RevOps in 2025: Here's What We Learned from 180 Global Leaders
New Data Exposes the Real State of RevOps Today
Over the past six weeks, my team at Revenue Wizards surveyed 180 RevOps professionals across 28 countries. As Europe's leading RevOps agency, we wanted to understand what's really happening in RevOps today – not just the success stories, but the real challenges teams are facing.
What we found was fascinating. RevOps is maturing faster than I expected, but we're also seeing some concerning trends that need addressing. Let me break it down for you.
The good news first
RevOps is gaining serious strategic influence. When we looked at the data, we found that RevOps teams have:
High empowerment scores (3.6/5)
Strong influence over stakeholders (3.85/5)
Broad organizational reach (3.5/5)
This is huge. It shows that RevOps is finally getting the organizational authority it needs to drive real change.
Where things get interesting
Here's something that surprised me: 38% of RevOps teams report directly to CROs, and in smaller companies, many report straight to the CEO. This is exactly what you want to see – it means RevOps is positioned to drive strategic change.
But (and this is a big but) we're also seeing some concerning reporting structures. About 28 teams in our sample report to Sales leaders or CMOs. I've seen this setup fail too many times. RevOps needs neutral positioning to be effective.
The talent reality check
One finding hit close to home: 23% of RevOps professionals are working solo. We even found one person running RevOps alone in a 1,000+ employee company.
This isn't sustainable, but it's also not surprising. At Revenue Wizards, we often see companies trying to do too much with too little. The good news? We're seeing a trend toward building properly resourced teams, especially in larger organizations.
Let's talk about tools
The data here was eye-opening:
Teams use an average of 11 tools
53% prefer custom-built solutions
Only 15% work with implementation partners
Having worked with dozens of RevOps teams, I can tell you this: custom solutions aren't always the answer. Yes, they can solve specific problems brilliantly, but they often create maintenance headaches down the line.
Who implemented your CRM?
The AI opportunity
The data on AI adoption reveals an interesting picture: 25% of teams are currently using AI tools for reporting. This adoption rate is noteworthy for relatively new technology, but it's clear that most teams are still evaluating their approach to AI.
Our research shows that RevOps professionals have mixed views about AI implementation. Many respondents expressed that they're still developing the skills needed to effectively deploy AI tools in their workflows. This makes sense – integrating any new technology requires careful consideration of both its benefits and limitations.
The data quality challenge
I need to be honest here: data quality is still a major issue. We found five times more respondents completely unsatisfied with their data quality than satisfied. Yet 63% aren't using deduplication tools.
This is fixable. We've helped numerous companies clean up their data, and while it's not glamorous work, it's essential for everything else you want to do in RevOps.
This Report as a Podcast Episode
You can listen to the podcast here.
What this means for 2025
Based on our findings, here's what I believe RevOps teams should focus on:
Leadership development is non-negotiable The data shows most teams spend less than 10 hours annually on soft skills. This needs to change. RevOps is as much about influence as it is about operations.
Balance your focus 45% of teams prioritize Sales over other functions. While Sales is crucial, true RevOps success comes from supporting all revenue-generating functions equally.
Get serious about data Start with the basics: implement deduplication, use progressive field capture, and make data quality everyone's responsibility.
Right-size your tech stack More tools aren't always better. Focus on processes first (54% of our respondents got this right) and choose technology that supports those processes.
Looking ahead
What makes me optimistic is seeing how far RevOps has come. Yes, we have challenges to solve, but the foundation is strong. RevOps teams have the influence and positioning they need – now it's about using that position to drive real change.
Want the full story?
This post covers the highlights, but there's much more in our full report.
You can download it here.
About the author: As the founder of Revenue Wizards, Europe's leading RevOps agency, we help companies do more with less headcount - especially when RevOps empowers GTM teams with AI. Our research covered 180 RevOps professionals across 28 countries between September and November 2024.
Hey! thanks a lot for the article, super insightful. I tried downloading the report but the link doesn't work. :-) thanks again