Build RevOps Internally: A Practical 90-Day Plan
Stand up an in-house Revenue Operations function with a clear org model, roles, guardrails, processes, and measurable outcomes.
Ready to map your first two workflows? Book a 30-minute RevOps review — you’ll leave with a starter backlog and SLA gates.
Org model & essential roles
Good RevOps balances business ownership with technical guardrails. Keep the team small, cross-functional, and outcomes-oriented.
| Role | Primary responsibilities | Outputs | Partner teams |
|---|---|---|---|
| RevOps Lead | Strategy, intake/prioritization, governance, KPI stewardship | Roadmap, operating cadence, release notes | CRO/CMO, Finance |
| Process & Systems (MOps/Sales Ops) | Workflow design, approvals, exception routing, MAP/CRM builds | Automations, SLAs, runbooks | Sales, Marketing |
| Data & Analytics | Data quality rules, definitions, dashboards, attribution method | Metric glossary, health scorecards, models | IT/Data, Finance |
| Enablement | Training, change management, documentation | Playbooks, curricula, office hours | Sales, CS, HR |
90-day plan (Crawl → Walk → Run)
Start small, ship value quickly, and keep every change auditable and reversible.
| Phase | Actions | Deliverables | Owner | Timeframe |
|---|---|---|---|---|
| Crawl (Foundations) | Stand up intake & scoring rubric; publish KPI glossary; map lead-to-cash; baseline data health | Backlog, definitions, process map, data score | RevOps Lead + MOps | Weeks 1–3 |
| Walk (Automate & align) | Automate two workflows with exception routing; enable dashboards; set SLAs & alerts | Approved workflows, dashboards, SLAs | MOps/Sales Ops + Data | Weeks 4–8 |
| Run (Scale & govern) | Add 2–3 workflows; monthly business review; change control with rollback & release notes | Expanded backlog, MBR, change policy | RevOps + Enablement | Weeks 9–12 |
Common first workflows: lead lifecycle & routing, opportunity stage hygiene, campaign intake & attribution tagging.
Processes & supporting stack
Choose tools that reinforce governance: approvals, audit trails, and observability.
| Process | What “good” looks like | Tooling category |
|---|---|---|
| Workflow automation | Approvals, retries, exception queues, rollback | MAP/CRM workflow + iPaaS |
| Data quality | Data dictionary, source precedence, write-to-empty first | MAP/CRM + validation services |
| Attribution & reporting | Agreed model, KPI glossary, reproducible dashboards | BI + MAP/CRM reporting |
| Change control | Tickets, release notes, feature flags, rollbacks | PM tool + versioned docs |
| Enablement | Role-based training, office hours, playbooks | LMS + wiki |
Maturity metrics & operating cadence
Measure adoption and reliability first; expand to efficiency and impact as workflows scale.
| Metric | Formula | Target/Range | Stage | Notes |
|---|---|---|---|---|
| Adoption rate | Active users ÷ eligible users | Trending up | Foundations | Signals fit and enablement |
| SLA adherence | On-time actions ÷ total actions | Stable ↑ | Operate | Use alerts for breaches |
| Data health score | Weighted rules passed ÷ rules | Improving | Operate | Dictionary + precedence |
| Cycle time | Req → value delivered | Decreasing | Scale | Tracks throughput |
| Incident rate | Incidents ÷ 1,000 actions | Trending down | All | Governance health |
Operating cadence: weekly standup (backlog + blockers), monthly business review (KPIs, lessons, next bets), quarterly roadmap refresh.
Why The Pedowitz Group (TPG)
We help teams ship governed, traceable RevOps—fast.
- MAP/CRM depth across HubSpot and Salesforce with enterprise governance patterns
- Playbooks for intake, SLAs, change control, and rollback
- Hands-on enablement: role-based curricula, office hours, and runbooks
Explore more: Marketing Operations Automation • Data & Decision Intelligence
Frequently Asked Questions
Place RevOps with the executive accountable for revenue outcomes (often CRO). What matters most is cross-functional authority and a shared KPI glossary.
Start with lead lifecycle & routing plus opportunity stage hygiene. Both reduce leakage and improve reporting immediately.
Use approvals, feature flags, and rollback paths. Document every change in release notes and review metrics weekly.
Process design, MAP/CRM admin, data modeling, and change management. Pair business fluency with technical guardrails.
Teams typically see value within the first 30–45 days once the initial two workflows and dashboards are live.