RevOps

RevOps owns what sits between the teams: the CRM as system of record, routing rules, stage definitions, reporting and every handoff from first signal to renewal. When each team runs its own operations, the same customer gets three records and three versions of the pipeline.

Judge RevOps by whether what it owns holds up: whether leads reach an owner promptly, whether stages mean the same thing to every rep, whether the forecast can be traced to records, and whether the customer record survives each handoff intact.