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.

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

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Guest Quote

“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.” - Mark Shockley

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Time Stamps 

*(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

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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 Mark Shockley on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Embrace Website
• Check out the Qualified Website