We help CROs build the Revenue Operations function required to achieve Unicorn status
Most high-growth tech firms fail to invest in Revenue Operations when revenue teams are small.
Later, when it’s time to scale, the extensive remodeling required adds costs, slows deals, and hurts morale.
Building a solid foundation early helps companies scale faster and avoid costly and painful problems later on.
We focus on companies at two stages:
25-50 salespeople
The ideal time to insert Revenue Operations is once initial product market fit is established, a sales motion has developed, and management sees the path to growth to support Series A or B funding. Revenue leaders invest in a basic tech stack, care more about data, and have landed on a few process and cultural norms to manage. A “wild west” environment is still fairly pervasive; marketing and client success teams are still small.
100-200 salespeople
Companies at this stage have established revenue teams and a semi-functioning ecosystem of systems, processes, and tech stack; new markets and geographies await. Cracks in the Revenue Operations foundation are increasingly evident, causing internal friction, resource shortages, and other drags on productivity. Addressing problems at this stage is critical, as complexity and costs of delay rise sharply after this point.