AMA: DocuSign Director, Sales Strategy & Operations, Dhwani Dalal on Stakeholder Management

Understand Perspectives: Taking the time to understand the concerns and expertise of the other teams involved and why there are differing takes on ownership Collaborative Discussion: Initiate an open and collaborative discussion to explore different viewpoints and potential solutions to identify where teams can collaborate or own different pieces Alignment on Goals: This is where OKRs can help - focusing on shared goals and outcomes to determine how the decision aligns with organizational object ...Read More

There are multiple ways to structure rev ops teams, the ones I've found to be the most successful capture the GTM funnel end-to-end which helps bridge silos, and builds a cohesive Ops function. A rev ops team with Ops across CS, Sales, Marketing, Partner Ops, BA Design within one function helps capture different moving pieces across the GTM funnel. While each GTM function has a hyper focused area (territory, demand gen, retention etc.) a holistic rev ops structure helps remove friction, causes l ...Read More

This is an age old adage - more often than not, Rev Ops & Demand Gen teams tend to have friction. I think the root of the cause usually stems from a handful different items Data Standardization - Most ops and demand gen teams view the same data differently, and have different sources of truth for how they report on KPIs. Promoting data standardization practices within the demand generation/ops teams helps create a common starting point. Encouraging the use of standardized data formats, namin ...Read More

Building successful partnerships requires collaborative approach. A few things I always consider: Understand the Functions: Gaining a deeper understanding of each function and their respective goals, challenges, and priorities. This knowledge helps identify areas of alignment and collaboration. Foster open communication - Establish open lines of communication with stakeholders from different functions. Engaging stakeholders cross functionally, collaborating on projects, and knowledge sharing ses ...Read More

Rev Ops is one function where one person can typically do a ton! Its hard when the role isn't clearly defined and you spend time on different initiatives. A few ways I measure success: Results-Oriented Approach: I gauge success by assessing the tangible outcomes and results achieved in any of my roles. This includes meeting or exceeding goals, accomplishing project milestones, and driving positive impact for my team. Openness to Feedback & Learning: I value feedback as a crucial tool for gro ...Read More

Remote and hybrid work environments have changed how we would typically engage with different teams. Driving alignment cross-functionally while remote requires intentional effort and strategies to make sure teams can work cohesively. Couple strategies include: Establish clear goals and expectations: Define shared goals, expectations for how cross functional partners can work together. Schedule check-ins to make sure teammates understand how their goals contribute to the overall success of the te ...Read More