How to Design RevOps Handoffs Without Commercial Friction

Where does revenue leak between marketing, sales, and delivery?#

Most B2B growth friction does not happen inside a single department—it happens in the seams between them. Marketing celebrates lead volume that sales considers unqualified, while sales closes custom commitments that delivery teams discover only after kickoff.

Without explicit handoff protocols, customers are forced to repeat their context three times before experiencing value, eroding trust in the first thirty days.

What makes a Kaizen stage-exit protocol work in practice?#

In Lunar Crew's Kaizen Lab engagements, every lifecycle transition is governed by binary exit criteria: a prospect does not become sales-qualified until ICP fit and problem trigger are documented, and a deal does not move to onboarding without a signed outcome charter, constraint summary, and named operational owner.

Which RevOps metrics actually improve execution velocity?#

Replace activity-volume scorecards with flow metrics: lead-to-discovery response SLA, stage-to-stage conversion ratio, proposal turnaround time, and time-to-first-customer-value. Auditing these four numbers bi-weekly exposes systemic bottlenecks immediately.