Azim Mitha

The RevOps team is structured to operate as a strategic function to bridge the gap between sales, marketing and customer success teams. Within APAC, the RevOps team is structured by various countries within which HubSpot operates (for eg, there is a RevOps team for Japan), to build relevant expertise & in-depth knowledge of the micro & macro drivers of each country to drive impact. This APAC RevOps team structure follows the same structure as how other teams in APAC are structured. Under ...Read More

Alignment of internal stakeholders for a specific project/initiative is important to ensure that everyone is working towards the same objectives & goals.  Here are a few ways I drive stakeholder alignment: Define what are you solving for (ie. what are the goals & objectives of a specific initiative). Ensure that your stakeholders understand the goals & objectives, and what success looks like. Identify the role of each stakeholder in the project/initiative, and align on the roles &amp ...Read More

Improving a historically tense relationship between functions requires a deliberate effort and a willingness to work collaboratively towards a common goal.  The first item that I like to spend time on is understanding the root causes of the tense relationship (which could have stemmed from miscommunication, conflict of goals/objectives, lack of trust etc).  Once there is clarity on the root causes, here are some things I think about in rebuilding the relationship: Have open and honest communicat ...Read More

To build effective relationships (and partnerships), I am a huge believer in a framework called the "Trust Equation". The Trust Equation outlines the elements that contribute to building trust in a relationship. The Trust Equation framework is: Trust = (Credibility + Reliability + Intimacy) / Self-orientation Credibility + Reliability + Intimacy ==> Increases trust Self-orientation ==> Reduces trust The above items mean the following: Credibility is the perception of competence, expertise, ...Read More

Here are some of the habits to cultivate when working with C-Suite: Work to understand and align your initiatives with the overarching strategic priorities and objectives of the C-Suite. This ensures that your efforts are contributing directly to the company's most important goals and vision. Demonstrate strong communication skills to articulate your ideas, proposals, and findings clearly and concisely. The ability to convey complex information in an understandable manner is highly valued by the ...Read More

Firstly, it's important to know what your role is in such situations. Typically, in such situations, your role is to facilitate the alignment process, maintain a neutral stance, and act in the best interests of the organization. By creating an envirionment which encourages open communication, seeking common ground, and using data-driven recommendations, you can help two senior executives work together to reach a consensus on the proposed strategy. Understand their point of view: First, make sure ...Read More

Remember that building exposure to the C-Suite takes time and consistent effort. It's about demonstrating your value to the organization and positioning yourself as a trusted advisor. Gaining exposure to C-Suite early in your career can be beneficial for your learning, career development, & understanding of how senior leaders operate / make decisions. Here are a few ways to consider: Align your initiatives or projects with C-Suite's strategic priorities and goals. Demonstrate that your work ...Read More

Successful outcomes for a RevOps function / leader typically includes: Better cross-functional alignment as part of annual planning process and throughout the year to execute on annual plan Driving unified approach to revenue generation across Sales, Marketing & Customer Success Increased revenue growth (higher win rates, larger deal sizes, improved retention) Enhanced operational efficiency (shorter sales cycles, streamlined processes) Data-driven decision making As AI transforms RevOps, th ...Read More

Influencing C-suite to get more resources requires a strategic approach and effective communication. Here are a few items which you should consider: Will these additional resources help with achieving your organisation's current goals? Show how your resource request aligns with the company's strategic objectives. Make it clear how the extra resources will help the organization (eg, driving more cost savings, enabling incremental revenue growth, or unlocking higher efficiency). Present your case ...Read More

There are several non-negotiable KPIs for measuring retention and revenue, which include: Product usage = Understanding metrics such as "Depth of Usage"; and "Feature Adoption Rate" to understand how customers are using product; and to improve their product usage before contract renewal time. You can also build a "Customer Health Score" which is an aggregation of product usage metrics based on assigned weightings to analyse health score of customers with your product. GRR or Gross Rev Retention ...Read More