Having know-how is important. If a carpenter is going to build a table, it’s essential that he knows the proper steps and is able to identify the type of wood needed for the job. To actually construct the table, though, proper tools are also needed. A carpenter could have a perfect plan in place and be a master of his craft, but without tools, the table cannot be built.
Similarly, a company can have a firm grasp of their business model and corresponding GTM motions, but without the proper tools, an optimal revenue engine cannot be built. It's the RevOps tech stack that makes everything work.
The Modern B2B Tech Stack Many companies end up overspending here. To avoid this, it can be helpful to think through the process of how a RevOps stack should be assembled.
Similarly, a company can have a firm grasp of their business model and corresponding GTM motions, but without the proper tools, an optimal revenue engine cannot be built.
It's the tech stack which makes everything work.
Watch the full video series: RevOps Summer School - with Matt Bolian
Many companies end up overspending here. To avoid this, it can be helpful to think through the process of how a tool stack should be assembled.
Because every company today is a tech company, you cannot survive, or even compete, in the modern business world if you do not run on a digital platform. These platforms include:
Unless you’re running a lemonade stand, these are non-negotiables
These are apps that support the platforms above. Some examples:
Basically, these are other platforms that integrate with your systems, but you're still touching the data in your core platforms
These do not integrate with your core apps. Some examples:
Some examples:
Some rules are meant to be broken. These are not those rules. When it comes to your tool stack/platforms, there are certain actions and beliefs that can cause them to either work for you or against you. Hint: you want the former.
Rule #1: Adoption is your true north. Without adoption, your process means nothing; without adoption, your tools mean nothing; without adoption, you have nothing. Adoption is the greatest good, and, to be done well, it must be thought about continuously and at all points by someone within your organization.
Rule #2: Less databases=good. Why? Because managing databases becomes exponentially more difficult as you add more.
Rule #3: No integration is not an option.
Rule #4: If it does not fit, get rid of it. When choosing a SaaS product (application), you need to consider how it will help affect and fit within your data model. This will enable you to talk about ROI. When an application can assist you in accurately predicting conversion ratios, it becomes very easy to justify spending money on it.
Every modern B2B company is going to have the following five (if you don't, you should):
An examination of the above lists and examples should make one thing glaringly obvious: HubSpot is awesome and it does a lot of stuff! Instead of, for example, using Webflow for your CMS, Salesforce for your CRM, Marketo for your MAP, and Freshdesk for your Ticketing/Service, you could just use HubSpot. Period.
As obvious as this may seem, many companies utilize the varied tool stack just described.
Pro tip: make your tool stack as uncomplicated as possible.
(note: not all-inclusive; only for revenue teams)
Your tool stack needs to be as integrated and cohesive as possible so that you can execute and think through your data model. This will help you do RevOps at a high level. In order to accomplish this, you need to have the least amount of tools possible. Here’s why:
MAP and CMS
SEP and CRM
Again, this is a basic tool stack for a modern B2B 2-Stage company (revenue team ONLY). It is comprised of 20 apps. 20. 20!
For a majority of companies, these are almost all individual, different tools. It doesn’t have to be this way (nor should it be this way).
App integration is the name of the game. Put all of the following on the SAME platform:
All of the above tools can be accessed via HubSpot, reducing your apps down to 5 from the original 20. That’s the magic of HubSpot.
If you're migrating from another system or consolidating tools, our HubSpot Migrations services ensure a smooth transition to HubSpot with minimal disruption.
Speaking of “HubSpot” and “doing RevOps better than your competitors”, at RevPartners we offer RevOps as a service.
We can help you consolidate your tech stack and streamline efficiency. Just like a carpenter needs the right tools for the job, you need the right RevOps team…us!