This episode features an interview with Matt Dobson, SVP, Chief Accounting Officer at Zuora, and Aaron Kerzner, Regional VP of Strategic Accounts at Zuora.

In this episode, Matt and Aaron share with us how accounting and sales can work together to support business strategy and fuel growth, how alignment between sales and accounting makes teams more credible negotiators, and the importance of understanding that everyone is working toward the same goal: drive revenue.

Em’s Takeaways:

1. The best BFF relationship: sales and marketing: Not going to lie, when I was in the accounting group, I did not have the best relationship with sales. At times, it was even downright painful. Matt and Aaron definitely have something special in their partnership.
2. Trust is key: Trust is something that is built over time but if sales and marketing teams take the time to build that trust, it enhances the relationship and the business and the customers also benefit greatly. Everybody wins when we trust each other.
3. We are all working towards the same goal: When we’re open to working with one another, deals can happen faster and more efficiently. When our entire team understands the focus of each of our roles and responsibilities is in the name of the same outcome, 
4. Harness the opportunity to become more credible negotiators: When sales and marketing are fully aware of what they’re each doing and why, as in, why some things are hard nos and others are yeses, we are all gaining more credibility through knowledge shared between our teams, which sets us up for success when it comes to negotiating what we want.

Episode Timestamps:

*(03:00) - Off the Ledger

*(13:12) - The General Ledger

*(40:45) - The Future of Revenue Accounting

Links:

• Connect with Em Daigle on LinkedIn
• Connect with Matt Dobson on LinkedIn
• Connect with Aaron Kerzner on LinkedIn
• Learn more about Zuora

Check out additional resources for this episode:

>> Connect with Em Daigle on LinkedIn