Talent Spotlight
Commercial Talent: Tom

Commercial Talent: Tom

Many private equity firms and enterprises performing best in today’s increasingly complex and volatile environment have already embraced RevOps and its data-led, digital capabilities. We asked Tom from our network about how he provides that pathway to success, by identifying inefficiencies, implementing streamlined solutions and ultimately increasing revenues.

Q. When you’re at a networking event, how do you describe your independent career status, and where you focus your work?

I usually tell people that I'm an independent contractor with a focus on Revenue Operations for technology companies. I work with my clients to optimize their revenue streams, streamline their processes, and ultimately make their entire Go-To-Market functions and teams more effective & efficient. It's been incredibly rewarding to see the impact of my work, and I'm proud to have helped some of the most innovative companies in the industry achieve their business goals. I feel great about being an independent consultant too. It's allowed me to have a flexible schedule and the ability to choose the projects and clients that are the best fit for me. I love the variety of work and the challenge of working with different people to solve unique problems. Plus, as an independent consultant, I have control over my own career growth and can take on new opportunities as they arise.

Q. Why do you think there is increasing demand for independent expertise with PE operating teams?

Independent experts offer flexible services that can be tailored to the specific needs of a client. They can be hired on a project basis, which allows clients to access expertise on an as-needed basis, without the long-term commitment of hiring a full-time employee. Independent experts also offer flexible services that can be tailored to the specific needs of a client.  Finally, I have noticed an increasing appreciation for individuals who possess a wide range of experience and expertise. Although tenure within an organization is valuable, there is merit in having someone examine a problem without being influenced by organizational biases. A fresh perspective can more accurately identify the crux of a problem that may have been overlooked by an insider.

Q. Describe a recent or successful assignment in terms of scope, duration and any particular highlights in the outcomes.

At a recent organization, the company's leadership team recognized that the rapidly changing economic landscape had impacted them sooner than expected. Consequently, their original plans to achieve their targets were further away than anticipated, and they were unsure how to address the shortfall.

Through modeling and analysis, I provided them with a quarterly pipeline target and a revamped pipeline generating process that could bring them closer to their annual goals. This approach was comprehensive and required buy-in from all levels of the organization's go-to-market team, including sales, marketing, customer success, and channels.

What made this solution unique was that the company had never before implemented a global pipeline generating strategy that incorporated all aspects of its revenue organization, with clear deliverables and targets. Working closely with cross-functional leaders, I provided each team member with specific goals that were critical to achieving their objectives. This exercise underscored the importance of robust cross-functional interlock and gave each team member the confidence needed to feel part of a collective goal.

Q. What is your favourite thing to do when you are not on the clock?

Well, before my wife and I became proud parents to our two adorable daughters, we used to have plenty of time for hobbies and leisure activities outside of work. However, these days, my 5-year-old daughter keeps me busy with her never-ending energy, and my almost-1-year-old keeps me on my toes with her newfound crawling skills. Nonetheless, spending time with them is the best way to spend my spare time, and I cherish every moment of it as I know these moments will be the highlight of my life.When I'm not chasing after my little ones, I relish trying new foods and exploring different cuisines. I am eager to share my passion for food with my daughters and aspire for them to grow up to become food critics or chefs, making us the ultimate foodie family! But for now, it's mainly carbs, dairy, and anything with sprinkles on top that my kids will go for. We're still working on broadening their palate.

Are you looking for RevOps leaders like Tom to bring value to your business - a need to optimize processes, or enable a tech stack adoption, or simply build plans to meet critical targets? You can engage with talent like Tom by posting a project now, or by talking to us about how to build up a pool of similar talent in the field.

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