This episode of Rise of Rev Ops 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 why you should do everything you can to avoid department silos, the importance of being prescriptive rather than reactive, and his secret sauce for success in RevOps.

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Guest Quote

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

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Time Stamps 

*(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

*(26:24) Matt’s Spreadsheet Tips

*(27:47) Tools Matt can’t live without

*(30:58) Segment 3: Quick Hits

*(33:03) The Biggest RevOp Misconception

*(33:57) Some Final Advice from Matt

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Matt Buren on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Bombora Website
• Check out the Qualified Website