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Replacing Anecdotes with Data

On this episode, Mark talks about being the sole RevOps team member at his startup, and how he collaborates with sales and marketing teams.

Embrace is the only observability and data platform built for mobile. Companies, including GOAT, Hilton, P&G, Owlet, and Home Depot, partner with Embrace to observe, proactively analyze, and access the unique datasets of phones, tablets, point-of-sale systems, IoT, cars, and other devices. Their entire teams, whether engineering, marketing, or business intelligence, use Embrace to create and optimize the experiences of their end-consumers and workforces.

Industry
IT Services
Founded
2016
Mark Shockley

Guest Bio

Mark Shockley is an experienced revenue operations professional with a background in quantitative research, committed to driving top of the funnel all the way to renewal. Prior to Embrace, Mark was an operations analyst at Interactions LLC, Sailpoint, and Ten-X. 

Guest Bio

Mark Shockley is an experienced revenue operations professional with a background in quantitative research, committed to driving top of the funnel all the way to renewal. Prior to Embrace, Mark was an operations analyst at Interactions LLC, Sailpoint, and Ten-X. 

Episode Summary

This episode features an interview with Mark Shockley, Head of Revenue Operations at Embrace: the first and only observability and data platform built for mobile. Mark is an experienced revenue operations professional with a background in quantitative research. Prior to Embrace, Mark was an operations analyst at Interactions LLC, Sailpoint, and Ten-X.

Key Takeaways

  • RevOps leaders need to ensure that information they are leveraging is beneficial and useful.
  • There’s no magic metric. Like a car mechanic, RevOps leaders must look at the problem holistically. 
  • The job of a RevOps leader is to bring a different perspective to the table from Marketing and Sales Teams.

Quotes

“If it's not in Salesforce, it doesn't exist. Salesforce is the record of truth, and we want it to be the record of truth. But this requires a few things. It requires reps to input information. But we also don't want to burden the reps at the same time. And we want to be able to ensure that the information that we're leveraging can be useful and beneficial to us.”

Episode Highlights

*(01:50) What is Embrace?

*(02:25) Being the sole RevOps team member

*(03:03) Mark’s first 90 days in the role

*(03:37) Segment 1: RevObstacles

*(05:03) How Mark makes sure Marketing, Sales, and CX are aligned

*(06:52) Segment 2: The Tool Shed

*(09:24) Mark’s favorite metrics

*(11:46) Interesting metric insights Mark has found

*(15:19) Mark’s spreadsheet tips

*(18:57) Segment 3: Quick Hits

*(19:40) Mark’s RevOps Prediction

*(21:20) Some Final Advice from Mark

Episodes Transcript

  • RevOps leaders need to ensure that information they are leveraging is beneficial and useful.
  • There’s no magic metric. Like a car mechanic, RevOps leaders must look at the problem holistically. 
  • The job of a RevOps leader is to bring a different perspective to the table from Marketing and Sales Teams.
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