As uncomfortable as failure is, it is essential for success. Failure holds lessons for refinement and growth, but without careful examination of what exactly failed, your potential to refine your strategy is lost.  Cody Guymon, COO at Workato, joins the Run Revenue Show to share why paying attention to successes AND failures fuels revenue growth. He digs into how you can do it, providing a playbook for optimizing failure for your company’s benefit. In this episode, you’ll learn:  Observe successful companies. Cody mentions from observing other companies' strategies and approaches, you can gain valuable insights to apply to your operations and drive revenue growth. Learn from other companies and take bits and pieces from their strategies to apply to your own. Become proactive. Thinking ahead is critical for revenue success. You can do this by taking a step back, analyzing market trends, and considering new revenue models to incentivize the right behaviors. Cody suggests thinking ahead by one to two quarters for focused decision-making and better positioning. Understand the rules to close the revenue goal. Data analysis plays a vital role in revenue growth. Understanding how to use the data is a whole different ball game. Cody talks about the rule of 40, the rule of 50, the rule of 60, and the free cash flow margin. Learn these to help optimize revenue generation and determine the most cost-effective channels to close the gap.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing.  Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem.  Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights.    In this episode, you’ll learn:  Focus on the customer journey. Understanding the customer journey timeline and success rates of different activities is key. This helps identify the strategies that have the biggest impact on the company's success, allows for a focused approach and a more improved go-to-market strategy.  Quality over quantity should be prioritized. Marketers should consider each lead as a physical person they would present to the sales team and focus on sending only those leads that meet certain criteria and have a high potential for conversion. Focusing on quality eliminates wasting the sales team's time and ensures that resources are utilized effectively. Use data analysis and technology. By using data, businesses can gain a complete view of the customer journey and make data-driven decisions. This ultimately leads marketing and sales teams to see more opportunities, optimize their efforts, and ultimately boost revenue growth.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com

Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem.  So how can we prioritize the customer journey to help us drive revenue for our organizations?  How do we actively prioritize the customer journey? Kevin Chiu,   Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term and long term business goals.    Here’s what’s inside:  Customer success is found in  the customer journey. CROs should focus on new business acquisition and also on long-term customer value. This means investing in customer enablement and alignment across functions, providing strategic business conversations with customers, and ensuring a seamless handoff between customer success managers and account executives.  Improve QBRs for customer-focused conversations. Quarterly business reviews often lack customer-centricity with a  disconnect between the sales reps and buyers. By improving QBRs and making them more customer-focused, companies create more impact and build stronger relationships with their customers. Align sales and customer success. AlignmentThis involves breaking down silos and effectively communicating long-term customer value rather than solely focusing on new business acquisition. Revenue generation does not only come through net new, often in the world of sales we forget the opportunities we have within the existing customer base.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

Data-driven decision making is more important now than it has ever been to reach your revenue goals. It’s the backbone of informed decision making. But…is your team utilizing and sharing that data in a clear, concise way across all of your revenue teams? Steve Daly is the Chief Executive Officer of edTech company Instructure, where he is responsible for driving revenue growth and ensuring the company's success in the ever-changing education industry. In this conversation with Kyle, he’s sharing the significance of analyzing key metrics such as revenue, profitability, bookings, and sales productivity, and ultimately how they can help businesses improve accuracy in forecasting and make informed decisions to drive growth and address potential issues.   Here’s what’s inside:  Emphasize data-driven decision making and collaboration. Steve Daly highlights the challenge of collaboration and data overload. To address this, it is crucial to regularly analyze key metrics, such as revenue, profitability, retention, and upsells. By leveraging data and fostering collaboration, teams can make informed decisions, improve accuracy in forecasting, and work towards common revenue goals. Act quickly and focus on beating financial forecasts. Steve Daly shares their secret to making fast-paced but informed decisions to keep stakeholders happy. By taking decisive actions and staying proactive, teams can drive growth, exceed expectations, and maintain financial performance. This highlights the importance of agility and a results-oriented mindset in revenue management. Operationalize quota capacity and monitor sales productivity. Steve Daly discusses the intricate process of evaluating quota capacity, considering factors such as attrition, ramping up new sales representatives, and attainment levels. By having a robust model in place, companies can forecast quota capacity over time, hire and onboard new sales reps effectively, and set expectations for their productivity. Monitoring these enables leadership to make informed decisions to ensure the organization is on track to achieve revenue targets.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right? This week’s episode is just that. Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability.  On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data literacy and metrics, accountability, trust, and integrity, why businesses must have a foundation of deeper qualification and data mining to identify potential revenue leakage and more.   Here’s what’s inside:  Develop a consistent system for customer and prospect interactions: Jonny emphasized the importance of this. Implementing a standardized system can help ensure that customer and prospect interactions are consistently handled and that data is flowing freely throughout the process. Expand on the dollar, rather than trying to find new dollars: To thrive in the current business environment, businesses need to have a foundation of deeper qualification, being multithreaded, and aligning solutions to financial initiatives within prospect businesses. This can help identify potential revenue leakage and address it proactively. Prioritize continual calibration and iteration: These are necessary for assessing where a deal stands, who the right people are, their level of influence, and any other internal and external considerations. The goal is to continually assess the risk and opportunity in a deal and adjust accordingly.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

Jake Randall, COO of Common Room, discusses the importance of understanding the buyer's journey in sales. He highlights leveraging data, automation, and digital channels to engage buyers. Topics include personalized outreach, building trust, and delivering impactful customer experiences.

Mark Cranney, Go-to-Market Advisor, discusses the importance of accurate sales forecasting and business planning. He emphasizes the need to make the pipeline visible for investment decisions, focusing on accurate forecasting, problems with untrustworthy data, the importance of a five-quarter view, navigating the current market climate, and book recommendations for revenue leaders.

Your sales team is a driving force behind your revenue growth, but if every rep’s sales cycle is a reinvention of the wheel, you’re losing both time and revenue to revenue leak. As a revenue leader, it’s your job to make sure that they have the tools and processes to close deals effectively… but sometimes it’s hard to juggle giving every opportunity attention. Armand Farrokh, founder and host of the podcast Thirty Minutes to President’s Club and previous VP of Sales at Pave, is a treasure chest of wisdom when it comes to this. From team training sessions to prospecting and discovery, this episode explores the various techniques used in the sales process of Pave. The importance of meetings and the structure of each day of the week are also discussed, highlighting the efficiency and productivity of the sales team. Additionally, the key arcs at Pave and the challenges faced when scaling up the sales team are explored, providing valuable insights for other companies. Armand Farrokh, shares his personal journey through sales and offers valuable tips for hiring and building a successful sales team.    Here’s what’s inside:  Implement a structured rhythm for sales meetings. Creating a weekly schedule of focused meetings to address different aspects of the sales process and team development ensures that important areas, such as prospecting, deal reviews, and training, are consistently addressed and progress is tracked. Foster a shared language for discussing deals. Simplify the sales cycle by using standardized language to discuss deals in pipeline reviews and forecasting meetings. This helps prevent unnecessary details from bogging down discussions and ensures a clear understanding of deal progress and next steps. Prioritize hiring strategically. When expanding the sales team, ensure that the focus is on hiring individuals who possess the necessary skills, such as navigating enterprise deals, forecasting, leveraging sales enablement tools, and performing platform sales. Tailor the hiring criteria to match the specific stage and needs of the company.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

Your revenue team is constantly changing and Expecting your go-to-market motion to stay the same through all that change is a recipe for revenue leak, silently draining away potential growth and leaving your business vulnerable.    So what should you do to ensure you’re keeping up? Kiva has all the answers you need.   On this episode of Run Revenue Show, we are joined by Kiva Kolstein. Kolstein gives us an inside look at AlphaSense's rigorous revenue operations team and how they help create a predictable business by providing data on pipeline, forecast, and the market they're going after. We learn about the company's specialization strategy and the importance of sales enablement in scaling a global sales organization, their go-to-market strategy for new industries and the importance of balancing live and asynchronous sales training, and all about AlphaSense's successful acquisitions and their team dedicated to incubating and launching new ideas. Kiva Kolstein is the President and Chief Revenue Officer at AlphaSense, Inc. - a leading artificial intelligence-powered search engine for financial professionals. With a strong background in technology and finance, Kolstein brings a wealth of expertise to his role, empowering financial professionals with actionable insights and transforming the way they conduct research and make informed decisions.   Here’s what’s inside:  Develop a specialized value proposition: To achieve growth, organizations must develop a targeted go-to-market strategy that speaks to specific personas, verticals, and industries. By purpose-building products and services for buyers and sectors, companies can achieve greater differentiation and higher levels of customer satisfaction. Take a data-driven approach to decision-making: Companies should measure every aspect of the business, from top of the funnel to renewal and upsell, to inform every decision made. With the right data, companies can create a predictable business that enables accurate forecasting and continued investment in new growth opportunities. Implement a robust revenue operations process: Revenue operations is crucial to running a successful business. Rev Ops teams should track data daily and share relevant information with decision-makers, which can help inform key hiring, compensation, and incentive decisions. By creating a predictable business with the help of Rev Ops, executives can set themselves up for continued growth.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com  

As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right? This week’s episode is just that. Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability.  On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data literacy and metrics, accountability, trust, and integrity, why businesses must have a foundation of deeper qualification and data mining to identify potential revenue leakage and more.   Here’s what’s inside:  Develop a consistent system for customer and prospect interactions: Jonny emphasized the importance of this. Implementing a standardized system can help ensure that customer and prospect interactions are consistently handled and that data is flowing freely throughout the process. Expand on the dollar, rather than trying to find new dollars: To thrive in the current business environment, businesses need to have a foundation of deeper qualification, being multithreaded, and aligning solutions to financial initiatives within prospect businesses. This can help identify potential revenue leakage and address it proactively. Prioritize continual calibration and iteration: These are necessary for assessing where a deal stands, who the right people are, their level of influence, and any other internal and external considerations. The goal is to continually assess the risk and opportunity in a deal and adjust accordingly.   Grab this week’s Checklist    Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.    See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.  → Clari.com