revops infographic v4 - Clari · Connected Revenue Operations The Rise of Clari’s Connected...
Transcript of revops infographic v4 - Clari · Connected Revenue Operations The Rise of Clari’s Connected...
ConnectedRevenueOperations
The Rise of
Clari’s Connected Revenue Operations platform helps B2B organizations increase win rates, shorten sales cycles and improve forecast accuracy by using AI and automation to create full funnel
accountability across go-to-market teams.
Learn more at clari.com
Revenue Operations is the strategic convergence of sales, marketing, and customer success to drive full funnel accountability across the revenue engine.
Revenue operations accelerates growth and provides more predictable revenue, by unifying and optimizing the processes that generate the company’s top line success. How can you do that in your company? Focus on the following:
Companies that align all go-to-market functions outperform those that don’t. On average, aligned companies see:
Disconnected sales, marketing and customer success teams are becoming a thing of the past as more organizations shift to connected revenue operations organizational structures.
The concept of aligning go-to-market teams isn't new, so why are we seeing increased interest and success now?
Revenue Operations job titles on LinkedIn are increasing across the board, based on SiriusDecisons data collected between October 2018 and December 2018.
The primary goal for revenue operations is to drive revenue — that means closed deals for sales, pipeline growth for marketing and reduced churn for customer success. Here are just a sampling of key metrics the revenue team is accountable for:
Connected Revenue Operations
Reasons for the Rise of Revenue Operations
Revenue Operations Titles Are Increasing
The Benefits of Revenue Operations
Key Metrics for Revenue Operations
KEY METRICS
What Is the Role of Revenue Operations?
The perennial disconnection between sales and marketing data
Customers’ expectation of an integrated buyer’s journey
The availability of automation and AI to drive insights across the funnel
Ine�ciencies in sharing insights & accountability between GTM teams
73%
21%9%
5%
Source: SiriusDecisions, 2019
Director Revenue Operations vs. Director Sales Operations
Aligning teams around a single view of the business with shared revenue targets.
Connecting business and activity data across organizational silos and technology stacks.
Increasing operational e�ciency through integrated cadences including sales 1:1s, QBRs, forecast calls and more.
People
Data
Processes
Higher win rates and faster sales cycles
Lone wolf mentality
Full funnel accountability
Bring-your-own-reportShared truth of the business
Hit or miss forecasting Predictable
business growth
Finger pointing and hando�s
Data-driven collaboration and teamwork
Wasted time and miscommunication
STATUS QUO REVENUE OPERATIONS
Operations
VP Revenue Operations vs. VP Sales Operations
33%31%
Chief Revenue O�cer vs. Chief Sales O�cer
Forecast accuracy
Pipeline Velocity
Sales cycle time
Annual recurring revenue
Win rates
Cost of customer
acquisition
Customer churn
Customer lifetime value
Renewals and upsells
more profits15%19%
faster growth
Revenue
ConnectedRevenueOperations