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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.

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