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Revenue Operations

Inclusive by Design: Making GTM Systems Work for the Whole Team

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What if your GTM systems were actually designed to work for everyone - not just your HQ super users or loudest power players? That’s the question at the heart of this must-watch session featuring Mahak Vedi, Founder of Revology Consulting, and Elle Brunet, Director of Revenue Operations at Snappy Kraken. In a world where 70% of software implementations fail, these two RevOps pros make a compelling case that the root issue isn’t technology - it’s accessibility.

Not accessibility as a checkbox or compliance obligation, but accessibility as a principle of human-centered design. Think multimodal enablement, localized documentation, and workflows that support the way real people work. From time zone constraints to neurodivergent learning styles, they walk through how to stop the rollout madness and start building GTM systems that serve the whole team - not just the top 10%.

Accessibility Isn’t a Side Quest

“We are not short on tools. We’re short on usable, accessible systems.” – Mahak Vedi, Founder at Revology

Let’s start with a definition. When Vedi and Brunet talk about accessibility, they aren’t just referring to screen readers or physical impairments (though those matter too). They’re talking about:

  • Cognitive accessibility: Supporting neurodivergent brains, such as users with ADHD or dyslexia, who struggle with long, dense training materials or require more visual documentation.
  • Linguistic accessibility: Providing enablement and support resources in multiple languages, especially for global teams.
  • Temporal accessibility: Designing workflows that accommodate teams working across four or more time zones—where “hop on a Zoom” isn’t realistic.
  • Learning accessibility: Recognizing that most users are not going to learn everything in one 60-minute live training session—and providing resources that actually match different learning styles.

It’s not about building separate tools for every user persona. It’s about building flexible systems and enablement approaches that scale across variability - without making assumptions that “one size fits all.”

For example, our article How to Create Sales Enablement They’ll Use highlights exactly how enablement should be built into daily workflows, not retrofitted later.

The Human Cost of Failed Rollouts

Revology’s team shared stat after stat to back up their experience:

  • 70% of software implementations fail due to poor user adoption
  • Only 40% of software features are used as intended
  • 60% of software license spend goes unused
  • Employees lose an average of 22 minutes per day searching for information they need to do their jobs

And behind every failed implementation? Friction. Confusion. Shadow spreadsheets. Manual workarounds. Slack threads asking “what’s the link again?” and teams inventing GPTs just to survive.

As Brunet noted, “You see avoidance behaviors, people ticking boxes just to get it done, and none of the reports make sense. That’s not bad behavior - it’s a signal the system isn’t working.”

Real-World Horror Stories (That Might Sound Familiar)

The webinar is peppered with eye-opening examples that most RevOps teams will recognize:

  • A CS platform that took 30 months and four relaunches to implement because the initial build didn’t reflect how teams actually worked.
  • A global team with a large Japanese sales org that begged for over a year to have office hours and documentation in Japanese - and never got it.
  • Sales reps using Gmail and their mobile phones instead of a sequencer because they missed the one training session and didn’t know where to find recordings or install extensions.
  • Teams bouncing between Outreach and Salesloft - not because of preference, but because neither tool was implemented in a way that made sense for users.

Co-Design Over Command and Control

So what’s the fix? It starts with humility and ends with co-design.

“You can’t build for a whiteboard,” said Brunet. “You have to sit with the reps and say: Show me your day. What makes you want to bang your head against the wall? Where do you get stuck?”

From there, you map friction points, interview users at different performance levels and geographies, and build for how people actually behave - not how you wish they would. A few principles that emerged:

  • Build for the 80%: Don’t optimize only for your power users.
  • Interview skeptics: Get input from people who don’t use the tools. That’s where your blind spots are.
  • Forget one-and-done training: Different people learn differently. Build enablement in multiple formats—videos, transcripts, screenshots, click-throughs.
  • Use AI for scale: Revology builds GPTs to generate SOPs and enablement docs from raw notes or recordings. No excuses.

Brunet’s team even built a “one build, many uses” framework: Record a Zoom, slice into short clips, drop into a knowledge base, extract transcripts, and create visual how-tos. One input, multiple outputs, maximum accessibility.

This co-design ethos connects to articles like Measuring the Impact of Enablement, which insists that effective enablement is about building trust and measurable retention - not just rolling out features.

Fix or Replace? Use This Litmus Test

Every RevOps pro has stared down a clunky, broken, barely-used tool and asked: Should we fix this, or rip it out?

Here’s their quick decision framework:

  • Usage: If no one’s using it and no one’s complaining, it’s probably dead. Move on.
  • Root cause: Was the issue technical setup, missing integrations, or failed enablement? If it’s fixable, fix it.
  • Time to value: Will fixing it take longer than a net-new rollout? Choose the faster path to impact.
  • Sponsorship: Was it bought by a now-departed exec? You might not have the internal buy-in to make it work again.

Sometimes, ripping and replacing is the right answer - especially if you can pair it with fresh documentation, internal champions, and training that actually sticks.

Our resource on How to Structure Your RevOps Organization dives into how your internal structure should support these decisions - protecting against falling back into silos

Building Trust Through Small Wins

Accessibility is also a cultural muscle. You build it by listening, solving tiny but meaningful problems, and building trust over time.

“Sometimes it’s a small picklist that’s in the wrong order,” said Vedi. “You fix that, and users start coming to you with bigger requests because they see you care.”

They also shared Revology’s template for identifying accessibility gaps:

  1. Inventory your GTM tools
  2. Map what each tool is supposed to do vs. actual adoption
  3. Interview users across roles, geos and performance bands
  4. Identify friction points, shadow systems and training gaps
  5. Score accessibility across learning modalities, languages and formats

And don’t forget: low performers often have the most revealing feedback - if you can get them to trust you.

As our RevOps Do’s and Don’ts by Company Stage article explains: overly complex CRM setups without adaptive interfaces often lead to tool abandonment - and that complexity grows faster than usage.

From Accessibility to Adoption

Accessibility doesn’t mean slower rollouts or more overhead. In fact, done right, it accelerates adoption and impact. The key is to bake accessibility into your process, not bolt it on after go-live.

Some practical suggestions:

  • Use intake interviews to build change management plans.
  • Launch new tools with internal champions from each team.
  • Tie enablement back to user outcomes—“how this helps you hit your number.”
  • Treat every rollout as a chance to refine, iterate and collect feedback.

And above all: assume good intent. Most users aren’t lazy or resistant. They’re overwhelmed, undertrained and trying their best with the tools they’ve got.

As alluded in When RevOps Doesn’t Own Systems, building influence and clarity over “the why” is as valuable as owning workflows.

Final Thoughts: The People Are the Point

RevOps loves its systems, but as Brunet reminded us:

“The people are what the tech is there to support.”

Before Salesforce, we sold. Before Slack, we communicated. The point of technology isn’t more complexity - it’s enabling better performance across all types of users. Inclusive design isn’t just about empathy - it’s about outcomes.

If you're tired of failed rollouts, shadow processes and tool chaos, take this as your cue to shift your mindset from implementation to inclusion.

Hungry for more RevOps wisdom? Check out our blog for more tactical insights, or join the RevOps Co-op community to connect with over 17,000 operators building better systems - together.

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