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What’s the benefit of having a deal desk that involves sales / finance / legal etc and how do you keep this from slowing deals down?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 11mo

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...

515 Views

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).

Ken Liu

Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 10mo

Help increase the chances of greenlighting your experimental programs by:Aligning and proposing the programs in line with Finance's planning cadence (e.g. qtrly) as early...

513 Views

How can one redefine forecasting process where forecasting accuracy is off limits and very hard to accurately forecast revenue ?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 4mo

Honestly, if your forecasting is consistently off, the problem usually isn't the forecast. You're probably measuring the wrong thing. Stop trying to nail a single number ...

413 Views

How do you create a strong partnership between RevOps and Finance?

Ken Liu

Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 10mo

Forging a strong relationship with Finance has been instrumental in increasing the impact of my RevOps teams through unlocking budget for projects and feedback on analysi...

647 Views

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.

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 4mo

You have to do this work before the cuts are on the table. Once they're in the model, you're playing defense and you're probably going to lose. Make the downstream cost o...

429 Views

How can I persuade a “cost-focused” finance team to approve my requested SaaS solutions and changes to the tech stack that I believe will improve revenue and forecasting?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 11mo

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...

433 Views

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.

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y

If your pipeline and forecasting reports are only out by 20% each quarter better here is my advice on how to give them surgery:- MEDDPICC for Qualification Rollout: This ...

826 Views

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.

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y

These are few elements I would take into account to o enable our finance teams to understand what SDRs represent and have them play a role in structuring territories &amp...

755 Views

How have you made the business case to get more finance resources to help support the revenue engine?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y

How I build a case for more finance resources to support our revenue engine- Connect the Dots: Showed how increasing finance support would lead to more revenue. With more...

829 Views

What can revenue operations do to help the situation where finance wants to start an approval process for discounts being applied too broadly to too many accounts, but sales reps are upset about it?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 11mo

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...

486 Views

Revenue Ops Stakeholders · Finance / Revenue Ops Alignment