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This episode features an interview with Eric Gilpin, Chief Revenue Officer at G2 and a tech industry veteran with over 20 years of experience, including roles at Upwork and CareerBuilder.
Eric shares insights on the importance of cultural alignment, the concept of “zero-daylight” for executive decision-making, and practical tips for driving business agility and innovation.
About the Guest:
Eric Gilpin is the Chief Revenue Officer of G2, overseeing global sales and customer success, with over 20 years of experience in scaling technology businesses, including a pivotal role at Upwork during its successful IPO and subsequent revenue growth, while also serving as a limited partner at GTMfund and an advisory board member at Sales Assembly, and being recognized as a top sales leader.
Guest Highlights:
“Churn is not a revenue, marketing, or product problem. Churn is a company problem.”
“All revenue is not created equal.”
"CROs think that they're the sales leader, whereas they are cross-functional execs, and their job is to communicate and advocate on behalf of their customers and their teams."
Episode Timestamps:
*(01:10) - Eric’s G2 Journey and Insights
*(03:25) - Navigating Market Corrections and Innovations
*(09:35) - Aligning Teams for Success
*(20:15) - Building Cross-Functional Relationships
*(22:55) - Leveraging Input Metrics for Success
*(31:55) - Future Trends and AI in Revenue Operations
Links & Resources:
Phil’s LinkedIn: www.linkedin.com/in/phildillardEric’s LinkedIn: www.linkedin.com/in/ericgilpinOur Sponsors:
About AccentureAccenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
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Tim Richards is an accomplished revenue leader with experience that spans large media companies (TimeWarner, AOL) and scaled digital organizations (Linqia, Nextdoor, Amaze). As a veteran change agent, Tim shares insights on how CROs can drive growth during periods of transformation and embrace cross-functional leadership to ensure team alignment and engagement.
About the Guest:
Tim Richards is the former Head of Global Sales at Nextdoor, a position he held since November 2022. In this role, he led Nextdoor's global direct advertising sales strategy and market expansion, with the aim of accelerating the company's global growth and reinforcing its commitment to serving advertisers, partners, and consumers. Prior to joining Nextdoor, Richards served as the Chief Revenue Officer at Linqia, an influencer marketing platform. During his time there, he successfully rebuilt the revenue organization to focus on enterprise brands, resulting in exponential revenue growth and improved customer retention.
Richards has a strong background in sales and marketing, with experience that includes serving on the Board of Directors at Amaze since March 2022. He was also inducted into the Hall of Fame by the Bay Area Interactive Group (SFBIG) in April 2015, recognizing his contributions to industry and community. In terms of education, Richards attended Miami University and completed the Driving Sales Performance program at Kellogg Executive Education.
Guest Quote: “You have to view yourself as the conductor of a symphony. You can't be aligning yourself with the trumpets and the percussion section and blow off everything else. You have to view yourself as a leader and a harmonizer of the whole thing, whether they report to you or not… That is a form of servant leadership because you're not just focusing on your directs or getting promoted—it's about making the whole thing work.”
Episode Timestamps:
*(03:02) - The Evolving Role of the CRO
*(06:50) - Strategies for Market Expansion and Contraction
*(09:25) - Innovative Pricing and Revenue Structures
*(14:35) - Servant Leadership and Team Empowerment
*(30:10) - Future of Revenue Models
Our Sponsors:
About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Tim Richards on LinkedIn Learn more about Accenture Learn more about Conga -
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This episode features an interview with Dominic Janney, President at Canon Financial Services, Inc. Dominic discusses the importance of using data to modernize technology, predict outcomes, and create synergy between end-users and sales teams while maintaining agile leadership.
About Dominic:
Dominic Janney is President of Canon Financial Services, Inc. (CFS), a wholly owned subsidiary of Canon U.S.A. that provides innovative lease financing solutions to Canon customers. In this role, Mr. Janney seeks to ensure that CFS follows its mission, policies and procedures by providing best-in-class service supporting the sales of Canon products and solutions. Mr. Janney has more than 13 years of experience with Canon, having joined the company in February 2009. Before being promoted to CFS President in January 2022, Mr. Janney served as Senior Vice President, Sales and Servicing, from October 2020. During this time, he led a new initiative along with Canon U.S.A. 's Business Information Communications Group to tap into a new vertical market that greatly increased business volume.
About Canon Financial Services
Canon Financial Services, Inc. (CFS) is the premier financing source for all Canon Direct Sales Groups, Canon Authorized Dealers, Resellers and Partners in the U.S. CFS is a wholly owned subsidiary of Canon U.S.A., Inc. Our mission is to be a continuously evolving organization that builds meaningful partnerships while providing creative financial solutions. We strive to stimulate growth and maximize profitability, all while upholding responsible and ethical business practices. We aim to set the standard of excellence in our industry while fostering an environment of integrity, employee empowerment, diversity and inclusion. CFS’ main office is located in Mount Laurel, N.J. with multiple branches throughout the United States. CFS assists federal, state, and local government entities, as well as commercial businesses, develop the financing program that meets their needs.
Guest Quote:
“We use the midterm plan as a way to utilize employees and get ideas on how and what products we can have. In addition, when we do a midterm plan, we are reaching out to all of our channel partners and we're asking, ‘What is your midterm plan? How much do you think you're going to grow in the next 1, 2, 3 years?’ So we use this as a foundation and then we challenge the organization to improve, whether it be servicing capabilities, or it might just be challenging the status quo.”
Episode Timestamps:
*(03:25) - Unique Benefits of Being a Captive Leasing Company
*(07:05) - Modernizing Technology for Revenue Growth
*(10:20) - Leveraging Data for Success
*(25:50) - Strategies for Predictable Growth
Our Sponsors:About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Dominic Janney on LinkedInLearn more about Accenture Learn more about Conga -
This episode features an interview with Manny Medina, Executive Chairman of Outreach.
Manny shares his strategies for driving revenue growth by focusing on ideal customers, maximizing growth within existing segments, and the importance of leadership agility. This episode dives deep into Manny’s customer-centric philosophy, including finding empathy in identifying pain points, and transforming challenges into innovative revenue streams.
About Manny:
Manny co-founded Outreach in 2014 and built the company from a Seattle-based startup to a global sales technology leader with more than 6,000 customers. He pioneered the Sales Execution category and from day one, bet on artificial intelligence as the future of sales technology. Manny leads with a mindset of abundance, encouraging employees, customers, and partners to generate success from nothing but an idea. He sees possibilities in everything and inspires the confidence that it can be done. At Outreach, he fosters a high-performance culture, asking employees to show up as their authentic selves to rally the culture in service of the company's mission—empower every sales professional to operate at their maximum potential.
He holds an MBA from Harvard and a Master's in Computer Science from the University of Pennsylvania. Manny grew up in Ecuador and now lives with his wife and four children in Seattle. On weekends, you can find him watching soccer games and barbecuing with his family in his backyard.
About Outreach:
Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipelines. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle.
Episode Timestamps:
*(05:15) - Driving Growth and Customer Focus
*(21:35) - Leveraging AI in Business
*(23:15) - AI's Role in Sales and Customer Engagement
*(30:30) - Future Trends and Leadership Advice
Guest Quote:
“The other one that nobody talks about is professional services. Most organizations have some kind of professional services, whether it's free or paid or partner, it comes from professional services. If you're partnering for the delivering services, then your partner will know a lot because that partner is a trusted advisor. So you stay close with them. The meta point that I'm trying to say is that, look, there is no direct line to these new revenue opportunities. You know, you have to go look for them and the way you institutionalize them is that you bring technology into the table.”
Links & Resources:
Connect with Phil Dillard & Manny Medina on LinkedInLearn more about Accenture Learn more about CongaOur Sponsors:
About AccentureAccenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
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This episode features an interview with Latané Conant, CRO at 6sense.
Latané shares her unconventional career journey from software sales to marketing, and eventually to the CRO role. She discusses strategies for driving predictable growth, the importance of alignment across sales, marketing, and customer success, and the role of generative AI in optimizing prospecting efforts.
About Latané:
Latané Conant, Chief Revenue Officer of 6sense, is a trailblazing leader in revenue technology known for her innovative vision and strategic expertise. With a wealth of experience across all revenue functions, she propels business growth through operational excellence and oversees marketing, sales, customer success, partnerships, and professional services. Her pioneering go-to-market approach has driven remarkable success for 6sense, contributing to its exponential growth, industry-leading net revenue retention, and impressive valuation. As the author of the best-selling book, No Forms. No Spam. No Cold Calls., Latané has provided a comprehensive guide for building a modern sales and marketing engine. She is a passionate advocate for empowering revenue leaders and has founded vibrant communities like CMO Coffee Talk and the Empowered CMO Network, fostering connections, collaboration, and leadership development for B2B marketing professionals.
About 6sense:
6sense is on a mission to revolutionize the way B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue. Customers report 2X increases in average contract value, 4X increases in win rate and 20-40% reduction in time to close deals. Know everything, do anything, with 6sense.
Guest Quote:
“The thing with the CRO role is that there's really no one who is great at all. That's the reality, right? Someone who's great at Sales might not be great at Customer Success... Leading teams and galvanizing around the customer—I think that will become more what a CRO does versus ‘I know this function really, really well’. But you do need specialists in those functions too. So it's also about building great leaders in those pillars that can run their stuff.”
Episode Timestamps:
*(03:20) - Challenges and Strategies in Revenue Leadership
*(07:20) - Aligning Sales, Marketing, and Customer Success
*(17:15) - Leveraging Predictive Analytics and AI
Our Sponsors:About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Latané Contant on LinkedIn Learn more about Accenture Learn more about Conga -
This episode features an interview with Todd Thomas, Founder and CEO of woodchuck.ai.
With a wealth of experience in business development and sales, Todd offers insights on driving revenue growth and establishing a robust revenue operations framework as companies expand. Todd emphasizes the CEO's role being intrinsically linked to the revenue team, and offers advice to merge leadership with revenue strategies to facilitate seamless growth.
About Todd:
Todd Thomas is the Founder & CEO of woodchuck.ai, an AI Wood Waste Diversion & renewable energy platform; turning waste into energy. Todd has built his career harnessing emerging technologies to drive efficiencies and create new commercialization opportunities. Experience with startups to Fortune 100 companies across industries. Todd is a recognized voice in AI, ML, sustainability, biomass, entrepreneurship, connected products & services.
Todd has an Economics degree from Claremont McKenna College, has studied Strategy Execution at the Harvard Business School, and has an MBA and an MS in Data Science from the WP Carey School of Business, ASU.
About woodchuck.ai:
Woodchuck.AI™ is a groundbreaking AI-powered platform that is still in development. Designed to meticulously track every piece of wood from construction sites to power plants, Woodchuck.AI™ is set to redefine sustainability in construction and energy production. It not only calculates the miles for hauling wood but also measures the BTU produced and the number of homes powered with clean energy. Moreover, it generates customizable sustainability reports, providing General Contractors with invaluable insights for every job site. Stay tuned as we bring data-driven green solutions to the forefront.
Guest Quote:
“Anything that drives or impacts revenue falls under Revenue Operations. I think it's the CEO's job to drive that organization, and if you get large enough and you want to bring in a CRO to run your revenue operations and build out a team, you certainly want to grow to the scale that's necessary. But even when you do bring in that CRO, I still think the CEO is always part of that revenue organization. Your CEO should always be your biggest salesman, your big closer, the hammer that you bring in to close a deal.”
Episode Timestamps:
*(04:45) - Defining Revenue Operations
*(13:10) - Scaling with AI and Technology
*(14:05) - How Woodchuck Utilizes AI
*(24:10) - Domestic and International Growth
Our Sponsors:
About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Todd Thomas on LinkedIn Learn more about Accenture Learn more about Conga -
This episode features an interview with Dan Zugelder, Chief Revenue Officer at Dynatrace.
With his extensive sales background, Dan offers valuable insights into building a customer-centric culture that fosters collaboration—a crucial element for driving scalable growth. Drawing on his experience, Dan shares advice for revenue leaders on empowering teams to work together seamlessly, including leveraging data and customer feedback, driving innovation, and effectively managing risks.
About Dan:
Dan joined Dynatrace in July 2023 as Chief Revenue Officer. He oversees Dynatrace’s go-to-market strategies and revenue generation activities. He brings over 30 years of leadership and expertise in sales, client relationship development, and business management. Prior to joining Dynatrace, Dan served as Senior Vice President and General Manager, Americas at VMware, Inc. Prior to that, he served as Senior Vice President, Global Accounts at VMware, Inc. He has also held leadership positions at Dell EMC and ADP. Outside of work, Dan enjoys spending time at the beach with his wife Lori, and 3 adult children. He is an avid sports enthusiast and reader.
About Dynatrace:
Dynatrace exists to make software work perfectly. The Dynatrace platform unifies observability, business, and security data at a massive scale (Grail) with continually updated topology and dependency mapping (Smartscape) to capture and retain full-stack data context. It leverages hypermodal AI (Davis), combining predictive AI to anticipate future behaviors, causal AI to deliver precise answers and intelligent automation, and generative AI to automatically provide recommendations, create suggested workflows or dashboards, and let people use natural language to explore, solve, and complete tasks. Dynatrace analytics and automation capabilities enable teams to modernize and optimize cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.
According to Dan:
“A big push of ours is to better understand what's resonating with our customers: where they see the value, feedback they have, what are their needs, how are their needs changing, and how can we be positioned to help them? Remember, product development is not something that you turn on in a matter of days, weeks, or months. It's sometimes years to do product development. You want to make sure you understand where your customers are going and what their needs are in advance.”
“One thing about all the decisions a CRO makes is that it can distract you from your focus. Typically, we start our year with a business plan signed off by the board. We're saying, ‘These are the major things we need to accomplish this year.’ Now, you have a new opportunity come across. Do we lose our focus on the existing things? If we don't look at new things and as things change, are we missing an opportunity? I find that to be one of the hardest things I do.”
“Whether it's Marketing, Product, or Customer Success, you need to be in it with them. That's where you achieve outcomes. I sometimes get focused on my own organization and what we're supposed to deliver, but knowing that, ultimately, the best is when it's highly collaborative. We'll achieve a lot more that way… Everybody has their targets that are put in for good reason, but to get too heads-down and not pick your head up enough could be a mistake.”
Episode Timestamps:
*(00:35) - Dan’s Role at Dynatrace and Background
*(00:50) - Transitioning and Scaling at Dynatrace
*(07:35) - Creating a Collaborative Customer-Centric Culture
*(14:30) - Managing Innovation with Collaborative Decision-Making
*(37:30) - Advice for Transforming Revenue Generation
Our Sponsors:
About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Dan Zugelder on LinkedInLearn more about AccentureLearn more about Conga -
This episode features an interview with Kimberly Deobald, the Chief Revenue Officer at Avalara.
In this episode, Kimberly shares advice for revenue leaders on how to stay ahead in a fast-changing industry. By emphasizing important areas like AI, improving customer experiences, and building a strong team, Kimberly shares her keys to ultimately achieving the maturation of RevOps.
About Kimberly:
Kimberly oversees marketing, revenue operations, and sales performance and strategy at Avalara. With more than 20 years of experience building and leading high-performance sales and operations teams, Kimberly has a track record of scaling sales functions for growth and profitability. Before joining Avalara, Kimberly was responsible for leading Varicent’s revenue intelligence business unit. She also previously held several leadership roles at IBM.
About Avalara:
Avalara makes tax compliance faster, easier, more accurate, and more reliable for 30,000+ business and government customers in over 90 countries. Tax compliance automation software solutions from Avalara leverage 1,200+ signed partner integrations across leading ecommerce, ERP, and other billing systems to power tax calculations, document management, tax return filing, and tax content access. Visit avalara.com to learn more.
According to Kimberly:
“If you have an ARR per customer and if it's growing every year, that means they are really happy with the service that you're providing or adding more services. It tells you so much about your customer engagement.”
“Revenue operations is the the brains of my organization. They are all about making sure that we have the right tools, dashboards, and KPIs so that we're balancing operational effectiveness and hitting the goals for our customers and our net promoter score.”
“Every single touch point in the company, it goes across all these units, right? How do I get the team to make sure we're creating a seamless, frictionless experience for that customer and one that we, as employees, can see their experience as they travel through our company? How can also allow ourselves to have real time data engagement around who needs help, and do it in a proactive way versus a reactive way? To move faster and be more agile, create a collaborative team around those disciplines.”
Episode Timestamps:*(01:20) - Exploring the Evolution of Revenue Operations
*(07:00) - Staying Ahead in a Dynamic Industry: Strategy and Adaptation
*(11:30) - Operational Efficiency and Maximizing Productivity
*(16:40) - Embracing Change and Innovation for Global Dominance
*(29:05) - Building a Robust Revenue Ops Organization: Tips and Insights
Our Sponsors:
About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.
Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Kimberly Deobald on LinkedInLearn more about Accenture Learn more about Conga -
This episode features an interview with Sid Kumar, Senior Vice President of Revenue Operations at Hubspot.
In this episode, Sid provides insights into Hubspot's RevOps approach. Leveraging his vast expertise, he discusses how RevOps can assist businesses in understanding and improving each stage of the customer journey.
About Sid:
Sid Kumar is SVP of Revenue Operations at HubSpot, where he leads worldwide go-to-market strategy and operations for the Flywheel organization across Marketing, Sales and Customer Success. Previously, Sid was Head of Field Sales Operations at Amazon Web Services (AWS), where he was COO of Sales for Americas and led the global launch of AWS’s Cloud Sales Centers. Sid is an industry thought leader who has been featured in numerous books as a subject matter expert on high velocity go-to-market models. He has a BA in Economics from Yale and an MBA in Strategic Management from The Wharton School.
About Hubspot:
HubSpot is a leading CRM platform that provides software and support to help businesses grow better. Their platform includes marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, thousands of customers around the world use Hubspot’s powerful and easy-to-use tools and integrations to attract, engage, and delight customers.
According to Sid:
“RevOps can play a strong role in defining what the buyer's journey looks like. What are the North Star outcomes at each of the different phases? How are you going to measure leading and lagging indicators to different outcomes? RevOps can define the buyer’s journey process to get buy-in across your different teams.”
“RevOps is thinking about the operating system that drives accountability, insights, and supports real time visibility into performance that allows you to see if you are on track. RevOps can help you course-correct. How do you get real-time action on those different areas?”
“I think RevOps plays a really big role in terms of not just driving accountability, but bringing together the data, systems, and clarity across these different stages to help your GTM operating system come together.”
Episode Timestamps:
*(00:48) - Sid’s role at Hubspot
*(02:37) - Traditional CX, service, sales vs. RevOps combo
*(04:56) - HubSpot's current situation and operational elevation plan
*(09:44) - Building a consolidated demand framework
*(14:39) - Managing the integration of strategy with operational execution
*(22:25) - Advice for Revenue Leaders
*(26:20) - Signs indicating a transition to RevOps is needed
*(34:08) - Last advice for businesses looking to transform their RevOps
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About Accenture
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
About Conga
Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes. Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.
Links & Resources:
Connect with Phil Dillard & Sid Kumar on LinkedIn
Learn more about Accenture
Learn more about Conga
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In a world hurtling toward the future – where the tides of business are shifting faster than ever – there's a fundamental truth you can't afford to ignore…
Successful business leaders are spearheading a transformative journey – where innovation meets strategy. They are embracing a new revenue operations model, one that leads to profitable growth.
But what does this mean for those who hesitate?
Welcome to 'Revenue Reinvention: New Pathways to Profitability.' The podcast that unveils the strategies revolutionizing business, reshaping revenue, and driving success in today's fiercely competitive landscape.
'Revenue Reinvention,' where transformation meets profitability.
Brought to you in partnership with Accenture and Conga.
