Internal Reporting from Two Weeks to Three Hours with Branden Baldwin, Director of Revenue Operations at Balto

In this episode of Sales Ops Demystified, Tom Hunt is joined by Branden Baldwin, Director of Revenue Operations at Balto. They discuss simplifying rev ops, improving the efficiency of reporting processes, and the importance of having all teams aligned with rev ops as the single source of accountability.

Branden’s journey into Rev Ops 

Branden earned a degree in psychology. He loved the idea of bringing people together and helping them maximize their abilities and skills to improve project outcomes. His love for math and analytics deepened during his MBA and supportive mentors in his career helped develop his curiosity of going beyond analytics into sales and marketing. His multifaceted work at Degreed also helped him gain a variety of skills on the job.

Making the best of acquisitions 

For acquisitions to succeed, it’s critical to have executive sponsors aligned on the same revenue strategy with a single source of truth. To simplify rev ops, consider creating an independent CX ops role so marketing ops and sales ops can work with rev ops without losing focus.

Optimizing internal reporting from 2 weeks to 3 hours

To implement this, start by refining specific data points based on the customer life cycle. Once that is achieved, understand the complete high-level funnel strategy. Aim to create a centralized account scoring system. It helps avoid “death by PowerPoint or spreadsheet”.

Birdeye’s revenue ops focus

At Birdeye, they off-loaded communications to a new hire for the CCO (Chief Communications Officer) role. Branden’s focus in the first 90 days is to refine and reorganize the fundamentals of their process. They’re also reviewing their tech stack. All of this will help find scaling opportunities and get the company ready for an IPO. 

Role of revenue ops 

Revenue ops help achieve complete alignment and faster processes which collectively help optimize marketing and sales ops for full, simplified accountability. 

Branden’s most helpful books on rev ops

Subscribe To Sales Ops Demystified:

Posted in

Speak with our experts and see how Ebsta will help improve your sales

New call-to-action
New call-to-action
Logo Icon (White)@2x

Newsletter Signup

Share this article

Related Content

Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion

In this episode of the Revenue Insights Podcast, Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, talks about building relationships between operations, enablement and sales teams, Customer Relationship Management and digital selling.

How to embrace change in your revenue function with Pilar Schenk, COO at Cisco Global Security & Collaboration

In this episode of the Revenue Insights Podcast, Pilar Schenk, Cisco Global Security & Collaboration, shares her experiences at Dell, and talks about strengths, passions, customer relationships, and growth.

Why a customer-first approach is a key to growth with Evan Liang, CEO of LeanData

Early on in Evan’s career, as a general manager, he ran into problems getting systems to work well together. He…