Ken Liu
Director - Sales Strategy & Operations, Databricks
Content
Ken Liu
Databricks Director - Sales Strategy & Operations • June 9
Having access to the C-suite can be helpful for your career from a learning, career growth and networking experience. Some ways to gain access to the C-suite include: 1. Working on projects that have visibility to the C-suite 2. Assisting with events that have C-suite attendance or sponsorshi......Read More
1163 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • June 9
Revenue operations provides utility to the C-suite in various capacities, ranging from revenue forecasting, to process optimization to data and analytics. These are all core functions of rev ops that drive value to CXOs. Regardless of core rev ops function, I've found these best practices to a......Read More
990 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • June 9
I was fortunate enough to have access to client C-suite early in my career at Google when I was part of their ad sales teams. Within the sales team, I specialized in marketing analytics, where my job was to help calculate and present to clients the digital media ROI they would receive from inv......Read More
734 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • June 9
In my experience, the most successful way to convince leadership for more HC is by adopting one or more of the following best practices when submitting the ask: 1. Show how the request will directly/indirectly improve the bottom line 2. Quantify the impact of the incremental HC 3. Demonstra......Read More
646 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • June 9
When you're facing this unenviable position, I recommend adopting these best practices: 1. Ensure both execs' strategy is trying to solve the same problem statement 2. Help the execs review how well their strategy aligns against a company and customer first principle 3. Ensure there is ......Read More
621 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • March 14
Since what constitutes a good OKR is contextual by org, I'll share guiding principles I use to develop strong rev ops OKRs: 1. Align OKRS directly/indirectly to the company's top priorities 2. Vet OKRs with key stakeholders in the org 3. Define OKRs with key results that are easily understo......Read More
420 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • March 14
Here are some red flags for KPis that you are asked to own: * There is not support for the KPI * The KPI definition is not clear and well defined * The levers for achieving the KPI are unclear 1. Lack of Support - adoption of KPIs and achieving their targets is extremely difficult i......Read More
393 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • March 14
Here are some pitfalls I've seen when defining rev ops KPIs: 1. Focusing on just lagging indicators 2. Missing KPIs that cover the entire GTM market team 3. Focusing on generic leading indicators Lagging Indicators - in rev ops its natural to think about the number of contracts sold and ......Read More
389 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • March 14
It's rare that you are the first company to set KPIs when entering a new market. Here are some best practices I've used to set realistic KPI goals when I helped advise clients at Google measure the efficacy of their marketing campaigns when they first entered a new market: 1. Benchmark - look......Read More
378 Views
Ken Liu
Databricks Director - Sales Strategy & Operations • March 14
When developing successful OKRs that maximize impact and have greatest impact, I recommend two rules: 1. Develop OKRs that directly or indirectly align with your company's topmost business priorities 2. Keep the same OKRs throughout the year and have quarterly targets rather Align OKRs......Read More
370 Views
Credentials & Highlights
Director - Sales Strategy & Operations at Databricks
Formerly Google
Top Revenue Operations Mentor List
Top 10 Revenue Operations Contributor
Knows About Business Operations, Finance / Revenue Ops Alignment, Revenue Strategy Execution, Est......more