The Evolution of DevOps and Its Next Frontier

The RevOps field is relatively new and doesn't have any fixed responsibilities or formal education.

No wonder so many struggle in their roles.

As a result, RevOps professionals are learning new skills or gaining knowledge on the job while the role is rapidly changing.

For that reason, Matthew Volm has formed a community of over 11,000 RevOps professionals known as RevOps Co-op.

However, considering the evolution of RevOps in recent years, where is the industry heading? What lessons can be learned from creating a global RevOps community?

To answer these questions, Matthew has agreed to share his insights with Carlos Nouche and Lisa Schnare in the latest episode of The B2B Revenue Executive Experience.

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Step-by-Step Guide to Succeed in Your RevOps Role

1. Understand the Role of  RevOps

At its core, RevOps is about breaking down silos and integrating marketing, sales, and customer support to create a cohesive, efficient engine for revenue growth.

Matthew captures the essence of RevOps as "the glue that holds the go-to-market function together."

RevOps eliminates departmental silos and streamlines transitions for effective management of leads and prospects.

The goal is clear: align the people, processes, and technology involved in generating revenue from start to finish, ensuring they work together to drive sustainable growth.

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2. The Evolutionary Path of RevOps Technology

Nothing seems to be working today without technology.

Within RevOps, Matthew highlights a significant trend toward the integration of platforms such as HubSpot and SalesLoft.

The reason is simple: they offer end-to-end solutions that encapsulate marketing, sales, and customer success, marking a move away from fragmented tech stacks to more unified, cost-effective tools.

However, there's a caveat:

"We're always thinking that some piece of technology or software is the way to solve every single problem. The first thing I would tell anyone coming into a new role, or even coming across a new problem, or taking a close look at a new problem for the first time, is to figure out how you can manually solve that problem with people and spreadsheets first and then after you're able to figure out what that solution looks like."

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3. Streamline for Success

The key to harnessing the full potential of RevOps lies in streamlining technology and processes across the organization.

Matthew believes that as the role of RevOps evolves, we should be focusing more on bridging marketing, sales, and customer service, which helps to enhance customer retention and leverage successful strategies for broader business success.

The concept of revenue enablement within RevOps is essential, ensuring that teams are not just well-equipped but are operating within a balanced, strategic framework that maximizes effectiveness.

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4. Harness the Community Power

“If you think about the RevOps role and function, it was a setup for having a successful community from the very beginning because no one goes to school and gets a degree in revenue operations. So there's no formal training that you go through. You're essentially learning on the job.”

The RevOps Co-op community was destined to succeed simply because it was at the right place at the right time.

Opportunities for sharing experiences, seeking advice, and connecting locally were facilitated by a unique scenario that brought together a community of over 11,000 members.

At the same time, Matthew stresses the importance of listening to the community, adapting based on feedback, and fostering a culture of continuous learning and support.

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5. Navigate the Future of RevOps

Looking ahead, the RevOps landscape is poised for further transformation.

Here is how you can stay ahead:

1. Embrace the Community: Engage with platforms like RevOps Co-op, share your challenges and solutions, and learn from the collective wisdom of your peers.
2. Stay Agile with Technology: Keep an eye on emerging technologies but first learn to solve problems manually.
3. Focus on Customer Retention and Expansion: It's about maximizing value for customers. Ensure your strategies are aligned to nurture and expand these relationships.
4. Invest in Revenue Enablement: Equip your teams with the knowledge and tools they need to succeed. Remember, an informed team is an effective team.
5. Listen and Adapt: Pay close attention to feedback from your team, customers, and industry trends. When the time is right, be prepared to change and adapt.

‍Now that you have all it takes to succeed in your RevOps role, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.