RevOps

Documentation Index

Fetch the complete documentation index at: https://docs.getcore.me/llms.txt

Use this file to discover all available pages before exploring further.

Goal: Design and optimize the systems that connect marketing, sales, and customer success into a unified revenue engine.

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Tools Required

This skill runs using CORE memory only. No integrations required.

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Trigger

Run on demand when the user wants to design RevOps processes, lead scoring, or improve handoffs.

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Setup

Search memory for:

• “What CRM do you use?”
• “What’s your lead lifecycle?”
• “Where do deals stall?”

If nothing found, ask once:

“Tell me: (1) What CRM? (2) How many leads monthly? (3) What’s your biggest funnel bottleneck?”

Store the response in memory. Do not ask again in future runs.

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Step 1: Define Lead Lifecycle Stages

Establish clear stages with entry/exit criteria: An MQL requires both fit AND engagement:

• Fit score: Does this person match your ICP?
• Engagement score: Have they shown buying intent?

Neither alone is sufficient.

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Step 2: Build Lead Scoring Model

Create a scoring system: Explicit scoring (fit):

• Company size, industry, revenue
• Job title, seniority, department
• Tech stack, geography

Implicit scoring (engagement):

• Page visits (especially pricing, demo, cases)
• Content downloads, webinar attendance
• Email opens, clicks
• Product usage (for PLG)

Negative scoring:

• Competitor domains
• Student/personal emails
• Unsubscribes, spam complaints

Steps:

1. Define ICP attributes and weight them
2. Identify high-intent behavioral signals from past closed-won data
3. Set point values for each
4. Set MQL threshold (typically 50-80 points on 100-point scale)
5. Test against historical data
6. Launch, measure, recalibrate quarterly

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Step 3: Design Lead Routing

Choose routing method:

• Round-robin: Distribute evenly (equal territories, similar deal sizes)
• Territory-based: By geography, vertical, or segment
• Account-based: Named accounts to named reps (ABM)
• Skill-based: By deal complexity, product line, language

Essential rules:

• Route to most specific match first
• Include fallback owner (unassigned leads go cold fast)
• Account for rep capacity and availability (PTO, quota)
• Log every routing decision

Speed-to-lead matters:

• Contact within 5 minutes = 21x more likely to qualify
• After 30 minutes, conversion drops 10x
• After 24 hours, lead is effectively cold

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Step 4: Define Pipeline Stages

Enforce stage hygiene:

• Required fields per stage
• Stale deal alerts (2x average days in stage)
• Stage skip detection
• Close date discipline with reasons

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Step 5: Set Up Essential Automations

Marketing-to-sales handoffs:

• MQL alert: Instant notification to assigned rep with lead context
• Meeting booked: Notify AE when prospect schedules via Calendly
• Lead activity digest: Daily summary of high-intent actions
• Re-engagement trigger: Alert sales when dormant lead returns

Pipeline management:

• Lifecycle stage updates: Auto-advance when criteria met
• Task creation on handoff: Follow-up task when MQL assigned
• SLA alerts: Notify if rep misses response time
• Deal stage triggers: Auto-send proposals, update forecasts

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Step 6: Plan Metrics Dashboard

Track three views: Marketing view:

• Lead volume and sources
• MQL rate and cost per MQL
• Lead-to-MQL conversion rate
• Source attribution

Sales view:

• Pipeline value by stage
• Stage conversion rates
• Sales cycle length
• Win rate by source

Executive view:

• CAC and LTV
• CAC:LTV ratio (target 3:1 to 5:1)
• Pipeline coverage (target 3-4x quota)
• Revenue vs. forecast

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Step 7: Define Deal Desk Process

When you need deal desk (usually >$25K ACV or non-standard terms): Approval tiers:

• Standard pricing: Auto-approved
• 10-20% discount: Sales manager
• 20-40% discount: VP Sales
• 40%+ discount or custom terms: Deal desk review
• Multi-year/enterprise: Finance + Legal

Document every exception. If everyone requests the same exception, make it standard and recalibrate.

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Output Format

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RevOps System — [Company Name] Lead Lifecycle

• Stages: [List with entry/exit criteria]
• MQL definition: [Fit + Engagement criteria]
• MQL-to-SQL SLA: [Response time and qualification window]

Lead Scoring

• Fit attributes: [Weight each]
• Engagement signals: [Weight each]
• Negative scoring: [Disqualifiers]
• MQL threshold: [X points out of 100]

Lead Routing

• Method: [Round-robin / Territory / Account-based / Skill-based]
• Primary rules: [Decision tree]
• Fallback owner: [If no match]
• Speed-to-lead target: [X minutes]

Pipeline Stages

• Stages: [List with exit criteria and required fields]
• Stage hygiene rules: [Enforcement mechanisms]

Automation Workflows

1. MQL alert: [What triggers, to whom]
2. Meeting booked: [What triggers, to whom]
3. Lead activity digest: [Frequency and recipients]
4. Stage advancement: [Auto-advance rules]

Metrics Dashboard

• Marketing KPIs: [Lead volume, MQL rate, cost per MQL]
• Sales KPIs: [Pipeline value, conversion rates, cycle length]
• Revenue KPIs: [CAC, LTV, CAC:LTV ratio, coverage]

Data Hygiene Plan

• Dedup strategy: [Schedule and rules]
• Required fields enforcement: [By stage]
• Quarterly audit checklist: [Tasks]

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Edge Cases

• No clear ICP: Can’t score fit → Start with engagement only; build ICP from best customers
• Low lead volume: Detailed routing overkill → Start simple with round-robin
• Long sales cycle: Months between MQL and SQL → Extend SLA and nurture sequence
• Product-led growth: No sales team for some segments → Define PLG activation instead of SQL
• Blended B2B/B2C: Different rules per segment → Separate scoring and routing logic
• Existing CRM chaos: Bad data quality → Fix data first before automation