We support your organization in unifying sales, marketing, and customer success to unlock sustainable growth and maximize revenue potential.
Our Approach
When entering a new organization, our Revenue Operations (RevOps) consultant will begin with an intensive discovery period focused on three critical dimensions:
- Organization goals and objectives
- Revenue cycle
- Systems and processes
The RevOps Consultant’s approach will be strategic, collaborative, and tailored to the organization’s unique needs.
The RevOps Consultant will take care to observe team dynamics and working styles before suggesting any process changes, recognizing that successful RevOps management requires both organizational insight and technical expertise.
The RevOps Consultant will work to establish clear lines of communication, setting expectations for status updates, escalation procedures, and decision-making protocols; rather than imposing a rigid methodology immediately, the RevOps Consultant will adapt their approach to match the organization’s maturity level and specific needs, introducing more sophisticated RevOps management practices incrementally as the team develops.
Our Methodology
Phase 1 - Discovery
Our RevOps consultants follow a systematic methodology to integrate with an organization’s existing revenue management, sales, marketing and customer success frameworks (if frameworks exist).
If no frameworks exist, the RevOps Consultant will bring a standard Matador Consulting methodology to the engagement, which is based on three key principles: Process, Platform, and People.
In the first phase of activity, the RevOps Consultant will:
- Conduct a comprehensive review of the entire revenue engine, examining the interconnections between sales, marketing, and customer success functions.
- Analyze the current tech stack, data flows, and automation processes while identifying gaps, redundancies, and integration points across all revenue-generating teams.
- Review the CRM implementation, marketing automation platform, sales enablement tools, and customer success systems to understand the existing infrastructure.
- Conducts in-depth interviews with key stakeholders across departments to understand pain points, bottlenecks, and operational challenges.
- Examine current processes for lead management, opportunity tracking, forecasting, and customer lifecycle management, paying particular attention to handoff points between teams.
- Analyze historical performance data, including conversion rates at each pipeline stage, customer acquisition costs, lifetime value metrics, and churn rates to identify areas of friction and opportunity.
By facilitating workshops, meetings, and open forums, the RevOps Consultant will create opportunities for transparent communication and increased organizational alignment.
Phase 2 - Initial Execution
During the second phase, the RevOps Consultant will:
- Identify the organization’s reporting structures, KPIs, and compensation models to ensure alignment across teams.
- Maps current workflows and processes, identifying areas where misalignment creates inefficiencies or revenue leakage.
- Evaluate the quality and accessibility of data across systems, ensuring that teams have the insights needed to make informed decisions.
- Establish project governance mechanisms that mirror the organization’s oversight requirements, including steering committee structures, stakeholder communication plans, and quality assurance checkpoints.
Phase 3 - Ongoing Execution and Continuous Improvement
The third phase of the methodology involves the RevOps Consultant:
- Develop a prioritized roadmap that addresses both quick wins and longer-term structural improvements.
- Recommend process optimization, technology consolidation or enhancement, data standardization, and team alignment initiatives.
- Maintaining detailed documentation that follows conventions, facilitating easy integration with the organization’s project management systems and enabling effective knowledge transfer.