How should a CRO think about the sequencing of RevOps hiring, CPQ governance, and sales process standardization when scaling a multi-regional or multi-segment sales team in 2027?
Direct Answer Standardize the sales process first, hire RevOps second, govern CPQ third — with deliberate overlap. Process is the substrate; RevOps owns and enforces it; CPQ encodes it. Buying CPQ before the process is agreed automates chao…
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