AMA: Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Finance / Revenue Ops Alignment
October 17 @ 10:00AM PT
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How do you help finance understand the role of SDR’s, and include them in structuring territories and OTE’s?
We are getting ready to hire our first few SDRs to support our sales team of 2 AEs. The AE’s divide their territories roughly down the middle of the US map.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
These are few elements I would take into account to o enable our finance teams to understand what SDRs represent and have them play a role in structuring territories &...
752 Views
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How do you get finance to allocate budget to programs that we haven’t proven out yet, but are experimental?
We recently brought on a CFO and they are asking us to add timelines for ROI to many of the programs that have not yet begun (like influence marketing).
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
How I go about getting budget for these experimental programs really comes down to the CFOs style. If they are risk averse and very data-oriented, I will: - View From Oth...
894 Views
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Where is the best place to start improving the accuracy of pipeline and forecasting reports (currently off by at least 20% each quarter)?
We use Salesforce and currently base reports on opp stages.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
If your pipeline and forecasting reports are only out by 20% each quarter better here is my advice on how to give them surgery:- MEDDPICC for Qualification Rollout: This ...
818 Views
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Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
To rationalize with a cost centric finance team is slightly challenging, but let me give it a try: – List the Advantages: Define how exactly integrating these SaaS tools ...
801 Views
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Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
How I build a case for more finance resources to support our revenue engine- Connect the Dots: Showed how increasing finance support would lead to more revenue. With more...
826 Views
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Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
Why It's Great:All parties work together on the front end which alows for issues to be identified early and deals close properly.Faster Approvals: With buy-in from all pa...
836 Views
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