Blog
Insights and updates from the RevOps HQ team
RevOps Metrics: The Definitive Guide to Core Terminology
Master the core RevOps metrics—complete with LaTeX formulas, practical examples, and mini-cases—organized by Marketing, Sales, and Customer Success. Learn how to calculate, implement, and align these metrics to diagnose bottlenecks, optimize handoffs, and unlock predictable, cross-functional growth.
The Effectiveness of RevOps Playbooks: When They Work—and When They Don’t
A critical look at RevOps playbooks, exploring when they drive measurable gains in win rates and ramp time—and when they fall short due to static content, overprescription, or low adoption.
The Ultimate Guide to Building a Scalable RevOps Tech Stack in 2025
Learn how to build a scalable RevOps tech stack in 2025—anchored by HubSpot and enhanced with AI, Clay,
CRM Activity Tracking in HubSpot: Logging Marketing, Sales & Customer Success Touchpoints
CRM Activity Tracking in HubSpot shows you how to systematically capture every marketing touchpoint (form fills, email clicks, ad conversions), sales interaction (calls, one-to-one emails, deal-stage updates), and customer success engagement (support tickets, onboarding milestones, renewal outreach). By frontloading all key activities into a unified HubSpot record, your team gains real-time visibility, ensures data integrity, and uncovers actionable insights that drive pipeline velocity and long-term retention.
How to Conduct a RevOps Audit: The DEPTH Model
This document introduces the
The 4R Framework: A Mental Model for Revenue Operations
Master these four stages, and you'll transform how your organization generates and sustains revenue.
Leading vs. Lagging Indicators: A Practical Guide to Building a Predictive Revenue Engine
Most dashboards track revenue, pipeline, and bookings—metrics that confirm performance only after it’s too late to react. Leading indicators such as Lead Velocity Rate, demo‑to‑opportunity conversion, and response time surface weeks earlier, letting RevOps teams correct course before numbers miss. By mapping each leading metric to its downstream lagging result, automating data capture, and reviewing the small set weekly, organizations shift from reactive firefighting to predictive, controllable growth.
Lead Velocity Rate as a Core Operating Metric
Lead Velocity Rate (LVR) is the earliest indicator of future revenue health. Track the month‑over‑month percentage growth of truly qualified leads, review the metric weekly, and adjust targeting, response time, qualification workflow, and content alignment to keep LVR in the upper tier of your peer group—long before pipeline or bookings reveal problems.
The RevOps Bowtie Model: A Comprehensive Overview
The
Systematizing Revenue Through Precision CRM Desig
Turn your CRM into a repeatable, scalable revenue engine by treating design as code. This post walks you through a surgical, step-by-step framework—complete with examples and pseudocode—for architecting a HubSpot (or similar) CRM that drives predictable growth.