What's in a (RevOps) Title?

What's in a (RevOps) Title?

I used to get excited seeing someone with a RevOps title at a new client engagement.

But you quickly learn that RevOps titles (as many other titles) don’t always mean the real thing... It sometimes isn't even RevOps in practice for a number of reasons – lack of empowerment, misguided understanding of the function, junior hires for senior positions etc.

This is why my first step in any client engagement is to meet with department heads + SMEs as quickly as possible and just... let them talk.

Let them show me how they pull reports. Have them walk me through a critical function they perform day-to-day.

A lot of times, people don’t know what they don’t know when it comes to RevOps principles so just asking boilerplate questions may not uncover the real problem.

Learning the why (and seeing the WTF?!) behind the numbers and reports helps me understand exactly where ARRow (or fractional RevOps depending on the case) can have the best impact.

▶️ Sometimes it’s a clean sweep of the foundation for a fresh start.
▶️ Sometimes it’s tightening up definitions and calculations.
▶️ Sometimes it includes new training on how data needs to be entered.

The biggest mistake you can make is assuming that specific roles = a specific maturity level of the org. I’ve seen million-dollar companies with reporting processes so convoluted it would make your eyes water.

And for all the RevOps pros fighting to bring the essential pillars of process, platform and people into your workplace – we see you! You’re the real MVP!