RevOps
Aligning marketing, sales, and customer success data so the handoffs between teams don't create the gaps where revenue gets lost.
Revenue leaks at handoffs.
Marketing passes a lead to sales on criteria that sales doesn't trust. Sales closes a deal that customer success inherits without context. Each team operates on a different view of the same customer - and the gaps between those views are where pipeline stalls and retention problems start. RevOps is the discipline of designing those handoffs so they work correctly, consistently, and with data that all three teams actually believe.
Our Approach
We approach RevOps as a data architecture problem before it's a process problem.
The handoff between marketing and sales only works reliably if the field mapping, lead scoring criteria, and routing logic are built together - not bolted on after. We audit the current state of each team's data view, identify where the breaks in handoff actually occur, and design the integration layer and operational standards that close those gaps. Execution covers the platform work, the documentation, and the alignment sessions that get teams to agree on a shared definition of what the data means.
Discuss RevOps
Connect with Phil to discuss your operational environment, what's not behaving correctly, and how Tactical Marketing approaches the repair and governance work.
Contact Us"I've worked very closely with Phil daily for almost 5 years at Act-On and can sincerely say that I've benefited tremendously from his creative problem-solving, tireless work ethic, and willingness to do whatever it takes to get the job done. Phil takes initiative and goes above and beyond what's expected of him every day. Everyone who's ever had the pleasure of working with Phil knows that he thinks through what's needed to get the job done right the first time."
What We Do in RevOps
Related deep dive
RevOps Consulting →Aligning marketing, sales, and customer success so revenue stops leaking between teams.
Or browse the full operations library.
Frequently Asked Questions
Marketing says the leads are qualified. Sales says they aren't. Where do you start?
With the data, not the argument. That disagreement is almost never about effort - it's about two teams operating on different definitions fed by different field values. We audit what marketing's scoring model actually measures against what sales' closed-won history says predicts a real opportunity, and the gap is usually visible within the first two weeks. Then we rebuild the qualification criteria against evidence both teams can see, which ends the debate in a way another alignment meeting never will.
Does RevOps require new tools, or do you work with our existing stack?
Existing stack, almost always. Most RevOps failures are configuration problems - field mapping gaps, sync conflicts, routing logic that predates the current team structure - not tooling gaps. Buying a RevOps platform on top of a broken data layer just gives you a more expensive view of the same bad data. If the audit surfaces a genuine tooling gap, we'll scope it honestly, but the default recommendation is to make what you own work correctly first.
How long before we see the handoff problems actually fixed?
The audit runs two to three weeks and tells you exactly where revenue is leaking - dropped leads, routing failures, stage definitions that don't match how deals actually progress. Repair work on the highest-impact breaks typically lands within the first two months: scoring realignment, field mapping fixes, and the shared reporting that gives all three teams the same revenue picture. Full operational maturity - documented definitions, governance, change management - builds over a quarter. We sequence by revenue impact, not by what's easiest.
Related Services
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Operational expertise transferred to your team - so they can maintain, extend, and trust the systems we build together.
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AI in Marketing Operations
AI applied to the specific operational tasks where it improves speed and accuracy, directed by senior judgment, not substituting for it.
Start the conversation.
If something isn't behaving the way it should, that's where we start. Phil reads every inbound personally and responds within one business day.