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Why Does RevOps Need PreSales (and Vice Versa)?
The Vivun Xpert Community recently held a great conversation with Hoppy Maffione, VP of RevOps at Harness. Hoppy has been with Harness from 100 to 850 employees, and she’s seen their PreSales team scale at an amazing clip. And she had very strong opinions about why RevOps and PreSales need each other – and should value each other.
In Hoppy’s view, RevOps needs PreSales because the insights of PreSales can help drive the product roadmap. In the early days of Harness, the CRO wanted data on product gaps – but no one had the information that seemed “real” versus just opinions and guesswork. Product conversations were about the “loudest voice” versus what was truly going to drive revenue. PreSales helped change that.
RevOps also needs metrics pertaining to PreSales utilization and efficiency – where is time being spent? Because knowing that means knowing how to direct PreSales on the right deals and opportunities that are likely to result in revenue. Hoppy knows that a high PreSales attach rate means a higher chance for a close, and that’s an important strategic lever.
And what do PreSales leaders get from working with RevOps? In Hoppy’s view, a tight working relationship also means that PreSales leaders get access to the data that can help shape their own strategies. Hoppy believes that what PreSales leaders see in the field needs to be married to the data and insights that RevOps can provide. It can even help PreSales leaders coach and manage their teams.
Hoppy believes that conflict always will and should exist between the two teams, but it should be on the level of a healthy tension, and nothing worse. And if their partnership does run into stormy weather? Hoppy’s advice is simple: get to know each other and learn what makes each other tick. In the early days of Harness, PreSales and RevOps were like oil and water, but they figured out a way to find common ground, form a relationship, and keep a focus on shared goals.
As Harness’ own cultural value statement puts it: “Remember the Human.”
We loved having Hoppy visit us! If you’re a VP-level PreSales leader, apply to join the Vivun Xpert Community.
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PreSales as a category has exploded in recent years, first creating a PreSales software category in G2, which has since been subdivided as more and more vendors enter the scene—but why?
Join G2's Senior Market Research Analyst Blue Bowen in a panel discussion featuring Vivun CEO and Co-Founder Matt Darrow, Homerun CRO and Co-Founder Brian Lewis, and Provarity CEO and Co-Founder Russ Lujan, to learn about the evolution of PreSales and the solutions supporting this department.
They'll explore how PreSales teams can leverage technologies to scale the impact of the PreSales team, enable new go-to-market motions, and continue driving revenue despite immense pressures to do more with less. You won’t want to miss it.
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