Tyler Will

AMA: Intercom VP, Sales Operations, Tyler Will on Revenue Strategy Execution

April 2 @ 10:00AM PST
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Intercom VP, Sales Operations, Tyler Will on Revenue Strategy Execution
Top Questions
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.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
I don't think there is a hard rule for how long an implementation should take to launch a new revenue strategy, and each company and the degree of change will influence this significantly. I wrote a longer answer to a similar question about deciding what to do first (see "How do I decide which ta...Read More
432 Views
2 requests
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?
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
Like most RevOps teams, we look at a wide array of metrics that help us understand performance in various parts of the business. It's crucial to look at both short term and long term metrics, so I don't think it's bad to be concerned about the short-term, especially in a highly dynamic environmen...Read More
419 Views
1 request
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
In this case of having a new leader want a different tech stack and strategy, I would stop or severely slow down the execution of your strategy until you can get on the same page as the new leader. Continuing on a path they have not bought into is not going to end well, especially since they seem...Read More
430 Views
1 request
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.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
Getting any senior leader on board is critical for any change, whether marketing automation or anything else we do in RevOps. Whenever we are dealing with larger initiatives, I like to use a decision-making framework (I prefer RAPID but RACI/DACI and others work as well). In most cases, for the ...Read More
426 Views
2 requests
What are some ways I can leverage partnerships and community sponsorships without a huge budget?
I made a short list of communities and micro influencers that I planned to explore but I just got word that the budget has been drastically cut.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
Even with a budget cut, you should be able to find ways to leverage partnerships and community. You noted that you have a short list already so I would spend time prioritizing those efforts with the constraint of your new smaller budget. Which ones likely produce the most uplift for you? How much...Read More
394 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.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
There are a few different angles I would consider when evaluating what to implement first for your revenue engine. First you should understand the dependencies each of the tactical elements you have designed for your strategy. It probably does not make sense to implement something first that won...Read More
436 Views
1 request
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
For your project to overhaul the handling of all inbound leads, I would think through all the different aspects of the change that might cause pain. That would let you develop a plan to mitigate the pain for sales and marketing. There are a few questions in the AMA about sequencing and timing of ...Read More
406 Views
1 request
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.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
I think the question behind this question is how to get the sales team to have good CRM hygiene so that your dashboard will be accurate and updated vs. how to build an accurate dashboard. CRM hygiene, of course, is the thing that keeps half the people reading this AMA up a night. There are a few...Read More
405 Views
1 request
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
This is as much about company culture as anything. At Intercom, we would have a Coda page because that is our main tool for documenting and sharing work like a data dictionary. There's nothing wrong with a Word doc or Excel file if that is something people will consistently rely on for this. Your...Read More
445 Views
2 requests
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.
Tyler Will
Tyler Will
Intercom VP, Sales OperationsApril 2
This is a good question and I hope other people can comment and provide their perspectives as well. I think defining and quantifying success metrics for RevOps is challenging. We're surrounded by probably the most quantifiable parts of a business - sales quota attainment and revenue generation, m...Read More
594 Views
2 requests