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Find the best revenue operations software to align your sales, marketing, and customer success teams for smoother workflows and reliable business growth.
Making strategic business decisions with scattered, unreliable data is like trying to drive with a foggy windshield. You might be moving, but you can’t see where you’re going. Many companies struggle because their sales, marketing, and customer data live in separate systems, making it impossible to get a clear picture of performance. Revenue operations software is built to solve this exact problem. It acts as a central hub, pulling information from all your tools—like your CRM and accounting software—into one place. This gives you a single source of truth, powering real-time analytics and accurate forecasting so you can make smarter, data-driven decisions that fuel profitable growth.
Think of Revenue Operations (RevOps) software as the central nervous system for your business's revenue-generating activities. It’s a platform designed to break down the walls that often stand between your sales, marketing, and customer service teams. Instead of each department working with its own separate data, processes, and goals, RevOps software unifies everything into a single, cohesive system. This creates a clear, end-to-end view of your entire customer lifecycle, from the first ad a person sees to their renewal conversation years later.
The main goal is to align your teams, streamline your processes, and give you reliable data to make smarter decisions. By connecting every piece of the customer journey, this software helps you build a more efficient and predictable "revenue engine." It moves you away from guesswork and into a world where your growth is driven by data, not just intuition. With everyone on the same page, you can spot opportunities faster, fix problems before they grow, and create a smoother experience for your customers. You can find more helpful insights in the HubiFi Blog to guide your strategy.
Today’s customer journeys are rarely a straight line. A customer might interact with a marketing campaign, talk to a sales rep, and then connect with customer support—all in a short period. When your teams operate in silos, that journey feels disjointed and frustrating for the customer. RevOps software fixes this by creating a single source of truth. It ensures that your sales, marketing, and customer success teams are all looking at the same data and working toward the same goal: optimizing revenue. This shared perspective helps everyone understand how their work impacts the bigger picture, fostering collaboration and eliminating the friction that slows down growth.
At its core, RevOps software is about making your processes work smarter, not harder. It automates many of the repetitive, manual tasks that can bog down your teams, freeing them up to focus on more strategic work. This automation spans the entire customer journey, from capturing a new lead to managing a renewal. By integrating with the tools you already use, like your CRM and accounting software, it creates seamless workflows. This means data flows automatically between systems, reducing errors and ensuring everyone has up-to-date information. HubiFi offers many of these powerful integrations to connect your tech stack.
So, what’s under the hood? RevOps platforms are powered by some pretty smart technology. Common features include tools for managing your sales pipeline, systems that automatically capture data from calls and emails, and AI-driven analytics that can forecast future revenue. These platforms are built to track the key RevOps metrics that matter most, like your lead-to-customer conversion rate and sales cycle length. By turning raw data into clear, actionable reports, the technology gives you the insights you need to fine-tune your strategy and drive consistent growth.
When you start looking at RevOps software, the options can feel overwhelming. Every platform promises to transform your business, but what features actually deliver on that promise? The key is to find a tool that does more than just track metrics; it should actively align your teams and turn raw data into a clear path for growth. A great RevOps platform breaks down the walls between your sales, marketing, and customer service departments, creating a single, efficient revenue engine. Instead of operating in separate worlds, your teams can work from a unified playbook. This alignment is crucial for creating a smooth customer journey and achieving predictable revenue. The right software gives every team member access to the same reliable information, ensuring everyone is pulling in the same direction. Think of it as the central nervous system for your revenue-generating activities, connecting every touchpoint and workflow into one cohesive system.
If your marketing, sales, and service teams are all working from different spreadsheets and platforms, you don't have a clear picture of your business. Data silos are one of the biggest barriers to growth because they create confusion and inefficiency. The most critical feature of any RevOps software is its ability to serve as a single source of truth. It should pull data from all your different tools—your CRM, accounting software, and marketing platforms—into one central hub. This gives you a complete, 360-degree view of your customer and your revenue pipeline. Having seamless integrations is non-negotiable, as it ensures your data is always accurate and up-to-date across the board.
Making strategic decisions based on gut feelings and outdated reports is a recipe for missed opportunities. Modern RevOps platforms use AI-powered analytics to move you from reactive to proactive. By analyzing billions of data points from sales calls, emails, and customer interactions, these tools can identify patterns and predict future outcomes with surprising accuracy. This means you can forecast sales more confidently, identify at-risk deals before they slip away, and understand which strategies are actually driving revenue. It’s about using data to not only see where you’ve been but to get clear insights into where you’re going.
How much time does your team spend on repetitive, administrative tasks? Things like updating the CRM, routing leads, or sending follow-up reminders are necessary but don't directly generate revenue. A strong RevOps platform automates these workflows, freeing up your team to focus on high-value activities like talking to customers and closing deals. By streamlining tasks across the entire customer journey, from the first marketing touchpoint to the final renewal, you create a more efficient process for everyone. This not only improves productivity but also ensures that important steps are never missed, leading to a more consistent and professional customer experience.
In a fast-moving market, you can't afford to wait for weekly or monthly reports to understand what's happening in your business. Real-time dashboards are essential for making quick, data-driven decisions. They provide an at-a-glance view of your most important metrics, from pipeline health and conversion rates to team performance. With instant visibility, leaders can spot trends as they emerge, address potential issues before they become major problems, and double down on what’s working. If you want to see how this looks in practice, you can schedule a demo to see how real-time data can transform your decision-making process.
When your teams operate in silos, the customer experience suffers. Handoffs between marketing and sales can be clumsy, and customer service may lack the context needed to resolve issues effectively. RevOps software fosters better collaboration by giving everyone a shared view of the customer journey. When marketing can see which leads turn into high-value customers and sales understands the campaigns that attracted them, their efforts become more aligned. This shared understanding breaks down the "us vs. them" mentality and unites everyone around the common goal of driving revenue. The result is a smoother, more cohesive experience for your customers and a more effective team.
Finding the right RevOps software can feel like searching for a needle in a haystack, but it doesn't have to be. The best platform for you depends on your specific challenges, whether it's aligning your sales and marketing teams, cleaning up your data, or getting a handle on revenue recognition. Each tool offers a unique approach to unifying your revenue engine. To help you sort through the options, here’s a look at some of the top contenders in the RevOps space and what makes each one stand out.
HubiFi is designed specifically for high-volume businesses that need to get their revenue recognition right, every time. It automates the entire process, ensuring you stay compliant with standards like ASC 606. The platform pulls data from all your different systems—think CRMs, ERPs, and payment processors—into one unified view. This means you can close your financials faster, breeze through audits, and make strategic decisions based on accurate, real-time analytics. If you’re struggling with messy data and complex revenue streams, HubiFi brings clarity and control to your financial operations, letting you focus on profitable growth.
Gong is all about giving you a clear view into your sales conversations. It uses AI to listen to and analyze sales calls and meetings, providing insights that help your team improve. Think of it as a coach for your sales reps, offering AI-powered guidance to make their pitches more effective. Gong provides detailed reports on sales conversations and even lets you search through call recordings to find key moments or competitor mentions. It’s a powerful tool for understanding what’s really happening in your sales cycle and refining your sales strategy based on actual customer interactions.
Similar to Gong, Chorus is a sales conversation intelligence platform that helps you understand the voice of your customer. It records and analyzes your team’s calls, meetings, and emails to pull out actionable insights. The platform’s AI can identify important topics, sentiment, and even when competitors are mentioned in a conversation. This gives sales leaders a direct line into what’s working and what isn’t across the entire team. By analyzing sales calls, you can replicate successful strategies and provide targeted coaching to help everyone on your team perform at their best.
If your main headache is keeping your CRM data clean and your sales process on track, Weflow is worth a look. It integrates directly with your CRM to ensure data is accurate and that your team follows the right steps. Weflow helps with sales forecasting, automatically records data to reduce manual entry, and provides strong reporting capabilities, especially for Salesforce users. It’s designed to streamline the administrative side of sales, giving your team more time to actually sell. By maintaining a healthy sales pipeline, Weflow helps you build a more predictable revenue stream.
InsightSquared focuses on giving you real-time intelligence about your business performance. It connects to your various data sources to provide a clear picture of customer behavior, product success, and financial trends. The platform allows you to create custom reports on the fly and offers dashboards that combine data from multiple systems into one view. One of its key strengths is its ability to help you predict future sales and revenue by analyzing historical trends. It’s a great choice for businesses that need deep, accessible analytics to guide their decision-making.
Demandbase is a comprehensive platform built for account-based marketing (ABM) and sales intelligence. If your strategy is to target specific high-value accounts, this tool can manage the entire process. It uses AI to identify and prioritize the right accounts, helps you create personalized marketing and sales campaigns, and tracks how those accounts engage with your brand across different channels. Demandbase brings your sales and marketing teams together around a unified account-based strategy, ensuring everyone is focused on landing and expanding the most important customers.
Choosing a RevOps platform isn’t as simple as picking the one with the lowest price tag. The right software for a startup will look very different from what a large enterprise needs. The key is to find a solution that matches your company’s size, solves your specific challenges, and fits within your overall budget—not just the monthly subscription fee. To make the best choice, you need to look at the full picture, comparing everything from core features to the total long-term cost.
RevOps platforms generally fall into two camps: entry-level and enterprise. Entry-level solutions are designed for small to medium-sized businesses that need core functionalities without a lot of complexity. Think of platforms like HubSpot Operations Hub, which offers free or low-cost plans to get you started. These tools are perfect for organizing your data and automating basic workflows.
Enterprise solutions, on the other hand, are built for larger organizations with more complex needs. They offer advanced features, deep customization options, and robust integrations with other systems. A platform like Salesforce, for example, can be tailored to very specific processes but comes with a higher price tag and a steeper learning curve. Your choice depends on where your business is today and where you plan to be in the future.
When you start looking at different platforms, you'll notice they all promise to align your teams and drive revenue. But how they do it can vary quite a bit. Look for core features like pipeline management, revenue intelligence, forecasting, and AI-powered automation. Some platforms excel in specific areas. For instance, Gong is known for its powerful AI that analyzes customer conversations, while Clari focuses more on sales engagement and pipeline management.
Before you even schedule a demo, sit down with your team and make a list of your must-have features versus your nice-to-haves. This will help you cut through the marketing noise and focus on the tools that will actually solve your biggest revenue challenges.
The sticker price of a RevOps platform is only one part of the equation. To understand the true investment, you need to consider the total cost of ownership (TCO). This includes the subscription fee plus any additional costs for implementation, data migration, employee training, and ongoing support. Some platforms might have a low monthly fee but charge extra for critical integrations or premium support.
For example, a tool might offer a free trial, while another starts with a significant base price plus a per-user fee. Always ask for a detailed breakdown of all potential costs. Understanding the TCO upfront ensures you can create a realistic budget for your RevOps strategy and avoid any surprise expenses down the road.
Picking the right RevOps software is more than just a technical decision; it's a strategic one that will shape how your sales, marketing, and customer service teams work together. The goal is to find a platform that not only solves your immediate data and workflow challenges but also acts as a partner in your long-term growth. A great tool will bring clarity to your revenue streams, automate tedious tasks, and give your teams the insights they need to make smarter decisions.
As you evaluate your options, think beyond the feature list. Consider how each platform aligns with your company's specific processes and goals. Does it simplify complexity or add another layer of it? Will it empower your team or create a new dependency on IT? The right software should feel like a natural extension of your operations, making everyone's job easier while driving predictable revenue growth. It’s about finding a solution that fits your business today and has the flexibility to adapt as you scale. For more ideas on how to streamline your operations, you can find helpful articles on the HubiFi blog.
Your RevOps software can't live on an island. For it to be truly effective, it needs to connect seamlessly with the tools you already use every day. Before you commit to a platform, make sure it works well with your current tech stack, especially your CRM, ERP, and accounting software. A smooth integration process prevents data silos and ensures that information flows freely between departments. This creates a single source of truth, which enhances both workflow efficiency and data accuracy. The last thing you want is to spend your time manually transferring data between systems. Check out the list of integrations with HubiFi to see how a connected system works.
The software that works for you as a startup might not be the right fit when you’re processing thousands of transactions a day. Look for a RevOps platform that can grow with your business without becoming slow or overly complicated. A scalable solution should be able to handle an increasing volume of data, support a growing team, and adapt to your evolving needs. As you expand, you might add new products, enter new markets, or change your pricing models. Your RevOps software should be flexible enough to accommodate these changes easily. Consider the different pricing information available, as tiered plans often indicate a platform's ability to scale.
When you’re dealing with financial data and sensitive customer information, security is non-negotiable. It’s crucial that the software you choose protects your data with strong security features like end-to-end encryption and recognized security certifications. This not only helps you maintain trust with your customers but also ensures you comply with regulations like GDPR and CCPA. For businesses that need to follow specific accounting standards, look for a platform that helps you maintain ASC 606 compliance. A breach or compliance issue can be costly, so make this a top priority in your evaluation.
Even the most powerful software is worthless if your team finds it too difficult to use. The best RevOps platform is one that people can understand and adopt quickly, regardless of their technical expertise. Look for a solution with a clean, intuitive interface and clear dashboards. No-code or low-code platforms can be especially helpful in ensuring user adoption across different departments. Before making a final decision, schedule a demo and include key team members in the trial. Getting their feedback will help you choose a tool that everyone is excited to use, ensuring you get the most value from your investment.
Adopting a new RevOps platform is an exciting step, but let’s be real—it’s a big project. Like any major operational shift, it comes with a few potential hurdles. Thinking about these challenges ahead of time is the best way to ensure a smooth and successful rollout for your team. When you know what to look for, you can create a plan to handle these bumps before they slow you down.
Your RevOps software is only as good as the data you feed it. Many businesses discover during implementation that their existing customer information is messy, incomplete, or spread across disconnected systems. Simply moving this "bad data" into a new platform won't fix the underlying issues; it just gives them a new home. Before you migrate anything, take the time to conduct a thorough data audit. Clean up your records, standardize formats, and create a clear plan for how you’ll maintain data integrity going forward. This initial cleanup is one of the most critical steps for getting real value from your new tool.
New technology can feel threatening if your team doesn’t understand why it’s being introduced. The goal of RevOps is to make everyone’s job easier and more effective, but that message can get lost if the implementation is handled poorly. To get genuine buy-in, involve key players from sales, marketing, and finance from the very beginning. Help them see how a unified platform will reduce manual work and build trust between departments. When your team understands the "why" and feels like part of the process, they’ll be your biggest champions for the change.
Your business doesn’t operate in a vacuum, and your RevOps platform shouldn’t either. You likely have a whole ecosystem of existing tools, from your CRM to your accounting software. A common pitfall is choosing a platform that doesn’t play well with your current tech stack, which creates more silos and manual workarounds. Before you commit to a solution, map out your essential systems and confirm that the new software offers seamless integrations. The right platform should connect your tools into a single, cohesive workflow, not create another island of data.
The sticker price of a RevOps platform is just one piece of the financial puzzle. To get a clear picture of the total investment, you need to account for the full cost of ownership. This includes one-time implementation fees, data migration costs, and the internal resources required for training and project management. A well-planned budget ensures you have the resources to do the job right. You can start by exploring different pricing models to find a fit for your business, then build out your budget to include the people and time needed to support a successful launch.
Once you have a RevOps platform in place, the real work begins. How do you know if it’s actually making a difference? The key is to track the right metrics. Think of these numbers as your company’s health report—they tell you what’s working, where the friction is, and how your teams are performing together. Focusing on a few core metrics helps you cut through the noise and make data-driven decisions that truly move the needle. It’s not about tracking everything; it’s about tracking what matters for sustainable growth.
These metrics will give you a clear, holistic view of your revenue engine's performance, ensuring your sales, marketing, and customer success teams are all pulling in the same direction. By focusing on these key performance indicators (KPIs), you can identify areas for improvement and measure your progress toward your goals.
At its core, a healthy business spends less to acquire a customer than that customer is worth over time. That’s where CAC and LTV come in. Customer Acquisition Cost (CAC) is the total cost of sales and marketing to land one new customer. Lifetime Value (LTV) is the total revenue you expect from a single customer account. Tracking the LTV:CAC ratio shows you the profitability of your customer relationships. A strong RevOps strategy aims to lower CAC by creating more efficient marketing and sales processes while increasing LTV through better customer experiences and retention. Understanding these numbers helps you decide where to invest your resources for the best return.
How long does it take for a potential customer to become a paying one? That’s your sales cycle length. And what percentage of your leads actually convert at each stage of the funnel? Those are your conversion rates. Both metrics are crucial for understanding the efficiency of your revenue engine. A long sales cycle or low conversion rates can signal bottlenecks in your process. RevOps software gives you the visibility to pinpoint exactly where deals are slowing down or falling through. By streamlining handoffs and automating tasks, you can shorten the sales cycle and improve conversion rates, which directly impacts how quickly you can generate revenue.
Revenue growth is the most straightforward indicator of success, showing whether your company is expanding, stagnating, or declining. But growth alone doesn’t tell the whole story. You also need to watch your churn rate—the percentage of customers who stop doing business with you over a certain period. High churn can quietly eat away at your revenue and undo all the hard work of your sales and marketing teams. A solid RevOps framework helps you get proactive about retention by providing insights into customer health, allowing you to address issues before a customer decides to leave.
RevOps is fundamentally about aligning your teams. So, how do you measure that? Look at metrics that reflect productivity and collaboration. Are your marketing, sales, and customer success teams hitting their goals? How smoothly are leads passed from one team to the next? RevOps platforms provide shared dashboards and data that break down silos, making it easier for everyone to work together. When your teams have access to the same information, they can identify areas for improvement and make more informed decisions collectively. This alignment is the foundation of an efficient and scalable revenue machine.
Bringing a RevOps platform into your business is more than just a software update—it’s a fundamental shift in how your teams work together. A successful rollout requires careful planning and a clear strategy. It’s not about flipping a switch and hoping for the best. Instead, think of it as building a new foundation for your revenue engine. By focusing on a few key areas before, during, and after the implementation, you can avoid common pitfalls and set your company up for sustainable growth. These practices will help you create a seamless transition, get your team on board, and start seeing the benefits of a unified revenue strategy much faster.
Before you even look at a demo, get your leaders in a room. RevOps only works when marketing, sales, and customer success are rowing in the same direction. This starts with breaking down silos and establishing a shared vision for what success looks like. As experts at Dashly note, "revenue operations metrics ensure that the sales, marketing, and customer success teams are aligned towards a common goal of optimizing revenue." Define your shared goals and the key performance indicators (KPIs) you'll all be accountable for. This initial alignment is the most critical step; without it, even the best software will fall short of its potential.
Your RevOps platform is only as good as the data you feed it. A messy, incomplete, or inaccurate dataset will only lead to flawed insights and poor decisions. Start by auditing your current data sources across all teams. Decide what information is critical to migrate and what can be archived. Then, map out how your new platform will connect with your existing tech stack, like your CRM and accounting software. A platform with robust integration capabilities is essential for creating a single source of truth. This clean, connected data is the bedrock of effective metric tracking, which allows you to gain real insights into how each team contributes to revenue.
Introducing new technology often comes with a learning curve and some resistance. Don't underestimate the human side of implementation. Create a comprehensive training plan that goes beyond a single tutorial session. Identify champions within each department who can help their peers and build enthusiasm for the new system. It's also crucial to communicate the "why" behind the change. When your team understands how the new platform helps them achieve their goals and contributes to the company's success, they're more likely to embrace it. This process ensures everyone knows how to monitor and analyze the metrics that matter.
Implementation isn't the finish line—it's the starting line. Once your RevOps platform is up and running, the real work of optimization begins. Set up dashboards to track your most important metrics in real time and schedule regular meetings to review performance. This is where you can spot trends, identify bottlenecks, and make data-driven adjustments to your strategy. For example, tracking metrics like Customer Lifetime Value (CLV) helps your team "understand the value of each new customer" and find ways to improve it. If you want to see how real-time analytics can transform your strategy, you can schedule a demo to see it in action.
Isn't RevOps software just a fancier CRM? That's a common question, but they serve very different purposes. Think of your CRM as a detailed address book that manages customer relationships and sales activities. RevOps software is more like the central command center that connects your CRM with your marketing, customer service, and financial tools. It’s designed to align the processes and data across all your revenue-generating teams, giving you a complete picture of your entire business, not just one department.
Is RevOps software only for large, enterprise companies? Not at all. While large enterprises certainly benefit from RevOps, many platforms are designed specifically for small and medium-sized businesses. The key is to find a solution that can scale with you. A smaller business might start by focusing on automating basic workflows and unifying data, while a larger company might need more advanced analytics and forecasting. The goal is the same for everyone: to build a more efficient and predictable revenue engine, regardless of your company's size.
My company's data is spread out and messy. Should I wait to clean it up before considering a RevOps platform? You don't have to wait, but you should make data cleanup a core part of your implementation plan. In fact, the process of adopting a RevOps platform is often the perfect catalyst for getting your data in order. A good platform will help you centralize information, but it can't magically fix inaccurate or incomplete records. Start by auditing your existing data and creating a plan to standardize it as you migrate to the new system.
What's the most important thing to do before I even start looking at different software options? Before you schedule a single demo, get your team leaders from sales, marketing, and customer service in the same room. The biggest mistake you can make is treating this as a purely technical decision. You need to first agree on your shared goals and define what a successful, unified operation looks like for your company. This alignment is the foundation of a successful RevOps strategy; the software is the tool that helps you execute it.
How will I know if the software is actually working for my business? You'll know it's working when you can see clear improvements in a few key areas. Look for a shorter sales cycle, meaning deals are closing faster. You should also see higher conversion rates at each stage of your customer journey. Ultimately, the goal is to achieve more predictable revenue growth while keeping customer acquisition costs in check. Tracking these metrics will give you a clear, data-backed answer on the return you're getting from your investment.
Former Root, EVP of Finance/Data at multiple FinTech startups
Jason Kyle Berwanger: An accomplished two-time entrepreneur, polyglot in finance, data & tech with 15 years of expertise. Builder, practitioner, leader—pioneering multiple ERP implementations and data solutions. Catalyst behind a 6% gross margin improvement with a sub-90-day IPO at Root insurance, powered by his vision & platform. Having held virtually every role from accountant to finance systems to finance exec, he brings a rare and noteworthy perspective in rethinking the finance tooling landscape.
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