The Rise of Revenue Operations with Cornelius Willis of Clari

TalkingSense

#CMO #revtech #revops Are marketing and sales oil and water, or peanut butter and jelly? Latané Conant, CMO of 6sense, and Cornelius Willis, CMO of Clari, ask: -Do marketers even understand math? -What’s the difference between sales ops and revenue ops? -Why are marketing reps “gardening” SalesForce to keep in touch with sales teams? -How does Clari automate the information for a CRM? -Where is the benefit for sales and marketing in shared accountability? -Are you brand? Or data-driven demand gen? -Did we just blow up the MQL? ======== Sneak preview: Latané Conant: So what about the big brother factor? Cornelius Willis: If you think about it, we always are making trades. Right? Between providing data, right? And getting utility. In other words, we have these large search engines, advertising providers, social media providers. They're watching our behavior and from that, we get all this utility. Latané Conant: I have five Alexas in my house. Cornelius Willis: There you go. Right? So it's a deal we make. What we see in our customers is that the trade for the sales reps and sales management, the value is so high to automate the update, a CRM, to have that visibility, to have the deals working, to change the conversation. And if you have all that data, if you can see all the activity and see the pattern of activity around the deal, you're having a conversation about, “What do we do about this? How do we accelerate this thing? What are the additional things we can do? What are the additional marketing programs we can run? Who do we need to get in touch with?” And see the actual picture rather than, "Did you have that meeting you were talking about?"