People, Process & Technology with Carrie Ingersoll

Carrie Ingersoll has amazing experience in both large and small organizations. Her entry point was a contributor in account management. She focuses heavily on the trifecta of people, process, and technology for success in a software company. Jesse and Carrie focus on the power of data for account management. Knowing what your success metrics are is so important. She shares how important it is to start with the end in mind.

Investing in Your People

Building trust with your account team and creating a culture of trust is so vital in SaaS. Listening goes a long way to build trust and keep your team on board, even in hard times.

“People help support what they create.” - Carrie Ingersoll

Defining the Process

There’s a huge relationship between Rev Ops and Account Management teams. There’s a balance between finding the right process, but also a process that doesn’t become cumbersome.

Embracing Technology

Looking for ways that technology can help you automate the parts of your process that may not necessitate the human touch can free your team up for more meaningful engagements with customers, such as detailed business reviews. These are key to uncovering the information that you need to drive retention and upsells. For example, if you are aiming to improve efficiency and timeliness of contract renewals, using automation to send personalized communications to customers to educate them about the process, and then focusing your follow-up only where needed, can make a significant difference.

Connect with Carrie

Dive into this episode of Rev Ops Revolution, where guest Paul Ross unveils the secret to mastering operational alignment and the art of negotiation in revenue operations. Discover how a team overcame obstacles with data-driven decisions, leadership principles, and a fresh approach to simplifying business processes. Don’t miss his insights on predictability in sales and the challenge of creating a thriving, debate-friendly environment.

Paul Ross is a seasoned professional with a diverse background in sales operations, enablement, and revenue operations on a global scale. His career includes significant experience in product marketing, sales, and product management teams, despite initially stepping into product marketing without prior experience. Paul has worked with both SaaS and system companies, encompassing hardware and software, and has navigated through startups and established organizations, ranging from private to public sectors. This extensive journey has given him a wealth of knowledge and learning from numerous challenges along the way. Outside of his professional life, Paul enjoys engaging in various outdoor activities.

Below are the key takeaways from this episode:

• Operational Alignment and Leadership: Paul Ross highlights operational alignment as crucial for effective execution. He emphasizes the role of a revenue operations leader as a negotiator and mediator, bringing teams together for optimal performance.
• Data-Driven Decisions: The necessity of making data-driven decisions is underscored through a story about addressing marketing qualified leads, cautioning against optimizing for a single metric without considering the broader context.
• Simplifying Business Operations: Both Jesse Morris and Paul Ross advocate for simplifying business operations, from compensation plans to sales processes, to support employees better and ensure operational efficiency.
• Value of Diverse Perspectives: Paul's admiration for Abraham Lincoln’s leadership style underscores the importance of having a team with diverse perspectives. Encouraging debate and respectful disagreements leads to better decision-making and exceptional outcomes.
• Overcoming Hiring Challenges: The discussion on the challenges of hiring for specific skill sets and designing processes for the majority rather than relying on exceptional talent highlights the importance of effective processes and ramping up new hires efficiently.

Todays guest, Paul Ross, can be found online at:

Website: https://lative.io/

LinkedIn: https://www.linkedin.com/in/rosspaul/

Your host, Jesse Morris, can be found online at:

Website: https://rev-ops-revolution.captivate.fm/listen

LinkedIn: https://www.linkedin.com/in/jessemorris1/

Join Jesse and SaaS expert Sylvia Price as they delve into the intricacies of the quote-to-cash process, discuss the critical importance of stakeholder management, and provide deep insights into building an efficient, high-performing RevOps team. Discover Sylvia's essential strategies for integrating CPQ and billing systems to achieve scalable success.

Sylvia Price has spent over two decades navigating the enterprise software landscape. She began her career in business consulting before transitioning into various roles supporting sales, including presales, sales operations, and systems management. Sylvia thrives on driving large-scale transformation projects that blend people, processes, and technology to generate business value. With roots as an industrial engineer in manufacturing, she has effectively leveraged her expertise in process and technology to adapt and excel within the SaaS industry. Sylvia's unwavering commitment to fostering change and achieving business success has defined her impressive career trajectory.

Below are the key takeaways from this episode:

• Streamlined Sales Processes: Sylvia Price highlights the importance of streamlining the sales process to enable better conversations between sellers and businesses, emphasizing pragmatism and effective stakeholder management.
• Value of Soft Skills: Both Sylvia and Jesse discuss the critical role of soft skills such as listening, communication, and transparency in achieving success, agreeing that these skills are crucial for change management and collaboration.
• Quote-to-Cash Complexities: The discussion delves into the challenges of the quote-to-cash process, including data migration, aligning CPQ and billing systems, and the need for manual workarounds, all of which impact data integrity and system scalability.
• Team Building and Mentorship: Sylvia underscores the importance of hiring technically skilled team members who are also strong communicators and listeners, and discusses valuing cultural fit and teamwork over individual glory, stressing the importance of mentorship and coaching for team success.
• Recognizing Team Achievements: The episode touches on the significance of vocal affirmation and celebrating team accomplishments to foster a positive culture and enhance team morale.

Todays guest, Sylvia Price, can be found online at:

Website: https://www.onsolve.com/

LinkedIn: https://www.linkedin.com/in/sylviaprice/

Your host, Jesse Morris, can be found online at:

Website: https://rev-ops-revolution.captivate.fm/listen

LinkedIn: https://www.linkedin.com/in/jessemorris1/