Personas: What They Do and How We Can Help Flashcards
What does a CEO do?
The CEO reports directly, and is accountable to, the Board of Directors for the performance of a company and for making top-level managerial decisions. In addition to the overall success of an organization or company, the CEO is responsible for leading the development and execution of long-term strategies, with the goal of increasing shareholder value.
How can we bring value to a CEO?
The insights are helping with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and partnership and competitive trends and opportunities lie, ultimately driving efficient resource allocation, protecting and growing market share, and increasing shareholder value.
What does a COO do?
The COO is responsible for the leadership, management, and vision to ensure that the business has effective people, operational controls, and reporting procedures in place. The COO must help effectively grow the company and ensure its financial strength and operating efficiency.
How can we bring value to a COO?
The insights are helping with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie, ultimately driving efficient resource and reducing GTM process inefficiencies.
What does a VP of Business Operations do?
The VP of Business Operations is responsible for the leadership, management, and vision of a specific region or industry to ensure that the business has effective people, operational controls, and reporting procedures in place. They must help effectively grow the company and ensure its financial strength and operating efficiency.
How can we bring value to a VP of Business Operations?
The insights are helping with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie, ultimately driving efficient resource and reducing GTM process inefficiencies.
What does a Director of Business Operations do?
The Director of Business Operations is responsible for the leadership, management, and vision of a specific region or industry to ensure that the business has effective people, operational controls, and reporting procedures in place. They must help effectively grow the company and ensure its financial strength and operating efficiency.
How can we bring value to a Director of Business Operations?
The insights are helping with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie, ultimately driving efficient resource and reducing GTM process inefficiencies.
What does a Manager of Business Operations do?
The Manager of Business Operations is responsible for the leadership, management, and vision of a specific region or industry to ensure that the business has effective people, operational controls, and reporting procedures in place. They must help effectively grow the company and ensure its financial strength and operating efficiency.
How can we bring value to a Manager of Business Operations?
The insights are helping with on-demand operational views into market size, structure, and addressability painting immediate pictures for where growth, whitespace, and competitive trends and opportunities lie, ultimately driving efficient resource and reducing GTM process inefficiencies.
What does a CRO does?
The CRO is accountable for the growth of revenue streams coming into the business and aligning and leveraging the companies resources to optimize this process. Some typical responsibilities of a CRO include connecting the sales, operations, marketing, and finance teams to deliver a seamless revenue cycle (including partner teams, where a channel sales stream exists) - plus giving each team visibility into the different business functions to drive efficiency across an organizations entire GTM strategy.
How can we bring value to a CRO?
The insights are helping with operational visibility geo/industry/sub-industry levels to understand market size, structure, and addressability painting current pictures for where key growth, whitespace, and competitive trends and opportunities lie - ULTIMATELY helping your peers invest and de-vest sales resources with data-driven support to reduce sales cycles, attrition, ramp time for starters, and help win more new logo business
What does a SVP of Sales do?
The SVP of Sales oversees the entire direct sales team’s (and indirect/channel sales side as well if applicable) performance and success. The SVP of Sales works closely with their Senior sales management team to ensure the organizations sales strategies are being executed on effectively and the company is on track to meet its revenue targets. The role is similar to the CRO, but not as cross functionally collaborative and more solely focused on the core sales team
How can we bring value to a SVP of Sales?
The insights are helping with operational visibility geo/industry/sub-industry levels to understand market size, structure, and addressability painting current pictures for where key growth, whitespace, and competitive trends and opportunities lie - ULTIMATELY helping your peers invest and de-vest sales resources with data-driven support to reduce sales cycles, attrition, ramp time for starters, and help win more new logo business
What does a VP of Sales (Direct) do?
The VP of Sales is responsible for leading a sales team and directing the team to meet and exceed sales revenues, sales profitability, and budgetary objectives. Day to day activities for a VP of Sales include: strategic planning, managing people, and improving business processes.
How can we bring value to a VP of Sales (Direct)?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and protecting customers showing purchasing interest in competitive solutions.
What does a Sr. Director of Sales do?
The Sr. Director of Sales responsibilities are to lead a sales team and direct the team into meeting and exceeding sales revenues, sales profitability, and budgetary objectives. Day to day activities for a Sr. Director of Sales include strategic planning, managing people, participating in late stage deal negotiations, and improving business processes.
How can we bring value to a Sr. Director of Sales?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and protecting customers showing purchasing interest in competitive solutions.
What does a Director of Sales do?
The Director of Sales responsibilities are to lead a sales team and direct the team into meeting and exceeding sales revenues, sales profitability, and budgetary objectives. Day to day activities for a Sr. Director of Sales include strategic planning, managing frontline sales managers and reps, participating in late stage deal negotiations, and improving business processes.
How can we bring value to a Director of Sales?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and are leading with the right messaging from holistic views into their infrastructure and IT Spend.
What does a Manager of Sales do?
The Manager of Sales are often in a “player/coach” role still selling the product or service themself while also holding direct responsibility of helping 3-20 sales reps/account executives with selling and training.
How can we bring value to a Manager of Sales?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and protecting customers showing purchasing interest in competitive solutions.
What does an Account Director/Manager do?
An Account Director/Manager is a sales rep focused on “farming”, expanding, up-selling existing customer accounts. This is typically a role focused more on building strong long-term relationships with the customer to, at a bare minimum, keep their business.
How can we bring value to an Account Director/Manager?
The insights are helping:
with opportunity identification and wallet-share sizing, ensuring reps are focused on their accounts with the highest likelihood for growth and are leading with the right messaging from holistic views into their customers infrastructure and IT spend = the insights are especially beneficial within global and multi-national accounts.
What does an Account Executive do?
An Account Executive is a customer facing role who’s job is to be a value broker and win new business for the company.
How can we bring value to an Account Executive?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and protecting customers showing purchasing interest in competitive solutions.
What does a VP of Business/Sales Development do?
The VP of Business/Sales Development oversees the performance and success of the sales team responsible for “opening” new business for the organization. The VP of Business/Sales Development works closely with sales strategy, sales operations, and select marketing teams to ensure the business development team is aligned to the companies overall GTRM strategy and has as little friction in identifying the right companies to be targeting and what messaging they should be reaching out with.
How can we bring value to a VP of Business/Sales Development?
The insights are helping:
Strategically, with accurate bottom-up TAM and whitespace sizing, optimizing headcount, and creating equitable territories based on attainable wallet share.
Tactically, with opportunity identification and wallet-share sizing, for both new logo targets and customer expansion, ensuring reps are focused on accounts with the highest likelihood to buy and protecting customers showing purchasing interest in competitive solutions.
