RevOps Alignment Audit
RevOps Alignment Audit is a diagnostic engagement that examines whether your marketing, sales, and service operations run as one revenue system or as three departments with separate truths. It is built for B2B companies where handoffs drop leads, definitions differ by team, and every meeting starts with whose numbers are right.
The problem this solves
Each team optimizes its own slice: marketing counts MQLs its way, sales rejects them without a feedback loop, service learns about new customers when the ticket arrives. The operational symptoms follow: leads that go unrouted between teams, three dashboards with three versions of the same metric, tooling bought per department and integrated by hope, and no single owner for the end-to-end revenue process. Everyone works hard; the system between them leaks.
How we work
We map the revenue process end to end and inspect every seam: how a lead becomes an opportunity, an opportunity a customer, a customer a renewal, and what data, definitions, and ownership carry across each transition. We interview the operators in each function, review the shared definitions that exist on paper, and check them against how the CRM is actually used.
Special attention goes to the boundaries, because that is where revenue systems fail: SLA gaps between marketing and sales, handoff rituals between sales and delivery, and the feedback loops that should exist but rarely do.
The output is an alignment scorecard across functions plus a findings report that names each misalignment, its operational cost, and the fix. It is the audit to run before hiring a RevOps lead or buying more tooling, because it shows whether your problem is people, process, or plumbing.
Deliverables
- End-to-end revenue process map with every cross-team handoff identified
- Alignment scorecard across marketing, sales, and service operations
- Shared definition review covering lifecycle stages, MQL, SQL, and pipeline metrics
- Handoff and SLA gap analysis with operational cost per gap
- Prioritized alignment roadmap with ownership recommendations
What buyers ask before scoping.
How is this different from the Systems & Instance Health Assessment?
The systems assessment inspects the platform: portal configuration, workflows, and technical debt. This audit inspects the operating model: how teams, definitions, and handoffs work across functions, with the platform as evidence rather than subject. Misaligned teams break a clean portal fast, which is why this audit often comes first.
Who from our side needs to be involved?
One operator or leader from each revenue function: marketing, sales, and service or delivery, plus whoever owns the CRM. Expect one structured interview each and a joint readout at the end. The joint readout matters; alignment findings presented to one team at a time have a way of going nowhere.
Is this worth running if we do not have a RevOps function yet?
Especially then. The audit shows what a RevOps function would actually need to own in your company, grounded in documented gaps rather than a generic job description. Several clients have used the findings to scope the role before hiring, or to conclude a fractional arrangement covers it.
Related modules
Customer Lifecycle & Growth Model Audit
Customer Lifecycle & Growth Model Audit is a diagnostic engagement that examines what happens to revenue ...
KPI Framework & Performance Management Audit
KPI Framework & Performance Management Audit is a diagnostic engagement that examines what your company ...
Sales Motion & Pipeline Management Audit
Sales Motion & Pipeline Management Audit is a diagnostic engagement that examines how your sales team ...
Sounds like your situation?
30 minutes, your calendar, no slide deck. We tell you honestly whether this module fits.
Book discovery call