A 30-60-90 Day Guide for First-Time Directors of Revenue Operations RevOps 10 min Starting a new job as a Director of Revenue Operations is an exciting opportunity to make a significant impact on a company’s revenue growth. To ensure success in this role, it’s essential to have a strategic plan that guides your actions during the crucial first three months. Here’s a 30-60-90 day plan that will help you strategically manage revenue operations and drive sustainable growth. We recently spoke to Hassan Irshad, Director of RevOps at FEVTutor. He shared his approach to this powerful framework, demonstrating how each phase (30, 60, and 90 days) builds strategically upon the last to deliver alignment, trust, and sustained improvement. By breaking down complex goals into achievable milestones, the 30-60-90 day approach empowers RevOps leaders to initiate meaningful change without overwhelming teams. For all the RevOps leaders, it’s a way to approach change with purpose, driving measurable impact and laying the groundwork for long-term success.  The 30-60–90 day framework must be an indispensable tool and here is how you can implement progressive, sustainable growth strategies from day one. First 30 days for a Director of Revenue Operations The purpose should be to gather insights and understand the organization, especially the needs and challenges of different teams. 1. Goals for first 30 days:   i. Meet Key Stakeholders Meet with cross departmental teams like Finance, HR, and Sales to understand their goals, challenges, and priorities. ii. Document Everything Create a “lay of the land” document summarizing findings on different team goals, challenges, and processes.   iii. Understand the Product Take product demos, listen to sales calls, and use tools that show how the product is sold. This helps in understanding the customer needs better. iv. Dive into Your CRM Understand your CRM (whether Salesforce or HubSpot) to assess how the data is organized. This is to check whether it’s easy to use, and identify immediate improvements. The CRM should be the central source of truth, with other tools supporting it. The data should be unified with easier adoption for the teams. v. Build Trust Internally Establish trust within your teams by listening carefully, asking questions about how RevOps can help, and addressing quick fixes to show you’re there to help. Having this trust shows them that you’re here to support their success. Quick wins, such as small fixes that make people’s jobs easier, helps in establishing credibility early. 2. Establish Clear KPIs   i. Understanding Team KPIs It is important to ask you stakeholders about the KPIs that matter to understand their goals and what their expectations are. ii. Aligning KPIs Across Teams Different departments oftentimes work in silos. RevOps should strive to align these departments and check if these KPIs match the overall business objectives. Gaps must be closed if their KPIs don’t align. iii. Setting RevOps KPIs As you approach the end of the first 30 days, start establishing RevOps-specific KPIs that match company goals, which may involve metrics like revenue increase, conversion rates, or improvements in overall efficiency. 3. Tech Stack Audit Deep dive into the existing tools that your company is using. Identify all redundancies, and find opportunities to streamline the entire tech stack. i. Map Out Tools Compile a list of all tools used by teams, noting their purpose and how they work with the CRM. ii. Evaluate Use and Cost Determine if tools are actively used or if there are duplicates. Look for cost-saving opportunities by consolidating tools when possible. https://www.youtube.com/watch?v=sVDJ9KI1tGw&t=869s Next 30 days – Alignment and Control The next 30 days marks a shift from discovery to alignment. The goals should be to create cohesion between departments (e.g., Sales, Marketing) and laying down effective controls. The improvements need to be implemented without overwhelming the teams. This phase combines further exploration with actionable improvements with the primary task being bringing the teams into sync.   1. Ways to bring your teams together i. Encouraging cross-team collaboration by addressing silos and ensuring all teams work toward shared quarterly or company-wide goals. ii. By creating alignment, you help teams see RevOps as a support system rather than an enforcer. This keeps communication channels open and creates buy-in. iii. Based on your findings, introduce controls wherever needed to improve workflow. Example: If close dates aren’t being recorded properly, this could skew reports. Meet with sales, identify the root cause (e.g., manual data entry that is taking too much of a reps’ time), and provide solutions or tools to make their tasks easier. Ensure that controls are practical and developed with the trust built in the first 30 days. Foster internal consensus within teams so that these improvements are adopted seamlessly. 2. Navigate Organizational Politics (i) Barrier Removal Larger organizations may have internal politics or ingrained processes that resist change. Find an internal “sponsor” who trusts and supports RevOps initiatives and can authorize actions to navigate any resistance. (ii) Trust and Consistency As you implement changes, make sure your efforts consistently demonstrate how RevOps can make work easier and more efficient for everyone. 3. Evolving the Tech Stack (i) Assessing Tech Needs If tools aren’t fully integrated (e.g., a tool not writing data back to the CRM), identify their gaps and consider evolving the tech stack. (ii) Holistic View Use insights from the discovery and alignment phases to start envisioning necessary tech improvements that align with company goals. Beginning of the 90-Day Phase: Vision and Execution This phase, described as “Vision and Execution,” involves shaping and executing a strategy based on insights gathered from the discovery and alignment phases. a. Roadmap Creation Create a roadmap covering the next two quarters, focusing on long-term, high-impact changes that align with business goals. Use learnings based on stakeholder needs, organizational goals, and the findings from the first 60 days i. Set Priorities Collaborate with end users (Sales, Marketing, Customer Success) to understand their pressing needs and align the roadmap with these needs. ii. Strategic Execution Prioritize initiatives that will have immediate revenue impact or

Top 10 Relationship Intelligence Tools for 2025 RevOps 10 min When it comes to sales, building strong relationships is essential.  But let’s face it, the process can be incredibly time-consuming and demands a significant amount of effort from the sales reps. But here’s the kicker: Today, 44% of millennial buyers prefer minimal contact with a sales rep during the buying process. That means your sales rep has ~5% of the prospect’s time to establish a connection. It’s tougher than ever to develop relationships from a seller’s point of view. Does this mean that your reps should stop building relationships? Should your reps just try and sell whatever they can to whoever you find? The answer to that is a resounding NO. In the digital era, data and insights are what drive sales . They have the potential to give out more information than you know about your prospects. CRMs capture all possible data, churning it and spurting out information that otherwise was not visible earlier. But wait. There’s more to sales success than your CRM. To truly understand your prospects, you need to dig deeper to uncover hidden insights to help close your deals faster. That means mining your CRM data for a wealth of valuable information that will give you a competitive edge. This is exactly what relationship intelligence does. What is a Relationship Intelligence Tool? Picture this: You have access to a wealth of data from your clients, colleagues, and partners, but it’s scattered across various touchpoints like emails, phone calls, messages, meetings, and more.  How do you make sense of all that information? That’s where relationship intelligence comes in.  By pooling in, processing, and analyzing all that data, relationship intelligence technology provides invaluable insights, builds stronger relationships, and helps you make smarter decisions.   With relationship intelligence, you can discover a treasure of data-driven and actionable insights that support the organization’s understanding of the customer, identify the optimal solutions, and determine the best communication strategies. This results in a more tailored and informed approach to prospects to maximize the best chance of a positive outcome. Your prospects are more than just a phone number or an email. Relationship intelligence broadens your potential and plays a strong role in connecting the dots from other sources. It supplements your CRM, finding other & useful opportunities to close prospects, otherwise not visible to us. Why Does a Relationship Intelligence Tool Matter? Enterprise-based selling in B2B is no walk in the park.  With a plethora of relationship intelligence tools out in the market, organizations are spoilt for choice. However, tools that leverage AI/ML, offering data-driven intelligence with invaluable and actionable insights, will be the ones that will dominate the market. On the flip side, the process of onboarding a tool no longer rests in the hands of a single decision-maker. Gartner states that the number of buyers involved in the last decade has increased from 5 to 20. A potential account will have multiple stakeholders who will be involved in the decision-making process. Hence, it becomes critical for sales reps to identify and engage with key stakeholders regularly. With the rise of digital selling, organizations can now track the process of selling in a more in-depth manner. All forms of digital outreaches and communication with prospects can now be tracked, analyzed, and acted upon with the help of relationship intelligence.  Today, with markets being down and companies being extremely meticulous in their choice of tools to invest, having a relationship intelligence tech stack will be the game-changer. Here’s how 1. Showcasing a single view of all your relationships with your prospects Having relationship intelligence data will bring together all the stakeholders in one view, so sales reps have a clear idea of the sales cycle the account is currently in.  2. Identify every stakeholder involved With the buying process evolving constantly, the final decision often lies not with one but multiple owners. In other words, for a sales rep, multithreading is the best way forward. And in this process, it’s very easy to confuse the right person to engage with, especially if there is a handover involved.  Sales reps often fail to map out the stakeholders involved. The dots are not connected and not visible, which can lead to confusion and no clarity to other higher authorities. Relationship intelligence tools fill these gaps. It will identify each & every stakeholder involved at every stage of the selling process, bring them together, and map out the relationship of each, and provide all the information about these stakeholders. Not only that, but the data also provide insights to those who are frequently engaging and also point out the next best champion to continue the sales process seamlessly if the key decision maker is unavailable at any stage of the sales process. 3. Give detailed insights about each prospect The thing about relationship intelligence tools is that not only do they provide details in one place, but they also show you the best possible way to contact and reach out to your prospects. It can be email, phone calls, or video calls; it will give you solutions that are sure to boost your process of converting. 4. Recover lost leads In the world of sales, not all leads or prospects will convert.  If the target is to convert 2 leads in a month with a value of X, sales reps need to build a pipeline of at least 10 leads with a value of 10X. This results in 8 leads that will not convert or be disqualified or lost in the process. However, these 8 leads don’t have to be lost forever. With relationship intelligence, you can identify the most engaged buyers and reignite the relationship with them. And here’s the kicker: the relationship intelligence technology considers all the data even before onboarding the tool.  This kind of intelligence will only unleash hidden superpowers for your sales reps. Who knows, your lost prospect’s business priorities might have changed over time, and getting back to them might just make all the difference. 4. Discover trends in