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CPQ Solutions for Simplifying and Scaling Sales & Revenues Operations with Valerie Papa, Senior Manager of Revenue Operations at Andela

In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Valerie Papa, Senior Manager of Revenue Operations at Andela. They discuss the technological evolution in Rev Ops, how CPQ solutions can help simplify and scale rev and sales operations, tips on creating a successful rev and sales ops strategy. 

Valerie’s revenue operations journey 

Valerie started her journey in marketing operations back in 2012. With almost a decade of experience in internal consulting, sales operations, and CRM administration with a diverse clientele, she transitioned to revenue ops. 

Valerie’s dynamic approach to finding matching solutions to salesforce problems by utilizing CPQ (Configure, Price Quote) solutions and simplifying the process has led her to the position of senior Rev Ops manager in no time.

The versatile personality and experience in various areas of Sales Ops/Revenue Ops infrastructure help in finding proactive solutions to the client’s problems and accelerate the sales force team’s growth to meet the aggressive goals.

Evolution of an aggregated revenue ops system with CPQ 

The biggest transition for the Rev Ops team has been the shift of all-solution operations to a more specified CPQ solution model. 

Previously, Rev Ops people were operating as the Frankenstein sales team that led to over automation with the buildup of excessive and unnecessary content and ideas. CPQ takes a more strategic and segregated approach to business growth. It “pushes back” on automation when needed and simplifies the entire process to progress at a faster pace.

CPQ solutions allows to clean up unnecessary data and build scalable and flexible automated tools.

Moreover, internal consultation acts as the pinnacle of Rev Ops success where the leader works cross-functionally and values the entire company’s effort. Thinking about everyone and functioning holistically leads to better decision-making and smart strategies. 

Tips to ensure CPQ transition in Rev Ops

CPQ tools simplify and scale up the configuration and pricing for the sales force. A smooth CPQ transition in Rev Ops depends upon:

  • Work with expert consultants who complement your business’s strategies so the Rev Ops processing is not overcompensated or over automated
  • CPQ transition involves data migration from the old system and different departments. Therefore, get assistance, as it requires a huge effort
  • Adapt to any automation tool when it enables both the revenue and scalability of the sales force

How to help customers with Sales Ops/Rev Ops

The success of Rev Ops is proportional to customer satisfaction. The Rev Ops Managers needs to work as a trusted advisor to the sales force team and provide them with informed opinions and strategic recommendations. This aggravates the team effort and expands the clientele.

Revenue ops team at Andela 

Currently, there are only four members working for the Rev Ops function. However, as the company is growing, the team is open to recruit more members and useful tools. Because, the more any business scales, things become more complex.

Creating a successful Rev Ops strategy 

Before investing in fancy and complex tools, curate a solid Rev Ops process that aligns with customer expectations at every level. Once you have a strategy, invest in the useful tools that support the process and do not come in its way.

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