What does it take to scale a company from $100M to over $1B in ARR?

Cody Guymon has taken a journey that most revenue operators could only dream of—helping Qualtrics scale to an $8B acquisition and then a $27B IPO. Now he's back at an earlier stage company, hoping to repeat the trip all over again.

We chat through his lessons learned, his forecasting methodology, and how he architected a unified RevOps function with the CEO before joining Workato.

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Cody Guymon is a strategic sales and operations leader, leading teams at Vivint, Qualtrics, and now Workato. He helped scale Qualtrics from a $1B unicorn to an $8B SAP acquisition and then through an IPO at a $20B+ valuation. Today he serves as the COO of GTM Operations at Workato.

https://www.linkedin.com/in/codyguymon/

• [00:00] - Introduction
• [01:07] - What is GTM operations?
• [03:50] - Working 1-1 with reps in the field
• [04:46] - Creating a truly unified GTM ops function
• [16:56] - Go-to-market analytics
• [19:16] - Pros and cons of unification
• [23:29] - Project planning and prioritization
• [30:17] - Forecasting and thinking long-term
• [39:24] - Experience at Qualtrics and SAP
• [47:03] - Cody’s daily routines

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