Revenue Operations Blueprint

REVOPS FOUNDATION

Mission Statement Template

REVOPS MISSION STATEMENT

OUR MISSION:
Enable predictable, scalable revenue by optimizing processes,
systems, and data across the entire customer journey.

WE DO THIS BY:
1. Connecting marketing, sales, and CS data and processes
2. Providing insights that drive better decisions
3. Removing friction from the revenue process
4. Enabling the revenue team to perform at their best

WE MEASURE SUCCESS BY:
☐ Revenue predictability (forecast accuracy)
☐ Process efficiency (cycle times, conversion rates)
☐ Data quality (completeness, accuracy)
☐ Team productivity (revenue per FTE)

RevOps Scope Definition

Function	In Scope	Out of Scope
Sales	Process, systems, data, analytics	Strategy, hiring, coaching
Marketing	Attribution, ops, data	Creative, content, campaigns
CS	Systems, renewals ops, data	Account management, support
Finance	Revenue reporting, forecasting	Accounting, AP/AR

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CORE PILLARS

The Five Pillars of RevOps

REVOPS FIVE PILLARS

1. PROCESS OPTIMIZATION
   - Document and standardize processes
   - Identify bottlenecks and friction
   - Design handoffs between teams
   - Continuous improvement

2. TECHNOLOGY MANAGEMENT
   - Own revenue tech stack
   - Integration architecture
   - Vendor management
   - User adoption

3. DATA MANAGEMENT
   - Data quality and hygiene
   - Single source of truth
   - Governance and standards
   - Enrichment and maintenance

4. ANALYTICS & INSIGHTS
   - Funnel and conversion analysis
   - Forecasting and planning
   - Performance dashboards
   - Strategic recommendations

5. ENABLEMENT SUPPORT
   - Systems training
   - Process documentation
   - Tool deployment
   - Ongoing support

Pillar Maturity Assessment

Pillar	Stage 1	Stage 2	Stage 3	Stage 4
Process	Ad hoc	Documented	Optimized	Predictive
Technology	Basic tools	Integrated	Automated	AI-enhanced
Data	Incomplete	Clean	Governed	Strategic asset
Analytics	Reactive	Regular	Predictive	Prescriptive
Enablement	On-demand	Structured	Proactive	Self-service

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OPERATING MODEL

RevOps Service Delivery Model

SERVICE DELIVERY TIERS

TIER 1 - SELF-SERVICE:
• Knowledge base
• FAQ documentation
• Video tutorials
• Automated reports
Response: Immediate

TIER 2 - STANDARD SUPPORT:
• Email requests
• Ticket queue
• Regular reports
• Minor changes
SLA: 2-3 business days

TIER 3 - PROJECT WORK:
• New process design
• System implementations
• Major changes
• Strategic analysis
SLA: Scoped per project

Capacity Planning Template

Activity Type	% Time	Hours/Week (FTE)
Support/tickets	20%	8 hrs
Projects	40%	16 hrs
Analytics/reporting	20%	8 hrs
Strategy/planning	10%	4 hrs
Admin/meetings	10%	4 hrs

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TEAM STRUCTURE BY STAGE

Seed/Series A (1 person)

REVOPS GENERALIST
- Owns all pillars
- Focus: Foundation
- Reports to: CEO or CRO

Series B ($10-30M ARR)

REVOPS TEAM (2-4)
├── RevOps Manager
│   ├── RevOps Analyst
│   └── Systems Admin

Series C+ ($30M+ ARR)

REVOPS TEAM (5-15+)
├── VP/Director RevOps
│   ├── Sales Ops Team
│   │   ├── Manager
│   │   └── Analysts (2-3)
│   ├── Marketing Ops Team
│   │   ├── Manager
│   │   └── Analysts (1-2)
│   ├── CS Ops Team
│   │   ├── Manager
│   │   └── Analyst
│   └── Systems/Data Team
│       ├── Systems Admin
│       └── Data Analyst

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