In part 1 of B2B Sales Challenges, I discussed the death of outbound marketing and recommended a more automated organization with RevOps tools. This infrastructure removes the typical barriers of coordinating sales, marketing support, success, and development and lays a foundation for a more holistic view of customers. This foundation also makes it easier to use external resources like RevOps consultants and marketing agencies and postpone hiring dedicated resources. It also helps manage potential bottlenecks and keep the whole customer experience balanced. You don’t want too many new customers if onboarding or product support is not aligned.
Here is a sample RevOps roadmap for a startup. There are a myriad of tools and there is often significant overlap between the categories. In this case, I prioritized integration with Hubspot, low pricing, and pricing availability without a quote. The good news is that startups can get rolling for about $2K per month and $2K to $5K for third-party resources. I strongly recommend the third-party resources because they will have implementation best practices. For example, you don’t want to set up your CRM only to find out that the data model doesn’t match your complete buyer journey. I mentioned other major RevOps tools in this blog post.
