Why RevOpsScore.com?

What is RevOpsScore.com?

RevOpsScore.com is a free, online tool consisting of a series of statements to rate your technology and processes around customer-facing teams.

RevOpsScore.com was developed to help leaders in marketing, sales, customer service, and operations identify gaps and opportunities in their current technology, integrated systems, and processes to improve internal efficiencies and the overall customer experience.

Why RevOpsScore.com?

Customer demand has accelerated and shaped a new speed of business across all industries. Many companies, however, have failed to keep pace with heightened customer expectations around digital channels.

The “one-click” experience mastered by big businesses is no longer limited to B2C or e-commerce. B2B brands are also faced with the challenge of meeting their customers when and how they like to be communicated with at their own pace.

This has forced some organizations to develop or buy solutions to solve for specific use cases in siloed departments rather than taking a holistic approach to digital transformation based on overarching business goals.

• Marketing may have a content management system to host a website, another tool to send out email campaigns, software for text messaging, and spreadsheets to pull all the data together for monthly reports.
  
  
• Sales might be working with presentation software, a CRM that provides task notifications, and a call-tracking system.
  
  
• Customer success could be focused in another system to track incoming tickets and prioritize customer issues.
  
  
• From an operational standpoint, teams might be pulling together data manually to create reports for leadership and finance.

All of these disparate solutions can lead to technology bloat, inefficiencies, confusion for teams, inaccurate data and insights, misalignment, and a poor customer experience. 

Uncovering these issues is overwhelming. This is one of the main reasons Denamico developed the RevOps Score tool. Our goal is to help companies identify and prioritize potential issues with their revenue technology and revenue operations based on areas of impact for customer-facing teams.

RevOps Score Methodology

Methodology for RevOpsScore.com is based on the following Revenue Operations Flywheel.

Revenue Technology – RevTech  Areas of Impact

Tech Integrations

Integrated technology helps revenue teams share important data and insights about your customers.

CRM

A customer relationship management (CRM) tool is the heart of a RevOps tech stack.

Sales Enablement

Sales enablement includes insights, collateral, and automation to drive revenue.

Data & Reporting

Real-time information, custom reports and dashboards help facilitate quick decisions, backed by data.

Website & Content Management System (CMS)

Modern content management systems have the functionality to transform a website into a revenue-generating machine.

Marketing Automation

Marketing automation includes internal and external communications, as well as updating customer information in bulk.

Content & Campaigns

Attracting qualified customers requires segmentation, personalization, and educational content.

Customer Success

Turning customers into advocates for your brand requires tools and processes to resolve issues swiftly, with a personalized approach.

Revenue Operations – RevOps Categories

Each statement within the eight areas of impact also correlates with a Revenue Operations Category.

Vision

A clear and collective stance on how revenue operations and the technology in use align your people and processes.

Systems

An understanding of how technology is used and integrated within a holistic tech stack.

Process

Alignment of revenue teams along the full customer journey, from prospect to customer and beyond.

Insights

Clear and actionable customer data in real-time that informs decisions at a quicker pace.

Efficiency

Automation eliminates repetitive tasks and streamlines how teams operate together.

Measurables

Key performance metrics that drive return on technology investments and innovation.

Customer Experience

Delight customers throughout their journey from strangers to promoters of your products and services.

Scalability

Systems and processes are in place to expand with the growth of an organization over time.

Scoring 

Users answer statements based on a predetermined scale of Strongly Disagree to Strongly Agree. As the answers are recorded, the tool automatically calculates overall scores (based on a total of 800 points) as well as each RevTech Area of Impact and RevOps Category (based on a total of 100 points each).

In addition to the scores, the tool provides feedback based on the responses to each statement. These recommendations provide specific takeaways for users to help improve their revenue operations and use of revenue technology, which, in turn, would increase their overall RevOps Score.

What Do the Scores Mean?

The scores are meant to provide guidance for customer-facing teams looking to optimize internal operations and improve the customer experience.

Quite often, business leaders know that they need to catch up or innovate with technology and processes. That being said, the scores help prioritize where to start based on the self-evaluation.

If taken by multiple stakeholders across departments, the tool can also be used to foster internal discussions based on the ranges of scores within the organization.

Further development of RevOps Score will feature comparison reports based on industry and the size of your business. That way, you can measure how you stack up against the competition.