Transforming Your Revenue Model to Stay Ahead with Kimberly Deobald of Avalara

This episode features an interview with Kimberly Deobald, the Chief Revenue Officer at Avalara.

In this episode, Kimberly shares advice for revenue leaders on how to stay ahead in a fast-changing industry. By emphasizing important areas like AI, improving customer experiences, and building a strong team, Kimberly shares her keys to ultimately achieving the maturation of RevOps.

About Kimberly:

Kimberly oversees marketing, revenue operations, and sales performance and strategy at Avalara. With more than 20 years of experience building and leading high-performance sales and operations teams, Kimberly has a track record of scaling sales functions for growth and profitability. Before joining Avalara, Kimberly was responsible for leading Varicent’s revenue intelligence business unit. She also previously held several leadership roles at IBM.

About Avalara:

Avalara makes tax compliance faster, easier, more accurate, and more reliable for 30,000+ business and government customers in over 90 countries. Tax compliance automation software solutions from Avalara leverage 1,200+ signed partner integrations across leading ecommerce, ERP, and other billing systems to power tax calculations, document management, tax return filing, and tax content access. Visit avalara.com to learn more.

According to Kimberly:

“If you have an ARR per customer and if it's growing every year, that means they are really happy with the service that you're providing or adding more services. It tells you so much about your customer engagement.”

“Revenue operations is the the brains of my organization. They are all about making sure that we have the right tools, dashboards, and KPIs so that we're balancing operational effectiveness and hitting the goals for our customers and our net promoter score.” 

“Every single touch point in the company, it goes across all these units, right? How do I get the team to make sure we're creating a seamless, frictionless experience for that customer and one that we, as employees, can see their experience as they travel through our company? How can also allow ourselves to have real time data engagement around who needs help, and do it in a proactive way versus a reactive way? To move faster and be more agile, create a collaborative team around those disciplines.”

Episode Timestamps:

*(01:20) - Exploring the Evolution of Revenue Operations

*(07:00) - Staying Ahead in a Dynamic Industry: Strategy and Adaptation

*(11:30) - Operational Efficiency and Maximizing Productivity

*(16:40) - Embracing Change and Innovation for Global Dominance

*(29:05) - Building a Robust Revenue Ops Organization: Tips and Insights

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