AMA: Knowledge Vortex Salesforce Functional Analyst, Bridget Hudacs on Finance / Revenue Ops Alignment
December 3 @ 9:00AM PT
View AMA Answers
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.
Knowledge Vortex Salesforce Functional Analyst • 1y
To help Finance understand the role of SDRs, you need to explain the role in a way that demonstrates anticipated cost savings and ROI based on work distribution, comp pla...
501 Views
2 requests
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).
Knowledge Vortex Salesforce Functional Analyst • 1y
If you are doing an experiment, then you should have a hypothesis that you are testing.To justify budget for this experiment, you need to share your hypothesis and test m...
544 Views
2 requests
Knowledge Vortex Salesforce Functional Analyst • 1y
In my experience, Finance requesting the additional work of monitoring Sales is more indicative of a need for understanding than control. Look into the root cause(s) of...
825 Views
2 requests
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.
Knowledge Vortex Salesforce Functional Analyst • 1y
To improve pipeline accuracy, I first look at the process related to sales forecasting: How much of the process is (or can be) assigned to objective activities (ie contr...
578 Views
2 requests
Knowledge Vortex Salesforce Functional Analyst • 1y
Show them the money:What are current expenses with your existing tech stack?What are the issues with the current tech stack? How do those issues impact the bottom line? (...
540 Views
2 requests
Knowledge Vortex Salesforce Functional Analyst • 1y
The benefit of a deal desk is having a team focused on formalizing custom agreements with customers that are outside of standard discounting. Ideally, these deal desk dea...
534 Views
1 request