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The Evolution Of RevOps - Dustin Brown - RevOps Rockstars - Episode #22
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On this episode of RevOps Rockstars we’re joined by a RevOps revolutionary. He’s a motivated Ops leader, with over 7 years of experience across a wide variety of industries. Welcome to the show, Senior Director of GTM Operations at Flashpoint, Dustin Brown! Dustin joins hosts David Carnes and Jarin Chu for an in depth discussion on how he unifies teams at Flashpoint through RevOps. In this episode Dustin shares the importance of understanding how your different departments are intertwined, the challenges of avoiding tech debt, and how he organizes RevOps through a hub and spoke model.
Takeaways:
While RevOps teams get a reputation for having all the answers or knowing every solution, it’s ok to not know everything off the top of your head. If someone asks you for an answer you don’t know, do some research, and return with the answer.
In a well run organization, your success, marketing, and sales departments are tightly interwoven. RevOps needs to drive an organized GTM function. You don’t need to know the nuances of each department, but you should understand their function.
On a RevOps team, it’s important to understand the root behind each request. While adding in a new field may seem like the solution, a good ops team can address if that change may complicate other areas.
One crucial function of a RevOps team is preventing tech debt, but tech debt comes in many forms. Most commonly it is having multiple pieces of software that do the same thing. But it can also be owning a single piece of software that you don’t actually need.
Dustin organizes Flashpoint’s RevOps on a hub and spoke model. The core team is 3 people, with operational partners in different departments. Rather than owning everything, the RevOps team enables teams, while protecting the system’s integrity
While Dustin’s team is the primary owner of their Salesforce, individual partners have their own dev sandboxes. Through multi stage deployments, departments are able to work towards fixes, and RevOps is able to ensure a smooth integration.
When outsourcing work, Dustin looks to an outside partner as assistance with overflow, and as an advisor. While sometimes he just needs extra person hours, he finds the real value in targeted engagements where you need expert opinion and guidance.
Quote of the Show:
“I really believe that our role is to support the business holistically” - Dustin Brown.
Shoutouts:
David Giller: https://www.linkedin.com/in/davidgiller/
Links:
Website: https://flashpoint.io/
Ways to Tune In:
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