Frequently Asked Questions About RevOps
What is RevOps, and why should I use it?
If your Sales, Marketing, and Service teams feel disconnected or your processes are slowing you down, RevOps (Revenue Operations) can help. RevOps aligns these teams to work together seamlessly, improving communication, collaboration, and handoffs. It focuses on customer success and helps eliminate inefficiencies that separate teams can’t solve on their own. With RevOps, you’ll gain:
- Smoother workflows.
- Reliable data for decision-making.
- A better experience for your customers.
How long does it take to see results?
RevOps is all about refining processes and getting everyone on the same page. While you may see small wins early on, significant results—like faster sales cycles or improved customer retention—typically take about a year or more. The timeline depends on:
- How much improvement is needed.
- The complexity of your business challenges.
- How quickly your team adopts new processes.
When does a RevOps engagement end?
RevOps doesn’t have a fixed endpoint—it’s about continuous improvement. However, most businesses feel confident managing RevOps internally after 18 months or more. At Kayak, we focus on empowering you to take over RevOps yourself. Once your processes, data, technology, and reporting are in place, you’ll have the tools to keep improving long after our engagement ends.
Why hire an external RevOps consultant?
- Unbiased Perspective: Internal teams may have biases or assumptions that slow progress. A consultant offers fresh, objective insights.
- Expertise: Consultants understand the strategies behind RevOps and can guide you through change management effectively.
- Focused Support: We ensure your technology stack supports your goals and design clear reporting tools to keep you on track.
Think of us as your guide—we’ll help you navigate the challenges so you can focus on growing your business.
How is RevOps different from the Flywheel?
The Flywheel focuses on the customer journey through three stages: Attract, Engage, and Delight. RevOps supports all these stages but emphasizes improving Delight—ensuring customers are happy with every interaction across Sales, Marketing, and Service. Here’s how the Flywheel works:
- Attract: Draw people in with websites, ads, or signage that grab their attention.
- Engage: Help them explore your products or services in detail so they feel confident moving forward.
- Delight: Ensure they’re happy with their purchase so they buy again or refer others to you.
RevOps strengthens each stage by aligning internal teams for a seamless customer experience.
Does RevOps include content creation?
It depends on your needs. If content is identified as a weakness in your revenue operations strategy, we can include it in the plan. However, content creation is typically treated as a separate project since RevOps focuses on consulting and process improvement. If content is holding you back from growth, we’ll help identify where improvements are needed.
Where do we start with RevOps?
We start by understanding your customers’ behavior—how likely they are to buy again or refer others—and identifying areas where things could be smoother for them. Tools like Net Promoter Score (NPS) surveys or simple questionnaires can help gather insights. Your internal team also holds valuable information about what’s working and what’s not. If you’re unsure where to begin, we’ll guide you through best guesses to get started.
What does Kayak’s RevOps program include?
- Map Out Your Customer Journey: We’ll identify what drives customer success (positive forces) and what slows it down (friction).
- Fix Customer Issues First: Address priority problems like long wait times, delivery delays, or surprise fees that frustrate customers.
- Fix Internal Issues Next: Resolve inefficiencies like duplicate data, inconsistent processes between teams, or switching between too many systems.
- Create Accountability with SLAs (Service Level Agreements): Develop agreements between teams that clarify responsibilities and goals:
- Okay Example: Marketing sends 100 leads per month; Sales follows up within 24 hours.
- Better Example: Marketing sends 100 high-value leads; Sales follows up with every lead within 24 hours.
- Build Pipelines: Create sales pipelines based on customer needs and deal values.
- Measure Sales Velocity: Track how quickly deals move through the pipeline using this formula: Sales Velocity = Number of Opportunities × Win Rate × Average Deal Value ÷ Sales Cycle Length.
- Refine Lead Qualification: Review dropped leads to improve qualification processes and increase conversions.
- Set Up Data Tools: Design systems for collecting, managing, and using data effectively across your tech stack.
Does Kayak provide training for RevOps?
Absolutely! We believe in empowering our clients with the knowledge and tools they need to manage RevOps independently over time. Training and coaching are part of our approach so you can continue improving even after our engagement ends.
