RevOps Docs for Startups
  • Welcome
  • Getting Started
    • Quickstart
    • About LeanScale
  • Growth Modeling
    • Building a Growth Model
      • Growth Model Assumptions
      • Growth Model Approaches
      • Growth Model Segmentations
    • Sales Capacity Plan
    • Marketing Plan
    • Customer Success Plan
  • Go-to-market Lifecycle
    • Go-to-Market Lifecycle
    • Lead Lifecycle
    • Sales Lifecycle
    • Customer Lifecycle
    • Proof of Concept Lifecycle
    • Lifecycle Measurement
  • Lead Attribution
    • Attribution Overview
    • Lead Source Taxonomy
  • Measuring Metrics
    • Reporting and Data Analytics
    • Sales Metrics
      • Created Pipeline
      • Weighted Pipeline
    • Marketing Metrics
      • Lead Impact Matrix
      • CAC to LTV
    • Customer Success Metrics
      • Net Retention
    • Partnership Metrics
    • Presenting Metrics
  • GTM Tech Stack
    • GTM Tech Stack Overview
    • When To Buy New Systems
    • Driving System Adoption
    • CRM Considerations
      • User-Oriented CRM
      • Data & Reporting CRM
      • Security-Focused CRM
  • Aligning Sales/Marketing
    • Alignment Overview
    • How to Align?
    • What is an SQL?
    • Building Marketing Operations
    • Defining GTM Process
    • Interviewing GTM Leaders
    • Finding The Right Talent
  • System Demos
    • Data Enrichment
      • Clay
      • Traction Complete
    • Conversational Intelligence
      • Gong
      • Unthread
    • CPQ
      • Dealhub
      • Salesbricks
    • Data Analytics
      • RevVue
      • QFlow
  • CRM Tips
    • Salesforce
      • Create Opp from Contact
      • Validation Rules in Flow
      • Roll Up Summary Field
      • Close Date Change Counter
      • Lead Stages
      • Sales Stages
      • Customer Stages
      • Next Step Fields
      • Lead Source Taxonomy
      • Proof of Concept Stages
      • Displaying Record Information
      • Display Dynamic Lists
      • Messages to End Users
      • Create Custom Buttons
      • Tips for Data Loader
      • Salesforce Inspector Reloaded
      • SFDC Navigator for Lightning
      • Bypass Validation Rules
      • Sales Manager Notes Field
      • Renaming Fields and Objects
      • Getting Faster to Record ID
    • Hubspot
      • Disable Picklist Options
      • Create Yesterday's Date
      • Create Today's Date
  • Strategic Walkthroughs
    • Revenue Operations Flywheel
    • Post-Fundraise Playbook
    • Building Board Decks
    • Building Dashboards
      • CEO Dashboards
      • Executive Dashboards
      • Marketing Dashboards
      • Sales Dashboards
      • CS Dashboards
      • Funnel Analytics
    • ChatGPT as a Salesforce Admin
    • Sales Commission Plans
    • Building Sales Territories
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  • When to Invest in Revenue Operations Technologies
  • Overview of Tool Usage by Department

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  1. GTM Tech Stack

When To Buy New Systems

PreviousGTM Tech Stack OverviewNextDriving System Adoption

Last updated 7 months ago

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When to Invest in Revenue Operations Technologies

This document outlines guidelines for investing in revenue operations technologies for B2B technology companies at different stages of growth. The sections are divided into three categories: early stage, mid-stage, and late-stage.

Early Stage (Seed to Series A)

  1. Customer Relationship Management (CRM): Invest in a CRM like Salesforce or HubSpot to centralize customer data and enable data-driven decision-making.

  2. Marketing Automation: Implement a marketing automation platform like HubSpot, Marketo, or Pardot to manage outreach, lead nurturing, and marketing campaigns.

  3. Contact Data Enrichment: Use tools like ZoomInfo, Seamless, or Apollo to obtain accurate contact information and enhance your marketing and sales efforts.

  4. Sales Engagement Platform: Consider a sales engagement platform like Outreach, Salesloft, or Groove to automate tasks and improve sales rep productivity.

Mid-Stage (Series B)

  1. Customer Success Platform: Implement a customer success platform like ChurnZero, Gainsight, or Planhat to empower customer success managers (CSMs) and enhance customer retention.

  2. Configure Price Quote (CPQ): Invest in a CPQ solution like DealHub, Salesforce CPQ, or Aptis to streamline product and service configuration, pricing, and quoting processes.

  3. Coaching Platform: Use a coaching platform like Gong or Chorus to record and analyze sales calls, enabling sales managers to provide targeted coaching and improve pitch effectiveness.

Late-Stage (Series C and beyond)

  1. Revenue Intelligence: Implement a revenue intelligence platform like Qlik, BoostUp, or Clary to analyze sales data, identify trends, and make data-driven decisions.

  2. Channel Management: Consider a channel management platform like PartnerStack or Allbound to manage partner relationships, track commissions, and streamline data integration with your CRM.

  3. Content Management: Invest in a content management platform like Seismic or Highspot to organize and distribute marketing content effectively.

  4. Training and Enablement: Implement a training and enablement platform like MindTickle or BrainShark to facilitate ongoing employee training and product knowledge updates.

  5. Commission Management: Use a commission management tool like Spiff or CaptivateIQ to automate complex commission calculations and manage incentive programs.

Remember that the CRM is the foundation for all these tools and should receive continuous investment to ensure optimal functionality and alignment with your business needs.

Overview of Tool Usage by Department

The following table provides a general overview of which departments typically use specific revenue operations tools:

Department
Tools

Sales

CRM, Sales Engagement Platform, Coaching Platform, CPQ

Marketing

CRM, Marketing Automation, Contact Data Enrichment

Customer Success

CRM, Customer Success Platform

Finance

CRM, Commission Management

Operations

CRM, Channel Management

Content

Content Management

Training

Training and Enablement

Please note that this overview is not exhaustive and may vary depending on the specific needs and structure of your organization.