Scaling from the Lens of RevOps: People, Process, and Technology
As businesses grow, they face the daunting challenge of scaling their operations effectively. As a RevOps leader, successfully scaling a company means focusing on three critical pillars: people, process, and technology. By strategically addressing these areas, you can build a robust and scalable playbook that supports rapid growth.
People: Building the Right Team
Priortize the importance of hiring the right people and fostering a culture of continuous learning and growth. This creates a space for ongoing development and skill improvement for all team members.
- Onboarding and Enablement:
- Specifically, hire an enablement director early on to handle onboarding and training new sales reps. This ensured that new hires are quickly brought up to speed and can start contributing effectively.
- Specialist Roles:
- As the company grows, look to a sales specialist to manage pipeline and velocity of sales reps.
- Bring on a systems administrator to manage the tech stack, including Salesforce, Gong, Groove, and HubSpot. Have a technical person who can handle reporting and data management.
- These critical hires allow RevOps leaders to focus on higher-level strategy and process automation as the company moves up the revenue efficiency pyramid.
- Strategic vs. Operational Tasks:
- Initially, RevOps functions as a generalist and will take on multiple roles to understand the needs and gaps within the company. As the company scales, they then delegate operational tasks to specialists, allowing them to focus on strategy and process improvement.
Process: Streamlining Operations
- Efficiency and Unification:
- The RevOps leader works on streamlining processes across different departments (sales, marketing, customer success, partnerships) to eliminate silos and ensure cohesive operation.
- They map out sales processes and standard operating procedures (SOPs) to create a structured approach to tasks.
- Alignment and Coordination:
- Focus on integrating different departments' efforts to avoid duplicative work and ensure everyone is working towards common goals. For example, identify and resolve instances where different teams are unknowingly working on similar projects.
- Data-Driven Decision Making:
- The RevOps leader ensures that data is consistently captured, analyzed, and used to inform decision-making. They set up systems to facilitate accurate forecasting, reporting, and actionable insights.
Technology: Leveraging the Right Tools
- Tech Stack Management:
- The RevOps leader oversee the selection and integration of various tools essential for business operations, such as Salesforce for CRM, Gong for sales analytics, Groove for sales engagement, and HubSpot for marketing.
- They ensure these tools work together in harmony to support the company's processes and data needs.
- System Administration:
- They hire a systems administrator to manage and optimize the tech stack. This role involves maintaining the tools, ensuring data integrity, and generating reports.
- Process Automation:
- The RevOps leader focus on automating repetitive tasks and processes to improve efficiency and reduce the workload on team members. This included automating reporting, data entry, and other operational processes.
Scaling Success: Putting It All Together
The RevOps leader's approach to scaling the company involve several key steps:
- Initial Setup: Understanding the company's needs and gaps, taking on multiple roles to establish a foundation.
- Building the Team: Hiring strategically, starting with key roles that would provide the most immediate impact.
- Creating Efficiency: Integrating departments and eliminating silos to ensure smooth operation and avoid wasted efforts.
- Leveraging Technology: Implementing and managing a tech stack that supported the company's growth and operational needs.
- Continuous Improvement: Focusing on continuous process improvement and efficiency gains to handle increased workload and scale effectively.
By applying this structured approach of focusing on people, process, and technology, the RevOps leader is better positioned to build a scalable RevOps function that supports the company's rapid growth and operational efficiency.