For high-growth startups, sales momentum and operational efficiency depend on streamlined, scalable Revenue Operations (RevOps)—but getting there is complicated and can easily go wrong. The balancing act of managing customer relationships, sales processes, and marketing strategies too often results in scattered data, misaligned teams, and cumbersome workflows. A streamlined RevOps approach can help startups integrate their CRM systems, track meaningful performance metrics, and maintain clear communication across departments.
Building a strategic, connected playbook can help prevent pitfalls like data overload and "dirty" CRM systems. A streamlined RevOps system ensures regular updates, centralized information, clear process ownership, and automated processes. And getting all those things right sets up the sales and marketing teams to respond to market shifts with agility.
In this episode of the BIP Ventures Extraordinary Pursuits podcast, we talk with Brendan Tolleson of RevPartners. He explains the science of RevOps, offers tips on how to build a scalable RevOp practice, identifies the best CRM systems for startups, and how to keep the system working smoothly.
Timestamps:
[00:01] Intro and a bit about our guest, Brendan Tolleson
[02:02] Brendan's background and how he got into entrepreneurship
[05:32] RevPartners and what they offer to founders and start-ups
[06:37] Who is a CRO, and the role they play in a company
[08:50] The science behind RevOps and how it works
[10:57] The process of building and deploying RevOps strategy in a startup
[12:49] How RevOps strategy in action looks like for a growth-minded startup
[14:37] The role of CRM in the RevOps motion
[15:43] Metrics that signify it’s time to invest in a CRM system
[17:52] How to drive efficiency by harnessing the actual performance data
[19:42] Great CRM platforms for early rapid growth stage start-ups
[22:26] When to invest or partner with a CRO
[26:29] How RevPartners help companies avoid getting a dirty CRM system
[28:22] Brendan's recommendations on RevOps for a high-growth start-up
[31:51] Startup resources and products for you
[33:47] How to reach out and connect with Brendan
Points of Wisdom:
“We are all doing RevOps; it’s just a matter of how well you are doing it.” [11.46]
“Knowledge and tools drive efficiency, but if you don’t know the data, you can’t solve the root causes and ultimately create solutions for them.” [18:07]
“A dirty CRM is a symptom of a bigger problem, and it go back to the idea of your primary CRM project; either you are letting it go stale and/or you don’t have an admin.” [26:30]
“Don’t overcomplicate it; be very clear, try the less is more concept, and choose fewer things; pick the metric, KPI, or whatever that set thing is and get everyone aligned around that number; it will create a lot of clarity and alignment.” [28:21]
“If you simplify your processes, it allows people to not only adopt them but also to move faster.” [28:50]
About Brendan Tolleson:
Tolleson is the founder and CEO of RevPartners, a firm that designs, builds, and executes revenue operations to support its holistic go-to-market strategies for scaling companies. Brendan is a HubSpot expert who leads RevPartners in designing, building, and executing RevOps strategies to support high-growth companies. Before founding RevPartners, he held leadership roles at companies like Cprime, TaxConnex, and Tricentis.
Rachelle Kuramoto is the Vice President of Content at BIP Capital and BIP Ventures. She is an award-winning content strategist who oversees the health and growth of the BIP brand family, leads multi-channel content, hosts the Extraordinary Pursuits podcast, and actively mentors startup founders.
On the Extraordinary Pursuits podcast, Greg Reffner discusses maintaining product-market fit through agility, customer insights, and evolving growth strategies.
Tune into the BIP Ventures Extraordinary Pursuits podcast with Renata Mathison from aquesst for a chat about interview strategies for startup founders.
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