3284: Clari Discusses RevOps as a Strategic Driver in Cyber Defense

When cybersecurity companies are racing to outpace evolving threats, innovation often starts in an unexpected place: revenue operations. In this episode of Tech Talks Daily, I sit down with John Queally, Senior Director of Revenue Operations at Clari, to explore why RevOps has become a vital engine behind the performance and resilience of cybersecurity leaders.

John brings a unique perspective from his journey through banking, analytics, and enterprise tech. What stands out is how rapidly the RevOps function has matured from a back-office support role to a central, strategic force. Especially in the cybersecurity space, where innovation requires ongoing investment and risk is measured in seconds, the pressure to run efficient, scalable revenue processes has never been greater.

We delve into why clean, trusted data is the backbone of any AI strategy and how 67% of revenue leaders still don’t trust the data they're using. It’s a staggering insight, and one that underscores the urgent need for cross-functional alignment. John explains how RevOps can serve as the connective tissue across sales, marketing, customer success, and finance, moving companies from a place where they're debating the accuracy of dashboards to making real decisions in real time.

He also shares a behind-the-scenes look at Clari’s work with cybersecurity firms like Okta, where implementing balanced pipeline strategies and streamlining task prioritization has unlocked measurable improvements. We discuss the rise of AI, but John doesn’t just repeat industry headlines. He calls out the "unsexy" truth that real AI advantage requires the hard work of data cleanup first and those who do it will pull ahead.

From operational transparency to building trust within revenue teams, this episode challenges assumptions about how data, AI, and RevOps intersect. And for anyone in cybersecurity or enterprise tech wondering how to scale effectively while preparing for what’s next, this conversation offers a grounded and insightful starting point.

Is your company still debating data? Or are you ready to turn trusted insights into action?