Strategy & Growth
Revenue Operations
We bring the processes, data and tools of marketing, sales and customer success into one operating structure, so forecasts and pipeline become manageable.
The problem
As the quarter closes, nobody fully trusts the forecast, because every team keeps revenue data in its own spreadsheet.
As companies grow, each team adds its own tools and reports. Marketing automation, CRM, billing and support all look correct on their own, yet one customer is a different record in each of them.
Forecast problems tend to get pinned on a sales manager's judgment. The usual causes are more mundane: stage definitions nobody enforces, close dates nobody updates, renewals tracked somewhere else. A dashboard built on that data only displays the uncertainty more neatly.
The same thing happens when RevOps launches as a tool project. The system changes, ownership and process don't, and the disorder moves to a new home.
You may recognize this
- The forecast gets adjusted by hand several times a week.
- Deals with past close dates remain open in the pipeline.
- Renewal and expansion opportunities surface only near contract end.
How we work
Revenue process audit
We map the flow from lead to renewal, including systems and responsibilities, then sample opportunity records to measure actual data quality.
Data model and field dictionary
Account, contact, opportunity and contract objects are defined, required fields get cut back to those people use, and each field gets an owner and a source system.
Pipeline and forecast discipline
Stages are tied to buyer evidence, forecast categories separate commit, best case and pipeline, and stale-deal rules keep the weekly call honest.
Routing and stack cleanup
Lead routing, territory and account ownership rules are made explicit, overlapping tools are retired, and system changes run through a single backlog.
What we deliver
- Revenue process map
- CRM data model and field dictionary
- Pipeline stage definitions and forecast model
- Lead routing and account ownership rules
- Tech stack inventory and consolidation plan
- RevOps backlog and change governance rules
How we measure
- Forecast accuracy: the gap between forecast and actuals determines how far ahead leadership can plan.
- Pipeline hygiene: the share of deals with a current close date and next step shows how far the numbers can be trusted.
- Net revenue retention: tracks existing customer revenue, including renewals and expansion.
Renewal visibility at a subscription business
Illustrative scenario: A subscription software company tracks new sales in its CRM while renewals sit in a finance spreadsheet, so leadership sees total revenue only after the month closes. The project adds a contract object to the CRM, matches it to billing records, creates tasks tied to renewal dates and builds one forecast view.
Common questions
Do we need a dedicated RevOps team?
Not at first. One owner is often enough, as long as that person has shared authority across sales, marketing and customer teams.
Which CRMs do you work with?
Process and data model come before platform. Whether you run HubSpot, Salesforce or something else, the approach holds and configuration details change.
Do we have to clean all our historical data?
No. We prioritize active opportunities, open accounts and fields that affect reporting, and archive older records.
Before we work together, let's think together.
Requests are answered by the founder.