Revenue Operations Flywheel
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The RevOps Flywheel is a four-step process that helps businesses achieve continuous growth.
The first step in the RevOps Flywheel is to adjust your growth plan. This means revisiting and refining your plan to stay ahead of internal and external changes. This is not just an annual planning process; you should continuously adjust your plan as you have access to new data.
A growth plan is simply reverse engineering a revenue Target into an integrated operating plan. This includes looking at bookings created, pipeline, leads, brand awareness, headcount, and everything else it takes to build the infrastructure to go from A to B for your growth.
The second step in the RevOps Flywheel is to augment your growth infrastructure. This means continuously improving your systems and processes. Your business is always changing, and the market and best practices for RevOps will always be evolving. If you do not continually augment your growth infrastructure, you will quickly fall behind.
The third step in the RevOps Flywheel is to analyze your performance. This means tracking all of the assumptions and data in your growth plan continuously. You need to be able to measure and track everything in your growth plan. This is usually a systems and process exercise that must be adapted and augmented every time your growth plan changes.
The fourth step in the RevOps Flywheel is to align on growth drivers. This means ensuring your team is unified on what drives growth and interpreting the data with the business and Market context it needs. Once you have access to all of the data due to your growth infrastructure and performance to plan tracking, you need to use your judgment to make decisions.
The RevOps Flywheel is a continuous cycle. Once you are aligned on what's working and what's not working, it's time to go back to the first step of the Flywheel and plan your next stage of growth.