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Learn from the brightest minds how to predictably and efficiently grow revenue.
How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is as a problem solver in the revenue operations space. You must listen to this episode if you prefer to be hands-on with your teams. The...
Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023....
Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder and CEO at Insight Revenue
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer...
Leading Business Integration After an Acquisition with Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow
In this episode of The Revenue Insights podcast, Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow, shares valuable insights on how to succeed as a RevOps professional and how to integrate business operations during an acquisition.
Integrating Lightstep Into ServiceNow
Camron has eleven years of increasing scope of responsibility in GTM/Revenue Operations with high-tech market leaders. In 2021, ServiceNow acquired Lighstep. Camron became the Head of Revenue Operations, focusing on integrating Lighstep operations, products, and processes into ServiceNow.
Business Integration Challenges
One of the biggest challenges is identifying the right stakeholders for specific business areas and getting approval before you can move forward. For a company like ServiceNow, you have to get consensus across the board, and have a conversation with a much broader audience to understand whether or not you can move forward with the proposal.
Aligning the Forecasting
The first thing Camron and his team had to do was to align the companies’ forecast categories in CRMs, start using the same terms and make sure they are rolling up information to the same forecast categories and that the teams are consistent across the board.
It’s All About Consistency
Creating consistency between revenue operation teams starts with setting clear goals. Make sure to sync with all teams the go-to-market function to define what you’re measuring, what’s important for the organization, what the targets are, and that you have a single source of truth for the data.
RevOps and Stakeholders
A revenue operation specialist should be a trusted business partner for the stakeholders. They need to be proactive, constantly speak with their stakeholders, provide a best-in-class customer experience, be transparent, and share frequent updates.
- The Role of Sales Ops in Acquisitions with Chris Fezza of AdminWithin
- How Can Sales Operations Leaders Leverage Growth Opportunities with Michael Heilmann, VP of WW Sales Operations at Demandbase
- Forecasting Strategies for Sales Ops with Michaela Downs, Head of Sales Operations at Benchling
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