Andrew Kodner

When it comes to cross functional items, ownership has to be a partnership to succeed. While Revenue Operations may be the primary on Territory planning and Pipeline target setting, IT might take the lead on systems and tools, in close partnership with RevOps. In earlier stage environments, most teams will work together because there aren’t enough resources to get the work done any other way. As the company grows, teams will often look to take ownership of specific areas, but to what end? Owners ...Read More

Never underestimate the importance of understanding different perspectives. For any given topic, Leadership, the Board, Sales, Customer Success, Marketing, Professional Services, Product Marketing, and/or Finance bring unique views, based on their experience, biases, and needs (i.e. “what’s in it for them?”). Depending on the topic and the audience, catering messaging, format, and the level of detail is key to getting a point across, communicating an update, reaching a decision, or asking for an ...Read More

These days, it's hard not to agree that Demand Generation is one of the most metrics driven teams focused on pipeline creation, whether it’s Marketing Demand Generation or BDR/SDR teams. Over the past 3-4 years, I would argue that Marketing Operations consistently dives even deeper than Sales Operations when it comes to early-stage funnel analysis. Understanding that Demand Gen has become truly data driven, with potentially more complex data access requirements, is one of the keys to building an ...Read More

Adding specialization shows real benefits value when it helps team members dive deeper to solve problems and better understand the internal customers they support. That extra level of expertise enables us all to provide real insights, make recommendations, and serve as counsel, instead of just sharing answers to questions. Working in a model where time is spent on solving specific challenges builds expertise and that boosts credibility and trust with our internal customers – a must. It's also ea ...Read More