Revenue Operations for B2B SaaS
Revenue Operations is the organisational layer that connects your go-to-market motion - sales, marketing, customer success - to the systems that capture and retain revenue. For B2B SaaS companies moving upmarket, RevOps is the difference between a revenue machine that compounds and one that leaks.
Most RevOps problems aren't people problems. They're process and tooling problems: quoting that lives in spreadsheets, billing that requires manual re-entry, analytics that report on last month rather than this quarter's trajectory. Each manual handoff is a place where data gets lost, errors compound, and the business flies partially blind.
These articles cover the principles and practices behind RevOps infrastructure that actually works - from automating early to structuring your product catalogue, separating pricing from platform, and maintaining a single source of truth across quoting, billing, and analytics.
Articles
9 articles on revenue operations
Bunny RevOps principle #5 - Quoting means clean data
Dirty data starts when a quote is built in a spreadsheet. Quoting is something you want to introduce as early as possible because it...
Bunny RevOps principle #4 - Don't bifurcate PLG & SLG
Once PLG and sales-led revenue streams become separated, the organization faces compounding operational challenges. The sooner you reel in this two-headed monster, the better....
Bunny RevOps principle #3 - Decouple platform and pricing
The fundamental problem with most startups is embedding pricing logic directly into platform code. This creates significant operational friction as companies scale.
Bunny RevOps principle #2 - Product catalog first
A robust product catalog forms the foundation of modern SaaS revenue operations. Getting it into your business early means that automation pays big dividends...
Bunny RevOps principle #1 - Automate early
Introducing manual processes into your business is deceptively easy, but reversing them proves far more challenging. When you systematize from the start, you gain...
Bunny's RevOps principles for B2B SaaS
SaaS startups typically deprioritize billing infrastructure during early stages. But by the time scaling pain becomes unbearable, implementing automated solutions becomes significantly harder.
13 signs the lack of advanced RevOps impedes your growth
The absence of advanced subscription management capabilities can significantly hinder B2B SaaS expansion. Here are 13 specific challenges that emerge without proper revenue operations...
The advantage of embedded analytics for revenue operations
Embedded analytics within RevOps enables real-time decision-making, enhances collaboration, reduces IT burden, and keeps sensitive data within your organizational infrastructure.
How's that spreadsheet working?
Spreadsheets work fine for one-off sales. But subscriptions introduce state management - and spreadsheets and PDF files are not a sound basis for tracking...
RevOps infrastructure built for B2B SaaS
Quoting, billing, and analytics in one system - so your revenue data is always accurate and always connected.