While the term of “RevOps” is relatively new, it’s concept is not. Revenue-based operations have typically been siloed across sales, marketing, customer success, or even finance. If you’re scaling an organization, undoubtedly you’re seeking ways to streamline, leverage, and amplify activities that improve the bottomline. In pursuing that endeavor, you’ve either hired a dedicated RevOps person or outsourced to an expert. If you’re still contemplating adding to staff or outsourcing RevOps, I provide detailed advice on when to hire and what problems they solve.

In my mind, there’s really no “perfect” time for a RevOps hire. That being said, there are two typical scenarios where it makes perfect sense to embark on this revenue-rewarding adventure.

Essentially CPQ refers to “Configure, Price & Quote” and it’s all about automating the process of creating a quote and transforming proposals into contracts. It’s the first step in a quote-to-cash roadmap.

So why all the fuss? Typically sales reps are busily creating and closing deals. That’s a good thing. Yet pricing may be all over the map with discounts that may make CFOs cringe coupled with contractual exceptions that give Customer Success sleepless nights.

Bring up the spotlight and cue the music... CPQ enters from stage left.