RevOps Unpacked: Brad Rosen on Scaling Sales, Marketing, and Customer Success
Revenue Operations—known simply as RevOps—has become increasingly vital to companies seeking sustainable growth. But what exactly is RevOps, and why has it emerged as a critical operational function?
In our latest episode of Between Two COOs, Brad Rosen, President at Sales Assembly, breaks down this essential role. Brad, a seasoned operator who scaled go-to-market teams at companies like G2, shares firsthand insights on how RevOps can drastically improve operational efficiency, align departments, and accelerate growth.
Key Highlights from Brad Rosen:
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RevOps defined: It’s the strategic alignment of sales, marketing, and customer success to optimize revenue and efficiency. The challenge? It often has different meanings for different organizations.
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Creating alignment: Brad emphasizes the importance of clear and consistent communication, as well as aligning incentives, to reduce friction between departments. Transparency and shared metrics are foundational to success.
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AI’s role in RevOps: Brad discusses how AI tools are beginning to reshape sales processes—though cautions against hype. Effective use of AI involves smart experimentation and targeted application, not blind adoption.
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Mistakes to avoid: A big early lesson for Brad was realizing RevOps isn’t purely analytical. It’s crucial to consider the emotional and cultural implications of operational changes.
Practical advice from Brad:
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Prioritize foundational data hygiene from the start.
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Ensure RevOps roles are clearly defined and supported by executive leadership.
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Communicate proactively and transparently with your teams.
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Experiment with AI in controlled, targeted ways to understand its true potential and limitations.
Ultimately, Brad views RevOps as a force multiplier—crucial for companies seeking to achieve more with less in today’s economic environment. Listen to the full episode for actionable insights on how to implement and optimize RevOps in your own organization.
🎧 Listen to the full conversation here: https://www.betweentwocoos.com/sales-assembly-president-brad-rosen-on-unlocking-growth-and-why-revops-is-critical-for-sustainable-scaling
