2026 State of Revenue Operations in Mid-Market Companies

Original research on how growing companies are structuring their RevOps function, the tools they use, and where they struggle most.

What's inside

We surveyed over 200 mid-market B2B companies to understand how they're building and scaling Revenue Operations. The result is the most detailed benchmark report available on RevOps maturity, team structure, tooling decisions, and the gaps that are costing companies pipeline. Whether you're just getting started or optimizing a mature function, this report gives you the data to make smarter decisions.

Key insights

• How top-performing companies structure their RevOps teams — and how many people they actually need
• The most common HubSpot and CRM configuration mistakes that create pipeline leakage
• Where mid-market companies invest their RevOps budget — and what delivers the highest ROI
• The lifecycle stage definitions and MQL criteria used by companies with the fastest deal velocity
• How aligned vs. misaligned marketing and sales teams compare on revenue growth rates