What is a RevOps agency?

Revenue Operations means managing all revenue-generating functions as a single system. A RevOps agency brings the company the skills needed to build this system: revenue cycle analysis, process design, tool configuration, data clean-up.

It mainly serves growing B2B companies whose sales organisation has been built step by step and is starting to show its limits.

A RevOps agency engagement usually covers:

• an audit of the revenue cycle and of friction between teams
• process definition: pipeline stages, qualification, handovers between marketing, sales and customer success
• selecting, configuring or rebuilding the CRM and connected tools
• automating repetitive tasks
• setting up shared dashboards and metrics
• training the teams and managing change

The same label covers firms with very different backgrounds:

• the CRM integrator: specialised in one vendor, focused on configuration, migration and automation
• the marketing or growth agency: it has extended its offer to RevOps, entering through lead generation
• the sales organisation consultancy: more focused on strategy, processes and performance management

Identifying an agency’s original trade shows where its expertise really lies.

The agency brings a multidisciplinary team and delivery capacity for large projects. The independent RevOps consultant offers more flexibility on a targeted scope. In-house RevOps ensures day-to-day continuity, but assumes the company already knows what it wants to build.

→ For more on the freelance option, read What is a RevOps consultant?

To choose a RevOps agency, a few criteria make the difference:

• field experience: have the people involved already run a sales team or Revenue Operations?
• real scope: does the agency cover strategy and organisation as well as technology?
• engagement model: advice, project delivery or implementation with your teams?
• adoption: how does the agency make sure teams actually use the new processes?

The agency model works by project. Once the CRM is configured or the processes documented, the engagement ends, and day-to-day implementation falls to internal teams. The tools are then in place, but managers often lack the bandwidth to change practices, and critical workstreams stay on hold.

Atscale offers another model. The Revenue Operating Partner is a senior sales or Revenue Operations executive with 15 to 25 years of experience, including more than 10 years in leadership roles at high-performing companies. They join your team, alongside your VP Sales or your RevOps lead.

They stay with your teams once the tools are in place, until the new practices produce results. Their scope covers go-to-market strategy and planning, targets and compensation, sales execution, reporting and forecasting, the tech stack and client relationship, full time or part time.