Finance / Revenue Ops Alignment
Intercom VP, Revenue Operations | Formerly LinkedIn • 9mo
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...
506 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).
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...
545 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 2mo
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 ...
396 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 8mo
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...
643 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.
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 2mo
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...
425 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 9mo
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...
432 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.
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 ...
818 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.
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 &...
752 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 9mo
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
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