Skip to content

Chapter 9: Scaling Businesses with RevOps

As companies grow, they may face operational challenges that can damage their ability to expand.

Revenue operations can help companies overcome these challenges and put them on a path to sustainable growth.

Let's look at that in a bit more detail 👇


Scaling Businesses with RevOps

As Sean Lane, Founding Partner of Minot Light Consulting, shared:

The biggest challenge right now is not only knowing what good looks like but applying good over and over and over again. 

It’s about building an operating rhythm in your business so that quarter after quarter you’re able to both execute and adjust to the new realities of your business and build in routines, cadences and operating rhythms which make that happen.’

The RevOps function addresses specific growth risks and challenges.

Product-market fit

A main goal for a seed-stage company is proving your product or service addresses a specific market’s needs.

RevOps can automate feedback loops through tools like conversation intelligence and product usage metrics to help refine the product-market message.

RevOps can also help align sales, marketing, and customer success teams to gather and share customer feedback more effectively.

This ensures that the product or service continually evolves to meet the changing needs of the target market

Go-to-market risk

Developing an effective go-to-market strategy, including customer profiling and positioning, is critical at the Series A stage.

Sean Lane said:

‘Most of the companies I work with are really early stage. They’re just getting the foundations of their sales team and their revenue teams set up. 

We’re helping them to define their ICP and refine their value proposition and then ultimately building out the early foundations of what their go-to-market strategy will look like.’

RevOps can facilitate collaboration to develop a well-defined go-to-market strategy.

By sharing market insights, customer profiling, and competitive analysis, RevOps also ensures that the sales team is equipped with the right positioning and messaging.

It monitors the effectiveness of the go-to-market strategy and makes adjustments as needed, allowing for a more agile response to changing conditions.

RevOps also manages and integrates the right technology and tools, identifying the most effective strategies for prospecting and closing deals.

Adoption Risk

For businesses with recurring revenue models, retaining customers long-term is important. RevOps can help in several ways.

  1. It can assist in customer onboarding by ensuring the process is smooth and tailored to the customer’s needs.
  2. It can provide customer success teams with data to identify potential churn risks and develop strategies to increase customer retention.

Additionally, RevOps can track customer satisfaction metrics and work with the product team to continuously improve the product to meet customer demands.


As you raise additional funds, you must ensure your business can grow proportionally. Your sales processes may change, and it’s integral to stay on top of this. 

Sean Lane said:

‘You’re probably going from a world where your deals are pretty quick transactional, and you have a smaller average deal size. Then, all of a sudden, you’re expanding to buying committees that will have 5-10 people on them and negotiating for longer periods of time.

You need to consider what the internal procurement systems and processes look like. Suddenly you’ve got longer sales cycles, more complex buying committees and usually more money at stake. 

And so everything about the way you’re used to your business working is going to be different. So, if you’re in OPS and you’re focused on pipeline management or forecasting, everything that you are used to in terms of the rhythms of your business is not going to be the same.’

RevOps ensures that your internal processes are well-documented and standardised.

It can help select and integrate scalable technology solutions and ensure data flows throughout the organisation.

Revenue Predictability

Achieving profitability can be challenging, but RevOps can guarantee that your revenue and customer acquisition costs are well-balanced.

It can track marketing and sales campaign performance, helping to identify which initiatives are most profitable. Additionally, RevOps can assist in improving pricing strategies and reducing operational inefficiencies.

By closely monitoring and analysing key performance metrics, RevOps can also help forecast revenue more accurately and predict revenue growth. 

This enables companies to scale confidently, knowing they have the resources and infrastructure to support expansion.

Closing thoughts

RevOps is inherently agile, meaning it can adapt to changes in the market when developing a scaling strategy.

Because of this, it can address operational problems and risks and overcome growth challenges.