dimensions
Analyze the revenue based on business specific dimensions like industry, type of client or type of product sold.
Marketing Management
Analyze the business revenue based on the top of funnel marketing activities.
We link marketing with revenue via the deal table Source, Medium or Campaign fields.
Account Journeys
Understand the customer account journey and lifetime value impacts on revenue.
Account Segments
Understand how the Industry Dimensions relate to Accounts to create ‘account segments’. Understand how these account segments impact revenue.
Churn Management
Understand and manage the impact of account churn on revenue. Understand Upgrades and Downgrades in relationship to the Account Journey.
Profit & Margin
Understand and manage how gross profit and margin is impacted by channels, dimensions and marketing.
Proactive FACT Improvement
Align all roles within the organization with their individual plans to improve their impacts on the FACTs.
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PredictableRevOps.org maintains the documentation of the PRO Framework and provides training certification for Partners and clients that wish to use PRO within their businesses.
PRO is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the PRO Framework.
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