If you run RevOps or Sales Ops, this is your benchmark pack. We surveyed hundreds of leaders to learn what’s really working—from pipeline channels and AI adoption to data quality and vendor satisfaction. Below are the highlights; grab the deep dives to operationalize quickly:
- 👉 Executive Summary (5-minute read):
- 👉 RevOps Survey Benchmarks Deck:
- 👉 Comprehensive RevOps Benchmark Report:
- Key Benchmarks (at a glance)
- What RevOps Teams Are Prioritizing (Next 6 Months)
- Pipeline Benchmarks: Inbound Scale + Outbound Precision
- AI in Sales: Assistive Today, Predictive Tomorrow
- Data Quality & Vendor Reality
- Methodology (for the skeptics & the SERPs)
- Get the Assets
- FAQ
- Ready to benchmark your RevOps?
Key Benchmarks (at a glance)
- Top pipeline contributors (multi-select): Inbound 60%; Events & SDR 43%; Field 40%; Referrals 39%; Paid 31%; ABM 26%; PLG 10%; Content 7%.
- When a channel is #1 (single-select): SDR 30–95% of pipeline; Inbound 30–80%; Referrals 35–85%; Events 33–95%; Paid 10–45%; Field 35–90%.
- AI in Sales/SDR (multi-select): Call intelligence 79%; Email personalization/content 70%; Research & call-prep 51%; Campaign content 44%; CRM updates 40%; Predictive scoring 5%; Fully automated prospecting 1%.
- Next 6 months (top-3): Campaign/process improvements 65%; AI outreach 57%; Intent/buying signals 57%; Better SDR data 33%; Hire/train 31%; Content 29%; Incentives 23%.
- Vendor satisfaction: Avg 5.92/10 (~59%, D-); 56% rate 0–6. Churn risk is real at renewal.
Takeaway: Teams that pair multi-channel execution with verified, accurate B2B data win on targeting, conversion, and predictability.
What RevOps Teams Are Prioritizing (Next 6 Months)
Leaders are focusing on operational discipline over headcount: tighten campaign strategy and processes (65%), scale AI-driven outreach (57%), and apply intent/technographics for targeting (57%). Data remains the flywheel: better SDR data (33%) consistently outruns incentives or net-new hiring in impact.
Action: Start with one AI use case (e.g., call intelligence or email gen), prove lift, then expand. Keep the engine fed with verified contacts and company data to avoid “smart” automation on bad inputs.
Pipeline Benchmarks: Inbound Scale + Outbound Precision
Inbound is the most commonly cited contributor (60%), but the strongest pipelines blend Events & SDR (43%), Field (40%), and Referrals (39%). When a single channel is #1, it can contribute 30–95% of your total pipeline—especially SDR and relationship-led channels (events/referrals/field). Paid is useful but rarely carries more than ~40–45% alone.
Action:
- Harden inbound with lead enrichment, scoring, and speed-to-lead SLAs.
- Systematize outbound (territories, ICP filters, cadences) powered by verified contact data.
- Treat events/referrals as trust accelerators; plug them into routing, not just anecdotes.
AI in Sales: Assistive Today, Predictive Tomorrow
Adoption is highest where rep productivity jumps immediately: call transcription/insights (79%) and email personalization/content (70%). More advanced motion—predictive scoring (5%) and fully automated prospecting (1%)—is rare without clean, trustworthy data and embedded workflows.
Action: Pair AI rollouts with a data quality plan (verification, enrichment, dedupe). AI needs clean inputs to produce lift you can defend.
Data Quality & Vendor Reality
The #1 pain point is still inaccuracy/staleness (75%), followed by cost (60%), integrations (40%), and manual cleanup (35%). Satisfaction averages 5.92/10, a D-, and usage declines vs. prior roles signal churn risk at renewal—especially for vendors weak on accuracy and integrations.
Action: Build a vendor scorecard around verified accuracy, ICP coverage, refresh speed, and native CRM/SEP integrations. Start evaluations ≥6 months before renewal to avoid auto-renew traps.
Methodology (for the skeptics & the SERPs)
- Respondents: 200+ RevOps, Sales Ops, Enablement leaders/managers (leadership-heavy sample).
- Fielded: June 2025 (English-speaking markets).
- Question types: Multi-select, Top-3 selections (note: % won’t sum to 100%), single-select with contribution ranges, and 0–10 satisfaction scales.
- Data hygiene: Normalized duplicate/overlapping labels; separated “contributors” (Q8) from “#1 channel + contribution ranges” (Q9).
Get the Assets
- 🔎 Executive Summary (Landing Page): Read the Executive Summary »
- 🎯 Slide Deck (Ready to Present): Get the Slide Deck »
- 📑 Comprehensive Report (Written): Download the Full Report »
Pro tip: Share the deck with your CRO, then use the full report’s checklists to set a 90-day RevOps plan.
FAQ
Will the percentages add up to 100%?
Not for multi-select and Top-3 questions—by design. We note those explicitly.
Which pipeline channel performs best?
Depends on your motion. SDR and relationship-led channels can deliver 30–95% when prioritized; Inbound is the most consistently cited contributor overall.
What AI use cases actually work now?
Call intelligence and email personalization/content are mainstream. Predictive scoring works once data trust and workflows mature.
Ready to benchmark your RevOps?
- Executive Summary: Start here »
- Slides: Present to leadership »
- Full Report: Run the playbook »
DealSignal verifies B2B contacts and companies so your CRM, SDR cadences, and AI models run on clean fuel. More reach. Better conversion. Predictable pipeline.
