Episodios

  • Driving Revenue with Strategic Partners and Operational Excellence with Michele Shepard of Emburse

    Driving Revenue with Strategic Partners and Operational Excellence with Michele Shepard of Emburse
    Jan 8 2025
    Michele Shepard, Chief Revenue Officer at Emburse, brings over 25 years of experience driving record-setting growth and scale, and shares her journey from strategic advisor and founder to current CRO. This episode covers Michele's approach to 'failing fast,' predicting future revenue streams, the importance of employee experience in revenue lifecycle management, and harnessing AI in business processes. About the Guest:With over 25 years of experience, Michele Shepard, Chief Revenue Officer at Emburse, has led companies to record-setting revenue growth and scale with a passion for developing forward-thinking customer and employee engagement strategies across sales, marketing, and customer success. Michele previously served as the Chief Commercial Officer at Paya (now Nuvei Corporation), a prominent integrated payment solutions provider. Before Paya, she was the Chief Revenue Officer at Insurity and Vertafore, where she played a pivotal role in implementing go-to-market plans that accelerated market expansion, achieved operational improvement, and drove profitable growth. In addition to her corporate leadership roles, Michele has held several board and strategic advisory positions in the payments, fintech, and non-profit education and healthcare sectors, where she contributed to strategic planning and achieved notable results.Guest Highlights:“Building relationships matter—understanding not only the goals but the pain points of a particular company and going deeper into the persona, our ideal customer profile, and what's important to them.”“ Failing fast means that when we've got it wrong, we're not going to continue down the path just to continue down the path… Maybe even stop some of the things that we are doing so that we can prioritize the things that are actually going to make us successful.” “Where we've been super successful is focused on key verticals, whether it's legal, healthcare, professional services, or manufacturing—but we are finding if we go more broadly in our marketing and in our segmentation, we get less results.”Episode Timestamps: *(02:00) -  Innovative Strategies and Partnership*(06:20) -  Fail Fast: Lessons in Innovation*(11:05) -  Predictive Pathways and Revenue Strategies*(16:05) -   Employee Experience and Revenue Lifecycle Management*(24:50) -  AI and Technology in Revenue ManagementLinks & Resources:Phil’s LinkedIn: www.linkedin.com/in/phildillardMichele’s LinkedIn: www.linkedin.com/in/michele-shepard-a02382Our Sponsors: About AccentureAccenture 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 CongaConga 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.
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    41 m
  • Predictable Growth with AI-Driven RevOps with Tyler Will of Intercom

    Predictable Growth with AI-Driven RevOps with Tyler Will of Intercom
    Dec 18 2024

    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.
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    42 m
  • AI's Impact on Predictive Analytics and Revenue Strategies with Chris Lee of Interos

    AI's Impact on Predictive Analytics and Revenue Strategies with Chris Lee of Interos
    Dec 4 2024

    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.

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    46 m
  • Cultural Alignment, Driving Agility and Innovation with Eric Gilpin of G2

    Cultural Alignment, Driving Agility and Innovation with Eric Gilpin of G2
    Oct 23 2024

    This episode features an interview with Eric Gilpin, Chief Revenue Officer at G2 and a tech industry veteran with over 20 years of experience, including roles at Upwork and CareerBuilder.

    Eric shares insights on the importance of cultural alignment, the concept of “zero-daylight” for executive decision-making, and practical tips for driving business agility and innovation.

    About the Guest:

    Eric Gilpin is the Chief Revenue Officer of G2, overseeing global sales and customer success, with over 20 years of experience in scaling technology businesses, including a pivotal role at Upwork during its successful IPO and subsequent revenue growth, while also serving as a limited partner at GTMfund and an advisory board member at Sales Assembly, and being recognized as a top sales leader.

    Guest Highlights:

    “Churn is not a revenue, marketing, or product problem. Churn is a company problem.”

    “All revenue is not created equal.”

    "CROs think that they're the sales leader, whereas they are cross-functional execs, and their job is to communicate and advocate on behalf of their customers and their teams."

    Episode Timestamps:

    *(01:10) - Eric’s G2 Journey and Insights

    *(03:25) - Navigating Market Corrections and Innovations

    *(09:35) - Aligning Teams for Success

    *(20:15) - Building Cross-Functional Relationships

    *(22:55) - Leveraging Input Metrics for Success

    *(31:55) - Future Trends and AI in Revenue Operations

    Links & Resources:

    • Phil’s LinkedIn: www.linkedin.com/in/phildillard
    • Eric’s LinkedIn: www.linkedin.com/in/ericgilpin

    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.

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    39 m
  • Driving Growth and Guiding Teams Through Change with Tim Richards

    Driving Growth and Guiding Teams Through Change with Tim Richards
    Oct 2 2024
    Tim Richards is an accomplished revenue leader with experience that spans large media companies (TimeWarner, AOL) and scaled digital organizations (Linqia, Nextdoor, Amaze). As a veteran change agent, Tim shares insights on how CROs can drive growth during periods of transformation and embrace cross-functional leadership to ensure team alignment and engagement.About the Guest:Tim Richards is the former Head of Global Sales at Nextdoor, a position he held since November 2022. In this role, he led Nextdoor's global direct advertising sales strategy and market expansion, with the aim of accelerating the company's global growth and reinforcing its commitment to serving advertisers, partners, and consumers. Prior to joining Nextdoor, Richards served as the Chief Revenue Officer at Linqia, an influencer marketing platform. During his time there, he successfully rebuilt the revenue organization to focus on enterprise brands, resulting in exponential revenue growth and improved customer retention. Richards has a strong background in sales and marketing, with experience that includes serving on the Board of Directors at Amaze since March 2022. He was also inducted into the Hall of Fame by the Bay Area Interactive Group (SFBIG) in April 2015, recognizing his contributions to industry and community. In terms of education, Richards attended Miami University and completed the Driving Sales Performance program at Kellogg Executive Education.Guest Quote: “You have to view yourself as the conductor of a symphony. You can't be aligning yourself with the trumpets and the percussion section and blow off everything else. You have to view yourself as a leader and a harmonizer of the whole thing, whether they report to you or not… That is a form of servant leadership because you're not just focusing on your directs or getting promoted—it's about making the whole thing work.”Episode Timestamps: *(03:02) - The Evolving Role of the CRO*(06:50) - Strategies for Market Expansion and Contraction*(09:25) - Innovative Pricing and Revenue Structures*(14:35) - Servant Leadership and Team Empowerment*(30:10) - Future of Revenue Models Our Sponsors: About AccentureAccenture 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 CongaConga 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. Links & Resources:Connect with Phil Dillard & Tim Richards on LinkedIn Learn more about Accenture Learn more about Conga
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    38 m
  • Leveraging Data for Predictive Pathways with Dominic Janney of Canon Financial Services, Inc.

    Leveraging Data for Predictive Pathways with Dominic Janney of Canon Financial Services, Inc.
    Sep 18 2024
    This episode features an interview with Dominic Janney, President at Canon Financial Services, Inc. Dominic discusses the importance of using data to modernize technology, predict outcomes, and create synergy between end-users and sales teams while maintaining agile leadership.About Dominic:Dominic Janney is President of Canon Financial Services, Inc. (CFS), a wholly owned subsidiary of Canon U.S.A. that provides innovative lease financing solutions to Canon customers. In this role, Mr. Janney seeks to ensure that CFS follows its mission, policies and procedures by providing best-in-class service supporting the sales of Canon products and solutions. Mr. Janney has more than 13 years of experience with Canon, having joined the company in February 2009. Before being promoted to CFS President in January 2022, Mr. Janney served as Senior Vice President, Sales and Servicing, from October 2020. During this time, he led a new initiative along with Canon U.S.A. 's Business Information Communications Group to tap into a new vertical market that greatly increased business volume.About Canon Financial Services Canon Financial Services, Inc. (CFS) is the premier financing source for all Canon Direct Sales Groups, Canon Authorized Dealers, Resellers and Partners in the U.S. CFS is a wholly owned subsidiary of Canon U.S.A., Inc. Our mission is to be a continuously evolving organization that builds meaningful partnerships while providing creative financial solutions. We strive to stimulate growth and maximize profitability, all while upholding responsible and ethical business practices. We aim to set the standard of excellence in our industry while fostering an environment of integrity, employee empowerment, diversity and inclusion. CFS’ main office is located in Mount Laurel, N.J. with multiple branches throughout the United States. CFS assists federal, state, and local government entities, as well as commercial businesses, develop the financing program that meets their needs.Guest Quote:“We use the midterm plan as a way to utilize employees and get ideas on how and what products we can have. In addition, when we do a midterm plan, we are reaching out to all of our channel partners and we're asking, ‘What is your midterm plan? How much do you think you're going to grow in the next 1, 2, 3 years?’ So we use this as a foundation and then we challenge the organization to improve, whether it be servicing capabilities, or it might just be challenging the status quo.”Episode Timestamps: *(03:25) - Unique Benefits of Being a Captive Leasing Company*(07:05) - Modernizing Technology for Revenue Growth*(10:20) - Leveraging Data for Success*(25:50) - Strategies for Predictable GrowthOur Sponsors: About AccentureAccenture 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 CongaConga 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. Links & Resources:Connect with Phil Dillard & Dominic Janney on LinkedInLearn more about Accenture Learn more about Conga
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    36 m
  • The Customer-Centric Path to Revenue with Manny Medina of Outreach

    The Customer-Centric Path to Revenue with Manny Medina of Outreach
    Sep 4 2024
    This episode features an interview with Manny Medina, Executive Chairman of Outreach.Manny shares his strategies for driving revenue growth by focusing on ideal customers, maximizing growth within existing segments, and the importance of leadership agility. This episode dives deep into Manny’s customer-centric philosophy, including finding empathy in identifying pain points, and transforming challenges into innovative revenue streams.About Manny:Manny co-founded Outreach in 2014 and built the company from a Seattle-based startup to a global sales technology leader with more than 6,000 customers. He pioneered the Sales Execution category and from day one, bet on artificial intelligence as the future of sales technology. Manny leads with a mindset of abundance, encouraging employees, customers, and partners to generate success from nothing but an idea. He sees possibilities in everything and inspires the confidence that it can be done. At Outreach, he fosters a high-performance culture, asking employees to show up as their authentic selves to rally the culture in service of the company's mission—empower every sales professional to operate at their maximum potential.He holds an MBA from Harvard and a Master's in Computer Science from the University of Pennsylvania. Manny grew up in Ecuador and now lives with his wife and four children in Seattle. On weekends, you can find him watching soccer games and barbecuing with his family in his backyard.About Outreach:Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipelines. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle.Episode Timestamps: *(05:15) - Driving Growth and Customer Focus*(21:35) - Leveraging AI in Business*(23:15) - AI's Role in Sales and Customer Engagement*(30:30) - Future Trends and Leadership AdviceGuest Quote:“The other one that nobody talks about is professional services. Most organizations have some kind of professional services, whether it's free or paid or partner, it comes from professional services. If you're partnering for the delivering services, then your partner will know a lot because that partner is a trusted advisor. So you stay close with them. The meta point that I'm trying to say is that, look, there is no direct line to these new revenue opportunities. You know, you have to go look for them and the way you institutionalize them is that you bring technology into the table.”Links & Resources:Connect with Phil Dillard & Manny Medina on LinkedInLearn more about Accenture Learn more about CongaOur Sponsors: About AccentureAccenture 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 CongaConga 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.
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    43 m
  • Aligning Sales and Marketing for Revenue Growth with Latané Contant of 6sense

    Aligning Sales and Marketing for Revenue Growth with Latané Contant of 6sense
    Aug 21 2024
    This episode features an interview with Latané Conant, CRO at 6sense.Latané shares her unconventional career journey from software sales to marketing, and eventually to the CRO role. She discusses strategies for driving predictable growth, the importance of alignment across sales, marketing, and customer success, and the role of generative AI in optimizing prospecting efforts. About Latané:Latané Conant, Chief Revenue Officer of 6sense, is a trailblazing leader in revenue technology known for her innovative vision and strategic expertise. With a wealth of experience across all revenue functions, she propels business growth through operational excellence and oversees marketing, sales, customer success, partnerships, and professional services. Her pioneering go-to-market approach has driven remarkable success for 6sense, contributing to its exponential growth, industry-leading net revenue retention, and impressive valuation. As the author of the best-selling book, No Forms. No Spam. No Cold Calls., Latané has provided a comprehensive guide for building a modern sales and marketing engine. She is a passionate advocate for empowering revenue leaders and has founded vibrant communities like CMO Coffee Talk and the Empowered CMO Network, fostering connections, collaboration, and leadership development for B2B marketing professionals.About 6sense:6sense is on a mission to revolutionize the way B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue. Customers report 2X increases in average contract value, 4X increases in win rate and 20-40% reduction in time to close deals. Know everything, do anything, with 6sense.Guest Quote: “The thing with the CRO role is that there's really no one who is great at all. That's the reality, right? Someone who's great at Sales might not be great at Customer Success... Leading teams and galvanizing around the customer—I think that will become more what a CRO does versus ‘I know this function really, really well’. But you do need specialists in those functions too. So it's also about building great leaders in those pillars that can run their stuff.”Episode Timestamps: *(03:20) - Challenges and Strategies in Revenue Leadership*(07:20) - Aligning Sales, Marketing, and Customer Success*(17:15) - Leveraging Predictive Analytics and AIOur Sponsors: About AccentureAccenture 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 CongaConga 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. Links & Resources:Connect with Phil Dillard & Latané Contant on LinkedIn Learn more about Accenture Learn more about Conga
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    37 m
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