Revenue Operations

Outcome: Forecast you can act on, and a pipeline that reflects reality. Problem: Sales, marketing and finance each maintain a version of the number. Reconciling them consumes the first week of every month, and the forecast is a negotiation rather than a measurement. Includes: Pipeline and stage redesign · Forecast model · Lead-to-opportunity handoff definitions · Territory and quota modelling · Marketing attribution · Unified revenue reporting · Rep enablement. Timeline: 01 Baseline (2 wks) · 02 Definitions workshop (2 wks) · 03 Build (6–8 wks) · 04 Enablement · 05 Two-quarter measurement. We measure: Forecast accuracy (± vs actual, by manager) · Pipeline coverage ratio · Stage conversion rates · Time from lead created to first contact · Weekly active CRM users in sales roles.