In this episode of The RevOps Corner, our host Eddie Reynolds explores the relationship between the CRO and Revenue Operations with guests Tim Strickland and Scott Sutton. Tim, former CRO at ZoomInfo and now an advisory partner at Summit Partners, and Scott, former VP of RevOps at Zoominfo and now CEO at Later, discuss their collaborative experience at ZoomInfo. They discuss the structure and roles within their teams, detailing the split between strategic analytics and operational execution.

The discussion extends to the importance of data-driven decision-making, holding sales teams accountable, and the role of RevOps in creating an efficient revenue-generating "machine." They also touch on the challenges and strategies of scaling these operations in smaller companies.

00:00 Introduction

00:17 Meet the Guests: Tim Strickland and Scott Sutton

00:52 How Zoominfo Restructured RevOps

02:32 The Importance of Analytics and Strategy

05:40 RevOps as the Engine of Revenue Efficiency

17:03 Testing and Validating Hypotheses

27:45 Scaling RevOps in Smaller Organizations

32:33 Who Should RevOps Report To?

37:22 Leadership and Accountability in RevOps

42:41 Conclusion and How to Reach Tim and Scott

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STRATEGIC REVENUE OPERATIONS AS A SERVICE