What You'll Learn - The current state of RevOps (survey results from 2,462 B2B practitioners!) - The biggest challenges & barriers that hinder companies transitioning to revenue ops for the first time - The steps companies are taking today to fix the customer journey & deliver a unified customer experience across their go-to-market teams (sales, marketing, customer success, and operations) - Real-world examples & stories “from the field”, from world-class RevOps executives and practitioners https://www.saleshacker.com/lp/2nd-annual-revenue-operations-report/

1. 2nd Annual
State of Revenue
Operations Report
Real-World Stories &
Lessons Learned

2. Housekeeping
This webinar is being recorded. It will be
shared with you after the webinar.
Say Hello! Open up your chat-box & let
us know where you’re joining from.
Questions? Ask them in the Q&A for LIVE
answers!

3. Today’s Speakers
Craig Rosenberg
Chief Analyst, TOPO (Moderator)
Evan Liang
CEO, LeanData
Marcus Bening
VP Revenue Operations, Outreach

4. What is
Revenue Operations?
The function that designs, manages,
and tracks non-product experiences
across the entire lifecycle

5. The Revenue Process Reigns (finally)
The horizontal platform designed to guide experiences across the entire lifecycle
from the first engagement through LTV to drive consistent revenue at scale.

6. 2020 Begins the Alignment of Everything
Aligned experiences deliver extreme value across the revenue process

7. Framework for Revenue Operations Success

8. Advantages of Revenue Operations

9. About the Study
● 2nd Annual study by LeanData
and Sales Hacker. Conducted In
Q4 2019
● Surveyed B2B Sales, Marketing
and Operations professionals
based primarily in North
America
● A total of 2,462 individuals
participated

10. About the Study

11. Do you believe the ability to
deliver a seamless, consistent
customer experience (pre and
post sale) is a key differentiator
and revenue driver for B2B
companies?

12. 95% Agree: Customer
Experience Is Key to
Unlocking Growth
RESULTS
RevOps has made us
very aware that the
sales process does not
stop with the customer’s
first signed contract.
There is a customer
lifecycle in place we
need to manage,
monitor and optimize.”
- Franco Anzini
VP of Revenue Operations,
Malwarebytes
“

13. Are sales, marketing, and
customer success go-to-market
functions optimally aligned at
your company for growth?

14. 37% Disagree: Sales, Marketing and Customer
Success Are Aligned to Effectively Deliver
RESULTS

15. Rate the level of alignment in
your company's revenue engine
across 6 key areas.

16. Data Ranked as the Revenue Engine’s
Least-Aligned Function (1-10 scale)
5.75
Go-to-Market
Planning
5.71
Data
6.00
Infrastructure
6.11
Lead
Management
6.07
Measurement
6.06
Go-to-Market
Strategy
RESULTS

17. Do you have a Revenue
Operations function at your
company?

18. RevOps Adoption: It’s On the Rise
RESULTS

19. What are the biggest challenges
companies face moving to
Revenue Operations?

20. Common Barriers to RevOps Adoption
RESULTS

21. For More Information
✔ Download the Report!
leandata.com/report
✔ Reach out to LeanData or Sales
Hacker with any questions

22. About LeanData
LeanData provides the leading Revenue Operations platform for
high-growth B2B organizations.
Our industry-standard Matching, Routing and Attribution solutions
help align revenue teams and accelerate growth.
We’re powering Revenue Operations at 600+ companies and
growing, including Outreach, Marketo, Okta, and Verizon Media

23. About Sales Hacker and Outreach
Outreach and Sales Hacker share a mission to help all
customer-facing teams do their jobs smarter.
Outreach is the #1 Sales Engagement Platform.
Sales Hacker is the #1 Sales Community.

24. Q&A

25. Thank You