Strategy
Revenue Operations Consulting
Revenue operations consulting that aligns teams, systems, and processes around growth.
A B2B SaaS company had grown to $4M ARR with a 40-person team, but their revenue operations were a mess. Marketing blamed sales for poor lead follow-up. Sales complained that marketing sent unqualified prospects. Customer success had no visibility into sales promises made during deals. The CEO could not answer basic questions: What is our true customer acquisition cost? Which marketing channels drive the best customers? Where do prospects get stuck in our funnel? We implemented a full revenue operations overhaul. First, we mapped the complete customer journey from first touch through renewal, identifying every handoff, decision point, and data requirement. Second, we unified their tech stack: HubSpot for marketing automation, Salesforce for CRM, and Gainsight for customer success - all connected with bidirectional sync and a single source of truth for customer data. Third, we redesigned processes: lead scoring that automatically qualified prospects, SLA agreements between teams, standardized sales stages with exit criteria, and health scoring that predicted churn before it happened. Fourth, we built unified reporting: cohort-based CAC analysis, funnel velocity by segment, and revenue attribution that showed which activities actually drove growth. The results after 12 months: 34% revenue growth (without increasing headcount), deal velocity improved 45%, customer acquisition cost dropped 28% through better targeting, and net revenue retention increased from 94% to 112%. Most importantly, the weekly leadership meeting stopped being a blame session and became a data-driven optimization discussion. This is what revenue operations delivers: alignment, predictability, and growth that compounds.
How this capability is applied
End-to-End Revenue Funnel Alignment
Most companies optimize teams in isolation: marketing optimizes for MQLs, sales optimizes for closes, success optimizes for renewals. No one optimizes for the customer experience across handoffs. We align the entire revenue engine around a unified view of the customer journey, with shared definitions, common metrics, and clear accountability at every stage. This eliminates the finger-pointing between teams and creates a smooth experience that prospects actually notice and appreciate.
Process Optimization and Handoff Design
The moments where prospects move between teams are where deals die: marketing sends leads that sales ignores, sales promises features that success cannot deliver, success identifies expansion opportunities that sales never hears about. We design optimized processes with clear SLAs: leads must be contacted within 5 minutes, sales must document key requirements for onboarding, success must flag expansion signals for account management. We also implement automation that enforces these processes without creating bureaucratic overhead.
Integrated Revenue Technology Stack
Disconnected systems create data silos that prevent alignment. We design and implement integrated tech stacks where data flows automatically: marketing automation feeds qualified leads to CRM, CRM updates trigger onboarding workflows, product usage data informs health scores, and billing data drives expansion signals. The result is a single source of truth where every team sees the complete customer picture and can take coordinated action. We typically integrate 8-12 tools into a coherent revenue operating system.
Revenue Attribution and Performance Intelligence
Without proper attribution, you optimize for the wrong things. We implement multi-touch attribution that shows which marketing channels, sales activities, and success touchpoints actually drive revenue - not just pipeline. We also build performance dashboards that track the metrics that matter: CAC by channel, LTV:CAC ratios, payback periods, expansion rates, and net revenue retention. These insights enable data-driven decision making rather than relying on gut feeling or incomplete data.
Predictable Revenue Forecasting
Most revenue forecasts are wishful thinking. We implement forecasting systems based on stage-weighted pipeline, historical conversion rates, and leading indicators that predict outcomes weeks in advance. Sales managers get early warning when deals are at risk, marketing sees which campaigns are trending toward target, and finance gets reliable projections for planning. Predictability transforms revenue from a source of anxiety into a manageable, optimizable system.
Scalable Growth Infrastructure
What works at $1M ARR breaks at $10M ARR. We build revenue operations that scale: automated lead routing that handles 10x volume, standardized processes that onboard new reps quickly, self-service reporting that eliminates analyst bottlenecks, and governance frameworks that maintain quality as teams grow. This infrastructure enables growth without the operational chaos that typically accompanies scaling.
How we work
01
Comprehensive Revenue Operations Audit
We assess every aspect of your revenue engine: marketing funnel performance, sales process efficiency, customer success effectiveness, tech stack integration, data quality, reporting capabilities, and team alignment. We interview stakeholders across all revenue teams, analyze historical performance data, and map the current-state customer journey. This produces a clear picture of what is working, what is broken, and what opportunities offer the highest ROI.
02
Unified Process Design and SLA Definition
Based on the audit, we design optimized processes for the complete revenue cycle: lead qualification and routing, sales methodology and stage definitions, onboarding and implementation, expansion and renewal. We define SLAs between teams: response times, data requirements, handoff criteria, and escalation paths. These processes balance efficiency with quality - moving fast without cutting corners that hurt conversion or retention.
03
Technology Architecture and Integration
We design the target tech architecture: which tools for which functions, how they integrate, what data flows where, and where customization is needed. We evaluate existing tools against requirements, recommend additions or replacements, and configure integrations that create a unified data layer. This includes data governance: field mappings, validation rules, and synchronization logic that maintains data quality across systems.
04
Reporting Infrastructure and Dashboard Implementation
We build the reporting that enables data-driven revenue management: funnel dashboards showing conversion at every stage, attribution reports crediting revenue to the right activities, CAC and LTV analysis by segment, forecasting models with confidence intervals, and health scoring that predicts churn and expansion. These reports update automatically and are accessible to stakeholders at every level, from reps to executives.
05
Team Training and Change Management
RevOps transformations fail when teams do not adopt new processes. We conduct training sessions for each revenue team: how to use new tools, follow new processes, and leverage new reports. We identify change champions in each department, create documentation and playbooks, and establish feedback loops to identify adoption issues. We also work with leadership to align incentives and recognition with the new operating model.
06
Governance and Continuous Optimization
Revenue operations is never 'done' - it requires ongoing management. We establish governance: regular funnel reviews, data quality monitoring, process compliance audits, and quarterly optimization planning. We also build capabilities for continuous improvement: A/B testing frameworks, process experimentation, and regular training updates. The goal is a self-improving revenue engine that gets more efficient and effective over time.
Deliverables
Every web design engagement delivers a complete, production-ready website built to modern standards. You receive all source files, documentation, and training needed to manage your site independently. Our deliverables include design assets, developed templates, integrated functionality, quality assurance documentation, and ongoing support—everything required for a successful launch, smooth handoff, and confident ongoing operation.
Comprehensive revenue operations audit and gap analysis
Optimized revenue process documentation with SLAs
Target technology architecture and integration specifications
CRM configuration and automation setup
Marketing-to-sales lead flow implementation
Unified reporting dashboard with funnel and attribution analytics
Forecasting model and pipeline management system
Customer health scoring and churn prediction
Team training materials and documentation
Governance framework and continuous optimization playbook
90-day optimization roadmap with success metrics
Common questions
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