Even the most promising B2B startup can fail to scale if its revenue operations aren’t built for growth. Before writing that next check, investors need to know what’s really under the hood.
Revenue operations (RevOps) is the backbone of marketing and sales. In early-stage investments, investors often ignore this area.
As a venture capital or growth equity investor, you may focus on a B2B tech company. Product demos, pitch presentations, and team backgrounds might distract you. However, remember that revenue generation relies on infrastructure, not just ideas. The infrastructure for marketing and sales, called RevOps, is often the most overlooked part of early-stage investing.
In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski explains the key RevOps indicators. Every investor should look at these indicators.
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The Growth Team: Is there alignment between marketing and sales? Are there experienced specialists behind the strategy—or is it all founder-led wishful thinking?
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The Tech Stack: Are your websites, CRMs, automation, and analytics working together? Or does lead generation get lost?
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Content Strategy: Does their message connect with buyers and lead to sales, or is it just empty buzzwords?
Melissa has over 20 years of experience in B2B sales and marketing. In this episode, she helps investors ask the right questions. This guidance helps them avoid costly mistakes. When teams improve marketing operations, they see clear results. Companies see 25% more qualified leads. They also achieve a 50%+ deal rate from inbound leads and a 33% close rate.