Fractional RevOps Services for B2B SaaS Companies

Fractional RevOps services typically cost $5,000-$8,500 per month for B2B SaaS companies. On The Fly Ops offers three packages: RevOps Blueprint ($6,500 one-time), Ops Engine ($8,500/month for 3-6 months), and Fractional RevOps ($5,000/month ongoing with 20-25 hours/month).

A fractional RevOps consultant costs $5,000-$10,000/month vs. $150,000-$250,000+ annually for a full-time RevOps Director. Fractional services provide senior-level expertise with faster ramp time, flexible scaling, and no recruiting costs. Most clients see measurable improvements within 90 days.

Engagements typically last 3-6 months depending on scope. Our RevOps Blueprint is 2-3 weeks, Ops Engine is 3-6 months, and Fractional RevOps is ongoing with monthly flexibility. Clients typically see 25-30% improvement in data quality within 30 days and 95%+ CRM adoption within 60 days.

Most B2B SaaS companies find RevOps critical in the $5M–$50M ARR range, typically after Series A when sales teams grow beyond 5 reps. Common triggers: forecast accuracy below 80%, CRM adoption below 70%, GTM teams pointing fingers at each other, or board questioning your pipeline numbers. Fractional RevOps is ideal immediately after Series A—you get strategic guidance without $200K+ salary commitment. Full-time makes sense once you exceed $50M ARR or need 40+ hours/week hands-on execution.

🚩 Red flags: 91% of CRM data is typically incomplete, outdated, or duplicated. Signs you need help: reps spending 10–12% of their week cleaning data manually, leadership spending 5+ hours/week reconciling deals across spreadsheets/Slack/email, forecast misses exceeding ±10%, or your 'Commit' pipeline stage full of ghost deals with no activity logged in 30+ days. Most clients we audit have 25–30% of records identified as duplicate/invalid.

Clean stale opportunities (flag deals with no activity in 30+ days), standardize pipeline stage definitions across teams, and implement validation rules. Most organizations see 10–15% forecast accuracy improvement within 30 days just from these three steps. We've helped clients jump from 39% to 71% accuracy in 90 days via pipeline audits, automated hygiene bots, and real-time dashboards.

• For early-stage startups (<$5M ARR, still proving PMF/ICP): Consider modern all-in-one CRMs like Attio or folk. These platforms combine your CRM, enrichment, and outreach in one place—no need to stitch together HubSpot + Apollo + Clay + Outreach. They're built for speed and simplicity when you're iterating fast on messaging and ICP. Perfect if you're a 2–10 person team that needs to move quickly without a dedicated ops person.
• For growth-stage companies ($5M–$20M ARR, repeatable motion): HubSpot wins for ease of use, all-in-one marketing + sales + service, and lean teams that don't want to manage complex integrations. You get CRM, email sequences, landing pages, and basic reporting without needing a full-time admin.
• For enterprise or complex sales ($50M+ ARR, multi-product, long cycles): Salesforce wins for deep customization, advanced automation, and scale. You'll need a dedicated CRM admin, but you get unlimited flexibility for territory management, custom objects, complex workflows, and enterprise integrations.
• The hybrid approach (mid-market, $20M–$50M ARR): Many companies run dual-stack—Marketing in HubSpot (easier for demand gen teams), Sales in Salesforce (more powerful for complex pipelines), integrated via native connector or Workato. This works if you have the budget and at least one ops person to manage the sync.
  
  Bottom line: If you're pre-$5M and still figuring out your GTM motion, start with Attio or folk to stay nimble. Once you have a repeatable sales process and 10+ reps, graduate to HubSpot (simpler) or Salesforce (more powerful). On The Fly Ops is certified in HubSpot and Salesforce and can help you architect the right setup—or migrate when you outgrow your first CRM.