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Cambria Moreno
Director of Revenue Operations, The Riverside Company
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Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Marketing Operations should fall under the scope of Revenue Operations and that is where a lot of automation decisions are made. If that is not the case at your organization you need to drill into the concerns your marketing leader has for why automation is not their path of choice. Often times t......Read More
1179 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
This will highly depend on what sort of headcount you have in place. In order to get basic infrastructure built it would take roughly a quarter to map out things like sales methodology, sales process, marketing philosophy, incentive compensation, etc. If you have a quarter to focus on flushing al......Read More
959 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
The best place to start will be with lead scoring or prioritization so the team has direction in how they handle different types of leads. Next I would work on your routing rules and getting alignment with the sales organization. This is usually the hardest thing to build if you want it to be aut......Read More
915 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Salesforce would be my number one answer but probably the answer of everyone. Outside of that you really need a robust and well built analytics tool. At HIghspot we are leveraging Tableau but I have seen various tools throughout my career. I think the key to having a good analytics tool is it hel......Read More
683 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Often times this happens due to not really understanding the value of what you have built. Revenue Operations should be a consultant to our stakeholders on best practices but also make sure we listen. I would first listen and understand where they feel there are issues with the strategy you have ......Read More
590 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Forecasting rigor and hygiene will be critical to your success. If you are just getting this dashboard off the ground I would make sure there is a component of the dashboard that speaks to the last time an opportunity was updated. Additionally, if you are tying stages to a business forecast you s......Read More
566 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Pipeline is a leading indicator of success so I always believe you should start there. You need more time, money and effort in generating pipeline than you do in closing deals as you kick off a revenue engine. I would start by making sure you have a clear marketing strategy, rules of engagement w......Read More
538 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
Your metrics are divided into run the business and long range plan. Run the business: * Pipeline generation * Forecasting Accuracy * Win Rates * YoY Growth Long Range Plan: * Competitive Win Rate * Partner Revenue & Growth * Revenue role productivity * Profitability - big on......Read More
526 Views
Cambria Moreno
The Riverside Company Director of Revenue Operations • May 31
This answer depends on what sort of tools you have available to you. I think a google doc with key terms and definitions is always the quickest solve. Wherever you can incorporate these terms will help reinforce aligning the company. Outside of a google doc and sharing it you should take those te......Read More
512 Views
Credentials & Highlights
Director of Revenue Operations at The Riverside Company
Top Revenue Operations Mentor List
Revenue Operations AMA Contributor