An in-depth look at the current state of RevOps – straight from the experts

Over 40 SaaS Revenue Operations leaders offered up their dreams, struggles, and hard-earned advice from scaling their teams & functions. Find out what you need to know. 

Benchmark your RevOps strategy and Sales Operations framework against the best in the game. 

Benchmark your RevOps strategy and Sales Operations framework against the best in the game. 

An in-depth look at the current state of RevOps – straight from the experts

Over 40 SaaS Revenue Operations leaders offered up their dreams, struggles, and hard-earned advice from scaling their teams & functions. Find out what you need to know.

The Current State of RevOps

2021 SOL | Sales Operations Leader Survey Results
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82%

of RevOps

say that average deal size is the most crucial metric to track. 

Meanwhile, we found that data completeness is more important in midsize companies, while renewal and retention becomes more vital as sales team size increases.

Average
 Win Rate

Average Deal Size

Renewal Retention Rate

83.3% voted

76.2% voted

73.8% voted

And from 2020’s never-ending struggles, sales operations managers said their #1 challenge is the breakdown of internal communication silos.

87%

of RevOps

reported that their sales operations challenges became more complex in 2020.

Growing pains

Tom Andrews — Global Sales Strategy & Operations Lead

This report is unique in that it’s by practitioners and for practitioners. Inside, we interrogate our findings, add insights and propose methodologies to guide you on your Revenue Operations journey.”

Respondents also saw the all-remote revolution as a positive. 
Digitalization and organizational restructuring poses a great opportunity for sales operations teams.

#1

opportunity

for revenue growth
is new target markets.

 The Future of RevOps

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Rob Dandorph  — VP of Global Revenue Operations at Behavox

RevOps, as a whole, is a field under construction. The processes we design, the data we report, the systems we implement, even the roles we hire, are debated, decided, and iterated inside this very report.”

Meredith Ambinder —
Head of Revenue Operations at MaestroQA

Recently, there's been a noticeable increase in RevOps-dedicated roles, tools, and resources emerging in the tech space. To me, this signals that modern businesses are evolving at a pace that siloed go-to-market teams simply can't keep up with."

Navigate the expanding role of sales operations teams in SaaS growth with pro-tips from your peers.

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Meredith Ambinder —

Head of Revenue Operations at MaestroQA
Rob Dandorph  — 
VP of Global Revenue Operations at Behavox
Tom Andrews — 
Global Sales Strategy & Operations Lead