RevOps Tech Stack

Thanks to digital transformation, process automation and data-driven decision-making are now prevalent in just about every area of business. 

As an organization generates income, the RevOps tech stack helps to manage, optimize, and automate activities throughout the revenue cycle.

What is a RevOpsTech Stack?

Revenue operations (RevOps) is an integrated approach to managing the revenue cycle from end to end. RevOps joins marketing, sales, and customer success efforts together to enable growth and companywide efficiency while leaving day-to-day operations to the respective groups.

RevOps activities include:

  • Developing a revenue-focused structure
  • Establishing clear processes and systems for each team
  • Creating a shared set of KPIs to monitor business goals and performance
  • Checking data integrity throughout the revenue cycle
  • Aligning activities between teams in real-time
  • Collecting, managing, and analyzing data
  • Optimizing sales performance
  • Creating go-to-market (GTM) strategies

Many of these functions are supported by a wide range of software and systems, which together make up the RevOps tech stack. 

Since manually tracking and integrating all of the various data points across teams is impossible, having a unified tech stack ensures that business decisions are based on accurate data.

Synonyms

  • Revenue Operations Tech Stack: This phrase is synonymous with RevOps tech stack and refers to the same type of software and systems.
  • Revenue Operations Technology Stack: The long way of saying “RevOps tech stack.”
  • RevOps Tools: All of the pieces, platforms, and processes that make up a RevOps tech stack.

Why Companies are Implementing RevOps Technology

In most business-to-business (B2B) organizations, RevOps is central to driving growth and operational efficiency.

According to a recent HubSpot report, the positive impacts of implementing RevOps are clear:

  • 10-20% greater sales output
  • 15% increase in company productivity
  • 19% faster company growth
  • 71% better stock market performance (for publicly traded companies)
  • 2-3X increase in digital marketing ROI

But even with RevOps, companies face significant challenges with data inconsistencies, organizational misalignment, and disconnected systems. 

With a unified tech stack, businesses can ensure that everyone is on the same page regarding sales KPIs and customer data.

Implementing RevOps offers several advantages to businesses:

  • Real-time insights into customer behavior and future revenue potential
  • Better alignment between teams, with a clear understanding of success metrics
  • More efficient operations, with less time spent on repetitive tasks
  • Increased visibility in reporting and analytics to make informed decisions

Technology accelerates the adoption and implementation of RevOps within an organization, increasing agility and productivity across the whole company.

RevOpsTech Stack Tools

The size, complexity, and individual needs of a company will vary, and so will its collection of business software. There is no one-size-fits-all solution to RevOps, but there are numerous common tools that make up the tech stack.

CRM (Customer Relationship Management)

CRM software is the foundation of any RevOps tech stack. It tracks customer data, including contact information, purchase history, and preferences. This data informs marketing efforts and sales goals.

Core functionalities of a CRM include:

  • Contact management
  • Lead and opportunity tracking
  • Sales automation
  • Marketing automation
  • Performance monitoring

Enterprise CRM tools (e.g., Salesforce) are customizable and offer additional features based on complex requirements. For example, a Software-as-a-Service (SaaS) organization can use it to track subscription renewals, while an ecommerce company can use it to track customer lifetime value.

Since CRM is a company wide solution that each team accesses, revenue operations professionals use it to standardize business operations across sales, marketing, and customer success teams.

CPQ

Configure, price, quote (CPQ) software helps streamline sales operations by generating accurate quotes and calculations. It’s typically used in B2B businesses with complex pricing models or custom services.

CPQ tools offer sales reps several valuable features:

  • Real-time product configuration and pricing
  • Automatic quoting, invoicing, and ordering
  • Integrations with other systems like CRM and ERP software
  • Automated approval workflows for discounts and special offers

Because CPQ software helps unify sales teams, and push prospects through the pipeline, it plays a vital role in RevOps: it streamlines communication while ensuring accurate data across the organization.

Billing Software

For many companies, billing operations are complicated and time-consuming. And manual billing can lead to billing errors and customer dissatisfaction.

Billing software is a valuable part of any company’s tech stack because it automates billing-related tasks. 

Features include:

  • Automatic invoice generation
  • Subscription management
  • Recurring payments and billing schedules
  • Fraud detection
  • Integrations with ERP, CRM, and other systems in the tech stack

Since RevOps primarily deals with customer data and the sales process, billing software helps stakeholders record revenue at the right time, get a clear picture of business performance, and forecast future revenue—all while improving the customer experience.

Revenue Intelligence Software

Revenue intelligence activities include data analysis, customer segmentation, and predictive analytics. 

These data-driven insights help teams make informed decisions about customer relations and marketing campaigns.

Revenue intelligence software takes the guesswork out of this process by collecting data from multiple sources, organizing it into a centralized dashboard, and providing actionable insights. This helps businesses identify growth opportunities and track key performance indicators.

Revenue intelligence software that integrates with the RevOps tech stack includes:

  • Gong.io
  • Amplitude
  • LeanData
  • InsightSquared
  • Salesloft

These tools offer various features, such as AI-assisted lead scoring, deal tracking, and automated reporting. 

They also help teams track customer engagement across the entire customer lifecycle. Revenue teams can allocate resources more efficiently by leveraging these tools and making data-driven decisions to optimize revenue.

Project Management

Project management tools helps RevOps teams manage projects and collaborate on tasks. It also helps streamline communication between departments and keep everyone on the same page.

Some of the features of project management tools are:

  • Task tracking
  • Team collaboration
  • Resource allocation
  • Project scheduling
  • Progress reporting

Smaller teams might use a project management tool like Trello—a kanban-style tool that’s straightforward and enables quick collaboration. 

Larger companies can opt for solutions like Monday.com, which offer customizable workflows, robust reporting dashboards, and deal tracking.

Sales Enablement Tools

Sales enablement is a strategic technology-enabled process designed to improve the performance of sales teams by providing them with the support, resources, and insights they need to close more deals.

This can range from providing sales reps with high-quality content and sales training materials to equipping them with data-driven insights into customer habits and trends.

Sales enablement tools like Outreach and SalesLoft provide marketers and sales reps with a wide range of features, including:

  • Email tracking
  • Meeting scheduling
  • Prospecting templates
  • Analytics and reporting dashboards

Using sales enablement tools, RevOps teams can create an effective customer journey that drives leads through the funnel. By doing so, they can improve sales performance and increase revenue.

Analytics and Reporting

Analytics and reporting are essential components in any RevOps tech stack. They help teams track the performance of their operations, analyze customer behavior, and identify opportunities for growth.

Tools like Amplitude and Google Analytics provide comprehensive insights into user engagement, customer segmentation, product performance, and website visitor data. 

Marketers can use the data to understand how users interact with products, identify customer segments, and create targeted content.

On the sales side, tech solutions like InsightSquared are designed to provide sales reps with real-time data on customer activity and team performance. This helps them make informed decisions and improve their effectiveness.

Considerations When Building Your RevOps Tech Stack

When choosing the right tools for your revenue tech stack, there are several factors you should look at:

  • Cost: Different tools have different costs—both upfront and ongoing. Make sure you compare the cost of each tool and ensure it fits within your budget.
  • System Integrations: Tools that integrate with each other will help streamline operations, avoid data duplication, and improve workflow efficiency. And systems that are difficult to integrate can quickly become an IT nightmare.
  • Scalability: If you anticipate your team expanding or the demand for services increasing, make sure the tools you choose can scale up.
  • Usability: Your RevOps tech stack should be easy to use—training team members on complicated systems causes higher turnover, slower adoption, and sales inefficiencies.
  • Product Features: Some products are made for specific tasks like sales enablement, project management, or analytics. Make sure the tools you select are well-suited for your organization’s needs.
  • Industry Orientation: Some tools are designed specifically for certain industries. When looking into different products, see if their primary features and capabilities align with your business model.

Challenges in Building a Rev Ops Tech Stack

Building a robust RevOps tech stack is not without its challenges.

  • RevOps teams may find it difficult to align the sales, marketing, and product teams around one unified strategy.
  • There can be difficulties in determining which tools are best suited for the business model in terms of cost, scalability, and usability.
  • The insights from analytics and reporting tools may be outdated, inaccurate, or misleading.
  • Integration with existing systems might be a heavy IT workload
  • Employees may be slow to adopt new technologies, increasing the time needed for teams to get up and running.
  • Teams may need to experiment with different tools before finding ones that work for the organization.

It is the responsibility of company leadership to ensure that the tech stack they build works in harmony with all departments, meets customer needs, and contributes to the overall success of their business.

Benefits of a Connected RevOps Tech Stack

A connected RevOps tech stack offers organizations the benefits of fully-managed workflows, GTM agility, and valuable insights that can help executives make more informed decisions.

Manage Workflows

Sales, marketing, and customer success each have their own workflows. Sales, for example, needs to manage leads, prioritize opportunities, and qualify them for purchase. 

Marketing, on the other hand, has different tasks that include creating campaigns, measuring performance, and creating go-to-market strategies for new product launches.

A unified RevOps tech stack creates a single source of truth that connects all departments and automates manual tasks, which reduces the time needed to complete their day-to-day operations.

Go-to-Market Agility

Companies that used revenue intelligence and RevOps tools reported 69% higher revenue growth and improved win/loss ratios compared to those that didn’t. 

A significant portion of that improvement came from increased go-to-market agility—teams could respond faster to customer needs and market changes. 

This is especially valuable in industries where new products launch fast, like tech or ecommerce.

Insights into Lead-to-Renewal Process

Tools that are integrated into the RevOps stack can provide data-driven insights into customer behaviors, preferences, and needs.

This helps marketers better target their campaigns for maximum efficiency. It also helps sales teams prioritize opportunities and increase win rates. And it assists customer success management in identifying areas where customers may need additional support throughout their lifecycle.

When each of these organizations can collaborate and share information, the company as a whole becomes more agile, efficient, and successful.

People Also Ask

What is a RevOps strategy?

A RevOps strategy combines processes, tools, and technologies that help maximize revenue growth by streamlining operations across sales, marketing, and customer success. It focuses on automating manual tasks, increasing visibility into the lead-to-renewal process, and ultimately helping companies scale faster.

How does RevOps affect your technology stack?

For a company to effectively implement RevOps, its new tech stack must be unified and integrated. CRM, revenue intelligence, sales enablement, marketing automation, customer success platforms, and analytics tools must all be connected to their current tech stack to ensure that teams can collaborate effectively and access the data they need.

What is an example of a RevOps tech stack?

A typical RevOps tech stack would include a CRM system, revenue intelligence platform, sales enablement tool(s), marketing automation platform, customer success management solution, and analytics tools. Other standard technologies in RevOps stacks include project management systems and cloud data warehouses.