revops infographic v4 - clari · connected revenue operations the rise of clari’s connected...

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Connected Revenue Operations 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 Inefficiencies 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 efficiency 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-report Shared truth of the business Hit or miss forecasting Predictable business growth Finger pointing and handoffs 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 Officer vs. Chief Sales Officer 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 profits 15% 19% faster growth Revenue Connected Revenue Operations

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Page 1: revops infographic v4 - Clari · Connected Revenue Operations The Rise of Clari’s Connected Revenue Operations platform helps B2B organizations increase win rates, shorten sales

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