Full RevOps Audit (Capstone)

Learning Objectives

• Apply maturity model assessment
• Conduct functional audits
• Perform root cause analysis
• Deliver executive-ready recommendations

Scenario

MidMarket SaaS ($12M ARR, 85 employees) hired you as RevOps consultant.

Symptoms reported by CEO:
- "Sales says marketing leads are garbage"
- "We never hit forecast"
- "Churn spiked to 25% last quarter"
- "Our best AE just quit"
- "Board is asking about unit economics"

You have access to:
- CRM export (pipeline, activities, outcomes)
- Marketing metrics dashboard
- CS health scores and churn data
- Org chart and comp structures
- Tech stack inventory
- Last 4 board decks

Data

{
  "metrics": {
    "arr": 12000000,
    "growth": 0.35,
    "churn": 0.25,
    "nrr": 0.85,
    "cac": 45000,
    "ltv": 72000,
    "ltvCacRatio": 1.6,
    "salesCycle": 68,
    "winRate": 0.18,
    "quotaAttainment": 0.52,
    "forecastAccuracy": 0.62,
    "leadToMql": 0.25,
    "mqlToSql": 0.3,
    "sqlToClose": 0.18
  },
  "team": {
    "aes": 8,
    "sdrs": 4,
    "csms": 3,
    "marketingHeadcount": 6,
    "revopsHeadcount": 1
  },
  "techStack": [
    "Salesforce",
    "HubSpot",
    "Outreach",
    "Gong",
    "Looker",
    "Google Sheets"
  ]
}

Instructions

1. 1Review all provided company documentation
2. 2Complete maturity model assessment
3. 3Conduct audits for each function
4. 4Identify top 5 problems with root causes
5. 5Prioritize recommendations by impact and effort
6. 6Create 90-day action plan
7. 7Prepare executive presentation

Deliverables

• Maturity assessment scorecard
• Functional audit findings
• Root cause analysis
• Prioritized recommendations (impact/effort matrix)
• 90-day action plan
• Executive presentation (10 slides)

Evaluation Criteria

• Assessment is thorough and evidence-based
• Root causes go beyond symptoms
• Recommendations are specific and actionable
• Prioritization is logical
• Presentation is executive-appropriate