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2025 RevOps Trends from Deloitte: The New Backbone of B2B Sales Growth

  • Writer: Elena from PARTNER2B
    Elena from PARTNER2B
  • Aug 18
  • 4 min read
deloitte revops b2b sales

In 2025, revenue operations (RevOps) is no longer a back-office function. It has become the strategic foundation for B2B growth. According to the latest Deloitte report, companies that integrate RevOps into their go-to-market (GTM) systems are outperforming their peers in sales productivity, digital innovation, and partner ecosystem leverage.


Deloitte’s survey of 650 U.S. B2B sales executives across 13 industries found that organizations with a firmly established RevOps model are 1.4 times more likely to exceed revenue targets by 10% or more. With fewer than half of sellers hitting quota in 2023, RevOps is more important than ever.


RevOps as a Growth Multiplier: Why It Matters Now


For B2B companies facing shrinking margins, complex buyer journeys, and digital-first ecosystems, RevOps delivers several key advantages.


It enables:


  • Strategic GTM alignment across marketing, sales, customer success, and partners

  • Faster adoption of AI and GenAI for intelligent forecasting, pricing, and personalization

  • End-to-end visibility across pipeline, territory, and revenue planning


Top-performing companies use RevOps to break through silos and coordinate all revenue-driving functions under a single, unified operating model.


🔍 Stat to Know: Deloitte found that companies with RevOps were 3.9 times more effective in price analytics and 2.8 times more effective in offer design compared to those without.


Top RevOps and B2B Sales Trends in the Deloitte 2025 Report



1. RevOps Maturity Is the New Differentiator


While 90% of companies surveyed claim to have RevOps in place, only 10% have reached full maturity. These organizations exhibit centralized planning, consistent execution, and full visibility across their revenue engine.


What mature RevOps looks like:


  • Shared KPIs across GTM teams

  • Unified customer definitions and data

  • Connected systems that provide real-time insights

  • Embedded partner data through platforms like PARTNER2B

✅ These organizations were 50% less likely to struggle with pipeline forecasting or GTM strategy alignment.



2. GenAI Drives Agility Across GTM Functions


Deloitte’s data shows that companies using Generative AI strategically are transforming their sales operations.


Compared to ad hoc users, innovative GenAI adopters were:


  • 2.4 times more likely to automate customer follow-ups

  • 2.2 times more likely to streamline contract creation and review

  • Significantly more capable in quota planning and customer journey personalization


Despite this, only 21% of companies classify their GenAI use as “innovative.” This is a missed opportunity for many.


PARTNER2B Insight: Forward-thinking partner teams are using AI to match with ideal partners, generate co-sell plays, and prioritize accounts using tools like the AI Partner Fit Score™.



3. Partner Channels Are Becoming Core to GTM Strategy


Deloitte’s research highlights a major shift. B2B organizations are increasingly turning to partners and alliances as strategic revenue channels.


Organizations with advanced RevOps are:


  • 2.2 times more likely to launch new products and services

  • More likely to invest in partner-driven GTM initiatives

  • Prioritizing both internal and external enablement efforts

📈 Redesigning sales coverage models to include partner teams is helping companies improve reach, accelerate innovation, and unlock new growth paths.


4. Unified Pricing Strategy Becomes a Competitive Advantage


The report shows pricing is no longer a siloed activity. When RevOps is integrated, pricing becomes a cross-functional discipline.


Mature RevOps organizations are:


  • 2.5 times more effective at enforcing pricing controls

  • 2.7 times more effective at communicating value to customers

  • More likely to invest in enablement tools that improve pricing execution


PARTNER2B Tip: Equip partner managers with real-time pricing insights. Integrating pricing analytics into co-sell platforms reduces friction and drives consistency across every touchpoint.



5. Talent Enablement is Directly Tied to RevOps Investment


Enablement is now a strategic function within RevOps. It is not just about training. It is about equipping teams and partners to engage buyers more effectively.


According to Deloitte:


  • Companies with RevOps are 1.4 times more likely to invest in sales talent upskilling

  • These companies use AI tools to streamline onboarding, optimize content delivery, and support complex deals

  • They extend these same enablement strategies to partner-facing teams




Strategic Next Steps: Align RevOps With Your Partner Ecosystem


Deloitte’s research makes it clear. B2B companies looking for sustainable growth need to:


  • Remove silos between marketing, sales, and partnerships

  • Use AI-powered tools to improve decision-making and response times

  • Centralize GTM execution using RevOps as the operational core

  • Integrate partner strategy into RevOps using platforms like PARTNER2B

🌐 RevOps is not just about internal process improvement. It is the operating model that drives ecosystem-led GTM.


Conclusion: How RevOps and Ecosystems Will Drive B2B Sales Forward


Deloitte’s 2025 findings show that revenue leaders are thinking differently. RevOps is no longer tactical. It is strategic, data-driven, and built to align people, processes, and partners.

The future of sales belongs to companies that embrace connected systems, empowered sellers, and a high-performing partner ecosystem.


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