Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle

Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle

Greg Poirier, the CEO and founder of CloudKettle

In this episode of OpsStars, Rachael McBrearty is joined by Greg Poirier, the CEO and founder of CloudKettle, a company specializing in improving operations and revenue growth for large enterprises through marketing automation, lead generation, sales management, and renewals. He is also an advisor at Salesforce Accelerate, a three-month virtual program powered by Salesforce for Startups.

Greg is a sought-after speaker and advisor that specializes in marketing and sales operations for SaaS companies with many industry awards to his credit, notably the EY Entrepreneur of the Year (2018) and Atlantic Business Top 50 CEOs. Today he shares his advice on how Revenue Operations professionals can build effective dashboards, including ones that the C-Suite will adore.

Key Highlights:

01:24 – 06:20 – Insights From Greg’s Background – Before founding CloudKettle, Greg held several sales, marketing, and operations roles until he shifted permanently towards revenue operations. Greg advises large companies on improving their operations and revenue growth. He starts with the overall strategy and then helps operationalize, working closely with those CMOs and CROs.
06:21 – 14:23 – Building Effective Dashboards and Reports for C-Suite – Start by pushing your data from all your platforms into a data warehouse, then a BI tool. It’s critical to pull all the data together from the end-to-end lifecycle in one place for everyone to see and agree on. Then you can create a centralized dashboard that includes all the relevant metrics for the C-suite. The dashboard should offer the C-Suite the ability to click down and answer the questions they have to help drive specific business decisions.
14:24 – 27:32 – Where and How to Start? – If you’re starting from scratch, often the most expedient way is to spin up a new data warehouse with data from your marketing automation platform, Salesforce, Google Analytics, then a BI layer on top of that. Building effective dashboards requires a lot of practice. But you, as a revenue operation professional, should be at the level where you understand what they need to see in that top-level dashboard.
27:33 – 34:56 – Managing the Pitfalls – Don’t try to build the perfect dashboard. Start with an MVP and show the C-Suite what the future could be. Also, build maintainable and sustainable systems other people can understand too. Finally, explain to your team how it works and offer them insights into the dashboard.

Who Would Greg Like to Take For Lunch in the Ops World?

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“Revenue operations professionals should be at the level where they understand what they need to see in that top-level dashboard. And if you don’t, Google it. But it’s not rocket science. The hard part is not building the reports and dashboards they need. The hard part is getting everybody to agree on what the measurements are.”

Greg Poirier, the CEO and founder of CloudKettle

“Hitting the company number is not the only thing that matters. If you hit the company number, but a sector or a region starves, you’ll lose all those amazing salespeople because they get paid based on achieving a number.”

Greg Poirier, the CEO and founder of CloudKettle

“Attribution is the most difficult problem in building consensus between sales and marketing”

Greg Poirier, the CEO and founder of CloudKettle

“It’s much better to build something you can explain and have an eighty percent confidence rate than not explainable, being too complex and having ninety percent confidence.”

Greg Poirier, the CEO and founder of CloudKettle