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Learn from the brightest minds how to predictably and efficiently grow revenue.
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...
Building Trust and Credibility Through Data-Based Feedback with Basil Murray, VP of Enterprise Commercial Sales at DHI
In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching...
How Can RevOps Manage and Leverage Business Growth Opportunities with Kris Alspach, Director of Revenue Operations at UiPath
Kris Alspach, Director of Revenue Operations at UiPath, joins us in the latest of The Revenue Insights podcast to discuss how RevOps can manage business growth, why sales is a collaborative process between all teams, and how revenue operations and sales could work better together.
Growing the numbers
UiPath is a software development company that offers an end-to-end automation platform that enables organizations rapidly scale digital business operations. In December 2018, when Kris joined the team, the company was about forty million dollars ARR business. Now, it is approaching the 500 million mark. Kris believes this phenomenal growth is due to the company’s culture, leadership, and sales and operational teams.
Managing growth from an operational perspective
When a business grows fast, you need to build processes around it to handle and scale it. UiPath managed that by improving collaboration across teams. Kris also believes that the know-how and operational rigor should be instilled by a strong leadership team, which UiPath definitely has.
Operational cadences are the core of the business
One of the biggest challenges for UiPath has been to adopt the same structure, cadence, and process globally. For example, sales and RevOps have rigorous business review calls every Monday. Operational cadence helped the teams execute better and create a strong partnership between revenue operations and sales teams.
Sales is a team sport
Kris thinks sales is a collaborative process between all teams, including customer support, back-office, leadership, and sales engineers. When building the RevOps teams, Kris looks for team-oriented individuals who can be trusted and have the basic experience in revenue operations.
How could revenue operations and sales work better together?
Your revenue leader should understand the concept of RevOps and think of you as their Chief Operating Officer. Regarding partnering and working with sales, RevOps should be involved in regional sales meetings and reach out for sales and customer feedback on new processes.
- The Steak Problem in Sales Ops with Don Turner, Director of Sales Operations at Lark Technologies
- Strategic Process Mining to Scale Revenue Operations with Itay Maoz, Sr. Director of Revenue Operations at Electric
- Building Revenue Operations Infrastructure with Michael Boardman, Director of Revenue Operations at Castellan Solutions
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