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Illuminating the Dark Funnel

On this episode, Daniel discusses the importance of fostering organic lead flow, the secret sauce of service lines, and how SaaS invented RevOps.

Genpact is a global professional services firm that makes business transformation real. Led by our purpose -- the relentless pursuit of a world that works better for people -- we drive digital-led innovation and digitally enabled intelligent operations for our clients. Guided by our experience reinventing and running thousands of processes for hundreds of clients, many of them Global Fortune 500 companies, we drive real-world transformation at scale. We think with design, dream in digital, and solve problems with data and analytics. Combining our expertise in end-to-end operations and our AI-based platform, Genpact Cora, we focus on the details – all 100,000+ of us. From New York to New Delhi, and more than 30 countries in between, we connect every dot, reimagine every process, and reinvent the ways companies work. We know that reimagining each step from start to finish creates better business outcomes. Whatever it is, we'll be there with you – accelerating digital transformation to create bold, lasting results – because transformation happens here.

Industry
IT Services and IT Consulting
Founded
1997
Daniel Bornstein

Guest Bio

Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact he oversees growth for the technology verticals. Before joining Genpact, he held senior positions within high-growth startups and publicly traded companies. Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. Daniel's domain expertise has been centered in business development within digital advertising, online marketplaces, and data companies. Daniel holds a bachelor's degree in international relations and a master's degree in economics from the London School of Economics.

Guest Bio

Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact he oversees growth for the technology verticals. Before joining Genpact, he held senior positions within high-growth startups and publicly traded companies. Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. Daniel's domain expertise has been centered in business development within digital advertising, online marketplaces, and data companies. Daniel holds a bachelor's degree in international relations and a master's degree in economics from the London School of Economics.

Episode Summary

This episode features an interview with Daniel Bornstein, Vice President, Head of Growth, Technology Vertical at Genpact. Genpact is a global professional services firm that makes business transformation real. Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact he oversees growth for the technology verticals.Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. 

Key Takeaways

  • The importance of fostering organic lead flow
  • RevOps is an invention of the SaaS model
  • Discovery calls are king

Quotes

“How can we have those conversations? How can we illuminate that dark funnel before you get to that point? I know that's very important to our marketing group. It's very important to me.”

Episode Highlights

*(03:39) - Daniel’s controversial view on RevOps 

*(11:35) - Genpact’s secret sauce 

*(14:40) - Quality vs quantity 

*(19:15) - RevObstacles 

*(23:34) - The Toolshed 

*(35:26) - Prioritizing the funnel 

*(38:23) - Quick Hits

Episodes Transcript

  • The importance of fostering organic lead flow
  • RevOps is an invention of the SaaS model
  • Discovery calls are king
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