The RevOps Review Automation Across The Customer Journey with Jeff Ignacio and Jonny Fianu (Comply Advantage)
Aug 4, 2023
Jonny Fianu, Director of RevOps and Business Development at Comply Advantage, shares his insights on automating the customer journey. He discusses the evolution of sales development roles into revenue operations, emphasizing collaboration and leadership. The conversation highlights the crucial role of sales development representatives (SDRs) in enhancing efficiency through accurate data. Jonny also shares strategies for combining metrics to improve sales outreach, underlining the importance of curiosity and understanding in driving success in revenue operations.
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RevOps Is Systemic And Focused
- RevOps harmonizes systems, data, and processes to help commercial teams hit revenue targets.
- Focused application is required; you cannot optimize the entire lifecycle at once.
Built RevOps Then Took Over SDRs
- Jonny built the RevOps team for ~2.5 years before taking SDR leadership to reduce functional overhead.
- He then split time so RevOps kept strategic oversight while he rebuilt the SDR motion.
Make Outbound Meetings A Shared North Star
- Share responsibility for outbound meeting growth between RevOps and SDRs and make it a joint North Star.
- Spend most time on prospecting capability while maintaining periodic RevOps reviews and coaching.