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Breaking Down Department Silos

On this episode, Matt talks about avoiding department silos, the importance of being prescriptive, and his secret sauce for success in RevOps.

Bombora is the leading provider of Intent data for B2B sales and marketing. Bombora's data aligns marketing and sales teams, enabling them to base their actions on the knowledge of which businesses are actively researching what products, and the intensity of that research. Using this information, marketers can drive more qualified demand through the funnel, while sales teams can better prioritize accounts and have higher quality conversations. The source of this data is the first co-operative of 4000+ premium B2B media companies. Members contribute content consumption and behavioral data about their audiences that are aggregated into over 8,000 Intent topics. In turn, they can better understand their audiences, serve advertisers and monetize their inventory.

Industry
Software Development
Founded
2015
Matt Buren

Guest Bio

Matt Buren is an experienced SaaS revenue operations & sales development leader. Before being promoted to Sr Director of GTM Operations in January, he was the Director of Sales Development. Prior to Bombora, he worked in sales and revenue growth at SheerID.

Guest Bio

Matt Buren is an experienced SaaS revenue operations & sales development leader. Before being promoted to Sr Director of GTM Operations in January, he was the Director of Sales Development. Prior to Bombora, he worked in sales and revenue growth at SheerID.

Episode Summary

This episode features an interview with Matt Buren, VP of Sales and CX Operations at Bombora, the leading provider of intent data for B2B sales and marketing. Matt Buren is an experienced SaaS revenue operations & sales development leader. Before his promotion to Vice President of Sales and CX Operations in May, he was the Sr Director of GTM Operations. Prior to Bombora, he worked in sales and revenue growth at SheerID.

On this episode, Matt talks about avoiding department silos, the importance of being prescriptive, and his secret sauce for success in RevOps.

Key Takeaways

  • Department silos lead to unalignment. RevOps leaders must prioritize unity between different departments.
  • In growing companies it can be easy to take a reactive approach to work. The best teams find ways to be as proactive and prescriptive as possible.
  • Miscommunication is the greatest challenge RevOps teams face. Listening to your team and encouraging them to be vocal is essential.

Quotes

“It's not about reporting line. It's not about title. It's how do sales and marketing need to interact? And how can we improve those processes? The data management and hygiene processes and tools, like outreach. Maybe that's not somewhere where marketing lives, but we can be taking some of our marketing strategy and building it into those tools to help that alignment between sales and marketing.” - Matt Buren

Episode Highlights

*(01:20) Meet Matt Buren

*(01:50) What is Bombora?

*(03:18) How Bombora’s RevOps team is different

*(04:38) Sean’s first 90 days in the role

*(06:00) Segment 1: RevObstacles

*(6:21) How Matt aligns his team

*(11:10) Matt’s advice on avoiding miscommunication

*(12:58) Segment 2: The Tool Shed

*(14:42) Matt’s favorite Metrics

Episodes Transcript

  • Department silos lead to unalignment. RevOps leaders must prioritize unity between different departments.
  • In growing companies it can be easy to take a reactive approach to work. The best teams find ways to be as proactive and prescriptive as possible.
  • Miscommunication is the greatest challenge RevOps teams face. Listening to your team and encouraging them to be vocal is essential.
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