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Marketing teams invest heavily in demand generation, but when it’s time to measure what’s working, the data rarely tells a clear story. Channels, touchpoints, and customer journeys are messy, making it difficult to attribute revenue accurately. Without strong attribution, marketing struggles to prove ROI, and sales teams don’t know where the best leads are coming from. The result? Wasted budget, inefficient growth, and frustration across departments.
Marketing works hard to generate leads, but when those leads move to the sales team, things break down. SDRs and AEs often complain about low-quality handoffs, while marketing insists they’re sending great leads. The disconnect leads to lost pipeline, slower sales cycles, and finger-pointing between teams. When the process isn’t seamless, valuable opportunities slip through the cracks.
The transition from SDR to AE is a critical moment in the sales process—yet it’s one of the most common failure points. SDRs push meetings that AEs don’t accept, opportunities go dark, and potential deals stall before they even begin. Misalignment on lead qualification, timing, and follow-up strategy can make or break revenue targets. Without a structured, repeatable handoff, deals are lost before they even have a chance.
RevOps exists to bring order to the chaos of go-to-market teams, yet many companies still operate in silos. Sales, marketing, and customer success teams all have different metrics, tools, and priorities—leading to inefficiencies, duplicated efforts, and lost revenue. When RevOps isn’t aligned, leaders struggle to make data-driven decisions, and growth stalls. The best companies have RevOps as the glue that holds everything together, ensuring teams are moving in the same direction.
New customers are just the beginning—growth happens when you expand. Yet, most companies lack a clear strategy for upsells, cross-sells, and renewals. Customer success, sales, and marketing often operate separately, missing key signals that could turn happy customers into long-term revenue. Without an intentional expansion funnel, businesses leave money on the table and fail to maximize their customer relationships.
