Operations with Sean Lane - Why RevOps Policies are Your Company's Competitive Advantage with Fullcast Co-Founder Bala Balabaskaran

Why RevOps Policies are Your Company's Competitive Advantage with Fullcast Co-Founder Bala Balabaskaran

09/15/23 • 34 min

Around this time of year, Operators are entering Planning season. We’re starting to piece together a laundry list of tasks that we need to accomplish before the year turns over.

Planning as a function in RevOps has changed, though, and so have the tools available to us.

Bala Balabaskaran is someone who has been at the center of those changes as Co-Founder and CTO of Fullcast.io, the Revenue Operations planning platform. After spending his career at companies like Salesforce, Microsoft and HP, Bala is unique because he brings a product perspective to Operations problems.

In our conversation, Bala teaches me about The 5 C’s of RevOps policies, we tackle the baggage that comes with the word "policies," the difference between workflows and policies, and why annual planning is no longer a singular, one-time event.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to build a lasting GTM machine at your company.

Around this time of year, Operators are entering Planning season. We’re starting to piece together a laundry list of tasks that we need to accomplish before the year turns over.

Planning as a function in RevOps has changed, though, and so have the tools available to us.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to build a lasting GTM machine at your company.

Previous Episode

When "Good Enough" is Good Enough at Early Stage Companies with Taft Love

It’s really tricky at an early stage company to know whether that new thing you’re building, that new process, that new report, that new piece of infrastructure is “good enough.”

Should you just solve the immediate problem or do you need a solution that can withstand multiple years worth of changes in the business? Sometimes, according to our guest today, “good enough” is good enough.

That guest is Taft Love, Founder of Iceberg RevOps, a revenue operations agency, and the Head of Inside Sales at Dropbox. From his own experience at 5 unicorns and from his work with may early stage companies at Iceberg, Taft is a wealth of information about what early stage companies actually need and what is just noise.

In our conversation, he teaches me why preparing for scale can get in the way of actually scaling, how to arrive at the MVP of the metrics you actually need to run your business, and why data is always accurate, if not always trustworthy.

Want to work with Sean? Reach out to him and the team at BeaconGTM to build a lasting GTM machine at your company.

Next Episode

Charting a Course for International Expansion with Gong's Shantanu Shekhar

The moment when a US-based company decides to expand internationally -- more specifically when they decide to open up local offices in those international regions -- is quite the investment.

Everything about your business gets harder, more complicated. To help make the complex simple for the rest of us, we're joined on this episode by Shantanu Shekhar, someone who has gone through this exact expansion twice, at two of the most well revered brands in tech, LinkedIn and Gong.

Shantanu is currently based in Dublin, Ireland as the Head of EMEA Customer Sales and GTM Operations at Gong, and he has the guide for the rest of us to follow for a successful international expansion.

In our conversation, we talk about choosing where to open your first international office, we explore the balance of finding your own unique international identity while also staying connected to HQ, and why your barometer of success metrics might need to shift in the early days of your International business.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.

This episode is brought to you by the RevOps experts at Fullcast.io, the go-to-market planning platform. To learn more about them, visit fullcast.io and tell them Sean sent you!