The Six Determinants are the criteria by which Lawrence and Lorsch (1967) evaluated integrative devices in their seminal study of organisational differentiation and integration. RevOps has been evaluated against all six and meets the criteria across structural, behavioural, and influence dimensions.
Components
Structure and Orientation
Time orientation balanced across subsystems—long enough for marketing and customer success, short enough for sales.
Influence on Subsystems
Sufficient functional influence to shape behaviour in sales, marketing, and customer success without imposing dominance.
Perceived Basis of Rewards
Performance evaluated against super-ordinate revenue goals rather than narrow function-specific metrics.
Total Influence
High aggregate influence in the organisation, ensuring its perspective is given adequate weight in cross-functional decisions.
Locus of Influence
Influence exercised at the level where sub-environmental knowledge resides—often the operational layer rather than the executive layer.
Modes of Conflict Resolution
Use of confrontation and problem-solving rather than smoothing or forcing when resolving cross-functional disputes.
Application
Use the framework to assess whether an existing RevOps implementation functions as an effective integrative device, to diagnose why an implementation is underperforming on cross-functional integration, or as a design checklist when launching a new capability.