Revenue Operations Build
FinTech · Series B
Ground-up RevOps function design with tooling and process implementation.
Results
The Challenge
A fast-growing FinTech company had just closed their Series B and needed to professionalize their go-to-market operations. They had outgrown spreadsheets but hadn’t yet built the infrastructure to support their next phase of growth.
Approach
Rather than immediately implementing tools, we started with process design. The goal was to build a RevOps function that would scale with the company through Series C and beyond.
Foundation Layer
First, we established the foundational elements:
- Data model that could accommodate multiple products and segments
- Funnel definitions agreed upon by marketing, sales, and CS
- Reporting cadence aligned to board and executive needs
Systems Architecture
With the foundation in place, we designed the tech stack:
- CRM configuration and cleanup
- Marketing automation integration
- BI layer for executive reporting
- Custom tooling for territory management
Operating Rhythm
Finally, we implemented the operating cadence:
- Weekly pipeline review process
- Monthly business review format
- Quarterly planning framework
Current Status
This engagement is ongoing. We’re currently in Phase 3, implementing the quarterly planning framework and building out the forecasting model.
Preliminary Results
Even before full implementation, the team is seeing improvements:
- 94% forecast accuracy (up from ~60%)
- 98% CRM data completeness for key fields
- 80% reduction in time spent building reports