Marketing and sales arguing over pipeline numbers in the same board meeting is not a data problem. It is a RevOps problem. TPG has run over 200 RevOps engagements in 19 years, building the operational infrastructure that aligns revenue functions around one version of the truth.
The average TPG RevOps client improves forecast accuracy by 28% in the first six months. Pipeline visibility goes from 40% to 85% within 90 days.
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By the Numbers
| Metric | Result |
|---|---|
| Years of RevOps experience | 19 |
| RevOps engagements completed | 200+ |
| Average forecast accuracy improvement | 28% in 6 months |
| Pipeline visibility improvement | 40% to 85% in 90 days |
The Problem
Marketing and Sales Run Different Pipeline Numbers
Your CMO reports one pipeline figure. Your VP Sales reports another. Both pull from the same CRM. In the board meeting, the CFO asks which number is right and no one has a clean answer. This happens when pipeline definitions, stage criteria, and attribution rules have never been formally aligned across revenue functions. Every quarter spent without fixing it costs you in forecast credibility and budget decisions made on bad data.
Your CRO Doesn't Trust the Forecast
A CRO who hedges their own forecast — adding 20% buffer, excluding deals they suspect won't close, calling "upside" on half the pipe — has lost confidence in the underlying data. That distrust is a symptom: stage criteria aren't enforced, deal data isn't clean, and there is no system for validating forecast accuracy against outcomes over time. A RevOps function exists specifically to give the CRO a number they can defend.
No Single Source of Truth for Revenue Data
Three ops teams, three reporting systems, three definitions of a "qualified opportunity." Finance pulls revenue data from one system. Sales pulls it from the CRM. Marketing pulls it from the marketing platform. When these disagree — and they almost always do — the organization defaults to the highest-ranking person's number rather than the most accurate one. RevOps architecture solves this by building one data model that all three functions trust.
Customer Success Is Invisible to Revenue Reporting
Retention and expansion revenue doesn't appear in most organizations' marketing and sales pipeline reporting. Customer success manages it separately, in a different tool, with different metrics. When the board asks about net revenue retention, nobody can answer without a 48-hour scramble. RevOps builds the operational bridge between acquisition and expansion so both revenue streams are visible in the same reporting infrastructure.
Our Approach
Phase 01: RevOps Assessment (Weeks 1-3)
We audit your current state across four dimensions: org structure (who owns ops for marketing, sales, and CS), data architecture (how pipeline data is created, maintained, and reported), technology stack (which systems hold revenue data and how they are connected), and KPI alignment (what each revenue function measures and whether the metrics connect to shared goals).
The assessment produces a prioritized findings report and a RevOps architecture recommendation. You know exactly what is broken and what to fix first.
Phase 02: Architecture Design (Weeks 3-6)
We design the RevOps operating model for your organization: org design recommendations, a unified pipeline data model, KPI framework with shared definitions, technology integration architecture, and a reporting structure that gives each revenue function the visibility they need without requiring separate systems.
This phase produces the blueprint. Every decision in Phase 03 follows from it.
Phase 03: Implementation and Configuration (Weeks 6-14)
We build what we designed. HubSpot RevOps configuration, CRM data model implementation, integration setup, dashboard and reporting build, and team training. We do not hand off a design document and leave — we implement and verify that each component produces the outcomes the architecture promised.
What's Included
- RevOps current-state audit across marketing, sales, and customer success
- Unified pipeline data model with agreed stage definitions and exit criteria
- KPI framework with shared revenue metrics across all three functions
- HubSpot RevOps configuration (custom objects, pipeline stages, reporting)
- Technology stack rationalization and integration architecture
- Marketing-to-sales handoff process redesign and SLA documentation
- Customer success revenue integration into pipeline reporting
- Forecast methodology build and documentation
- Executive revenue dashboard (marketing-sourced pipeline, forecast vs. actuals, NRR)
- Four weeks of post-launch support and optimization
"We had three ops teams and four pipeline reports that never agreed. TPG built us one RevOps model in 14 weeks. The first board meeting after go-live was the first one in three years where our CRO presented a number without a disclaimer." — VP of Revenue Operations, Series C SaaS Company (250 employees)
Who This Service Is Built For
- Companies post-Series B where marketing, sales, and customer success ops have become separate silos with no coordination
- CROs managing three separate ops teams who report different pipeline figures from the same CRM
- Companies where forecast accuracy is below 70% and the underlying problem is data quality, not sales skill
- Organizations where customer success revenue (expansion, upsell, renewal) is invisible to the marketing and sales reporting structure
- Teams preparing for a board review, fundraise, or acquisition process who need clean, defensible revenue data
- Companies where technology sprawl has produced three or more systems claiming to hold the authoritative pipeline record
Related Services
- HubSpot CRM Consulting — CRM configuration and Sales Hub optimization
- Demand Generation Consulting — Building the programs that fill your pipeline
- Marketing Automation Consulting — HubSpot Marketing Hub and Marketo configuration
- RM6 Revenue Marketing Diagnostic — Full revenue marketing maturity assessment
Frequently Asked Questions
What does a RevOps engagement cost? TPG's RevOps engagements range from $35,000 for a focused assessment and architecture design to $120,000+ for full assessment, architecture, and implementation across a complex multi-system environment. The right scope depends on your current state and how much of the implementation work your internal team can absorb. We scope every engagement after the initial assessment, not before.
Do you work with Salesforce or only HubSpot? We work across both platforms. Most of our RevOps implementations are HubSpot-native or HubSpot-primary. For organizations running Salesforce as the CRM of record with HubSpot for marketing, we design and implement the integration architecture to ensure consistent pipeline data across both systems.
How is RevOps different from just fixing our CRM? RevOps is an organizational and operational function, not a technology project. Fixing the CRM helps, but if the three revenue functions are still using different pipeline definitions and separate reporting systems, clean CRM data doesn't solve the underlying alignment problem. RevOps architecture addresses the process, the data model, the org structure, and the technology — in that order.
Can we start with just the assessment? Yes. Many clients engage TPG for the RevOps Assessment only, use the findings to prioritize their internal roadmap, and return for implementation support when ready. The assessment deliverable is complete and actionable on its own.
How long before we see results? Pipeline visibility improvements (what percentage of the actual pipeline is captured and tracked accurately) typically show within the first 30-45 days of implementation as data cleanup and stage alignment take effect. Forecast accuracy improvement takes longer — 4-6 months of data under the new model before you have a statistically meaningful comparison.
The Pedowitz Group | pedowitzgroup.com | Revenue Marketing Experts Since 2007