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Sowmya Srinivasan

AMA: HubSpot Vice President of Revenue Operations, Sowmya Srinivasan on Revenue Strategy Execution

May 1, 2024 @ 10:00AM PT

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  1. 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.

    Sowmya Srinivasan
    Sowmya Srinivasan

    HubSpot Vice President of Revenue Operations • 2y

    There's no one-size-fits-all answer. I will tweak my answer to how I would approach making an informed and a strategic decision to kickstart a revenue engine implementation/ optimization journey. Some basic considerations- Company Stage: Are you a startup, a high-growth company, or an established enterprise? Different solutions and business needs based on each stage. Industry: Customers buying behavior, sales and renew cycles are also influenced by specific industries. Factor it in if you cater ...Read More

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  2. 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.

    Sowmya Srinivasan
    Sowmya Srinivasan

    HubSpot Vice President of Revenue Operations • 2y

    When we think about keeping  Revenue dashboards accurate and updated, there are 5 things to consider-  Data source Automation: Think integration & pipelines to regularly pull & refresh. Eliminate manual updates.  Imagine your dashboard as a self-driving car. You set the destination (metrics you want to track), and it pulls information from your CRM, finance systems, website, traffic etc. (like GPS) to update itself regularly. This eliminates the need for  manual data entry, reduces possi ...Read More

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  3. 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.

    Sowmya Srinivasan
    Sowmya Srinivasan

    HubSpot Vice President of Revenue Operations • 2y

    I will tweak my answer to make it more generic “How do get buy-in on automation strategy from a business leader”. It is very important to help stakeholders understand that automation does not mean elimination , automation could also mean augmentation or in many cases, give back time to do higher value work. Ensuring that your business leader understands this is your first win. So how do we do it?  Speak their language: Every business leader in the current market wants results. So, focus on resul ...Read More

    1,047 Views
    1 request

  4. 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.

    Sowmya Srinivasan
    Sowmya Srinivasan

    HubSpot Vice President of Revenue Operations • 2y

    I will start off by saying that there is not a one size fits all approach to the implementation of a revenue execution strategy. The plan is dependent on the scope of the plan/program and the potential revenue impact coupled with urgency. My general rule of thumb is that a 1-3 month timeline is a reasonable approach. Factors Influencing planning for initial implementation -  Complexity: Needless to say, Complex initiatives require a different approach to launch as compared to straightforward one ...Read More

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  5. 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.

    Sowmya Srinivasan
    Sowmya Srinivasan

    HubSpot Vice President of Revenue Operations • 2y

    I will detail my answer around as a revenue operations leader, how do I identify the set of KPI’s and metrics to measure success? How do we know if we are trending in the right direction or a course correction is needed and how do I know if me and my teams have delivered what the organization needs from a revenue operations organization?  First step, make sure that you as a RevOps leader do not operate in a vacuum. Some key considerations to identify the KPIs and metrics: Company Goals: Align me ...Read More

    1,509 Views
    1 request