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Ah, the building blocks of RevOps. While they don’t always make for the most exciting projects, it’s what ultimately allows us to do the interesting stuff. Of course, we get excited to do the big innovative projects (see Intercom’s automated expansions), but before you can do those, there are some early foundational things to be mindful of, such as automating sales processes, defining a solid revenue operations strategy, and ensuring your systems are scalable and flexible.
✱We think of Revenue Architecture as the core building blocks of our systems. We spend a lot of time thinking not only about the tools we implement, but also the data model, integrations, order of operations, permissions, and building scalable systems. Creating a seamless data integration framework is key to ensuring all parts of your revenue operations work together efficiently.
The first principles of a great opportunity infrastructure for RevOps Sucess are:
Opportunity Infrastructure refers to a set of standardized and integrated systems and processes designed to effectively manage and optimize sales opportunities throughout the customer lifecycle. As a crucial component of Revenue Operations (RevOps), this infrastructure provides a solid foundation for aligning sales, marketing, and customer success teams, breaking down data silos and centralizing technology. By streamlining the flow of information, it creates a more efficient and unified revenue-generating engine. Utilizing tools like CRMs and sales automation platforms, opportunity infrastructure ensures that sales opportunities are handled consistently from initial lead to closed deal. With shared, accurate data, all teams work from a single source of truth, leading to better forecasting, informed decision-making, and a more seamless customer experience. Additionally, this infrastructure supports growth by enabling scalability, allowing processes and systems to manage increased volumes without bottlenecks, and promotes accountability by tracking shared revenue metrics, ensuring all teams are aligned with revenue goals.
The common design for record types in SaaS opportunity management with sample stages:
✱ At a minimum, your stages should reflect:
✱ Limit the number of record types – ideally, each record type should represent a distinct sales process stage with its own stages and requirements. As mentioned above, these are typically aligned to New Sale, Renewal, and Expansion.
✱ Clearly define exit criteria for each of your sales stages, and ensure your sales team is enabled on this criteria. Leveraging the right CRM sales pipeline configuration and sales automation tools will help in managing this effectively.
✱ Leverage Sales Paths and the Guidance to Success section to highlight the criteria or other useful information.
You will not regret spending time designing a clean product table. A well-structured product catalog in your CRM system is key to ensuring that all product-related data is easily accessible and manageable. This setup is essential for operation opportunity RevOps, as it ensures that your sales and operations teams can collaborate effectively, leveraging accurate product information.
To ensure a comprehensive view in your system, you will need to add the products themselves, as well as fields to accurately describe them. Having a clear definition of what properties reside in each of the product objects is key to a scalable product table design.
We usually recommend sticking to the following when it comes to the Product and Opportunity Product objects:
✱ Product: should contain fields related to the product’s intrinsic characteristics, and these should be applicable independently of who you are selling them to. Some examples of fields you might want to create in this object:
✱ Opportunity Product: fields indicating how the product is adjusted to a specific client should live under this object. Some common examples of fields in this object:
Note: You might want to consider having some of the Product fields copied to the Opportunity Product. This allows your team to edit some of the characteristics of the product if needed.
Once you feel solid in the architecture you’ve built, you’ll have the foundations to do the fun stuff like:
If you’re ready to elevate your sales operations and scale your RevOps, contact Go Nimbly today to discover tailored solutions that will transform your approach. Learn more about how we can help you optimize your opportunity infrastructure and drive long-term growth. Go here and Schedule a Call with Our Experts.
For a deeper dive into building a unified go-to-market strategy, explore our RevOps Strategy Guide here.