How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast

How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast

Jeff Ignacio, host of The Revenue Architect Podcast

In this episode of OpsStars, Rachael McBrearty is joined by Jeff Ignacio, host of The Revenue Architect Podcast, a podcast for anyone deeply interested in building go-to-market capabilities, revenue operations, and revenue enablement.

Jeff brings a breadth of knowledge learned from his experience across various sales and revenue operations positions. Before his current role, he was the head of revenue and growth operations at UpKeep where he built and developed a team composed of marketing operations, business systems, customer success operations, and revenue enablement.

Jeff will share why it’s a great time for Ops to move from order taker to valued partner to sales – a shift that will earn them a seat at the decision making table and enable them to be leaders in their own right.

Key Highlights:

01:55 – 04:51 – Jeff’s Career Journey – Jeff has had several roles throughout his career, including in strategic and financial analytics but he shifted to operations to help operate the business and get closer to the sales teams and customers. Over the years, Jeff has had the opportunity to work at different startups and experience different environments.
04:52 – 08:36 – How to Earn Your Seat at the Table – There’s a tremendous opportunity for ops professionals to step into a role that’s more about being a valued partner to sales. For that, you need to provide value, ruthlessly prioritize what actually impacts the business, and take more initiative.
08:37 – 10:14 – Making Business Impact – You can start to dissect the business into smaller chunks and raise your business acumen by targeting the objectives and drivers. Be thoughtful about how you can make small improvements at each stage of the funnel – even a 1% improvement in conversion rates across each stage has a compounding effect that has a multiplying effect on revenue.
10:15 – 15:51 – Lift Your Head and Become More Strategic – So it’s critical to think strategically and understand the business and your role in it. Becoming more strategic requires you to make sure that your bases are covered and find the most effective way of achieving your goals. After, prioritize what is significant and relevant.

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

Franco Anzini, the Vice President of Revenue Operations at Malwarebytes

Episode Resources

Talk to the Host

You can send any other podcast recommendations, questions to ask, episode feedback, guest requests, or general pleasantries to Rachael’s email or tweet
@ Rachael!

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“When you’re thinking about learning the business, start with the goals and the objectives from your planning, and then you’ll usually have some metrics by which you can measure success”

Jeff Ignacio, Host of The Revenue Architect Podcast

“What if you just did a simple exercise of fine-tuning improvement, 1% at each stage of the funnel? You’d actually have a compounding effect to the fifth or depending on how many stages you have. That has a multiplying effect throughout the bottom line or the top line deals that come in. You want to be very thoughtful around where can we improve things at this stage to the next stage.”

Jeff Ignacio, Host of The Revenue Architect Podcast

“Once you do that, you’re actually able to take some of the time savings back and it allows you to reallocate that mind share. When you do have that surplus of time, you can start to then think, okay, where can I reapply this? By doing so, you’re hopefully tackling some of the projects that you’re really keen to take on in the first place.”

Jeff Ignacio, Host of The Revenue Architect Podcast