The RevOps Pendulum
Finding Stability in Go-to-Market Chaos
Discover how RevOps creates unprecedented operational efficiency and drives sustainable growth. From aligning siloed teams to deploying AI-powered systems, this practical guide shows how companies achieve 10-20% sales productivity increases, 30% less GTM expenses, and 176% higher EBITDA.
Written by Haris Odobasic
"Revenue Operations is the critical uniting function as we head into the next chapter of Go To Market. Haris's book underscores that reality and delivers an important message about the future of GTM."
"Revenue Operations is the critical uniting function as we head into the next chapter of Go To Market. Haris's book underscores that reality and delivers an important message about the future of GTM."
Sam Jacobs
Sam Jacobs
Sam Jacobs
Sam Jacobs
WSJ Best Selling Author of Kind Folks Finish First, CEO of Pavilion
"With 'The RevOps Pendulum,' Haris captured the essence of what RevOps is but also prepared the reader for the future. A must-read for any GTM practitioner."
"With 'The RevOps Pendulum,' Haris captured the essence of what RevOps is but also prepared the reader for the future. A must-read for any GTM practitioner."
Sangram Vajre
Sangram Vajre
Sangram Vajre
Sangram Vajre
WSJ Best Selling Author of MOVE,
CEO of GTM Partners
The Pendulum
The Pendulum
The Pendulum
The RevOps Pendulum uses the pendulum to illustrate our scientific approach to RevOps.
Inspired by Newton’s Pendulum, it shows how Sales, Marketing, and Customer Success must be aligned under one go-to-market strategy. This is achieved through a holistic focus on Enablement, Process, Systems, and Data — breaking down silos and creating momentum for growth.
When these forces move in sync, they close the gap between strategy and execution — transforming silos into shared systems, chaos into clarity, and friction into scalable, predictable growth.
The RevOps Pendulum uses the pendulum to illustrate our scientific approach to RevOps.
Inspired by Newton’s Pendulum, it shows how Sales, Marketing, and Customer Success must be aligned under one go-to-market strategy. This is achieved through a holistic focus on Enablement, Process, Systems, and Data — breaking down silos and creating momentum for growth.
When these forces move in sync, they close the gap between strategy and execution — transforming silos into shared systems, chaos into clarity, and friction into scalable, predictable growth.
Inside the Book
Inside the Book
Inside the Book
Part 1: Establishing the Swing
Part 1: Establishing the Swing
Part 1: Establishing the Swing
Chapter 1: Setting the Pendulum in Motion
Understand why RevOps emerged as essential for modern business and how it breaks down silos.
Chapter 2: The Pivot Point - Structuring Your RevOps Team
Learn to build and structure your RevOps department based on three deployment models.
Chapter 3: From Vision to Swing
Transform strategy into execution with practical frameworks for KPIs, OKRs, and project management.
Chapter 4: Adjusting the Arc - Change Management & Communication
Master the art of stakeholder management and drive organizational change effectively.
Chapter 1: Setting the Pendulum in Motion
Understand why RevOps emerged as essential for modern business and how it breaks down silos.
Chapter 2: The Pivot Point - Structuring Your RevOps Team
Learn to build and structure your RevOps department based on three deployment models.
Chapter 3: From Vision to Swing
Transform strategy into execution with practical frameworks for KPIs, OKRs, and project management.
Chapter 4: Adjusting the Arc - Change Management & Communication
Master the art of stakeholder management and drive organizational change effectively.
Chapter 1: Setting the Pendulum in Motion
Understand why RevOps emerged as essential for modern business and how it breaks down silos.
Chapter 2: The Pivot Point - Structuring Your RevOps Team
Learn to build and structure your RevOps department based on three deployment models.
Chapter 3: From Vision to Swing
Transform strategy into execution with practical frameworks for KPIs, OKRs, and project management.
Chapter 4: Adjusting the Arc - Change Management & Communication
Master the art of stakeholder management and drive organizational change effectively.
Chapter 1: Setting the Pendulum in Motion
Understand why RevOps emerged as essential for modern business and how it breaks down silos.
Chapter 2: The Pivot Point - Structuring Your RevOps Team
Learn to build and structure your RevOps department based on three deployment models.
Chapter 3: From Vision to Swing
Transform strategy into execution with practical frameworks for KPIs, OKRs, and project management.
Chapter 4: Adjusting the Arc - Change Management & Communication
Master the art of stakeholder management and drive organizational change effectively.
Part 2: Mastering the Pendulum's Weights
Part 2: Mastering the Pendulum's Weights
Part 2: Mastering the Pendulum's Weights
Chapter 5: The First Weight - Enablement
Create a culture of continuous learning and build effective enablement programs.
Chapter 6: The Second Weight - Process
Design customer journeys, optimize handoffs, and implement scalable processes.
Chapter 7: The Third Weight - Systems
Build and manage your tech stack while ensuring high adoption rates.
Chapter 8: The Final Weight - Data and Insights
Transform data into actionable insights and master forecasting.
Chapter 5: The First Weight - Enablement
Create a culture of continuous learning and build effective enablement programs.
Chapter 6: The Second Weight - Process
Design customer journeys, optimize handoffs, and implement scalable processes.
Chapter 7: The Third Weight - Systems
Build and manage your tech stack while ensuring high adoption rates.
Chapter 8: The Final Weight - Data and Insights
Transform data into actionable insights and master forecasting.
Chapter 5: The First Weight - Enablement
Create a culture of continuous learning and build effective enablement programs.
Chapter 6: The Second Weight - Process
Design customer journeys, optimize handoffs, and implement scalable processes.
Chapter 7: The Third Weight - Systems
Build and manage your tech stack while ensuring high adoption rates.
Chapter 8: The Final Weight - Data and Insights
Transform data into actionable insights and master forecasting.
Chapter 5: The First Weight - Enablement
Create a culture of continuous learning and build effective enablement programs.
Chapter 6: The Second Weight - Process
Design customer journeys, optimize handoffs, and implement scalable processes.
Chapter 7: The Third Weight - Systems
Build and manage your tech stack while ensuring high adoption rates.
Chapter 8: The Final Weight - Data and Insights
Transform data into actionable insights and master forecasting.
Part 3: The New Equilibrium
Part 3: The New Equilibrium
Part 3: The New Equilibrium
Chapter 9: The Counterweight - RevOps and Finance
Understand financial metrics and align RevOps with investor expectations.
Chapter 10: The Next Arc - AI's Role in RevOps
Prepare for the AI revolution and position RevOps as the key driver of AI implementation.
Chapter 11: The Final Equilibrium - RevOps in Full Motion
Prove RevOps value and prepare for the future of revenue operations.
Chapter 9: The Counterweight - RevOps and Finance
Understand financial metrics and align RevOps with investor expectations.
Chapter 10: The Next Arc - AI's Role in RevOps
Prepare for the AI revolution and position RevOps as the key driver of AI implementation.
Chapter 11: The Final Equilibrium - RevOps in Full Motion
Prove RevOps value and prepare for the future of revenue operations.
Chapter 9: The Counterweight - RevOps and Finance
Understand financial metrics and align RevOps with investor expectations.
Chapter 10: The Next Arc - AI's Role in RevOps
Prepare for the AI revolution and position RevOps as the key driver of AI implementation.
Chapter 11: The Final Equilibrium - RevOps in Full Motion
Prove RevOps value and prepare for the future of revenue operations.
Chapter 9: The Counterweight - RevOps and Finance
Understand financial metrics and align RevOps with investor expectations.
Chapter 10: The Next Arc - AI's Role in RevOps
Prepare for the AI revolution and position RevOps as the key driver of AI implementation.
Chapter 11: The Final Equilibrium - RevOps in Full Motion
Prove RevOps value and prepare for the future of revenue operations.
"This is a highly practical, realistic, and down-to-earth manual on building out your RevOps function."
"This is a highly practical, realistic, and down-to-earth manual on building out your RevOps function."
Anastasiia Binns, Head of RevOps at Semble
Research Hub
Free Templates & Tools
Get access to practical resources mentioned throughout the book:
RevOps Maturity Assessment - Evaluate your organization's RevOps maturity level
Target Operating Model (TOM) Template - Plan your future-state operations
Tech Stack Map - Visualize your revenue technology ecosystem
Systems Roadmap Template - Plan your technology investments strategically
Customer Journey Map - Design end-to-end customer experiences
RevOps KPI Dashboard - Track key performance indicators
Sales Capacity Planning Calculator - Optimize your sales headcount
Change Management Toolkit - Drive successful organizational transformation
And many more
Get access to practical resources mentioned throughout the book:
RevOps Maturity Assessment - Evaluate your organization's RevOps maturity level
Target Operating Model (TOM) Template - Plan your future-state operations
Tech Stack Map - Visualize your revenue technology ecosystem
Systems Roadmap Template - Plan your technology investments strategically
Customer Journey Map - Design end-to-end customer experiences
RevOps KPI Dashboard - Track key performance indicators
Sales Capacity Planning Calculator - Optimize your sales headcount
Change Management Toolkit - Drive successful organizational transformation
And many more