Annual Rev Ops study findings — Natalie Furness // RevOps Automated

CEO of RevOps Automated, Natalie Furness talks about RevOps and the critical role it plays in strategy building. Companies that are looking to increase their profit margin and longevity within their industry need to have some form of revenue operations. Today, Natalie talks about the role RevOps plays in a company and also gives us an overview of the study she undertook on the topic.
About the speaker

Natalie Furness

RevOps Automated

 - RevOps Automated

A master of scale, builder of Revenue Growth engines and self confessed data geek. Natalie is the CEO of RevOps Automated - the HubSpot partner consultancy on a mission to get every ounce of value out of the HubSpot ecosystem.

Show Notes

  • 01:53
    Whats the proper definition of RevOps?
    Its about aligning people, processes, and data systems across the entire customer life cycle.
  • 03:13
    How does RevOps become strategic for organizations?
    RevOps becomes more strategic when organizations want to lean down their operations processes so they can achieve more revenue while using fewer resources.
  • 04:41
    What does it look like for organizations that attempt to scale without a cohesive, even an early age RevOps function?
    Businesses are different. There are some businesses that want to take a more creative approach to how they function. However, for companies that want to improve their profit margins and lifetime value, there needs to be some form of RevOps.
  • 06:15
    Why did you embark on such a big study?
    As a consultancy within the Rev space, it was important for the company to understand the entire landscape. We also wanted people to have access to these findings and learn from them.
  • 09:01
    Are you seeing a proliferation of Rev stack?
    Because of increased investment, there are more and more companies coming out with sales tech stack. The challenge comes when evaluating what tech stack a company needs and how to implement this technology correctly to avoid challenges.
  • 10:53
    Is there a point of diminishing returns?
    Less is more is the policy when talking about bits of technology. As a business grows, the focus should be on refining and simplifying its tech stack.
  • 13:09
    When does RevOps go from being the glue between different systems to being the architect of the larger strategy?
    Revenue operations is a function within the entire business and also within the revenue operations team.

Quotes

  • “Based on the research that I did across the industry, RevOps is really about aligning people, processes, and data systems across an organization. Now, some people think of this just across marketing sales and success, I like to think about it across the whole entire customer life cycle.” - Natalie Furness

  • “Revenue operations is all about reducing waste so that we can scale better and faster without having additional costs.” - Natalie Furness

  • “I'm not sure that human beings have become the best at evaluating which technologies are best for their stack.” - Natalie Furness

About the speaker

Natalie Furness

RevOps Automated

 - RevOps Automated

A master of scale, builder of Revenue Growth engines and self confessed data geek. Natalie is the CEO of RevOps Automated - the HubSpot partner consultancy on a mission to get every ounce of value out of the HubSpot ecosystem.

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