How to Develop a RevOps Roadmap That Actually Gets Done

Rebecca Thachil
Oct 20
3 min read

Revenue Operations (RevOps) isn’t just about fixing Salesforce fields or cleaning up reports. Done right, RevOps is about aligning Sales, Marketing, and Customer Success around one big question: “How do we grow smarter?”

Alignment doesn’t happen by accident. That’s where a RevOps roadmap comes in. A roadmap gives everyone clarity on what’s being worked on, why it matters, and when it will be delivered.

Here’s how to build one that sticks.

Step 1: Find the Requirements (a.k.a. Listen Before You Build)

Your roadmap should never start with a blank slide. It starts with listening.

Where to look for requirements:

Leadership goals: What are the CEO, CRO, or CMO focused on this year? Revenue targets? Efficiency? Expansion?
Team pain points: Ask Sales, Marketing, and CS what slows them down. (E.g., “We’re losing leads because of duplicate records.”)
Data gaps: Look at reporting. Where are forecasts wrong? Where’s data missing?

Tip: Run stakeholder interviews and ask: “If RevOps fixed one thing for you this quarter, what should it be?”

Step 2: Collaborate Early and Often

RevOps is a team sport. If you build a roadmap in isolation, you’ll get resistance later.

Ways to collaborate:

Host a RevOps working session with leaders from Sales, Marketing, and CS.
Share the list of potential projects and ask for their input.
Look for overlaps (“Both Sales and Marketing want cleaner lead routing”).

By co-creating the roadmap, you turn stakeholders into champions.

Step 3: Prioritize (Because You Can’t Do It All)

Not all projects are created equal. Some will move the needle; others are “nice to have.”

Ways to prioritize:

ICE Framework (Impact, Confidence, Effort): Score each project on these 3 dimensions.
MoSCoW Method: Label projects as Must-have, Should-have, Could-have, or Won’t-have.
PATH Framework (Plan, Align, Task, Holistic Tracking): My personal favorite for RevOps projects—ensures you’re balancing planning, alignment, execution, and tracking.

Rule of thumb: Start with projects that remove friction across multiple teams. They deliver the biggest ROI.

Step 4: Get Buy-In and Build Excitement

A roadmap isn’t just a document — it’s a communication tool.

How to get buy-in:

Present the roadmap as a story: “Here’s what we heard, here’s what we prioritized, and here’s how it helps us hit goals.”
Show quick wins alongside big initiatives. Stakeholders love seeing progress fast.
Celebrate RevOps as the “engine” that makes Sales, Marketing, and CS faster and smarter.

When people feel included and see their pain points addressed, they’ll cheer for your roadmap.

Step 5: Execute and Track Progress

Now comes the fun part: delivering.

Best practices:

Break projects into clear milestones. Example: “Improve Forecasting” → 1) Define stages, 2) Update fields in CRM, 3) Build dashboards, 4) Train managers.
Use a project tool (Asana, ClickUp, Notion) for visibility.
Track progress in quarterly roadmap reviews. Ask: Are we on track? Did priorities shift?

Remember: a roadmap is a living document. Things will change — and that’s okay.

Step 6: Show Results

RevOps wins credibility by showing results in language leadership cares about.

Examples:

“Our lead routing fix reduced response time from 3 days to 2 hours.”
“Our new pipeline hygiene rules increased forecast accuracy from 60% → 85%.”

Tie everything back to revenue impact, efficiency, or customer experience.

Building a RevOps roadmap isn’t about perfection — it’s about progress. When you listen deeply, prioritize smartly, and communicate clearly, your roadmap becomes more than a plan. It becomes momentum. The kind that aligns teams, earns trust, and drives measurable growth quarter after quarter.

Ready to put your RevOps roadmap into action? Join Reklik and learn alongside SaaS professionals who are already doing it.

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