Summary
Many B2B organizations continue to struggle to align their sales and marketing processes, causing inefficiencies within the revenue engine. An increasingly popular solution is for the sales, marketing, and customer success operations teams to agree upon a more streamlined way of working as a coordinated revenue operations discipline (see The Revenue Operations Charter). In this case study, we discuss the steps taken by the Eaton operations team to offer a data-driven decision-making capability by overhauling process and technology alignment covering data insights, management, and team enablement.
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