Does RevOps need a purpose built solution ?

It’s a rhetorical question that we keep asking ourselves.

Before addressing this; here’s why we believe SalesOps (within RevOps) need tooling help and how a lack of it impacts enterprises.

A business critical role, yet often leading a team of 1..and seen as tactical

Across a growing % of growth-oriented enterprises – small, mid-market or large – revenue leaders (Founder/CEO / CRO) rely on SalesOps for insight and direction to drive revenue velocity. But that’s not all. SalesOps has a larger charter:

• Make the sales process frictionless by eliminating bottlenecks across contact to lead to revenue – “the revenue journey”
• Standardize metrics and track sales performance
• Analyze data & make decisions to improve performance
• Forecast revenue predictably
• Maintain sales tech stack, including data.

With so much to be done , we were intrigued as to how SalesOps leaders manage? With much hustle , we discovered. And , there is much to lose for enterprises in the process : –

Approximately 60% of productive time chasing data & people resulting in an estimated productivity loss to the tune of $18B in US alone.

This also ultimately drives a tactical posture for SalesOps, given the lack of data and readily available insight.

Fig: How salesOps spends its day

Need information to drive success, but tasked with information enablement

Over the last half a decade, Revenue Operations has transformed the mission and purpose of SalesOps. Yet, the world of SalesOps is far from transformed.

Loglens did a poll of SalesOps ‘leaders’ to determine what % of SalesOps teams are tasked with information enablement vs being enabled as information consumers . Every salesOps team we spoke with responded that they are charted with information & insight enablement – as a primary KPI. The respondents spanned every enterprise segment – small, mid-market and even larger enterprises that have IT / digital transformation teams

This is the interaction we expected to find

But, here is what really happens

The economic impact of this goes beyond lost productivity. SalesOps dedicates much time & effort enabling and analyzing “bottom-of-the -funnel”. Consequently (although not entirely due to this), mid-funnel & alignment gaps emerge with & between marketing (Ops).

The economic impact of this is >> almost $1 Trillion in lost revenue potential annually

A basis for BigPicture©

With years of collective enterprise sales & product experience between us; we understood these issues intuitively. But, having reviewed it objectively and identified a large enough value gap, we asked ourselves what could be done to address it.

Clearly, we do not intend to be in the business of transformation & change management. So, we narrowed down on another question-

Could we arm revOps with tools that help them overcome the above organizational hurdles & scale their impact? 

Yes

Does revOps care about such a tooling?  

 Yes – per our research

 This , then became the genesis for BigPicture© that we seek to present to all of you growth hackers and extend with you, for you.

 Look us up at www.loglens.io -> Sign up for a test run -> and let’s scale higher together.