Tech Consolidation: The Future of Sales and Revenue Operations
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Editor's note: This is a pre-merger Clari product feature. Some product details and names may have evolved. Learn more here.
The sales and revenue operations tech space is consolidating at a rapid pace.
Customer demand for all-in-one solutions is on the rise.
The RevTech category is exploding.
Data and AI are being built into every platform at breakneck speeds.
These trends have a significant impact on the way sales and revenue operations teams operate today and how they'll operate in the future. Let's dive in and take a closer look at each one.
What is tech fatigue and how do we overcome it?
Point solutions have dominated budgets and tech stacks for over a decade.
This proliferation of tools slows your team down, creates inefficiencies in your revenue process, and prevents revenue from running effectively.
That's tech fatigue—a term we coined after talking to hundreds of revenue pros.
We see tech fatigue manifesting itself in three key areas of the business:
- Leaders lack a single business view, making critical decisions more challenging (and slower). They can't effectively govern revenue.
- RevOps are constantly scrambling to maintain the tech stack while trying to reconcile various datasets from disparate sources. The constant sprint is exhausting.
- Sales reps are under increased pressure to perform, yet are "tool hopping" and "task switching"—two activities proven to slow humans down. Read: Inefficient. Also, per Chris, this leads to pressure to train sales teams on so many different tools.
The net negative here: Revenue leak, the revenue loss resulting from breakdowns across the end-to-end revenue process.
That's the bad news.
But there is a solution: tech bundling or consolidation. So, how do you achieve that highly sought-after "ideal" consolidation?
From tech fatigue to consolidation
Consolidation should complement or replace existing software. One of the issues we see most often when evaluating other software platforms is that they can create more work.
Not ideal.
When consolidating your tech stack, the new software must complement (or completely replace) what you currently have. If not, you end up with another platform somebody has to administer and merge into your existing one. This leads to more tech fatigue.
Salesloft's complete predictive revenue platform is the ultimate example of consolidation.
Organizations no longer have to review what happened in the past and try to figure out how to improve the next time—diagnose the past. Now, they can easily and quickly analyze and act immediately—close an identified gap or double down on an uncovered advantage and so on.
The connection between insight and action lives in one platform.
See how you can "consolidate without compromise" and overcome tech fatigue using Salesloft's Revenue Platform.