The RevOps Value Chain is the predictive pathway model derived empirically from a cross-functional stakeholder survey and validated using ordinal partial least squares structural equation modelling. It provides the first structural pathway linking RevOps inputs to organisational value creation, explaining 56.5% of variance in drivers and 67% of variance in outcomes.
Components
Resources
Data and insights, systems and tooling, processes and workflows, enablement. The asset classes RevOps mobilises.
Drivers
Alignment (cognitive), integration (operational), collaboration (human). The integration mechanisms RevOps deploys.
Outcomes
Revenue, profitability, productivity, customer experience. The results RevOps is held accountable for.
Application
Use the Value Chain to design a balanced RevOps capability (resources across all four classes, not just data), to diagnose underperforming implementations (typically a weak link in resources or drivers), and to communicate RevOps value to executive sponsors using a structural rather than anecdotal logic.