.svg)
11RevOps is a sustainable strategy that optimises performance across sales, marketing and customer service functions—ideal for businesses looking to supercharge revenue growth with minimal risk and capital expenditure. Key to RevOps success, however, is technology.
Adopting the right RevOps tools results in smoother workflows, better decision-making, and higher revenue growth for contract manufacturers. Here’s a breakdown of some essential RevOps tools and technologies that RevOps teams in contract manufacturing companies should consider.
Customer Relationship Management (CRM) systems
CRM systems are at the heart of any RevOps strategy. For contract manufacturers, these platforms provide a single source of truth for managing customer interactions, monitoring pipelines, and consolidating data across the business. A good CRM helps unify teams and improve customer insights.
Benefits of a CRM for RevOps
A CRM system gives your teams easy access to essential data and improved pipeline visibility for tracking sales opportunities. It also automates repetitive tasks such as follow-ups and offers advanced reporting capabilities, delivering valuable insights into sales performance and customer trends.
Essential CRM systems
| HubSpot CRM | A user-friendly, cloud-based CRM with an intuitive interface designed to support growing businesses, HubSpot seamlessly integrates marketing, sales, and customer service tools. It also offers a robust free version, including pipeline management, email tracking, and marketing automation. |
| Salesforce | Customisable and scalable, Salesforce offers comprehensive tools for sales, marketing, and customer service. Its AI-powered analytics helps users forecast sales, automate workflows, and gain actionable insights, while its vast app marketplace provides additional integrations to extend its functionality. |
| Microsoft Dynamics 365 | Combining CRM and ERP capabilities, Dynamics 365 delivers an integrated suite of applications that manage all aspects of a business, from customer relationships to operations. Its AI-driven insights and customisable dashboards make it ideal for enterprises needing advanced analytics and automation. |
Marketing Automation platforms
Marketing Automation tools streamline lead generation, email marketing, and nurturing campaigns, ensuring contract manufacturing marketing teams can deliver timely communications to ‘warm’ prospects and loyal customers. Automating these tasks saves time and ensures consistent engagement across all touchpoints.
Benefits of Marketing Automation for RevOps
Marketing Automation platforms enhance lead scoring and qualification, ensuring sales teams focus on not just any leads but quality, right-fit leads with high-revenue potential. Additionally, these platforms offer detailed performance analytics for data-driven decisions that optimise marketing efforts.
Essential Marketing Automation platforms
| Adobe Marketo | Designed to help businesses manage and optimise customer engagement across multiple channels, Marketo excels in lead nurturing and scoring, personalised email marketing, social media, and campaign management. Its powerful AI-driven predictive content suggests the best content to engage leads based on their behaviour and demographics. |
| HubSpot Marketing Hub | Marketing Hub is an all-in-one marketing solution that integrates seamlessly with HubSpot’s CRM. It supports email marketing, social media, blogging, and SEO, and its built-in analytics and reporting give clear insights into campaign performance, helping marketers refine strategies for better results. |
| Pardot | Part of Salesforce, Pardot is a B2B-focused marketing automation platform that specialises in nurturing leads and aligning marketing efforts with sales. Its detailed lead scoring, advanced email marketing capabilities, and ROI tracking allow users to link marketing efforts directly to revenue outcomes. |
Sales engagement tools
For contract manufacturers with complex sales cycles, sales engagement platforms automate follow-ups, call tracking, and activity logging. These tools empower sales teams to focus on high-value tasks by removing administrative burdens while managers gain deeper insights into sales performance.
Benefits of sales engagement tools for RevOps
Sales engagement tools automate outreach sequences, allowing sales teams to focus on more strategic tasks while maintaining consistent communication with prospects. These tools also provide improved visibility into sales activities, enabling managers to track performance and optimise resources. Additionally, seamless CRM integration ensures all sales-related interactions are centralised, giving teams a comprehensive view of customer relationships.
Essential sales engagement tools
| Outreach | Outreach is a robust sales engagement platform designed to streamline sales processes and enhance productivity through automation. It excels in managing multi-channel communication, allowing sales teams to personalise email, calls, and social media outreach. |
| SalesLoft | Designed to help teams build and maintain strong relationships with prospects, SalesLoft offers advanced capabilities for automating outreach and tracking customer interactions. A unique advantage is its ability to coach sales teams in real-time with performance analytics and workflow optimisation. |
| Groove | Tailored for teams that require deep Salesforce integration without the complexity, Groove offers user-friendly tools that automate workflows and manage communications. Its activity tracking and scheduling also help teams stay organised, while its insights improve individual and team productivity. |
Customer success platforms
These platforms are crucial for managing post-sale relationships, reducing client churn, and identifying opportunities for upselling. For contract manufacturers, ensuring a solid relationship with clients post-sale is vital to long-term partnerships and maintaining business continuity.
Benefits of customer success platforms for RevOps
Customer success platforms enable comprehensive customer health tracking, which helps teams proactively manage relationships and identify at-risk accounts. They also automate renewal and upsell workflows, thus prioritising important revenue-generating tasks.
Essential customer success platforms
| Gainsight | Gainsight provides detailed insights into customer health to reduce churn and improve customer retention. It offers tools for tracking customer engagement, predicting risks, and identifying expansion opportunities, while its customer journey mapping feature allows teams to customise workflows and proactively address customer needs throughout the lifecycle. |
| ChurnZero | Through real-time analytics on customer engagement and health, ChurnZero focuses on helping businesses manage and reduce customer churn. Its in-app communication tool lets companies interact with customers directly within their own platform, automating customer renewal and upsell processes for efficiency. |
| Totango | Totango drives customer engagement and loyalty through data-driven insights. It offers pre-built templates which help teams quickly implement customer success strategies tailored to specific business goals. At the same time, its flexible modular approach scales customer success efforts as a business grows. |
Data analytics and Business Intelligence (BI) tools
Contract manufacturers deal with a large volume of operational, financial, and sales data. Data analytics and BI tools can help them consolidate this information into actionable insights for optimising processes, forecasting demand, and tracking performance metrics.
Benefits of data analytics and BI tools for RevOps
Data analytics and business intelligence tools centralise data from multiple sources, creating a unified view of operations. These platforms offer real-time insights through advanced dashboards, enabling quick decision-making based on current performance. Additionally, they utilise predictive analytics for accurate revenue forecasting, helping companies identify growth opportunities.
Essential data analytics and BI tools
| Tableau | A leading data visualisation tool, Tableau lets businesses convert complex data into interactive, easy-to-understand visualisations and dashboards. Its drag-and-drop interface makes it easy to explore data without technical skills and its powerful data integration and visualisation capabilities provide users with deep insights and real-time analytics across sources. |
| Power BI | Ideal for companies already within the Microsoft ecosystem, Power BI is designed to help businesses create comprehensive reports and dashboards. Its AI-driven insights enable users to ask questions in natural language and receive data-driven answers, simplifying analysis for non-technical users. |
| Looker | A Google product, Looker’s model-based approach to data allows users to define and reuse data models across the organisation, ensuring consistency. It also offers seamless integration with other tools and cloud data warehouses, making it ideal for businesses working with large datasets in real time. |
Revenue Intelligence platforms
Revenue Intelligence tools are necessary for identifying pipeline risks and forecasting sales more accurately. For contract manufacturers, these platforms’ use of AI to analyse sales data helps identify trends that might go unnoticed, which can help teams make informed decisions that can accelerate growth.
Benefits of Revenue Intelligence platforms for RevOps
Revenue Intelligence platforms provide clear visibility into pipeline health and sales forecasts, supporting informed, proactive decision-making. These platforms also offer AI-driven insights into sales trends, uncovering opportunities and risks that might be overlooked. Additionally, they enhance collaboration across sales, marketing, and customer success teams by centralising data, ensuring everyone is aligned explicitly around revenue performance and strategy.
Essential Revenue Intelligence platforms
| Clari | This platform uses AI to provide real-time insights into pipeline health. Its ability to automate forecasting and highlight risks in the sales process allows teams to take proactive measures. Clari also integrates data from various sources, giving businesses a complete view of their revenue operations. |
| Gong | A conversation intelligence tool, Gong analyses customer interactions on calls, emails, and meetings to provide actionable insights. It uses AI to identify patterns in successful sales conversations and offers recommendations to improve outcomes. Gong helps sales teams optimise their approach and close more deals by capturing and analysing every interaction. |
| InsightSquared | InsightSquared offers advanced analytics and reporting for sales performance, pipeline management, and forecasting. It provides a detailed view of sales data, letting teams monitor key metrics and trends in real time. Its customisable visual reports make it easy for businesses to track performance and identify areas for improvement across departments. |
Financial planning and analysis (FP&A) tools
FP&A tools allow RevOps teams to manage budgets, forecast revenues, and model financial scenarios. For contract manufacturers, this alignment between finance and revenue operations ensures that growth targets are achievable and supported by solid financial planning.
Benefits of FP&A tools for RevOps
FP&A tools align strategic planning with revenue goals to ensure financial objectives support long-term business growth. With scenario modelling, these tools enable businesses to assess the impact of different strategies and make more informed decisions. Additionally, they foster collaboration between RevOps and finance teams, ensuring all departments are working towards the same financial targets.
Essential FP&A tools
| Adaptive Insights | Adaptive Insights is a cloud-based FP&A tool designed to simplify budgeting, forecasting, and financial modelling. It offers real-time financial insights through user-friendly dashboards and reporting tools. Its flexible, multi-dimensional models enable businesses to quickly adapt their plans based on shifting market conditions, making it ideal for fast-paced environments. |
| Anaplan | Anaplan combines financial planning, supply chain, and sales forecasting into one integrated tool. Its scalability allows businesses of all sizes to model complex scenarios across multiple departments, while its flexible custom models and collaborative planning capabilities make it a go-to solution for aligning finance with overall business strategy. |
| Workday | Workday offers a comprehensive financial planning and analysis tool suite that integrates seamlessly with its human capital management system. Its real-time data updates and intuitive user interface enable finance teams to collaborate more effectively. Built-in analytics and scenario planning tools allow businesses to align their financial strategies with workforce planning, ideal for complex operational needs. |
Need help enabling your teams to perform at their best? Download our Sales Enablement or Marketing and Sales Alignment guides for helpful tips, or contact us for more insights.
/equinet/linkedin%20(1)%20(1).svg){kind=small}
/equinet/twitter%20(1).svg){kind=small}
/equinet/facebook%20(1).svg){kind=small}