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/

Dive deep with Aaron Mellman of Aiden Tech as he uncovers the transformative power of data in Rev Ops, detailing the journey from TV production to leading marketing and revenue operations. Tune in to discover the secrets behind targeting C-suite executives, crafting impactful event strategies, and harnessing AI to revolutionize marketing efficiency.

Aaron Mellman serves as a marketing and revenue operations leader at Aiden Tech, a cybersecurity company. With a rich background that began in television production, Aaron transitioned his storytelling skills to marketing before discovering his passion for technology and operations within IT and cybersecurity. His zeal for data analysis, continual learning, and efficiency is at the core of his role, with a particular interest in AI implementations and their impact on software development and marketing attribution. Aaron's varied career and deep-seated curiosity about technological advancements make him a font of knowledge and experience, which he shares generously with his audience.

Below are the key takeaways from this episode:

• The critical role of data in shaping marketing operations, from cleaning up data to creating effective dashboards for strategic decision-making.
• The emphasis on understanding and engaging with specific audience needs, highlighted by the significance of targeted marketing towards CIOs, CTOs, and CISOs, as well as the importance of customer-centric event strategies.
• The value placed on continual learning, open-mindedness to failure, and the drive to constantly improve in order to offer more value to customers and the company.
• The strategic approach to marketing investments, especially in events, where Aaron Mellman stresses the need for detailed tracking and ROI optimization to ensure stand-out results and direct alignment with customer interests.
• The transformative impact of AI on marketing and software development, as Aaron Mellman shares his excitement for tools like Microsoft's Copilot and discusses leveraging AI within existing technologies to enhance marketing efficiency.

Connect with Jesse:

Website

LinkedIn

Connect with Aaron:

Website

LinkedIn

In this eye-opening episode, Tanner Lauringson unveils his journey to shattering sales records by embracing perspective, adapting to industry shifts, and mastering the art of authentic connection. Dive into Tanner's compelling story of capturing unexpected opportunities and discover the revolutionary strategies that propelled him to soar past 180% of his SaaS sales quota.

Tanner Lauringson is a seasoned sales professional and AE in the SaaS industry, known for surpassing his quotas with a record achievement of over 180%. With a rich background that includes owning a digital marketing agency and coaching sports such as beach volleyball, Tanner's versatile experiences have honed his skills in sales and digital marketing. His strategic mind and authentic approach to building long-term relationships have been pivotal in his transition to the SaaS space, where he's made a significant impact by focusing on niche markets and leveraging industry trends. His passion for the industry and dedication to continuous learning shine through his work, inspiring peers and driving success in his sales career.

Below are the key takeaways from this episode:

• Understanding your product and your target audience well is crucial for success; Tanner Lauringson's approach to mastering the landscape of SaaS businesses allowed him to exceed his sales quotas significantly.
• Prioritizing tasks, setting weekly goals, and being able to say no can significantly boost a sales rep's productivity; Tanner's focus on ‘winning the week’ and preparing meticulously contributed to his remarkable performance.
• Building personal connections and focusing on long-term relationships rather than immediate sales leads to more substantial and consistent success; Tanner highlighted the influence of authenticity in his outreach strategy.
• Sales success requires an equation that includes a good product, successful clients, and clear growth opportunities, as well as adaptability and diverse experiences; Tanner's background and approach to sales illustrate this blend perfectly.
• Continuous learning, effective communication, and being a team player are the fundamental attributes that distinguish a top-performing sales professional; Tanner's constant effort to improve and foster connections underscored the importance of these traits.

Connect with Jesse:

Website

LinkedIn

Connect with Tanner:

Website

LinkedIn

In this episode, Jesse Morris delves into the fundamental components of revenue operations and discusses the ideal alignment of various functions under RevOps, providing valuable insights for both seasoned professionals and those new to the world of revenue operations.

Jesse Morris is a leading expert in revenue operations (RevOps) with a passion for maximizing the capabilities of companies to drive revenue. With extensive experience in the SaaS industry, Jesse provides valuable insights into key areas that fall within revenue operations—such as systems, data, sales compensation, enablement, and deal desk—offering a nuanced perspective on the ideal scenario versus quick wins and value, and the complexities involved in structuring a revenue operations function within an organization. Join us as Jesse shares his expertise and practical considerations for ensuring the success of revenue operations within your company.

Below are the key takeaways from this episode:

• Revenue operations (RevOps) revolves around the essential components of systems and data, which are non-negotiable in the ideal scenario of RevOps functionality.
• Along with systems and data, functions like sales compensation, sales enablement, sales operations, field operations, marketing operations, and channel operations also should likely fall under revenue operations.
• Deal desk and value engineering are areas that could be considered for alignment with revenue operations, but require careful consideration based on their nuances and organizational impact.
• The tension between the ideal scenario of RevOps functionality and the need for quick wins and value must be carefully navigated, with the focus on driving long-term value for the organization.
• Quantifying and establishing the actual dollar impact of revenue operations to the organization should serve as the North Star, guiding decisions and actions in this realm.

Saas Company Growth Strategies: "Ultimately what I need to do is get the areas that aren't working well, working really well, and then I can go back to the business and we can have a conversation as the business of what's in the best interest long term." - Jesse Morris

Connect with Jesse:

Website

LinkedIn