What Data Should RevOps Own vs Departments?
RevOps owns shared models, contracts, quality, and IDs; departments own domain data and usage—with clear access, SLAs, and auditability.
Short Answer
RevOps should own shared, cross‑functional data and its governance. That includes customer and account master records, unified IDs, lifecycle stages, routing rules, data contracts, quality SLAs, and metrics definitions. Departments (Marketing, Sales, CS, Product) own domain‑specific data and configurations—campaigns, sequences, playbooks, feature usage—while adhering to RevOps standards for models, quality, access, and retention.
Ownership Model (At a Glance)
Do / Don't for Data Ownership
| Do | Don't | Why |
|---|---|---|
| Centralize IDs, models, and definitions | Let each team define metrics | Ensures single source of truth |
| Publish data contracts and SLAs | Rely on tribal knowledge | Prevents drift and rework |
| Delegate domain ownership with guardrails | Centralize every field and config | Keeps agility where it matters |
| Instrument lineage and access | Ignore audit and retention | Supports compliance and trust |
| Run monthly KPI and quality reviews | Wait for outages or disputes | Turns issues into improvements |
Rollout Process (Stand Up Data Ownership)
| Step | What to do | Output | Owner | Timeframe |
|---|---|---|---|---|
| 1 | Inventory sources, fields, and owners | System‑of‑record map | RevOps/Data | 1–2 weeks |
| 2 | Create master IDs and reference tables | Unified customer/account IDs | RevOps | 2–4 weeks |
| 3 | Publish contracts, SLAs, and access | Data contract library | Data/Ops | 2–3 weeks |
| 4 | Delegate domain ownership (RACI) | RACI by object | GTM leaders | 1–2 weeks |
| 5 | Instrument quality, lineage, and audits | Dashboards & alerts | RevOps/Data | 2–3 weeks |
Metrics & Benchmarks
| Metric | Formula | Target/Range | Stage | Notes |
|---|---|---|---|---|
| Data freshness | Age since last update | Within SLA per object | Run | E.g., leads 24h |
| Data defect rate | Invalid records ÷ total | ↓ month over month | Run | Validators & audits |
| Contract compliance | Compliant events ÷ total | 95–99% | Run | Across pipelines |
| Single‑source adoption | Dashboards using shared model ÷ total | 80–100% | Scale | Finance aligned |
| Access violations | Violations per month | 0–1 | Run | Audit logs |
Deeper Detail
Think of data as a product. RevOps owns the product strategy—shared models, IDs, contracts, and quality—while departments own features within their domains. Start by mapping systems of record for core objects (account, contact, opportunity, subscription, product, activity). Assign one system of record per object and document synchronization rules. Build a contract library that defines required fields, formats, and SLAs for each upstream event.
Give departments autonomy within guardrails. Marketing should own campaigns, audiences, and channel performance; Sales owns sequences, opportunity details, and forecast updates; CS owns entitlement, health, and renewal inputs. All teams write to the shared model using RevOps’ IDs and contracts. Instrument lineage and quality checks, and resolve disputes in monthly reviews tied to KPI impacts, not opinions.
TPG POV: The Pedowitz Group operationalizes RevOps data ownership with contract libraries, unified IDs, and governance cadences—so your dashboards stay trusted and GTM teams move faster.
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Frequently Asked Questions
Account, contact, lead, lifecycle stage, territory and routing rules, opportunity stage definitions, product/price references, and shared metrics.
Marketing: campaigns, audiences, spend. Sales: sequences, notes, forecast. CS: health scores, playbooks, renewals inputs. Product: usage and entitlements.
Use a RACI by object, align on KPIs, and decide based on system‑of‑record and downstream impact.
Yes—start lightweight: object dictionary, contract library, and lineage diagrams linked from dashboards.
Monthly for quality trends; quarterly for structural changes tied to roadmap and KPIs.