GTM Live RevOps as the Architect of Modern GTM (with Mark Turner of Demandbase)
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Aug 6, 2025 Mark Turner, VP of Revenue Operations at Demandbase, shares his data-driven journey in RevOps. He highlights how his FP&A background strengthens strategic execution across teams. Mark discusses building a unified data layer, critical for fast-paced operations, and why traditional attribution models often miss the mark. He reveals insights on sales velocity as a true performance indicator, the impact of AI in optimizing processes, and strategies for seamless expansion without friction. A treasure trove of actionable insights for revenue-focused teams!
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Mark Turner's RevOps Career Journey
- Mark Turner transitioned from FP&A to sales ops and then to revenue operations, leveraging his financial and operational skills.
- At Demandbase, he expanded his role to cover marketing ops and customer success ops, focusing on aligning GTM teams.
Optimize Sales Process First
- Audit and optimize the sales process first to remove inefficiencies and let sellers focus on selling.
- Provide sellers with the best accounts and actionable data to streamline quota attainment.
Salesforce as Data Hub
- Salesforce serves as Demandbase's centralized source of truth, integrating marketing, sales, and CX data.
- Standardized definitions for key terms like MQL and pipeline ensure alignment across teams for faster execution.