FP&A Today How FP&A and Rev Ops Can work Together to Drive Value
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Feb 20, 2024 Three revenue leaders, Paul Ignacio, Arvind Chahal, and Drew Noel, discuss the importance of aligning FP&A and RevOps, challenges faced when they don't collaborate, data issues, and transitioning between roles. They emphasize defining metrics, utilizing data dictionaries, and the impact of AI on operations functions.
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Four Pillars of RevOps
- Revenue Operations (RevOps) aligns go-to-market strategy and execution through process enablement, advisory, and systems excellence.
- The function acts as a chief operating officer to the go-to-market team, blending data insights with strategic execution.
Enforcing Deal Approvals Story
- Jeff faced a challenge where salespeople bypassed deal approval, leading him to enforce deal approval rigorously.
- This built trust with sales as he became a collaborative resource rather than a roadblock.
Clear Metric Ownership
- Clearly define who owns, reports, and is accountable for each metric to avoid confusion.
- Separate these roles to ensure alignment and consistent metric definitions across teams.