This episode features Tyler Will, VP of Revenue Operations at Intercom, where he drives GTM transformation to support Intercom’s AI-first customer support vision.

Tyler discusses the transformative power of AI in RevOps, highlighting the shift from seat-based SaaS to AI-driven models and the importance of talent and team development.

About the Guest:

Tyler Will is the Vice President of Revenue Operations at Intercom. There he oversees Sales and Marketing Operations, go-to-market analytics, and strategy & planning. He is deeply involved in the transformation of the GTM organization to drive Intercom’s AI-first customer support vision. Prior to Intercom, he led several Sales Strategy & Operations teams at LinkedIn and worked with major technology and private equity companies at Bain & Company. In terms of education, Tyler graduated from Duke University and earned his MBA at the Stanford Graduate School of Business.

Guest Highlights:

“ What does AI mean? It’s going back to school in a sense. That starts with marketing—product marketing, creating the right content, the right web pages, and webinars.”

“ Let's accept that humans struggle with change, but not use that as an excuse not to do the things we need to do.”

“ There's more and more data available to us to use in creative ways. I think the only limit on creative use now is our creativity as opposed to the data and the tools.”

Episode Timestamps:

*(02:15) -  The Evolution of Operations Team

*(05:00) -  AI's Impact on Pricing and Sale

*(07:10) -  Navigating Organizational Change

*(25:40) -  Talent and Team Development

Links & Resources:

• Phil’s LinkedIn: www.linkedin.com/in/phildillard
• Tyler’s LinkedIn: www.linkedin.com/in/tylerwwill

Our Sponsors:
About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.

About Conga

Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.

Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.

This episode features Chris Lee, Chief Revenue Officer at Interos, a powerhouse with 25+ years in SaaS who’s driven growth at tech giants like Salesforce and Latch through IPOs.

Chris shares how AI is transforming predictive analytics at Interos, the tools and strategies he’s using to drive revenue and compliance, and the critical role clean data plays in effective AI training.

About the Guest:

Chris Lee is a seasoned and proven Chief Revenue Officer with over 25 years in the SaaS industry, Author of the book "The Principles of P.O.W.E.R" - and requested Guest lecturer. Chris has built a tremendous reputation as a high-performing revenue leader with experience in building infrastructure, establishing GTM and assembling a Dream Team of leaders - in order to accelerate growth and drive disruptive technologies through their IPOs. As an executive leader at pre-IPO industry tech giants such as: Siebel Systems, Salesforce, DocuSign and Latch - Chris developed the playbook to SaaS success. His motivating and captivating personality combined with his knowledge on how to drive triple digit ARR is what sets him apart from his peers. Leveraging decades of partnerships and relationships within his SaaS ecosystem gives him the ability to immediately step in and take an organization to their next stage. He completed his Bachelor of Arts in Economics at Villanova University.

Guest Highlights:

“You can have the systems but your data is really the key component to all of it. You can have all the best systems in the world but if your data is not clean and you don't have good data hygiene, that's a major problem.”

“My advice always is to make sure that you have a mentor—somebody that's been through it before, has been through the thick and the thin, and has dealt with potholes."

“Every customer and every company out in the world today has a supply chain. It's so important to get out in front of that and make sure that you're managing those suppliers.”

Episode Timestamps:

*(01:35) - Chris’ career journey

*(08:25) - The importance of supply chain transparency

*(14:25) - Tools and strategies for revenue management

*(39:00) - The evolving role of the CRO

Links & Resources:

• Phil’s LinkedIn: www.linkedin.com/in/phildillard
• Chris’s LinkedIn: www.linkedin.com/in/chris-lee-60653b25

Our Sponsors:

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.

About Conga

Conga crushes complexity in an increasingly complex world. With our Revenue Lifecycle Management solution, we transform each company’s unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a unified data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. Our approach is grounded in the Conga Way, a framework of entrepreneurial spirit and achieving together to champion our 11,000+ customers. We’re committed to our customers and to removing complexity in an increasingly complex world. Our solutions quickly adapt to changing business models so you can normalize your revenue management processes.

Conga has global operations across North America, Europe, and Asia. Learn more at conga.com or follow Conga on Twitter: @congahq.