Revenue Reinvention: New Pathways to Profitability Por arte de portada

Revenue Reinvention: New Pathways to Profitability

De: Accenture & Conga
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  • By the year 2025, 75% of the highest growth companies in the world will deploy a revenue operations model. If you’re not thinking about joining them, you may get left behind. Welcome to "Revenue Reinvention: New Pathways to Profitability," the podcast where businesses reinvent their revenue strategies, streamline operations, and transform their very core to thrive in the modern business landscape. Embark on a journey of business evolution, where the common thread is reshaping, redefining, and rejuvenating the way companies approach revenue generation and operational efficiency. In a world of constant change and innovation, businesses seek to adapt, not just to survive, but to excel. We're getting real about profitable growth. Our podcast delves deep into the strategies and stories of visionary leaders who have successfully reinvented their revenue models and elevated their operations to new heights. Discover the secrets to seamless collaboration within your teams, harnessing individual strengths to maximize productivity. Join us as we explore the latest trends, innovative approaches, and the invaluable wisdom of experts in the field. "Revenue Reinvention", brought to you in partnership with Accenture and Conga.
    Accenture & Conga
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Episodios
  • Reinventing Culture for a Collaborative, Scalable, and Risk-Aware Future with Dan Zugelder of Dynatrace

    Reinventing Culture for a Collaborative, Scalable, and Risk-Aware Future with Dan Zugelder of Dynatrace
    Jun 28 2024
    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 GenerationOur 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 CongaConga crushes complexity in an increasingly ...
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    42 m
  • Transforming Your Revenue Model to Stay Ahead with Kimberly Deobald of Avalara

    Transforming Your Revenue Model to Stay Ahead with Kimberly Deobald of Avalara
    Apr 24 2024
    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 InsightsOur 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 CongaConga 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
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    35 m
  • Enhancing the Customer Journey Through RevOps with Sid Kumar of Hubspot

    Enhancing the Customer Journey Through RevOps with Sid Kumar of Hubspot
    Apr 10 2024
    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 RevOpsOur 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 CongaConga 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 LinkedInLearn more about AccentureLearn more about Conga
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    37 m
Economía
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