In the second episode of of CRO Better, RevPartners CEO Brendan Tolleson sits down with the Co Founder and CEO of GTM Partners, Sangram Vajre, to discuss the evolution of go-to-market strategies, the critical role of RevOps in business growth, and the importance of understanding different market fit stages.
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By unifying sales, marketing, and customer success, RevOps removes silos, streamlines processes, and ensures decisions are backed by clean, accurate data.
When RevOps is independent and directly tied to leadership, it eliminates internal friction, accelerates growth, and keeps teams aligned on the end goal: revenue.
Product-Market Fit gets you off the ground, and Platform Market Fit unlocks scalable, predictable growth. It’s the shift from selling one product to creating an ecosystem where customers stick around and spend more.
RevOps ensures this growth is strategic, tracking expansion opportunities, optimizing customer journeys, and helping businesses scale without adding unnecessary complexity.
Net Revenue Retention (NRR) is the clearest indicator of long-term growth. High NRR means customers aren’t just sticking around, they’re spending more. Businesses with 120% NRR can double revenue in five years without landing new customers.
RevOps tracks, analyzes, and optimizes NRR, focusing on upsells, cross-sells, and retention strategies that turn customers into recurring revenue engines.
As companies grow, complexity creeps in: more tools, more processes, more problems. But complexity kills momentum.
RevOps is the solution, simplifying data flows, streamlining systems, and cutting unnecessary noise. The result? Faster decisions, clearer insights, and a business that scales without slowing down.
The CEO owns the vision, and RevOps makes it executable. While other leaders focus on their departments, RevOps connects the dots across sales, marketing, and customer success, giving leadership a 360° view of revenue.
It spots inefficiencies, highlights growth opportunities, and translates strategy into action. In short, RevOps ensures big ideas turn into measurable results.