SaaStr Annual 2024: 3 Ways to Reinvent Your RevOps Strategy with Accenture

SaaStr Annual 2024: 3 Ways to Reinvent Your RevOps Strategy with Accenture

1. Why Every Software Company Must Reinvent RevOps Prem Ananthakrishnan Managing Director – Global Software Lead Accenture

2. Do you have a RevOps function? What teams (E.g. Sales, Marketing, Finance)  are part of it? Is your RevOps function effective?

3. The time for reinvention is now Business model disruption Customer experience Functional Effectiveness But has not reached its full potential… 400% CAGR in RevOps Platform market size in next 7 years 2 By 2025, 75% of the highest growth companies in the world will deploy the revenue operations (RevOps) model 1 Sources: 1 Gartner , 2 Future Market Insights

4. 500 RevOps executives, 10 interviews with Software CXOs, 6 markets About the research 8 critical dimensions: Alignment & collaboration process efficiency Technology stack Data unification Metrics & KPIs Customer experience Skills Leadership RevOps Maturity Index will be available fall ‘24. Who we heard from: We explored:

5. 3 dimensions of reinvention Collaboration, leadership and skills Standardize, Automate, Measure​ Integrated Tooling, Data Unification ​ Technology Process People

6. 01 People  < 35% report significant leadership involvement >60 % feel leadership support is lacking in budget allocation and operational planning 85% 77.2% Leadership engagement Cross-functional collaboration Skills 75.4% 12.2% 22.5% Sales and Marketing Sales and Finance Marketing, CS and Finance Data & AI is a priority skillset believe Generative AI will play an important role 74% feel they need more training / skills in Data and AI

7. Limited standardization and effective measurement 86.4% 59% Process standardization & automation Shared goals & metrics 30% 28% in the Lead to Cash processes across all 6 core processes have metrics that are tracked and used have a shared goal 02 Process 

8. 17% with customer engagement tools Data is disconnected and lacks quality 60% do not have an effective data model 12% access to support comprehensive reporting Data model Data access Tool integration 03 Technology

9. Executive sponsorship & support Path to RevOps Maturity Current state assessment and understanding gaps Technology gaps Redesign operations Redesign org structure Measure effectiveness Re-engineer and automate Cross-functional collaboration

10. Questions?