Here at Sweep, we're excited to be launching a new interview series highlighting people who said "hell no" to the status quo and established themselves as innovators in the Revenue Operations space. Some of these folks started in RevOps before it was a 'thing.' Others built teams with people from entirely different backgrounds or got creative with limited resources or adopted technology before it became popular. And some simply forged their own path forward.
In this post, we’re excited to feature Sarah Caulker, Head of Sales & Partnerships at RevQore who shares her passion for simple, scalable solutions as well as how RevOps plays a pivotal role in driving growth.
Sweep: What initially brought you to the world of Revenue Operations?
Sarah Caulker: I first got into the world of Revenue Operations through a connection with someone who made a big impact on my career — Tanja, one of the co-founders of RevQore (a RevOps & RevTech Consultancy), was my boss in a previous company. Having worked closely with her for many years and learning so much from her in that time, it felt like a natural step to join her and Fabien (RevQore's other founder) in scaling the business. I was inspired by their vision and passion for RevOps and knew I wanted to be a part of it.
Sweep: What is one "out of the box" idea you had while working in RevOps? Was it successful?
Sarah: I haven't taken this idea beyond my own initial thought, but I'd love to start a regular RevOps Lunch Meetup in London. It would be great to bring together passionate people to chat about everything they love (and maybe don't love as much!) about working in RevOps and enjoy some tasty food at the same time!
Sweep: How would you describe your Revenue Operations philosophy?
Sarah: Our philosophy is twofold: 1. Always start with the end in mind and 2. Wherever possible build simple & scalable solutions.
Sweep: What was one tool or piece of technology you introduced to your team? How did you get buy-in? And what were the results?
Sarah: The RevQore team has actually been introducing me to a lot of exciting new tech! As a team we have tried various tools and some have made the cut, but not all - it depends largely on ease of use and whether the problem it was designed to solve actually existed for everyone.
Sweep: What do you think will be the next BIG thing in RevOps?
Sarah: This varies somewhat by geography, as the RevOps field is evolving at different rates around the world. In some markets, it is more mature than in others. I don’t foresee a single next BIG thing (unless vendors like HubSpot introduce an unexpected change). Instead, I see the operating environments for SaaS businesses becoming more challenging, making the need for a competitive advantage — particularly the ability to build and refine a robust revenue engine — more crucial than ever. Perhaps the BIG thing should be a return to basics, simplifying and undoing some of the complexity that has gradually built up!
Sweep: Where do you think RevOps will be in 5 years? And where do you think you’ll be in 5 years?
Sarah: RevOps will become central to strategic decision-making at the executive level. As businesses increasingly appreciate the importance of a holistic revenue strategy, RevOps will play a pivotal role in driving growth, with greater influence in the C-suite over go-to-market strategy, product development, and customer experience. Additionally, its impact may extend beyond SaaS, reaching other industries as well.
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