Podcast
March 7, 2025
Episode 31: Do Business Systems Belong in RevOps?
In this episode of RevOpsAF, we dive into the spiciest debate in revenue operations—should RevOps own business systems, or should IT take the wheel?
Welcome to another episode of RevOpsAF, the podcast for revenue operators looking to level up their careers. In this episode, co-host Camela Thompson sits down with Erick Mahle, VP of Revenue Operations and Digital Transformation at Lendz Financial. With over a decade of experience in Salesforce consulting, CRM leadership, and revenue operations, Erick shares his insights on one of the hottest topics in RevOps: Should business systems be owned by RevOps?
RevOps roles continue to evolve, and companies define responsibilities differently based on company size, industry, and even geography. Erick and Camela dive into the nuances of business systems ownership, data governance, and how RevOps should partner with IT to ensure scalable operations.
The question of whether RevOps should own business systems depends on multiple factors, including company size and structure.
"When you're a small company, everyone wears multiple hats, and it makes sense for business systems to sit under RevOps. But as you scale, you have to be careful not to dilute the function." – Erick Mahle
In early-stage startups, RevOps often handles CRM administration, marketing automation, and analytics, making business systems a natural fit. However, as companies scale, the complexity increases, leading to debates on whether IT should take ownership of business systems to ensure compliance, security, and stability.
One of the biggest arguments for keeping business systems under IT is data governance and compliance—especially as companies prepare for IPO readiness or SOX compliance. Erick acknowledges this reality but offers a counterpoint.
"How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?" – Erick Mahle
RevOps teams that manage business systems have a direct line of sight into data accuracy, reporting structures, and GTM efficiency. However, this also requires a strong framework for data access rules, audit trails, and compliance alignment with IT.
Looking for more on data governance in RevOps? Check out this RevOps Co-op blog post on building a scalable data strategy in your first 90 days on the job.
The tension between RevOps and IT often boils down to operational priorities vs. system stability. IT focuses on long-term infrastructure and security, while RevOps needs agility to adapt to go-to-market (GTM) changes. This can lead to frustration when RevOps submits system requests that IT deems low priority.
Erick offers practical advice on making this relationship work:
A major theme of the conversation is RevOps acting as the bridge between IT and revenue teams.
"RevOps is supposed to unify departments, yet we see so much resistance when it comes to working with IT. Instead of becoming a system admin team, RevOps should focus on ensuring business processes and technology are aligned." – Erick Mahle
By having RevOps involved in system decisions, companies can:
For more insights, check out RevOps Co-op’s take on evaluating CRMs.
As RevOps continues to evolve, so does the debate over business systems ownership. While some companies see RevOps as the natural owner of CRM and automation platforms, others push for IT-led governance.
Want to weigh in? Join the live debate at RevOpsAF 2025 in New Orleans!
Looking for more great RevOps content? Check out the RevOps Co-op blog, join the RevOps Co-op community to connect with other revenue operators tackling the same challenges, and subscribe to our YouTube channel for more insights. 🚀
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