All things being SQL is back and with a slight twist. Co-hosted by Infer’s commercial team Liam & Rich, we’re interviewing some of the most interesting people in the emerging world of Revenue Operations (RevOps). Our first RevOps guest was Freddie Hammond, Senior Director of RevOps at tech scale-up Pinpoint. You can listen to the full episode at the bottom of this page! With a history degree and an analytical mind, Freddie has walked an intriguing path to where he is today, which we unpick on the show alongside loads of other interesting topics.
From Historian to RevOps Expert
Let's examine Freddie's career progression post history degree. Beginning life at an EdTech start-up as a Sales Development Representative (SDR), before moving into Marketing Operations and ultimately finding his calling in RevOps. Using his technical knowhow of SQL and his commercial mindset, these roles have all helped shape Freddie’s view on the RevOps world today.
So, What is RevOps?
Something we’re planning to ask everyone, and to be honest, expecting a different answer each time - but Freddie nailed it with his description of RevOps as being the co-pilot to the Chief Revenue Officer (CRO) or in some cases the Chief Financial Officer (CFO). All whilst maintaining neutrality and ultimately fostering collaboration across the go-to-market functions. Something which came through strongly was the support & and genuine buy-in for RevOps at Pinpoint, championed by their forward-thinking CRO, Pete. The company's emphasis on sustainable growth was something that attracted Freddie to the role in the first place, and with a growing team and solid exit plan in the pipeline, we’ve no doubt it’ll be a huge success. RevOps done right if you ask us.
The Global RevOps Landscape: UK vs USA
A key discussion point in this episode is the global maturity of RevOps. Freddie sheds light on the reasons behind the UK tech sector's relative lag compared to the US. He highlighted the limited adoption of marketing and customer success operations roles in the UK market - specifically MarketingOps which he feels is a great path for potential RevOps people. Freddie also differentiated between the strategic focus of RevOps and the more administrative orientation of SalesOps - both very important, but not to be confused.
Harnessing Data and AI for the Future of RevOps
Freddie discussed the transformative potential of Artificial Intelligence (AI) in refining sales processes, sales pipelines and go-to-market strategies. He emphasised the importance of technical proficiency, particularly in SQL, for effective data management. Whilst agreeing not every RevOps professional should be able to write SQL queries themselves, knowing where data is, how to get it and being able to analyse it, for him, was a non-negotiable. In fact, part of his recent hiring process (to find the awesome Luke), involved a SQL test. Interesting!
The Strategic Significance of RevOps in Today's Business Landscape
Finally, he offered valuable insights into the strategic role of RevOps within modern, forward thinking organisations. He underscored the importance of balancing intuition with data-driven decision-making, while maintaining the agility characteristic of startups/scale-ups. This episode is a must-listen for anyone seeking to understand the transformative impact of RevOps on business strategy and long-term growth.
To Wrap Up
This episode of All Things Being SQL, featuring Freddie Hammond, provided a comprehensive exploration of the world of RevOps. From Freddie's unique career path to the exciting future shaped by data and AI, we gained invaluable perspectives that we hope really resonate with you. Keep your eyes peeled for the next episode of All Things Being SQL, where we’ll continue to bring you the latest insights from industry leaders in Data, Sales, and RevOps. Listen to Freddie’s interview above.
