Highlights
- Revenue Operations (RevOps) helps businesses accelerate organic growth by connecting sales, marketing, finance and customer management, creating a systematic and repeatable approach to revenue generation.
- Infront is strengthening its commercial capabilities to support its next phase of growth, working with Inflexion to establish a RevOps function that improves forecasting, sales performance, customer retention and visibility across the revenue cycle.
- Data-driven decision-making and AI are central to scaling commercial performance, helping Infront identify high-value opportunities, optimise resource allocation and systematically monetise investment in new products and marketing.
Ambitious targets and talented salespeople aren’t enough to accelerate organic growth. Companies also need a more systematic, predictable way of generating revenue.
Businesses pursuing ambitious growth need to understand how revenue is generated, and how to repeat it. All too often, commercial performance depends on individual salespeople, while fragmented data and disconnected functions make it hard to see what’s working, where the opportunities are and how to allocate resources.
Revenue Operations (RevOps) brings together commercial data, processes and performance management to give greater visibility and predictability across the revenue cycle.
“A business built for growth needs RevOps,” states David Bower, Chief Revenue Officer at Inflexion-backed Infront. He continues, “it is about making revenue generation less dependent on individual intuition and more grounded in evidence. It gives management teams the insight to identify what works, replicate success and direct resources towards the greatest opportunities.”
David’s view of RevOps comes from earlier experience leading commercial organisations without a dedicated function, where financial planning, sales operations, marketing and customer service each produced useful information but worked and reported separately.
Infront provides financial data, trading infrastructure and portfolio management software to financial institutions across Europe. With ambitions to accelerate organic growth, the business is investing in the commercial capabilities needed to support its next phase of development.
What changes when a company moves to a systematic approach to revenue generation?
David: Revenue generation is more formulaic than people think. It comes from specific, repeatable activities, but without RevOps those can stay hidden or be visible only to a few individuals. RevOps makes them visible and measurable, so you can scale what works beyond the pockets of high performance.
How did Inflexion support the development of RevOps at Infront?
David: I joined Infront as it entered its next phase of growth, with a refreshed strategy and significant investment in organic growth to realise new market opportunities.
Inflexion and I shared the view that Infront needed RevOps, and Inflexion introduced specialist partners who could help set up the function. We needed to move quickly, so we brought in fractional RevOps support to build capability straight away. We then hired a permanent Head of RevOps, who became the first employee of Infront’s new Centre of Excellence in Madrid.
What were the priorities of the first 100 days with fractional?
David: The first job was getting sales and account management working properly: the right incentives, and a regular forecasting cadence to bring discipline and improve accuracy. We also mapped the journey from lead to booking to revenue, separating new business from expansion. That matters to finance, because it shows when bookings will turn into recognised revenue.
The aim was insight the whole business could use, not just better board reporting. So alongside optimising our CRM and choosing agentic AI tools, we focused on customer retention and revenue protection. We introduced account health reporting, early-warning indicators and quarterly business reviews to catch problems before customers leave.
Where will RevOps make the greatest contribution to Infront's growth?
David: RevOps will show us where performance is high, where it’s low and why. That lets us focus sales coverage on the markets with the most potential and manage performance more effectively. It will also help us get a return on our investment in new products and understand what marketing contributes to growth, as we put more into brand, engagement and customer acquisition.
AI will be increasingly important in supporting these activities.
