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Accelerating Pipeline Growth

On this episode, Mary discusses leveraging new industry trends, accelerating pipeline growth, and diagnosing revenue operations pain points

Infobip is a global leader in omnichannel engagement powering a broad range of messaging channels, tools and solutions for advanced customer engagement, authentication and security. They help their clients and partners overcome the complexity of consumer communications, grow their business and enhance customer experience – all in a fast, secure and reliable way.

Industry
IT Services and Consulting
Founded
2006
Mary D’Alesandro

Guest Bio

Mary D’Alesandro is a high-performing Executive with 20+ years of global mobile experience focused on best-in-class cloud-based omnichannel solutions including Mobile Messaging (SMS, MMS, RCS, Chat Apps), Voice and Video Calling capabilities through CPaaS and SaaS offerings. She is advised the world’s largest enterprises, ISVs and financial institutions on cloud solutions to provide an excellent customer experience through contextualized communications with the ability to scale, accelerating their time to market, revenues and ROI. Mary has demonstrated the ability to turn detailed data analysis into useful strategic insights to make appropriate recommendations to the business. She has a strategic focus with proven ability to develop highly profitable products through online advertising, data mining, partnerships and multi-year business relationships.

Guest Bio

Mary D’Alesandro is a high-performing Executive with 20+ years of global mobile experience focused on best-in-class cloud-based omnichannel solutions including Mobile Messaging (SMS, MMS, RCS, Chat Apps), Voice and Video Calling capabilities through CPaaS and SaaS offerings. She is advised the world’s largest enterprises, ISVs and financial institutions on cloud solutions to provide an excellent customer experience through contextualized communications with the ability to scale, accelerating their time to market, revenues and ROI. Mary has demonstrated the ability to turn detailed data analysis into useful strategic insights to make appropriate recommendations to the business. She has a strategic focus with proven ability to develop highly profitable products through online advertising, data mining, partnerships and multi-year business relationships.

Episode Summary

This episode features an interview with Mary D’Alessandro, VP of Revenue and Revenue Operations at Infobip, a global communication platform for businesses and developers. Mary is an expert in the global mobile experience. She began her career at Vodafone, followed by operations roles at Mblox, Sinch, and Syniverse. 

Key Takeaways

  • Accelerating the growth of her pipeline is Mary’s #1 priority. 
  • Paying attention to the external is just as important as the internal. Keeping up with industry trends and technology is important so you can leverage them in the future. 
  • Communicating effectively and trusting your team can allow for proper diagnosis of pain points. 

Quotes

“So I would say accelerating the growth of our pipeline has always been one of our main priorities. And we have done that by first implementing processes to better segment our customer base, then, uh, prioritizing the highest. ROI opportunities and finally creating a focus based team to go after those opportunities, but also leveraging, uh, specific functions, like partnership and professional services to add more value and better differentiate our offering.”

Episode Highlights

*(01:16) Meet Mary 

*(01:33) What is Infobip?

*(05:45) What makes Mary’s Team Unique

*(06:37) Mary’s first 90 days in the role

*(08:04) Segment 1: RevObstacles

*(13:19) Segment 2: The Tool Shed

*(15:42) Let's talk spreadsheets

*(19:15) How Mary leverages LinkedIn

*(21:56) Pay attention to where your data is sourced

*(22:42) Segment 3: Quick Hits

*(23:30) The Biggest RevOp Misconception

*(25:17) Some Final Advice from Mary

Episodes Transcript

  • Accelerating the growth of her pipeline is Mary’s #1 priority. 
  • Paying attention to the external is just as important as the internal. Keeping up with industry trends and technology is important so you can leverage them in the future. 
  • Communicating effectively and trusting your team can allow for proper diagnosis of pain points. 
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