Frequently asked questions

An embedded RevOps team owns the revenue operations function inside your company (strategy, systems, and execution) without being on your payroll. At Iceberg, that means a strategic lead setting direction and prioritization, project management keeping work moving, and technical resources implementing in Salesforce and your broader GTM stack. The team works inside your tools (Slack, Asana, or whatever you use), attends relevant meetings, and operates as a functional part of your company rather than an outside vendor receiving tickets.

A fractional RevOps leader gives you senior strategic thinking, but limited execution bandwidth. They can tell you what to build, but typically don't build it. A RevOps agency like Iceberg provides both strategy and execution in a single team. That means you don't need to manage the gap between someone setting direction and someone implementing it. For companies that need to move fast without hiring a full team, the embedded agency model typically closes ground faster than a fractional hire.

We do Salesforce implementations… and so much more. Traditional Salesforce consultancies are strong at bounded technical implementation. They work best when you hand them a scoped project with defined requirements. Iceberg works differently: we come in with a point of view, diagnose the root cause of operational problems, and own the prioritization and sequencing of what gets fixed and when. If your plan has problems, we'll tell you before we build it. We also stay embedded across the full engagement rather than handing off something that feels half-done.

No, and the question is bigger than your CRM anyway. Salesforce sits at the center of a lot of our work, but RevOps lives across your whole stack. We work in Salesforce and HubSpot, marketing automation like Marketo, routing and scheduling tools like ChiliPiper and LeanData, data enrichment tools like Clay, conversation intelligence like Gong, workflow automation like Zapier, customer success platforms like Zendesk, email automation like Mailchimp, and plenty more. We also handle migrations between platforms when you've outgrown one. The operating model is the point, not any single tool underneath it.

It's a bit like asking “how long is a piece of string?” Iceberg is fully customizable to client needs and goals. Engagements start around $10k per month and scale based on your needs. There are no SOWs and no per-project pricing. Most clients find it's comparable to or less than the fully-loaded cost of a single RevOps hire, without the search timeline or the single point of failure.

Iceberg is designed to work alongside internal ops resources. In most engagements, the internal person gains both leverage and bandwidth. Tell us what your team's strengths are and we'll focus on the rest. When the engagement winds down, the internal team is better equipped: documented systems, established processes, and direct experience working inside a fully-functioning RevOps operating model.

Iceberg's clients are most commonly in B2B SaaS, AI/ML SaaS, FinTech, Digital Health, and Cybersecurity, but we work across all types of industries. The relevant filter isn't headcount or funding stage, it's whether operational complexity has outrun internal capacity, and whether there's budget to support an embedded team engagement.

The initial commitment is only a few months, but our average engagement lasts well over a year. We build trust by fixing the foundation, establishing a strong operating model, and documenting what the internal team needs to run it. Most clients tend to trust us with more work because we're a cost effective alternative to replacing with a full in-house team.

Yes, and with a specific point of view. AI implementation in RevOps is a strategic question before it's a technical one. Iceberg helps companies determine where AI actually belongs in their revenue system (forecasting, lead scoring, routing, automated reporting), then implements it on top of a functioning operational foundation. Implementing AI on top of broken data or broken processes doesn't work, so we typically establish the operating model first, then layer in AI where it will compound results rather than create new problems.

The first call is 30 minutes with our founder (not an SDR): a quick intro, some discovery, and your questions. We tell you what we actually think, including when the honest answer is that you don't need us yet or someone else is a better match. If it makes sense to keep going, the second call maps out a first phase of work so we're aligned on priorities before anyone commits. No canned pitch.

Quickly, which is usually the whole point of calling us. We cap how many clients we onboard each month so each one gets real attention, so your start date lands somewhere between tomorrow and 30 days out. Either way, it's far faster than hiring. From there, we start on the quick wins you can feel right away while we assess the system underneath, because we don't build complex workflows before we understand your data, tools, processes, and people. By the end of the first month you'll feel a difference and have a prioritized plan for what we're fixing and in what order.

Iceberg gives you a dedicated pod, not a rotating cast and not a ticket queue. Every engagement includes a strategic lead, project management, and technical execution. That team is US-based and stays with your account, so you're not re-explaining your business every few weeks. We cap each team at three clients, so you get real attention rather than whatever's left over.

We find our most successful clients get out of it what they put in. Iceberg works as an embedded part of your team, not a vendor you toss work to and check on later. But that only works if we're genuinely in it with you. At a minimum, expect weekly working meetings, a monthly business update, and a quarterly strategic review. It's the cadence that keeps what we build aligned with where you're actually trying to go.

We define it with you, based on your goals and where you're starting from, because no two engagements measure success the same way. If we're your first real operations hire, success might simply be that you can finally measure your sales and marketing team's performance, or see your revenue funnel clearly. If you're further along and we're supplementing an existing RevOps team, it might be hitting a specific timeline or moving a number like lead conversion rate. We agree on the target up front so we're all focused on the same outcome.

We take this seriously, because the companies we work with in FinTech, Digital Health, and Cybersecurity can't afford a partner who doesn't. Every engagement runs under a mutual NDA, and access to your systems and data is governed by a strict internal security policy that covers how we connect, how we handle your data, and how it's stored. Every person on our team is certified on that data process.

You keep everything. Every architecture decision, workflow, and process is documented as we go, and we train your team to run the operating model without us. When it's time to wind down, we do it formally: we train your replacements, finish the documentation, and hand off any open projects, usually over 30 to 60 days depending on the scope of the engagement. Most clients stay well past the initial commitment because the work keeps earning its place, but the test we build toward is simple: if Iceberg disappeared tomorrow, your team could still operate.