Automation Domination:
The Secret Sauce for High Functioning GTM Teams

Automation Domination:
The Secret Sauce for High Functioning GTM Teams

Automating and integrating GTM processes is crucial - especially during unprecedented levels of growth.  How can you ensure you are utilizing your full techstack and keeping up with the high growth demands?

The truth is, RevOps professionals often overlook the end-to-end process of integrating a techstack. Justin Browne, Head of Sales Strategy, Sales Operations, and GTM @ Workato, and Danielle Marquis, VP RevOps @ Zappi, have been there, done that, and sat down with MSP to share their lessons learned. 

In this session, we covered the following topics: 

Discussion topics

• Why Automation?

• Identifying Key Processes: Categorization and Prioritization.

• How to Measure the Success of Your Automation Processes.

• How to Keep Your Automations Relevant.

Key TAkeaways

• Prioritization is a mix of effort and impact:

  • How much do you need to build/buy?

  • Does it have full requirements and desired outcomes ready to go?

  • Are there dependencies outside of team control to make these happen?

  • Which will drive the biggest impact in terms of increased revenue or reduced expenses?

• The best way to measure success is to start with clear desired outcomes - you can’t just throw a solution on top of a problem and expect it to be solved. It’s important to have a clear understanding of workflows you want to assess and automate.

• Justin’s Key Takeaway: There are endless things in RevOps you can automate, but it’s not necessarily about automating everything; it’s about adding value to the most important pieces and staying on top of the processes to ensure they stay valuable.

• Danielle’s Key Takeaway: Make sure you have a clear understanding of what stakeholders outcomes look like. If you are going to automate does it impact those outcomes or are you just automating to automate?