This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions.
Jamie believes that revenue operations have been around for a long time, but we haven’t always called it “RevOps.” He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line.
Guest Bio:
As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University.
Guest Quote:
“Revenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.” - Jamie Anderson
Time Stamps:
1:32 - How Jamie views RevOps
13:22 - The importance of specialization
15:23 - What makes a horrible client experience
21:58 - Making leaders better
25:47 - Why RevOps has a great ROI
29:26 - The tool shed
34:46 - Quick hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
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