Top 6 Revenue Operations Predictions for 2023

By Brad Smith

Branded content with Sonar

2022 was quite a year for Revenue Operations teams. For most, it was a year focused on improving documentation, developing better collaboration, and reducing tech debt. But it certainly threw a few surprises our way – an ongoing recession resulting in numerous budget cuts and layoffs being the most impactful. With that being said, preparing for 2023 has looked a bit different for RevOps teams. 

From finding creative ways to retain top talent, to having a heightened focus on compliance, 2023 will certainly shift our focus and no doubt throw some challenges our way. To help you prioritize, we’re covering the top six RevOps predictions you should know when preparing for the year ahead.

1. Implementation of a Mature Data Governance and Compliance Strategy

Organizations are taking in vast amounts of customer data daily, and it’s only going to expand this year and beyond. In fact, some reports show that 200 zettabytes of data will be stored by 2025. Pair that customer data with expanding privacy legislation (by state) throughout the US, and you’ve got a serious business complexity. 

As a result, it’s becoming increasingly common for RevOps leaders to work alongside their systems and governance counterparts to ensure the proper framework and maintenance is in place to protect their Salesforce data.

Now is a critical time for RevOps leaders to establish an enduring data classification system, consisting of common data definitions and standard data formats throughout all business systems. That’s why the creation and upkeep of data dictionaries will also become increasingly popular this year.

2. There Will Be a Clearer Distinction Between RevOps and Systems Ops Roles

As RevOps roles continue to be refined, a clearer distinction is being developed between RevOps and Systems Ops leadership, and the need for both. In 2023, we’ll see more organizations developing Business Systems as their own discipline – though it will continue to partner closely with Revenue Operations.

GTM systems security, connectivity, and adoption will be guarded by Systems Ops leaders, likely reporting into IT. RevOps will continue to focus on process improvements, automations, and revenue insight that drives operational efficiency and ultimately success for GTM teams.

3. Leaders Will Have to Get Creative to Retain Top Talent

The 2022 Wizards of Ops 2022 Compensation Survey helped highlight what RevOps leaders are expecting from a compensation standpoint, the KPIs they’re typically measured on, and the type of factors that cause them to leave their jobs.

The report indicates that overall, RevOps personnel are happy with their salary, with 41% of respondents saying they are “very satisfied” with their salary. So, what does it take to inspire your employees to move on to other companies? According to the report, a poor work environment and new career challenges are among the top two reasons RevOps employees leave. 

To attract top talent and retain your current team in 2023, it will be important to focus on improving the work culture and investing in your team members to help them mitigate their ever growing list of job responsibilities and challenges. 

For more compensation insights, you can snag a copy of the report below:

4. Leaders Will Have to Do More With Less

Gone are the days of surplus budgets and unlimited resources to fuel growth. 2022’s economic recession has resulted in many organizations having to downsize and restructure their budgets. It’s also required leadership to take a long hard look at their nice-to-have versus need-to-have technologies.

With cuts being made, RevOps leaders are ultimately forced to ‘do more with less’, leaving teams to find efficiencies in their people, processes, and remaining tech stack. In 2023, having the right tools that allow you to focus on strategic initiatives versus tedious manual work will be critical.

5. Proactively Monitoring Your Tech Stack Is Critical to Success

The importance of Salesforce data has increased dramatically – like a snowball picking up speed as it’s rolling down a hill – and it won’t stop in 2023. As integrated tech stacks continue to grow and develop in complexity, it’s becoming an arduous task to monitor systems connectivity. To ensure the business critical success of your RevOps teams, two areas will be key in 2023:

  • Ensuring that your complete GTM architecture is performing at top capacity.
  • Having the right tools in place to ensure that changes being made in one system aren’t disrupting the flow of information to another.

6. Data Analysis and Accuracy Will Be Scrutinized More Than Ever

Businesses are making data-driven decisions numerous times each day. Going back to our earlier point, teams will likely have to do more with less in 2023. This means it will be more important than ever for revenue operations to trust the quality of the data at their fingertips. 

To achieve data accuracy and inspire confidence in reporting, RevOps teams will need to have effective data literacy to ensure data quality issues are mitigated.

Final Thoughts

As a RevOps leader or practitioner, you should feel confident your organization is equipped with the best tools to handle current trends, predictions, and best practices. To understand which tools you may need, consider these Revenue Operations predictions as you continue your planning for 2023. 

Remember that, while your expenses are shrinking this year, your goals are not. Set your teams up for success with the tools they need to streamline productivity, prevent errors, and most importantly, protect your most valuable system: Salesforce. 

Sonar delivers the Ops toolkit you need to make Salesforce changes with precision and accuracy, so you can spend less time troubleshooting and more time delivering high-growth projects. Try Sonar free today.

The Author

Brad Smith

Brad Smith is the CEO & Co-founder of Sonar and Co-founder of WizOps. With over 10 years of ops experience, Brad is passionate about helping ops teams solve problems by using technology.

Leave a Reply