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00:23-01:29 – Darren’s story and how he got into Instructure

02:20 – 04:02 – Structure of RevOps at Instructure and Darren’s hierarchy

04:10 – 04:40 – How do the different teams of the Revenue operations work together, and how they blend with the company 

04:50 – 05:45 – Alignment as an essential factor in developing a best-in-class Revenue ops team structure

07:04 – 07:45 – How to develop the best decisions/solutions in rev ops

09:30 – 10:52 – Foundational pillars for developing a best-in-class ops team

15;52 – 17:28 – How to ensure all teams and units across the company are aligned

18:00 – 19:45 – Secrets for coaching sales reps to help them constantly provide value

20:23 – 21:44 – How to prioritize the most important goals of the team and organization 

23:52 – 25:32 – Key lessons from last year 

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31:59 – 33:00 – Importance of workforce growth and development 

36:34 – 36:45 –  Darren’s book recommendation – Kerry Patterson’s Crucial Conversations 

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