Inside our RevOps tech stack

RevOps is growing fast. Really fast.

Since 2020, the number of RevOps tools and platforms has doubled, growing from about 500 solutions to over 1,000 in 2023, according to The State of RevOps 2023 by G2.

What’s more, Future Market Insights reported that the estimated market for RevOps platforms totaled just shy of $3 million in 2021. They predict that number to increase 5x by 2032 to $15 million.

But these numbers were published in 2022 and they already seem outdated.

Recommended reading: How to start a RevOps team

For instance, RevOps jobs increased by 300% in the last 18 months on LinkedIn. When a rise in a new role grows, a flood of technology typically follows. And despite economic conditions threatening buyer spend, RevOps leaders are still buying products.

We know this firsthand from the RevOps communities we’re a part of, such as RevOps Co-op and RevOps Alliance, partnering with RevOps professionals that run commissions through QuotaPath, and from watching our own RevOps team shop for technologies to make their jobs easier and more impactful. 

Additionally, we know that when they are buying, they’re often turning first to their peers and RevOps networks for recommendations. 

Like Brandon Smith, QuotaPath’s RevOps Manager. 

“The way that I buy is I get recommendations from people that have used a tool like it before,” said Brandon. “That’s step one.” 

So, to help fellow RevOps managers who are new to the role and building their first tech stack, or to those curious about what we use since we invested in RevOps early, we asked Brandon to shed some light. 

Below, Brandon shared what is core to QuotaPath’s RevOps tech stack, how he shops, and what he’s still on the hunt for. 

What are the core tools in your RevOps tech stack?

Brandon: I’ve bucketed our tools into the following: CRM, customer communications for inbound and outbound, marketing attribution and exclusively outbound customer communication, sales activity tracking and cadence building, prospecting management, calendar management, demo routing, compensation planning software and commissions, call transcription and insights, contract management, data analytics reporting, and workflow automation and integration.

Here are the tools we use for each one:

• CRM: Salesforce
• Customer communication: Intercom
• Marketing attribution and outbound customer communications: HubSpot
• Sales activity tracking and cadence building: Salesloft
• Prospecting management: Apollo, Clay, LinkedIn Sales Navigator, and Gradient Works
• Calendar management: Calendly
• Demo routing: Chili Piper
• Compensation planning software and commissions: QuotaPath
• Call transcription and insights: Chorus
• Contract management: Docusign
• Data visualization: Mode
• Workflow automation and integration: Zapier

What tool could you not live without? 

Brandon: In my role, I would say Zapier and Salesforce. I use Zapier a ton. It connects all of our tools that lack out-of-the-box integrations with each other. All of our notifications are powered through Zapier. 

Salesforce has the largest organizational impact. We’ve built so much within Salesforce that we point people to use. And Mode has been helpful on the data visualization side especially as we grow org-wide adoption. 

Our Sr. Director of RevOps, Ryan Milligan, would also say he couldn’t live without QuotaPath, since he used to run commissions manually. Now it only takes him about 10 minutes at the end of a commissions cycle. 

How do you decide when it’s time to shop? 

Brandon: We decide based on what the teams we support are telling us and by looking into if what they are asking for we already have and maybe they just don’t realize it. Then it’s figuring out if what we have can accomplish what they’re requesting. 

Also, if multiple teams are requesting the same thing, then it becomes a measure of business impact. The asks that come in under the premise of “we cannot do our jobs without this” take a higher priority than tools that might save our team a little bit of time. 

It’s all about the need and pain that the teams are experiencing. 

Describe your tech evaluation process. 

Brandon: I’ll give you a real-life example that we’re going through right now. We’re in the market for a ticketing solution, like a help desk. So I started by getting recommendations from people I know who have used a few of the tools we’re looking at.

Then I looked at G2 reviews by finding the top software in those G2 categories. I look at how the companies talk about themselves. For instance, if there’s a ticketing system that talks a lot about e-commerce, and we’re B2B software, I’m less interested. 

I don’t want to have to fit into your box — I want you to fit into what I am wanting. 

QuotaPath on G2

What is something buyers and sellers might not think about? 

Brandon: Sometimes you don’t necessarily want to completely replace a tool or system. A lot of these pieces of technology house helpful content or data, and if you replace those outright or consolidate them, you risk losing that information.

This just happened to me on a call with a vendor for this ticketing system. They said we would be completely replacing Intercom, and that’s not actually what we’re looking for. We need something to supplement it, not replace it. Because if we replace it outright we’ll lose out on customer experience. 

How do you measure the success of your RevOps tech stack? 

Brandon: This is a really manual process and it’s an easy one to neglect. Right now, it’s about being in the office and hearing people’s gripes about certain things. I do a lot more listening than people realize. When I hear a rep complain about something that I oversee, I make a mental note to look into it. Sometimes they’ll tell me directly that something isn’t working as it should and I’ll dig into it. 

We also look at usage and adoption. 

Lastly, what’s something you need in your RevOps tech stack that’s not out there yet? 

Brandon: I could use a tool that told me how reps felt about different tech stacks or tools. That would be super helpful. I’m putting together a survey for the reps to fill out in a few weeks on this topic, but if a tool could do this for me, that would make my life easier. 

***

Brandon, thank you for your time and your insights. 

For additional RevOps content, check out the following articles:

• What is a good rule of thumb for growing your RevOps team?
• How to start a RevOps team
• RevOps best practices
• 8 questions to diagnose a sales data quality issue

Curious about QuotaPath? Sign up for a free 30-day trial to connect your CRM, build your comp plan in the system, or borrow one of our templates and invite team members to immediately begin tracking commissions.