RevOps: Automating Revenue Operations to Drive Revenue Growth

CROSSING THE
REVOPS CHASM
AUTOMATING REVENUE OPERATIONS
TO DRIVE REVENUE GROWTH

What is RevOps?
Revenue Operations (RevOps) is a dedicated function that
integrates critical teams involved in the revenue lifecycle—
including marketing, sales, service, support and finance—
with the aim of growing revenue. It aligns key resources,
people, processes and technology to drive operational
efficiency through business process automation and enables
smart decision making through data analytics.
Copyright © 2021 QuantumRhino, Inc. All rights reserved.

In their words… RevOps is
A B2B function that uses
automation to help teams make
decisions that grow the business.
RevOps brings everyone together
— from marketing, sales, service,
customer success, and finance.
Meredith Schmidt
EVP, Salesforce Revenue Cloud
The strategic and organizational
alignment of the resources, people,
processes, and technologies that
drive the conversion of prospects
to customers and maximize
customer lifetime value.
Forrester Consulting
The Rise of Revenue Operations

What’s
driving
adoption?
Consumer choice
More choice
means consumers
can buy on their
own terms.
Complexity
Businesses add
multiple sales channels
and revenue models to
respond to consumer
demand.
Competition
Innovation to drive
differentiation and to
respond to shifts in
consumer behavior
fuels even more
choice.

There’s a chasm between merely understanding
RevOps and actually executing on it
of executives understand the
importance of RevOps in
growing their businesses.
… yet a small number have
aligned the key resources,
people, processes and
technology to make things
happen.
Source: Forrester Consulting | The Rise of Revenue Operations Copyright © 2021 QuantumRhino, Inc. All rights reserved.

Technology enables RevOps
Alignment of technologies
across your enterprise
Automation of processes in
the revenue lifecycle
Analytics of consumer data
to drive better decisions
“Everything that can be automated, should be automated.”
Harmit Singh, CFO, Levi Strauss & Co.

“Organizations need to constantly
reimagine themselves, understanding
and anticipating all the factors,
including and especially technology,
that will impact them in the future.”
CHANGE OR DIE
Michael Dell, Chairman and CEO, Dell Technologies

What separates
the best from
the rest?
Strategic alignment for revenue growth
Dedicated function with a leader
Cross-collaboration is a daily norm
Single source of truth for customer data
No strategic alignment for revenue growth
Siloed functions, no collaboration
Multiple customer databases
Multiple systems for customer data
27% 48%
Forrester’s Maturity Index | The Rise of Revenue Operations Copyright © 2021 QuantumRhino, Inc. All rights reserved.

The struggle
is real
1. Basic processes and training
2. Basic data input
3. Hiring talent
4. Breaking through silos
5. Working through cross-team tensions
6. Responding to consumer demand
7. Revenue recognition and management
Low maturity organizations
are 2X less responsive to
consumer demand and
struggle with…
Source: Forrester Consulting | The Rise of RevOps Copyright © 2021 QuantumRhino, Inc. All rights reserved.

Top reasons
to cross
the ch asm?
1. Respond faster to customers
2. Gain insights from data and plan
more effectively
3. More accurately measure
performance
4. Identify revenue leakage
5. Increase productivity
6. Improve compliance
High revenue operations
maturity drives agility and
business growth, enabling
organizations to…

To Cross the Chasm, align your:
Create shared values,
norms, goals
Break down
functional silos
Dedicated roles
accountable for the
desired outcomes
Map out current
processes
Collaborate, get input
from the field
Align and document
new processes in a
living, breathing
platform
Choose a partner that
understands:
People and culture
Business processes
Technology &
automation, deeply

CASE STUDY | FINTECH
How a payments startup
transformed a highly
manual merchant sign-up
process to zero-touch

- Notorious B.I.G.
mo’ money mo’ problems
The payments industry
Sources: Crunchbase, McKinsey & Co.
Industry growth 1H2020 US only Funding flowing to
payments startups
Global payments
revenue

CASE STUDY
BUSINESS
§ Sales and marketing have aggressive growth
targets driven by infusion of new funding
§ Rapid global expansion putting stress on
operations from sign-up to onboarding
§ Manual sales and new merchant onboarding
process hampers speed-to-value
TECHNICAL
§ Data integration between client-facing web
forms and back-end Salesforce environment
Challenges

“cross your fingers
and hope the data
makes its way from
the website and into
Salesforce”
HOPE IS NOT A STRATEGY
Said a client who will not be named

CASE STUDY
SERVICES
§ Created ONE team (client and QuantumRhino)
unified under a single Project Leader
§ Salesforce integration and application
development services
TECHNOLOGY
§ Nintex K2 SmartForms and SmartObjects for
real-time data integration
§ Nintex K2 API to ensure data integrity between
front-end and back-end
§ Nintex Drawloop for document generation
and contract lifecycle automation
Solution

CASE STUDY
§Alignment between the client’s Sales &
Engineering teams
§Automation eliminates errors and
improves internal productivity
§Confidence in data enables analytics
as a source of innovation and smarter
decision-making
§Enables operations to scale in support
of global expansion
Outcomes

CASE STUDY
Pro Tips
Fix the problem right the first time (root cause), rather
than trying to fix it as you grow.
Work on aligning all the stakeholders upfront, agree on
the goal and rules of engagement, execute like crazy.
Get the right people with the right technical expertise on
your team sooner than later.

CASE STUDY | HOMEBUILDING
How a publicly-traded homebuilder
speeds up marketing campaigns
while lowering compliance risk

Homebuilding:
Robust demand, soft supply
↑
New home sales
In 2020
↑
Increase in the
Price of lumber
↓
Available land
for new homes
Only 2 months
of inventory
(homes)
2016 2017 2018 2019 2020
Demand for
single-family homes
Price of lumber Lots available for
new homes

CASE STUDY
BUSINESS
• Hundreds of legal disclaimers across 250 product
lines, marketing channels, 15 states, 21 markets,
counties, cities, municipalities, sub-divisions
• Legal department became a bottleneck
• Slow, costly, error-prone
• Amplifies risk of non-compliance
TECHNICAL
• Highly manual processes
• Lack of process and technology standards
• Siloed functions, processes and applications
• Data sprawl – Excel sheets everywhere!
Challenges

CASE STUDY
SERVICES
§ Business process redesign
§ Project management
§ Salesforce customization and integration
TECHNOLOGY
§ Nintex Drawloop for automating document
generation from within Salesforce
§ Nintex Workflow Cloud for Contract Lifecycle
Automation
Solution

CASE STUDY
§Standardized processes across
departments marketing, legal, sales,
finance, product, purchasing.
§Cost savings and improved internal
productivity through automation and
having a single source of truth for
data.
§Business agility to respond to the
market enabled through aligned
technology across departments.
Outcomes

CASE STUDY
Pro Tips
Build partnerships across functions – work on the people
equation first.
Establish joint goals and map out your current process,
find opportunities to optimize and automate.
Look for opportunities to modernize and standardize your
technology stack across your entire business.

Where is business
process automation
on your priority list?
67%
25%
8%
Over 170 IT leaders director and
above prioritize business process
automation highly.
A byte about us
WE’RE ON A MISSION
To help our customers transform into
revenue-generating powerhouses
through technology and business
process automation.
High
Medium
Source: PulseQA

A byte about us
Do the right thing the
first time, every time
Incredibly
transparent
Super easy to do
business with
Business-first.
Understand goals &
metrics that matter
Tease out your
process & strategy
Develop a technical
strategy that matches
your business goals
VALUES TO THE CORE
We put the client at the
center of everything we
do. We listen intently to
our client’s issues and
solve for its needs. Every
interaction matters.

Salesforce
CUSTOMIZATION
INTEGRATION
DEVELOPMENT
SECURITY
Automation
WORKFLOWS
DOCUMENTS
CONTRACTS
RPA
Integration
FRONT-OFFICE
BACK-OFFICE
WEB SERVICES
Development
</>
FULL STACK
PROPTECH
CLOUD
Automate to Elevate… is what we do

Business
Automation
Workshop
ü Budget
ü Timeline
ü Deliverables

Thank you
#AUTOMATEtoELEVATE
www.quantumrhino.com

RevOps: Automating Revenue Operations to Drive Revenue Growth

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to RevOps: Automating Revenue Operations to Drive Revenue Growth

Similar to RevOps: Automating Revenue Operations to Drive Revenue Growth (20)

Recently uploaded

Recently uploaded (20)

RevOps: Automating Revenue Operations to Drive Revenue Growth