AMA: Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Revenue Ops KPIs
January 31 @ 10:00AM PST
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Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Revenue Ops KPIs
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
First and foremost, whatever the OKRs you choose need to check two basic principles in my opinion: 1.Alignment with Business Objectives: Each OKR has to be directly tied to the broader goals of the organisation, ensuring that the efforts in RevOps contribute tangibly to the company's overall suc......Read More
599 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
An often-overlooked but crucial KPI for Revenue Operations teams is Customer Success and Engagement Metrics, particularly post-sale. While many RevOps teams are adept at tracking pre-sales metrics like pipeline velocity, lead conversion rates, and sales cycle length, there's a tendency to overloo......Read More
399 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
Determining the right metrics for Revenue Operations (RevOps) accountability cannot be seen as just a routine task; it's should be a foundational process that can significantly influence the success of the RevOps team and, by extension, the entire organisation. This answer is detailed because get......Read More
375 Views
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What advice would you give to someone tasked with establishing revenue operations function in an existing business structure?
I’m the first revenue operations hire in my company.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
Establishing a Revenue Operations function in an existing business structure, especially as the first hire in this area, is a significant undertaking, as it would involve not just setting up processes and systems, but also fostering a culture of collaboration and strategic thinking. On the other ......Read More
383 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
When it comes to selecting KPIs, one of the biggest traps teams can fall into is committing to metrics that fail to pass the crucial "so what" test, don't drive specific actions, or are too vague and not SMART (Specific, Measurable, Achievable, Relevant, Time-bound). These types of KPIs can lead ......Read More
569 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
When selecting KPIs for Revenue Operations (RevOps), it’s essential to pass each potential metric through the “so what” test, ensuring it aligns with our organisational goals and drives actionable outcomes. One KPI that often sparks debate is pipeline size and while some might find my stance on t......Read More
386 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
Entering a new market is inherently uncertain, but I think that by combining a thorough market research, a flexible and iterative approach, local insights, and collaborative goal-setting, you can establish realistic and informed KPIs. Regular reviews and adjustments based on actual performance an......Read More
391 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • January 31
In my perspective, Rev Ops is an overarching framework that covers the entire sales cycle, encompassing everything from lead generation to customer retention and expansion. Within this framework, Demand Generation is a critical component, specifically focused on the top of the funnel activities. ......Read More
349 Views
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