AMA: Intercom VP, Sales Operations, Tyler Will on Finance / Revenue Ops Alignment
July 31 @ 9:00AM PT
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Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
The benefit of deal desk involving sales, finance, and legal is that you should significantly improve the commercial terms and deal structure of your deals compared to le...
500 Views
1 request
How do you get finance to allocate budget to programs that we haven’t proven out yet, but are experimental?
We recently brought on a CFO and they are asking us to add timelines for ROI to many of the programs that have not yet begun (like influence marketing).
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
There are a few "how do I get money out of finance" questions in this AMA so I'll repeat the relevant parts each time, and try to add specific context where it seems addi...
458 Views
1 request
How do you help finance understand the role of SDR’s, and include them in structuring territories and OTE’s?
We are getting ready to hire our first few SDRs to support our sales team of 2 AEs. The AE’s divide their territories roughly down the middle of the US map.
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
The SDR model at this point is solidly established, at least at most technology companies that I know. You should be able to quickly explain the hypothesis for why adding...
445 Views
1 request
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
There are a few "how do I get money out of finance" questions in this AMA so I'll repeat the relevant parts each time, and try to add specific context where it seems addi...
466 Views
1 request
How do we get finance to consult with us before cutting budget from customer success and marketing?
Our finance team substantially cut the budget without our input.
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
This can be a tough situation for you and for finance, and how this works will vary by company and situation. First, I would be empathetic to the finance team driving bud...
521 Views
1 request
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
In this situation, RevOps should play the bridge role between Sales and Finance. More than any other function in your company, you can explain both sides of the situation...
480 Views
1 request
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
There are a few "how do I get money out of finance" questions in this AMA so I'll repeat the relevant parts each time, and try to add specific context where it seems addi...
429 Views
1 request
Where is the best place to start improving the accuracy of pipeline and forecasting reports (currently off by at least 20% each quarter)?
We use Salesforce and currently base reports on opp stages.
Intercom VP, Revenue Operations | Formerly LinkedIn • 8mo
I would start with a diagnostic of why the pipeline and forecast accuracy are so far off. From that, you can identify improvements to make in your process. This likely re...
443 Views
2 requests