Author: Hoshang Mehta from Airbook
Marketing is crushing their lead goals, but Sales complains those leads are low quality.
Customer Success is scrambling to fix onboarding hiccups.
Finance can’t explain why growth has stalled.
Sound familiar?
This kind of dysfunction isn’t due to lack of effort – it’s due to siloed teams and poor funnel visibility.
When each go-to-market team works in isolation, nobody has a clear, end-to-end view of the revenue engine.
Funnel visibility means having a transparent view into every stage of your revenue funnel – from first touch to closed deal (and beyond) – so you can diagnose bottlenecks, align teams, and drive predictable growth.
For RevOps and Data leaders at B2B SaaS startups, funnel visibility is not a “nice to have” – it’s mission-critical. Companies that excel at Revenue Operations (RevOps) have been shown to increase sales productivity by up to 20% and grow revenue 3× faster than peers.
Why?
Because RevOps breaks down the walls between Marketing, Sales, and Customer Success, uniting them under one strategic framework. Instead of debating whose data is “right,” everyone works off a single source of truth and shared goals.
The result is a smooth, cohesive revenue process where handoffs are seamless and no leads fall through the cracks.
Funnel visibility provides that single source of truth.
It lets you see exactly where deals slow down, which leads need follow-up, and where each team should focus resources.
With clear visibility, you can spot if marketing is generating lots of leads that stall at the demo stage, or if sales is closing deals but customers are churning shortly after. These insights empower you to take action – maybe adjust your Ideal Customer Profile, improve your onboarding, or reallocate budget to a better-performing channel.
In short, funnel visibility shines a light on the blind spots in your revenue engine so you can fix them proactively.
In this e-book, we’ll equip you with a tactical playbook to build and scale funnel visibility as your startup grows from Series A to Series C.
We’ll cover how to structure modern RevOps and Data teams for success, craft a smart tooling strategy (the modern data stack), establish reporting cadences and KPIs that impress boards and investors, and scale your funnel instrumentation with each stage of growth.