AMA: Paycor VP, Customer Experience Operations, Brian Vass on Technology Management

Great question! The best RevOps teams remain innovative and are always looking to improve. Here are a few ideas to build a culture of continuous improvement: Make innovation / continuous improvement part of your RevOps team's core values. Talk about it in team meetings, performance reviews, etc. Recognize and reward innovators on your team. Allow your team to carve out time for innovation. Encourage them to research new technology, try new things, create "skunk works" projects. Encourage continu ...Read More

Great question! And very relevant given the pace of innovation with sales/marketing technology today. I'm a firm believer in piloting new technology in a small, controlled group. It's important to define your success metrics (KPIs, adoption rate, etc) to determine if the pilot is successful. If successful, you can rollout to the broader audience in waves with comprehensive training and support channels. Zoom channels work well for quick questions. Once an application is deployed, you'll want to ...Read More

Real-time analytics can turn your RevOps team into a proactive, value-driven asset to the business. Here are a few examples of how we leverage real-time data: Automated alerts when real-time data rules are triggered. Examples: new hot MQL, negative sentiment from a Gong call, deal pushes, etc. These allow sellers and leaders to take action now vs waiting until the end of the month or quarter. Unifying data from multiple sources. Use Snowflake (or similar) to combine data from CRM, marketing auto ...Read More

Ensuring business continuity isn't just an IT problem -- it's also a must-have for a modern RevOps team. Here are a few ideas on how to prepare: Have a plan! Identify the critical systems and map out who is responsible for what in the event of an outage, define communication protocols, and document contacts at your vendors. Choose vendors that have strong SLAs, data encryption, and regular backups. (Salesforce and Hubspot, for example). Be transparent and communicate frequent updates during an o ...Read More

Keeping data clean and compliant is the backbone of any high-functioning RevOps org. Without clean data, users won't adopt the tools, and you won't see the ROI from your programs. Here are a few examples to keep data clean and compliant: Schedule automated jobs that run daily and look for duplicate accounts and contacts, populate industry data, and populate account targeting scores. DemandTools from Validity does a great job at this. Leverage technology, like ZoomInfo, to source new account/cont ...Read More

There is a lot of opportunity to leverage AI across your Revenue Operations tech stack. In fact, just about every application boasts some type of AI functionality these days. Here are a few examples that have worked well: Gong is leveraged across sales, customer implementation, and customer success. It's been successful in summarizing conversations, identifying next steps, identifying positive and negative sentiment, and ensuring we deliver consistent messages to our prospects and clients. It's ...Read More