SaaS Visibility Isn’t Easy to Centralize
SaaS applications have changed how software is purchased. It’s no longer just IT or Finance involved in software purchasing, which makes it that much more complicated to track what applications are being purchased and used across a large organization. Marketing, Sales and Customer Success teams are purchasing more software on their own, without including IT or Finance.
SaaS Management isn’t just an IT Problem
As a result of this shift in purchasing process and power, organizations are beginning to uncover a new set of challenges around SaaS Management and SaaS Optimization. These challenges are not just an IT problem to solve because there are a number of teams in the organization that are running into them, including Finance and every Line of Business that is purchasing, using and renewing SaaS applications (like Sales, Marketing, Customer Success, HR, etc.).
Revenue Operations Can Pull it all Together
Revenue operations is a newer function that combines the traditional Marketing Ops, Sales Ops and Customer Success Ops teams into one team responsible for the full funnel operations across the customer lifecycle. One part of this team’s responsibility is to manage the entire tech stack used across the customer lifecycle. Managing the tech stack includes the evaluation, procurement, integration and systems administration of each application in use across the teams.
Gartner predicts that through 2017, 38% of technology purchases will be managed, defined and controlled by business leaders. Much of this spend can be accounted for in the Marketing, Sales and Customer Success Teams, so when revenue ops teams are empowered with real-time SaaS spend and utilization data and a single SaaS system of record to manage the data, an immediate impact is realized to a significant part of the organization wide technology spend.
What to Expect When Revenue Ops Manages SaaS
The revenue operations team is responsible for operations, enablement, and insights in addition to the technology stack. With this focus, it is natural for the revenue operations teams to care about the budget and expense of SaaS apps, ensure the value of each application is being realized and that each team member is trained on the appropriate applications to complete his/her job in the most efficient way possible. When a SaaS Optimization tool is implemented, the revenue operations team is equipped to solve the following SaaS challenges:
The SalesLoft Revenue Operations team is doing this today and realized the ROI of their investment in Zylo within the first month of using Zylo. And now, the rest of the organization can benefit from their leadership of implementing an enterprise grade system capable of expanding to the rest of the organization.