RevOps Data
1 Answer
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 26
Dashboard proliferation and staleness is an issue companies often deal with, including LinkedIn. Bias to action leads to multiple different dashboards being built over time, leading to: * Inconsistent metrics, since not always the builders align with metric owners on the same source of truth......Read More
850 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
I think about forecasting and making it effective in three large areas: (1) process, (2) tools/models, and (3) data. Without getting each of those right, no "perfect model" will make forecasting great. My experience forecasting at Intercom is different from what we did at LinkedIn so it's importa......Read More
1055 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
I think there are three main areas - data hygiene, forecasting, and exec readouts - we focus on to create transparency and accountability with my Sales Ops team at Intercom. 1. Establish standards and enforce them for data hygiene - as I have described elsewhere in the AMA, we have expectat......Read More
1030 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
For internally generated data, I work with my team and the sales leaders to (1) set clear expectations, (2) reinforce the expectations, and (3) make it as easy as possible to meet the expectation. For external data sources, we work closely with other teams (Marketing Ops, Finance) to optimize our......Read More
1055 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
We use three tools for data and reporting: CRM (Salesforce), Clari, and Tableau. We also have Snowflake for the data warehouse but that's run by the Data Eng team in service of many teams beyond my Sales Ops team. Each of these serves a distinct purpose for us: 1. CRM(Salesforce): We do found......Read More
1103 Views
1 Answer
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • October 26
When constructing and evaluating our data and reporting stack, we always try to follow a structured approach to ensure that we have a robust, scalable, and efficient system in place. Here are some of our guiding principles: 1. Define Clear Objectives: - Understand what we want to achieve with o......Read More
1605 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
We are still in the early days of this at Intercom but there are a few things we have introduced recently that I think all companies would benefit from. 1. Forecasting / opportunity management: Nearly every sales tool we use (Salesforce, Gong, Clari, Outreach) includes some predictive ana......Read More
1118 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
I assume the balance you are asking about is the need for responsive/urgent reporting or other work with longer-term strategic thinking vs. just how do you get the reporting work done in ~50 hours per week. If you're struggling to get the urgent work done in ~50 hours, then you are some combinati......Read More
1028 Views
2 Answers
Tyler Will
Intercom VP, Sales Operations • October 24
This is a critical role of RevOps or Sales Ops teams but can be very challenging given the constant nature of any business and the questions/requests you get on a daily basis. Perhaps the most important way to do this is develop the ability (and the right) to say "no." You also need the right peo......Read More
995 Views
1 Answer
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and Operations • October 26
Customizing RevOps reports for various departments and management levels is crucial for ensuring the information is relevant and actionable for each audience. Here’s how I approach this task: 1. Understand Audience Needs: I start by thoroughly understanding the specific needs, goals, and challen......Read More
1052 Views