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What are some of the best GenAI tools or solutions tailored to the RevOps work?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

The AI landscape is evolving quickly. My team has seen real wins in three areas: automating data hygiene, surfacing insights from unstructured data, and reducing the time...

568 Views

How do you communicate revenue forecasts to different stakeholders within your organization?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

Depending on roles and levels each stakeholder may have a slightly different need but at the end of the day the main message remains the same: Where do we expect to land?...

436 Views

How can I break down the forecast pipelines ($) on product level?

Currently our sellers give overall ARR inputs on opp level on CRM. We are finding it challenging to take it directly from CPQ quote lines due to multiple records for a single product (i.e. no hygiene on quote lines). Using Salesforce for both CRM and CPQ Any suggestions appreciated. Happy to connect via text/call. Thanks!

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

In order to forecast at the product level, you’ll need historical bookings broken down by product and/or open pipeline data by product on opportunities in your CRM.Below ...

933 Views

What challenges have you faced in revenue forecasting, and how did you overcome them?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

The biggest forecasting challenge I faced occurred when market dynamics shifted suddenly. In the summer of 2022, we noticed customer behavior really changing. Interest ra...

371 Views

How do you incorporate customer churn predictions into your revenue forecasts?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

I triangulate between a mix of forecasting methods to predict churn. At LinkedIn, one of our leaders created a metric called Renewal Incremental Growth (RIG) that looks a...

398 Views

How do you account for new product launches or market expansions in your revenue forecasts?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

I’ll answer this question from a lens of long-range forecasting and planning. New product launches and market expansions require a different forecasting approach than you...

375 Views

How do you balance short-term and long-term forecasting in your revenue operations strategy?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

Short-term and long-term forecasting serve different purposes and require different rhythms. Short-Term Forecasting usually focuses on the current quarter outlook. It’s n...

429 Views

How do you integrate data from different sources (e.g., CRM, ERP, marketing automation) into your revenue forecasts?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo

Start by defining which data sources you really need for forecasting, then work to integrate them in one platform and map any necessary fields. At the simplest and most m...

431 Views

RevOps Data · Revenue Forecasting