The State of Revenue Operations 2019: A Survey of 2,462 B2B Sales and Marketing Professionals
2
Contents
Executive Summary 3
Questions We Asked 4
Revenue Operations…What Is It? 5
Key Findings 8
Consistent Revenue Growth Is a Challenge in B2B 9
Customer Experience is Key to Unlocking Growth 10
Sales, Marketing and Customer Success Share Revenue Responsibility 11
Few Are Confident Their Go-To-Market Functions Are Optimally Aligned 11
Data Ranked as the Revenue Engine's Least-Aligned Function 13
RevOps Adoption: It's on the Rise 14
Operations Today: Centralized, Partial or "Virtual" 15
Late Adopters Expect a RevOps Future 16
Common Barriers to RevOps Adoption 17
Who Owns RevOps at C-Level? 18
Final Thoughts 19
About the Study 20
Additional Resources 22
