Revenue Operations Tools: The Complete Tech Stack for Modern CROs in 2024

Introduction

As VP of Revenue Operations, I get asked the same question constantly: "What tools should I buy for my revenue team?"

The answer isn't simple. I've seen companies waste $500K/year on tools no one uses, and I've seen lean teams outperform with $20K/year stacks.

After building RevOps infrastructure at 3 companies (from Series A to post-IPO), here's my complete guide to the modern revenue operations tech stack.

What is Revenue Operations (RevOps)?

Revenue Operations aligns your entire revenue engine—marketing, sales, customer success—around one goal: predictable, scalable revenue growth.

RevOps owns:

• Systems and tools (the tech stack)
• Data and reporting (metrics and dashboards)
• Process and enablement (how teams work)
• Forecasting and planning (quota setting, territory design)

The goal: Remove friction from your revenue engine so reps sell more, faster, with better data.

The Modern RevOps Tech Stack (7 Categories)

Here's the complete stack broken down by category:

Revenue Operations Tech Stack

1. 📊 CRM (Core System of Record)
   └─ Salesforce, HubSpot, Pipedrive

2. 🎯 Sales Engagement
   └─ Outreach, SalesLoft, Apollo

3. 📞 Conversation Intelligence
   └─ Gong, Chorus, Fireflies

4. 🔮 Forecasting & Analytics
   └─ Clari, AppDeck, Looker

5. 🤝 Revenue Enablement
   └─ Highspot, Seismic, Guru

6. 📧 Email & Calendar
   └─ Gmail/Outlook + Calendly/Chili Piper

7. 💰 CPQ & Billing
   └─ Stripe, ChargeB ee, DealHub

Let's break down each category.

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1. CRM (System of Record)

Purpose: Central database for all customer interactions, pipeline, and revenue data.

This is your foundation. Everything else plugs into your CRM.

Salesforce Sales Cloud

Best for: Growth-stage to enterprise companies ($10M+ ARR)

Pricing: $75-300/user/month

Pros:

• Industry standard (every tool integrates)
• Infinitely customizable
• Powerful reporting and automation
• Scales from 10 to 10,000+ reps

Cons:

• Expensive ($1,800-3,600/user/year)
• Requires admin/consultant to set up and maintain
• Steep learning curve for reps
• Easy to over-customize (becomes a mess)

When to choose Salesforce:

• You've raised Series B+ and growing fast
• You need advanced customization
• You have RevOps team to manage it
• Budget isn't the constraint

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HubSpot CRM

Best for: SMB to early growth ($0-10M ARR)

Pricing: $0-1,200+/user/month (depends on tier)

Pros:

• Free tier available (generous features)
• Easy to set up (no consultant needed)
• Great UX (reps actually like using it)
• All-in-one (marketing, sales, service)

Cons:

• Gets expensive at scale
• Less customizable than Salesforce
• Reporting not as robust
• Some advanced features locked in higher tiers

When to choose HubSpot:

• Early-stage company (seed to Series A)
• Want all-in-one marketing + sales platform
• Limited budget
• No dedicated RevOps team yet

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Pipedrive

Best for: Small sales teams (5-25 reps)

Pricing: $14-99/user/month

Pros:

• Very affordable
• Simple, visual pipeline management
• Easy to learn
• Good mobile app

Cons:

• Limited customization
• Basic reporting
• Fewer integrations than Salesforce/HubSpot
• Doesn't scale well past 50 users

When to choose Pipedrive:

• Small business or startup
• Simple sales process
• Tight budget
• Don't need advanced features

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My recommendation:

• $0-5M ARR: HubSpot (free or Starter tier)
• $5M-20M ARR: HubSpot Professional or Salesforce
• $20M+ ARR: Salesforce

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2. Sales Engagement Platform

Purpose: Automate outreach, track engagement, and scale rep productivity.

Think of this as a layer on top of your CRM that makes reps more efficient.

Outreach

Best for: Mid-market to enterprise sales teams

Pricing: ~$100-150/user/month

Key features:

• Multi-channel sequences (email, phone, LinkedIn)
• A/B testing for messaging
• Rep productivity analytics
• Salesforce sync

Pros:

• Market leader (best integrations)
• Powerful automation
• Great analytics
• Scales well

Cons:

• Expensive
• Complex setup
• Can be overkill for simple sales motions

Best fit: Outbound sales teams with 10+ SDRs

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SalesLoft

Best for: Similar to Outreach (direct competitor)

Pricing: ~$100-150/user/month

Key features:

• Cadence automation
• Conversation intelligence integration
• Deal management
• Revenue insights

Pros:

• Similar power to Outreach
• Better UI (some say)
• Strong customer support

Cons:

• Also expensive
• Outreach has slightly more integrations

The choice: Outreach vs. SalesLoft is like Coke vs. Pepsi. Demo both, pick what your team prefers.

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Apollo.io

Best for: Budget-conscious teams, early-stage

Pricing: $49-79/user/month (includes contact database)

Key features:

• Built-in contact database (270M+ contacts)
• Email sequences
• Dialer
• Basic CRM (or integrates with yours)

Pros:

• Much cheaper than Outreach/SalesLoft
• Contact data included (vs. buying ZoomInfo separately)
• Good for bootstrapped startups

Cons:

• Less sophisticated automation
• Contact data quality not as good as ZoomInfo
• Fewer advanced features

Best fit: Early-stage companies (<$5M ARR) doing high-volume outbound

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My recommendation:

• Seed-Series A: Apollo (budget-friendly)
• Series B+: Outreach or SalesLoft (pick based on demo)

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3. Conversation Intelligence

Purpose: Record, transcribe, and analyze sales calls to improve rep performance.

Why it matters: Your calls contain the secrets to what wins and loses deals. Conversation intelligence mines that data.

Gong

Best for: Companies serious about sales coaching

Pricing: Custom (typically $1,200-1,600/user/year)

Key features:

• Call recording and transcription
• Deal insights and risk detection
• Coaching analytics (talk time, questions asked, etc.)
• Competitive intelligence (mentions of competitors)
• CRM auto-updates from calls

Pros:

• Market leader (best AI)
• Incredibly valuable coaching insights
• Identifies patterns across won/lost deals
• Forecasting features

Cons:

• Expensive (one of priciest tools in stack)
• Need buy-in from reps (recording calls)

ROI: If it improves win rate by even 2-3%, it pays for itself.

Best fit: Sales teams with 15+ reps, average deal size >$25K

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Chorus (now part of ZoomInfo)

Best for: Alternative to Gong

Pricing: Custom (similar to Gong)

Key features:

• Similar to Gong (recording, transcription, insights)
• Integrates with ZoomInfo contact data
• Deal intelligence
• Coaching scorecards

Pros:

• Solid Gong alternative
• Good if you already use ZoomInfo
• Strong analytics

Cons:

• Gong generally considered slightly better AI
• Integration with ZoomInfo can feel pushy

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Fireflies.ai

Best for: Budget option, early-stage teams

Pricing: $0-39/user/month

Key features:

• Call recording and transcription
• Meeting notes
• CRM integration
• Basic search and highlights

Pros:

• Very affordable (free tier available)
• Good transcription quality
• Easy to set up

Cons:

• No coaching analytics
• No deal insights
• Basic compared to Gong

Best fit: Early-stage companies wanting call transcription without enterprise pricing

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My recommendation:

• Seed-Series A: Fireflies (or skip until later)
• Series B+ with >$25K ACV: Gong (worth the investment)
• If using ZoomInfo: Consider Chorus

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4. Forecasting & Revenue Analytics

Purpose: Predict revenue, track performance, and share insights with board.

This is where RevOps adds strategic value.

Clari

Best for: Enterprise revenue forecasting

Pricing: Custom (expensive, $50K+/year typically)

Key features:

• AI-powered forecasting
• Deal inspection and risk analysis
• Pipeline management
• Revenue cadence (operating rhythm)

Pros:

• Best-in-class forecasting
• Used by unicorns and public companies
• Deep Salesforce integration
• Improves forecast accuracy significantly

Cons:

• Very expensive
• Requires significant setup
• Overkill for companies <$20M ARR

Best fit: Late-stage companies ($50M+ ARR) where forecast accuracy is critical

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AppDeck Executive Dashboard

Best for: Growth-stage CROs who need real-time board reporting

Pricing: $199-299/month

Key features:

• Real-time dashboards (CRM + finance data)
• Board-ready visualizations
• Pipeline analytics
• Share secure link with board/investors

Pros:

• Much more affordable than Clari
• 30-minute setup (vs. months)
• Great for board reporting
• Real-time data (not static PDFs)

Cons:

• Not as deep on forecasting as Clari
• Newer tool (less enterprise features)

Best fit: Series A-C companies needing board visibility without Clari price tag

Try it: AppDeck Executive Dashboard

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Build Your Own (Looker, Tableau, Mode)

Best for: Companies with dedicated data teams

Pricing: $70-200/user/month + data team cost

Pros:

• Complete customization
• Cross-platform data (not just CRM)
• Beautiful dashboards

Cons:

• Requires data team to build and maintain
• Expensive (tool + headcount)
• Slow to iterate

Best fit: Large companies ($100M+ ARR) with data infrastructure

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My recommendation:

• Series A-B: AppDeck (affordable, fast setup)
• Series C-D: AppDeck or Clari (based on budget)
• Post-IPO: Clari + custom BI

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5. Revenue Enablement

Purpose: Equip reps with content, training, and resources to sell more effectively.

Highspot

Best for: Mid-market to enterprise enablement

Pricing: Custom (~$50-100K+/year)

Key features:

• Content management and sharing
• Sales playbooks
• Training and certification
• Content analytics (what reps actually use)
• CRM integration

Pros:

• Comprehensive enablement platform
• Great content organization
• Solid analytics on content usage
• Scales well

Cons:

• Expensive
• Requires enablement team to manage
• Complex for small teams

Best fit: Companies with 50+ reps and dedicated enablement team

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Seismic

Best for: Enterprise sales enablement

Pricing: Custom (similar to Highspot)

Key features:

• Content management
• Sales content automation
• Learning and coaching
• Analytics

Pros:

• Enterprise-grade
• Strong analytics
• Good integrations

Cons:

• Also expensive
• Similar to Highspot (competitive set)

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Guru

Best for: Knowledge management (lighter alternative)

Pricing: $10-30/user/month

Key features:

• Knowledge base for reps
• Chrome extension (surface info in context)
• Slack/Teams integration
• Verification workflow (keep content updated)

Pros:

• Much more affordable
• Easy to implement
• Good for distributed knowledge
• Reps actually use it

Cons:

• Not a full enablement platform
• No training/certification features
• Less robust than Highspot/Seismic

Best fit: Early to mid-stage companies wanting lightweight knowledge management

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My recommendation:

• <50 reps: Guru or Notion (knowledge base)
• 50-200 reps: Highspot or Seismic (if budget allows)
• 200+ reps: Highspot or Seismic (essential at this scale)

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6. Email & Scheduling

Purpose: Core communication and meeting booking

Not sexy, but essential.

Email: Google Workspace vs. Microsoft 365

Both work. Choose based on company preference.

Add-ons to consider:

• Email tracking (built into Outreach/SalesLoft, or use Yesware/Mixmax)
• Email templates
• Send later functionality

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Meeting Scheduling

Calendly

• Pricing: $0-16/user/month
• Best for: Simple scheduling needs
• Pros: Easy, affordable, widely known
• Cons: Basic compared to enterprise options

Chili Piper

• Pricing: ~$15-65/user/month
• Best for: Routing leads to right rep, booking from forms
• Pros: Smart routing, Salesforce integration, better for sales teams
• Cons: More expensive than Calendly

My recommendation:

• Individual reps: Calendly
• Sales teams with routing needs: Chili Piper

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7. CPQ & Billing

Purpose: Configure quotes, manage contracts, process payments

Stripe

Best for: SaaS companies with subscription billing

Pricing: 2.9% + 30¢ per transaction

Pros:

• Developer-friendly
• Excellent docs
• Handles recurring billing well
• Usage-based billing support

Best fit: PLG and self-serve SaaS

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ChargeB ee / Recurly

Best for: Complex subscription billing

Pricing: ~$599/month + transaction fees

Pros:

• More robust than Stripe for complex billing
• Better dunning (failed payment recovery)
• Multi-currency support

Best fit: Enterprise SaaS with complex billing needs

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DealHub / PandaDoc

Best for: CPQ (configure-price-quote)

Pricing: ~$50-100/user/month

Key features:

• Quote generation
• e-signatures
• Approval workflows
• CRM integration

Best fit: Companies with complex pricing, custom quotes, approval processes

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The Lean RevOps Stack (Seed to Series A)

If you're early-stage and budget-conscious:

Lean Stack ($500-1,500/month total)

CRM:                  HubSpot (free or Starter)
Sales Engagement:     Apollo.io ($49/user/mo)
Call Recording:       Fireflies (free or $39/user/mo)
Analytics:            AppDeck ($199/mo)
Knowledge Base:       Notion (free or $10/user/mo)
Scheduling:           Calendly (free or $10/user/mo)
Billing:              Stripe (pay-as-you-go)

Total: ~$500-1,500/month for 5-10 person team

This stack will get you to $5-10M ARR.

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The Growth Stack (Series B-C)

If you're scaling and need more power:

Growth Stack ($10K-30K/month)

CRM:                  Salesforce ($150/user/mo)
Sales Engagement:     Outreach ($125/user/mo)
Conversation Intel:   Gong (~$1,200/user/year)
Analytics:            AppDeck ($299/mo)
Enablement:           Guru ($20/user/mo) or Highspot
Scheduling:           Chili Piper ($30/user/mo)
CPQ:                  DealHub ($75/user/mo)
Billing:              Stripe or ChargeBee

Total: ~$10K-30K/month for 30-50 person team

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The Enterprise Stack (Series D+)

If you're post-growth and optimizing at scale:

Enterprise Stack ($50K-200K+/month)

CRM:                  Salesforce (Enterprise+)
Sales Engagement:     Outreach or SalesLoft
Conversation Intel:   Gong
Forecasting:          Clari ($50K+/year)
Analytics:            Clari + Looker/Tableau
Enablement:           Highspot or Seismic
CPQ:                  Salesforce CPQ or DealHub
Billing:              ChargeBee or custom
Data Warehouse:       Snowflake
Reverse ETL:          Hightouch or Census

Total: $50K-200K+/month (100+ person rev team)

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How to Build Your RevOps Stack

Step 1: Start with CRM Foundation

Everything else plugs into your CRM. Get this right first.

Decision framework:

• <$5M ARR → HubSpot
• $5M-20M ARR → HubSpot or Salesforce

• $20M ARR → Salesforce

Step 2: Add Tools as Pain Points Emerge

Don't buy tools you don't need yet.

Timeline example:

• Year 1 (seed): CRM only
• Year 2 (Series A, 5-10 reps): Add sales engagement + analytics
• Year 3 (Series B, 20+ reps): Add conversation intelligence + enablement
• Year 4 (Series C, 50+ reps): Add forecasting platform

Step 3: Optimize for Adoption, Not Features

The best tool is the one reps actually use.

Bad: Buy Outreach because it has 100 features Good: Buy Outreach because reps will use it daily

Measure adoption:

• % of reps logging in daily
• % of activities logged in CRM
• Rep feedback ("does this help or hurt?")

Step 4: Integrate Everything

Disconnected tools = data silos = wasted money

Must-have integrations:

• Sales engagement ↔ CRM
• Conversation intelligence → CRM
• Analytics platform → CRM + billing
• Scheduling → CRM

Test integrations before buying. Many tools claim to integrate but do it poorly.

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Common RevOps Stack Mistakes

Mistake #1: Buying Tools Too Early

Problem: Seed stage company buys Outreach, Gong, Highspot, Clari

Result: $100K/year in tools for 3 reps who don't use them

Solution: Start lean. Add tools when pain is obvious.

Mistake #2: Too Many Point Solutions

Problem: 15 different tools, none integrated

Result: Data chaos, reps waste time tool-switching

Solution: Favor platforms over point solutions. Consolidate when possible.

Mistake #3: Ignoring Change Management

Problem: Buy tool, tell reps to use it, no training

Result: 10% adoption, wasted money

Solution:

• Train reps on why and how to use tool
• Get exec buy-in and enforcement
• Measure and reward usage

Mistake #4: Set It and Forget It

Problem: Buy tool, never optimize or review

Result: Pay for features you don't use, miss opportunities

Solution:

• Quarterly stack audit (are we using everything we pay for?)
• Annual renewal review (should we keep, switch, or cancel?)

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Conclusion

The right RevOps stack accelerates revenue growth. The wrong one wastes money and frustrates reps.

Key principles:

• Start lean, add as you scale
• Prioritize adoption over features
• Integrate everything
• Review and optimize quarterly

Next steps:

1. Audit your current stack (what are you paying for? what's actually used?)
2. Identify your biggest pain point (forecasting? rep productivity? board reporting?)
3. Add one tool to solve that pain (don't buy 5 tools at once)
4. Measure adoption and impact
5. Repeat

Recommended starting point for most companies:

• CRM: HubSpot or Salesforce (based on stage)
• Analytics: AppDeck Executive Dashboard ($199/mo)
• Add other tools as specific needs emerge

Your tech stack should enable growth, not create overhead. Choose wisely.

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About the Author: Amanda Torres is VP of Revenue Operations at ScaleUp Inc., a Series C SaaS company. She has built RevOps infrastructure at 3 companies and advises startups on sales operations and technology.