AMA: HubSpot Director, Sales Strategy & Operations (APAC), Azim Mitha on Stakeholder Management

The RevOps team is structured to operate as a strategic function to bridge the gap between sales, marketing and customer success teams. Within APAC, the RevOps team is structured by various countries within which HubSpot operates (for eg, there is a RevOps team for Japan), to build relevant expertise & in-depth knowledge of the micro & macro drivers of each country to drive impact. This APAC RevOps team structure follows the same structure as how other teams in APAC are structured. Under ...Read More

Alignment of internal stakeholders for a specific project/initiative is important to ensure that everyone is working towards the same objectives & goals.  Here are a few ways I drive stakeholder alignment: Define what are you solving for (ie. what are the goals & objectives of a specific initiative). Ensure that your stakeholders understand the goals & objectives, and what success looks like. Identify the role of each stakeholder in the project/initiative, and align on the roles &amp ...Read More

Improving a historically tense relationship between functions requires a deliberate effort and a willingness to work collaboratively towards a common goal.  The first item that I like to spend time on is understanding the root causes of the tense relationship (which could have stemmed from miscommunication, conflict of goals/objectives, lack of trust etc).  Once there is clarity on the root causes, here are some things I think about in rebuilding the relationship: Have open and honest communicat ...Read More

To build effective relationships (and partnerships), I am a huge believer in a framework called the "Trust Equation". The Trust Equation outlines the elements that contribute to building trust in a relationship. The Trust Equation framework is: Trust = (Credibility + Reliability + Intimacy) / Self-orientation Credibility + Reliability + Intimacy ==> Increases trust Self-orientation ==> Reduces trust The above items mean the following: Credibility is the perception of competence, expertise, ...Read More