📈CRO Series: Gregg Carman @ Nuvolo discussing GTM, Revenue Plans & Budget Allocations
Manage episode 317766458 series 2763366
On today's show and the theme of The CRO Series we will be discussing topics like; Cx, GTM, Functional Alignment, Metrics that Matter, Pipeline / Forecasting, Digital Strategies, Digital Transformation and today it's all about RevOps. Again, we promise to give you actionable insights from our guests who are tenured and experienced CRO’s who come from high growth SaaS companies.
Today we welcome Gregg Carman, CRO at Nuvolo, previously CRO at Humanyze, Senior Vice President at Mattersight and CRO at Kaleo Software. He brings with him a wealth of experience where he grows revenue by 3X and doubles his team size.
We kick off by asking Gregg to share his journey with us and what has led him to where he is today?
- Technology for nearly 30 years
- Started as developer
- Siebel Systems
- Moved on to management for 10 years
We ask Gregg how much of that is down to product market fit, the execution piece, what do those categories look like in his world?
- Starts with people and the team
- Hiring people who are highly competent
- Shared values
- Follows the same north star
- Collaborative, listening first
- Quantitative and qualitative
Next we ask Gregg, what is your sales motion, is it enterprise, partner led etc?
- All of the above
- Partner ecosystem
- Strategic advisory group
- Consultants and specialists
- Technology alliances
- Distribution strategy
We ask Gregg, what informs the GTM planning piece and how do you decide which markets to go after?
- 8 years into the journey
- US public sector
- US and Canadian health care markets
- Recurring value for your customers
- High velocity business
- The value piece
In terms of revenue planning, we ask Gregg to share his insights.
- What has the journey been
- Bottoms up approach
- Are you underinvesting
Lastly we ask Gregg, what he feels is his super power?
- Finding highly talented people
102 episodes