Andrew Kurau · Material Impact Group
Six-layer RevOps planning worksheet
Turn one customer or revenue problem into an operating brief. Define the decision before selecting a tool.
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Illustrative example: help strong-fit trial accounts move from activation to paid conversion. This is a hypothetical planning example, not a client result.
Strategy & Economics
Which segment and outcome matter? What costs and economic guardrails apply?
See the filled example
Strong-fit team accounts. Test whether assistance increases 45-day paid conversion enough to cover its delivery cost. Finance agrees the minimum worthwhile gross-profit improvement before launch.
Customer Lifecycle
What customer progress are you trying to improve? What are the entry and exit events?
See the filled example
Activated trial account → relevant assistance or self-service → paid account. Preserve the independent purchase path.
Process & Ownership
Who drives the work, who makes the decision, and who contributes? What is the exception path?
See the filled example
RevOps drives; the revenue leader approves. Product, Engineering, Sales, and Finance contribute. Existing owners receive the signal; disputed identity goes to manual review.
Data & Measurement
Define the unit, cohort, formula, window, baseline, source, and exclusions.
See the filled example
One account. Freeze eligibility before assignment. Measure 45-day paid conversion plus assistance cost, opt-out, support burden, and 90-day retention.
Systems & Automation
What minimum workflow is needed? Who monitors failures and can recover it?
See the filled example
Write a reason-coded signal to CRM once per account. Monitor routing failures daily. A named operator handles the exception queue.
Product & Engineering Feedback
Which product evidence and technical dependencies require a decision? Who owns that decision?
See the filled example
Weekly review of onboarding friction and package-boundary evidence. Product owns experience changes; Engineering owns instrumentation and technical delivery.
Before you act
- Name one accountable owner and an evaluation date.
- Check that each metric has a source and a complete observation window.
- Confirm Product and Engineering ownership rather than assigning their decisions to RevOps.
- Decide in advance what would justify scaling, revising, or stopping.
Companion to Six-layer RevOps planning. Prepared September 17, 2026. Examples are illustrative.