RevOps
Revenue operations (RevOps) services
RevOps sounds like a consultant’s word. In practice it is a set of plain decisions: what counts as a qualified lead, who calls it, when a deal moves stage, and which number the Monday meeting looks at.
What RevOps fixes
In a growing business, marketing brings leads, sales works them and someone else looks after customers. Each team picks its own tools and its own numbers. Marketing reports leads. Sales reports deals. Neither can explain the gap between the two, and the weekly meeting turns into a debate about whose spreadsheet is right.
RevOps makes one system out of those parts. Most of it is unexciting: definitions, fields, rules, one report. It is also what decides whether more marketing spend turns into more revenue or into more arguments.
The decisions we put in writing
Definitions
What a lead, a qualified lead, an opportunity and a customer are, one sentence each, used by every team and every report.
Stage rules
What must be true for a deal to enter each stage, and what must be recorded when it leaves.
Handover rules
When marketing passes a lead to sales, how fast sales must act, and what happens when they do not.
Ownership
Who owns each tool, each field and each report, and who is allowed to change them.
Lost reasons
A short fixed list, so the reasons deals are lost can be counted and fed back to marketing.
Targets
The funnel worked back from the revenue target, so marketing knows how many qualified leads sales needs.
The funnel, worked backwards
The most practical RevOps tool fits in one table. It turns a revenue target into a marketing brief. Our budget calculator runs the same logic.
| Step | Question | Where the answer comes from |
|---|---|---|
| Revenue target | How much must we sell this quarter? | Management |
| Sales | How many sales is that at our average deal value? | Average deal value in the CRM |
| Attended appointments | How many attended appointments make that many sales? | Close rate, per salesperson |
| Bookings | How many bookings, once no-shows are counted? | Show rate |
| Qualified leads | How many leads must sales reach to book that many? | Contact and booking rates |
| Budget | What do that many qualified leads cost? | Cost per qualified lead, by channel |
How we work on RevOps
Trace a month of leads
We follow real leads from source to outcome and record where they stall or disappear.
Fix the pipeline
Stages, fields, assignment and required data in the CRM. See CRM setup.
Agree the handover
A written rule between marketing and sales, measured from the next day, using the speed and contact figures from lead handling.
Build the shared report
One dashboard with the funnel from spend to revenue, on the agreed definitions.
Run the weekly meeting
Marketing and sales together, same numbers, decisions noted. We run it with you for the first months, until it runs without us.
Frequently asked questions
Is RevOps only for large companies?
No. A clinic with three salespeople and one marketer has the same problems at a smaller scale: leads with no owner, stages nobody agrees on, numbers that do not match. The fixes are smaller too.
How is RevOps different from sales operations?
Sales operations looks after the sales team’s tools and process. RevOps covers the whole chain, from the ad to the renewal, across marketing, sales and customer service, so the handovers between teams are owned by someone.
Do we need new software?
Usually not. Most of the work is rules and setup. When something is missing, it is often a CRM or a way to get forms and calls into it, and we fill that gap first. Napexy CRM is one option, not a requirement.
What changes in the first month?
The weekly meeting looks at one report. Every lead has an owner and a next step. The handover rule is written down and measured. None of it is dramatic, and all of it can be checked in the numbers.
Who should own RevOps in our company?
Someone who sits between marketing and sales and is trusted by both, often an operations manager or a senior salesperson with an eye for data. What matters is that they have the authority to change the CRM and the time to look after it.
Last updated · By the Napexy team
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