How Zapier's RevOps team automates lead management
Blog post from Zapier
Zapier's Revenue Operations (RevOps) team transformed the company's lead management processes by implementing a sustainable growth strategy that focused on setting up operations and tools to support teams driving revenue throughout the customer lifecycle. The RevOps team overhauled how Zapier used its existing Customer Relationship Management (CRM) tool, paired it with automation, and streamlined lead management processes to qualify leads, route them through the sales cycle, and provide a better customer experience. By building workflows to qualify and route leads, Zapier increased qualified leads by 3,659%, improved the handoff between Sales and Success teams, and targeted customers using multiple products more effectively. The RevOps team also created a process to proactively help customers expand their account usage, connecting the tech stack to HubSpot to facilitate expansion opportunities. Through these efforts, Zapier's annual recurring revenue increased over 2,000% within two months, and the Sales and Success teams are now more familiar with each other's work.
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