Do you ever feel as though your sales, marketing, and customer-success teams are orbiting in different galaxies? If so, Revenue Operations (RevOps) is the gravitational pull you’ve been missing.
RevOps in Plain English
RevOps is the discipline of bringing every revenue-related team under one strategic roof. Instead of separate tools, targets and reports, RevOps creates a single, shared system—data, processes and goals—that keeps marketing, sales and service aligned from first click to loyal customer.
Think of it as the control tower for your commercial engine:
| Traditional Set-Up | RevOps Model |
|---|---|
| Multiple CRMs, spreadsheets and reporting tools | One single source of truth |
| Marketing hands off to Sales and hopes for the best | Continuous, closed-loop visibility |
| Success team firefights churn after the deal is done | Customers delighted from day one |
The Business Case: Why Bother?
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Faster Growth, Higher Profits
Forrester reports that companies with tight sales–marketing alignment grow up to 19 % faster and post 15 % higher profits than misaligned competitors. When organisations fully integrate revenue operations, that number jumps to a remarkable 36 % uplift in revenue growth. -
Better Funnel Efficiency
With one RevOps strategy, every stage of the funnel is owned, measured and optimised. That means fewer leaks, quicker hand-offs and predictable forecasting—crucial for high-growth start-ups and scale-ups. -
Happier Customers
When data flows seamlessly, customers stop repeating themselves. Your service team sees the complete history, sales spot ideal upsell moments, and marketing serves content that actually matters.
Signs You’re Ready for RevOps
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Your finance director can’t reconcile pipeline forecasts with actual billings.
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Sales blames Marketing for “poor leads”; Marketing blames Sales for “poor follow-up”.
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Your CRM has more duplicates than the office printer queue.
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You’re hiring fast but still struggle to improve sales funnel efficiency.
If any of these ring true, it’s time to break down silos and explore a RevOps strategy.
How to Get Started
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Audit Your Revenue Stack
Map every tool, integration and spreadsheet touching the customer journey. Identify overlaps, gaps and dirty data. -
Define Shared Metrics
Align on a single set of KPIs—conversion rates, cycle times, retention—owned collectively, not by isolated departments. -
Create a Unified Process
Document one end-to-end playbook that covers sales process optimisation, lead routing, onboarding and renewal. -
Invest in the Right Tech
A robust, all-in-one CRM (such as HubSpot) lets you align sales and marketing activity, automate hand-offs and surface real-time insights. -
Appoint a RevOps Lead (or Partner with a RevOps Consultant)
Whether in-house or outsourced, you need a steward for continuous improvement—someone who lives and breathes revenue operations for SMB success.
RevOps in Action: A Quick Win
One UK software scale-up consolidated three CRMs into a single HubSpot instance. The results?
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24 % reduction in lead-to-meeting time
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37 % improvement in pipeline accuracy
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Customer-delight score up by 11 points
All within the first quarter of their RevOps roll-out.
Final Word
RevOps isn’t another buzzword; it’s the operating system for modern, growth-minded businesses. If you’re serious about scaling without chaos—and want every team pulling towards the same North Star—Revenue Operations is your launch pad.
Ready to put your business into a higher orbit? Inbound Orbit specialises in helping UK SMEs and high-growth start-ups break down silos, align sales and marketing, and build a revenue engine that actually hums.
