Introducing the RevOps Maturity Model
Last week I launched the RevOps Maturity Assessment.
66 statements that allow you to assess yourself against the 22 capabilities on the Revenue Acceleration Flywheel.
This week I will show you the RevOps Maturity Model that sits behind the assessment.
The Revenue Acceleration Flywheel
A quick reminder, the Revenue Acceleration Flywheel covers 11 external capabilities and 11 internal capabilities.
The external capabilities look from the perspective of your prospects, your customers and your partners as they travel through their own buying process.
What does is feel like to buy from your organisation?
The internal capabilities look from the perspective of your revenue teams - principally your marketing, sales and customer success functions.
What systems, processes, data and organisation do we need to deliver the experience to our customers and revenue to our organisation?
Three levels of maturity
Every organisation goes on a RevOps journey.
At Series A a company might only have 30 people in the entire company. Of those maybe only 15 have a revenue related role, and maybe only one is in any kind of revenue operations type role.
By Series B the world looks very different.
Typically there are around 100 people in the company now, with 70 in a Go To Market role and a team of 5 in RevOps led by a VP of RevOps.
As you build out this organisation you will travel from:
Beginner: capabilities either don’t exist at all or are very manual.
Builder: capabilities are beginning to be created, but there is little alignment between them.
Advanced: You are at peak RevOps! An aligned revenue engine that unites the buyer’s experience with your own internal teams across marketing, sales and customer success.
Here is an example of the three stages of maturity for just one of the capabilities - the dark funnel.
The RevOps Maturity Model
The maturity model covers all 22 capabilities, describing the three levels of maturity for each of them.
You can access the full Maturity Model here:
Or take the 66 question assessment to score yourself against each of the 22 capabilities.
Download the model and stick it on your wall.
Figure out where you are, where you want to get to, and then make a plan on how to get there.
To quote the philosopher Yogi Berra,
“You’ve got to be very careful if you don’t know where you are going, because you might not get there.”
Get started
Whenever you are ready, there are three ways that I can help you accelerate your revenue.
RevOps Maturity Assessment - Take my free 22 question assessment and receive specific suggestions on how to improve your revenue growth.
Business Model Design Workshops - I’ll work with you and your team to design or refine a business model for a new or existing product.
RevOps Impact Playbooks - I’ll help you implement one or more tactical processes across your revenue teams - content, referrals, testimonials, adoption and more.