Executive Interview

Revenue Operations: The Keys to Creating Firm Value by Accelerating Organic Growth

Revenue operations has emerged as a board level issue for a simple reason – organic growth, and the commercial assets that create it, have become essential to value creation in every business. Aligning sales, marketing and customer success teams with the systems, operations and processes that support is now fundamental to every business that seeks to grow organically – whether you run a hyper-growth SaaS business, a Fortune 1000 enterprise, or are attempting business transformation to a cloud-based recurring revenue model. Organizations move to a Revenue Operations Model that better aligns revenue teams, operations, and processes around the customer and optimize their commercial architecture to reflect the new economics of selling are contributing five to ten points of bottom line profit contribution in the short term, or if reinvested, can improve long term growth prospects by over 50%.

Corey Torrence, co-author discusses how organizations and Private Equity investors are creating firm value by accelerating organic growth by deploying a revenue operations model that aligns commercial teams, systems, operations, and processes to drive more scalable, sustainable, and profitable growth. In this interview, Mr. Torrence shares the findings from the definitive Revenue Operations in a 21st Century Commercial Model report and the results of dozens of successful Revenue Operations transformation projects his organization has led.  He will explain how successful organizations are managing the growing complexity of the sales tech stack, smoothing workflows across the sales process, and eliminating silo’s, revenue leakage and overlaps in the commercial organization.

Specifically, Corey outlines practical ways to address these core issues:

  • The market drivers and business reasons that 75% of growth oriented organizations are adopting a Revenue Operations Model by 2025
  • A maturity model for aligning commercial architecture with data, technology, and organizational structures
  • A financially valid way to measure the ROI of Revenue Operations in terms of growth, profits, and firm value
  • Practical steps owners, investors and CEOs can take to start generating more growth and firm value from existing assets today
  • The potential for privately held organizations to generate 10 points of profit and expand their attainable markets using Revenue Operations


Corey Torrence is the Managing Director of Blue Ridge Partners and a co-author of the Revenue Operations in a 21St Century Commercial Model Report. Mr. Torrence has led four privately funded businesses as a CEO.  He and his team at Blue Ridge Partners have led the commercial transformation of dozens of enterprises and advised Private Equity Investors, their Portfolio Company CEOs, and Operating Partners on ways to generate greater returns on their portfolio investments.


Assess Your Revenue Operations Maturity

Download a complete overview of the 72- point Revenue Operations Maturity Assessment that can help your leadership team understand, visualize, agree upon and prioritize the steps they can take to unlock more growth and value from your commercial teams, systems, processes and assets.

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Get the Revenue Operations Report

To help boards, CEOs and CXOs evolve their commercial models to better align sales, marketing and CX teams around the customer and accelerate revenue, profit, and value growth, the faculty of the Revenue Enablement Institute has developed a comprehensive Revenue Operations blueprint.

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Learn About Revenue Operations

Watch a video that explains how moving to a Revenue Operations model can help your organization align sales, marketing and customer success to generate more revenue growth from your existing commercial teams, operations and systems.

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