A Tale Of Two RevOps Journeys

Alignment across organizations has been a hot topic — and common pain point — for many B2B teams looking to get a holistic view of their customers and drive growth. This, in turn, has brought the idea of “revenue operations” to the forefront of go-to-market strategies.

According to SiriusDecisions, Revenue Operations is an emerging paradigm that brings the operational work of sales, marketing and customer success together under one roof, changing how businesses align themselves internally to drive growth. The firm’s research shows that companies that align their revenue operations grow 12% to 15% faster than their competitors and are 34% more profitable. Furthermore, there has been a huge uptick in RevOps roles on LinkedIn, in which members with a “Director of Revenue Operations” title grew by 81% between October 2018 and February 2019.

While many B2B organizations are still new to the concept of RevOps, there are some that have already experienced great success by realigning their go-to-market strategies into a revenue operations model. Two of these companies — Okta and Carbon Black — will present their success stories at the upcoming OpsStars event hosted by LeanData in San Francisco, Nov. 19-21.

A few weeks ahead of the big event, Demand Gen Report sat down with Okta’s Area Director, North Central Jake Randall and Carbon Black’s SVP of Revenue Excellence & Operations Daniel Carpenter, to learn more about their RevOps journey, how they built their teams and more.