Revenue Operations, commonly known as RevOps, includes processes and tools to actively increase the revenue of a business. It helps with sales forecasting and predictive sales analysis and includes a bundle of all the things that enterprises need to improve their revenue. The marketing analytics software is a bonus to this bundle of revenue-generating tools.
Features of RevOps
The standout features of RevOps are as follows:
- Sales analytics
- AI-powered insights
- Sales forecasting
- Activity capture
- Revenue reporting
- Revenue intelligence
- AI-powered analytics
- Pipeline dashboard
- Revenue Dashboard
- Account health dashboard
- Easy integration with third-party platforms such as marketing automation, CRM, and sales enablement
- Automated updates of CRM
- Data aggregation
Top RevOps Platforms
The leading RevOps platforms that are being used by businesses across the world are:
Clari is one of the top platforms used by RevOps teams. It is a comprehensive sales operation / revenue operation tool. Clari uses data science to develop predictive analytics. With Clari, users can increase their efficiency and accelerate their sales by improving their forecasting ability.
Several businesses use InsightSquared, InsightSquared is known for their graphical templates that can be customized and used to represent data. According to its users, it is a very robust RevOps platform. The analytics of InsightSquared is accurate and great for outreach tracking and KPI assessment.
People.ai is an excellent sales productivity tool. Numerous organizations use it to streamline their sales and increase operational efficiency. People.ai can track emails, calls, meetings, calendars, and schedules of sales representatives and provide top-class solutions to enhance their productivity. The goal-setting feature of People.ai is overly exciting.
SalesOps is a subset of RevOps. It is a unit that monitors roles, activities and processes of sales representatives and sales teams within any organization. It drives the sales team to more efficiency and to sell better and faster. SalesOps conducts training of all the sales team members to drive the business results forward with more focus.
Features of SalesOps
The noteworthy features of SalesOps are as follows:
- Sales process optimization
- Forming the incentives program
- Adoption of new sales methods
- Sales territory assignment
- Salesforce recruitment
- Allocating the accounts
- Management of contract lifecycle
- Adoption of key sales metrics
- Implementation of sales framework
- Optimization of automation, client analytics, forms, templates, CRM, contract management and outreach
- Client engagement
Top SalesOps Platforms
The prominent SalesOps platforms that are being utilized by businesses across the world are:
Cloudera is a cloud storage platform that gives its users a single location for storing, processing, and analyzing data. It is an extremely easy to learn platform due to the excellent training offered to new users. Cloudera prides itself to be a powerful and scalable platform that enables its users to run several workflows simultaneously.
DataXu is an excellent media management platform. It leverages data to provide insights to its users. The data in DataXu is put through some innovative analytics to increase businesses’ effectiveness and sales efficiency. Data entered in DataXu is turned into ROI and actions. With DataXu, you can customize your interactions while it automates customer targeting.
GoodData is an intelligent business platform that helps its users to create new revenue streams by understanding their customer behavior. The analytics delivered by GoodData are very advanced, which provide the users with best practice suggestions. The interactive dashboards of this platform promote excellent visual data.
Key differences RevOps and SalesOps
Purpose and Goal
Even though SalesOps is a subset of RevOps, their purposes and goals are vastly different. RevOps focuses on revenue acceleration, whereas SalesOps on tactical sales strategies. RevOps uses automated tools and processes to attend to its goals. But SalesOps makes use of the sales team by guiding them for improving processes, systems, and efficiency.
Key areas of focus
The key area of focus of RevOps is different from that of SalesOps. RevOps focuses on auditing the existing technology stack to find gaps and discrepancies in them. It works to convert mundane tasks into a quicker click of a single button task. SalesOps, on the other hand, is about automated dashboards, and reports. It integrates the sales software and tools into one for efficient company-wide Sales operation.
Depending on the size, goals and budget of the organization, the structure is designed. Some companies have a separate RevOps team that reports directly to the CEO or CFO of the organization. SalesOps in some organizations is part of the RevOps team while some are part of the sales team where they report to the sales head.