AMA: Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Revenue Strategy Execution
April 18 @ 10:00AM PST
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Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Revenue Strategy Execution
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
For me, the indispensable tool I rely on is a robust Customer Relationship Management (CRM) system. This centralises customer data, streamlines processes, and enhances collaboration across sales, marketing, and customer success teams. That's the absolute foundation for any tech stack and it shoul......Read More
355 Views
1 request
How do I decide which tactical piece to implement first in our strategy for revenue engine?
I have developed our first company strategy for our revenue engine and I have buy-in at the exec level.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
Choosing the first tactical piece of your revenue engine strategy to implement first is a pivotal decision, as it directly influences other initiatives in the pipeline. This is because executive buy-in signals a green light and therefore supports some other projects that hang in the balance. To c......Read More
333 Views
2 requests
What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?
I was thinking of creating this as a word doc and sharing.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
The best way of creating a data dictionary is to store it in a shared, accessible document, or on a database. Every item in the dictionary should be comprised of its name, definition, source and how it is used. Google Sheets, Smartsheets, Confluence and a dedicated metadata management platform ar......Read More
347 Views
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Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
In this situation, it is important to bring people together and avoid friction, so harmony prevails :) If I was in your situation, I would start with arranging a meeting with the new sales leader to ask what his/her thoughts are on change and why he/she feels these changes must come about. Prese......Read More
349 Views
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How do I get my marketing leader on board if automation is key to my strategy?
My marketing leader was on board with my strategy and helped me craft it but now that I have started creating process flows in the MAP they are saying they want to own any process changes and decide when they will be implemented.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
This is classic in any company and a very common situation any RevOps leader would need to face regularly, not only with marketing but with every other stakeholder in the company. In this particular case, and to ensure that your marketing leader (or any other stakeholder) will support and help a......Read More
369 Views
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How long is appropriate to plan for the initial implementation of the revenue strategy?
The C Suite wants an estimation and I am not sure where to target.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
Building an estimate of the time it would take to implement a revenue strategy is indeed the million dollar question. To be honest, I also often ask my team the same thing. Here’s how we established some estimates: Break the identification and implementation of the strategy into a few phases: ......Read More
372 Views
2 requests
How do I ensure that the revenue dashboard is accurate and updated in a timely manner?
I am working on our first revenue dashboard and I want it to be as accurate as possible. I am building it in Salesforce and using the opportunity stages as percentage indicators towards closed won. This is a new process and I am finding that the sales team is not updating the stages in a timely manner which is impacting the dashboard.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
The accuracy and timely updating of your revenue dashboard within Salesforce are largely dependent on the quality of your data input. In light of the above, here is a brief strategy to help alleviate the challenge of the updates from your sales team positioning the use of opportunity stages as pe......Read More
370 Views
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What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
To analyze the long-term health of a concern, it is important to measure immediately testable performance criteria together with indicators that shed light on future sustainability and growth. In focus of long-term metrics, here are the key that I attach greatest import to: * Customer Lifetime......Read More
356 Views
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How do revops leaders quantify the metrics of success? What does a good year look like according to you?
My company, Sonar, works with revops teams to make salesforce the most effective tool it can be to streamline GTM ops. As a salesperson, sometimes I find it hard to quantify the benefits of my product. I look forward to hearing how a revops leader quantifies the value of a tool that saves your team time on scoping, cleaning tech debt, having a comprehensive data dictionary, and fixing breaks much faster.
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • April 19
Quantifying RevOps leaders’ success criteria consists of setting clear, measurable results that directly connect operational improvements back to tangible business outcomes. here are some key metrics you can potentially address when talking to Rev Ops leaders about your products, and bear with me......Read More
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