The RevOps Pendulum

The RevOps Pendulum

The RevOps Pendulum

Finding Stability in Go-to-Markets

Finding Stability in Go-to-Markets

Finding Stability in Go-to-Markets

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.

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

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."

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."

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.

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.

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.

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.

"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:


  1. RevOps Maturity Assessment - Evaluate your organization's RevOps maturity level


  2. Target Operating Model (TOM) Template - Plan your future-state operations


  3. Tech Stack Map - Visualize your revenue technology ecosystem


  4. Systems Roadmap Template - Plan your technology investments strategically


  5. Customer Journey Map - Design end-to-end customer experiences


  6. RevOps KPI Dashboard - Track key performance indicators


  7. Sales Capacity Planning Calculator - Optimize your sales headcount


  8. Change Management Toolkit - Drive successful organizational transformation


  9. And many more