What are some examples of successful initiatives that have been driven by insights from RevOps?

Being able to point to initiatives driven by RevOps insights, in my opinion, is a good indicator of a healthy and productive team. If you don't have examples of this, you're probably entirely reactive and primarily producing reporting on questions other people asked of you. Here are a few in different categories:

• Investing in new technologies - RevOps or Sales Ops is well-positioned to identify when a process is inefficient or a data source inadequate or several tools could be consolidated to save money. Teams I have worked on over the years built use cases for SalesLoft, Outreach, Clari, Gong, ZoomInfo, Apollo.io, Rattle, Quip, Sales Navigator, and others.

• Shifting resources from unproductive to productive activities - Finding pockets of the business that are unproductive or could be dis-invested from and places that need more investment is a great role for RevOps to play. I have led multiple projects over the years that identified under-performing teams and areas for investment that we were able to pitch to leadership teams, develop change management plans, and implement.

• Investing in support resources (e.g., CSM, Onboarding) - I have found that support organizations are often under-invested in. RevOps analysis can show the benefit of such functions and build investment cases to right-size teams. A recent example is looking at CSM headcount, comparing our coverage to industry benchmarks, and working with Sales leadership to find headcount to invest in needed coverage.

• Re-segmenting accounts to improve margin - Sales leaders often view segmentation as an immutable setup, but RevOps can often show the value to be unlocked by re-segmenting accounts. This might include creating new verticals that will make teams more productive (e.g., public sector team) or moving the "line" between SMB and Mid-market accounts to cover them more efficiently without harming revenue.

• Account prioritization - RevOps teams can look for ways to prioritize accounts and guide sales teams on where to spend their time. Whether simple scoring / prioritization rules or complex propensity models, this is a really good way for RevOps teams to support the sales organization in a very visible way.

• Creating new roles or org design - RevOps can also bring in outside perspectives about how to set up the sales team. This can include suggesting new organizational structures (I worked on a massive re-org at LinkedIn) or proposing new roles that will address a significant problem in the business (we're looking at this now to improve our renewals business).

There are plenty of other areas where RevOps can lead initiatives based on insights such as pricing, new market entry, competitive plays, sales process design, or enablement/training programs.