Why RevOps Shouldn't Own Salesforce

We're not convinced Revenue Operations should own Salesforce.

​We understand that this is not a common (or popular) opinion amongst RevOps Leaders. And we get their perspective - if the GTM Systems needs go unmet, it's a huge blocker for Rev Ops.

​But there are 3 primary issues with this:

1. It’s impossible to develop cohesive product strategy in a vacuum.

‍Centralizing Business Systems strategy allows you to:

👉 Account for the long-term scalable infrastructure needed

👉 Effectively separate planning, execution and day-to-day support

👉 Efficiently invest in headcount that functions as ‘shared services’

​2️. Technology teams are designed to think in terms of scalability.​

You need to devise a flexible roadmap.

And account for technical debt.

Planning 5 years in the future and addressing the needs of today.

This is a highly technical capability.

​3️. When Internal Tools live within individual business units, those teams inevitably prioritize their needs.

It makes sense.

But it’s a siloed way to approach it.

Yes, Rev Ops intimately understands the GTM processes.

​But that doesn’t mean they are best suited to own Technology strategy.