By 2026, Gartner forecasts that 65% of B2B sales organizations will transition from intuition-based decision making to data-driven decision making, deploying technology that unites workflow, data and analytics. As such, many companies are turning toward revenue operations (RevOps) to unite data across teams and better operationalize revenue strategies. In fact, nearly half (48%) of companies currently leverage a RevOps approach, and an additional 11% plan to adopt a RevOps strategy throughout 2023.
With that in mind, it’s essential to ensure that all teams involved in RevOps can access actionable pipeline data to accurately determine where key accounts are in the funnel. To that end, practitioners are knocking down the silos that currently separate departments to promote collaboration and better measure the success of RevOps processes.
As B2B sales and marketing leaders work to tighten the lens on valuable customer insights across all stages of the buyer’s journey, this report outlines how organizations are working to achieve full-funnel accountability across RevOps. Specific topics of discussion include:
- The more technical focus marketers are putting on their internal RevOps teams;
- How to ensure RevOps stakeholders have access to the data needed to execute their responsibilities efficiently;
- The new metrics and benchmarks practitioners are leveraging to measure the success of their strategies;
- The technologies practitioners are implementing to aid RevOps efforts and how companies are increasing their reliance on automation; and
- First-hand accounts and case studies from companies successfully enabling cross-departmental RevOps strategies.
