What a Revenue Operations Analyst at FullStory Wishes They Had Known Before Entering the Tech Industry
Mat, a Senior Revenue Operations Analyst, found the high-value contracts ("six-figure contract value is not uncommon") initially intimidating, but learned that the key is remembering "everybody's trying to do their jobs to the best of their ability." This realization helped Mat overcome the initial apprehension and become comfortable discussing large sums of money in a B2B SaaS environment.
High-Value Sales, B2B SaaS Industry, Customer Relations, Revenue Operations, Overcoming Intimidation
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Mat Friedman
Senior Revenue Operations Analyst
FullStory
University of Arizona Eller College of Management, 2015
N/A
Business Management & Admin, Entrepreneurship
Technology
Data and Analytics
Scholarship Recipient, Worked 20+ Hours in School
Video Highlights
1. High-value contracts are common in B2B SaaS: Six-figure and higher contract values are typical, so don't be intimidated by the large sums of money involved.
2. It's all about people: Remember that everyone is just trying to do their job. Collaboration and communication are key, rather than feeling intimidated by the high-stakes environment.
3. Experience reduces intimidation: With time and experience, dealing with large contracts and high-dollar amounts becomes more manageable. Seek guidance from experienced colleagues to ease the transition and gain confidence.
Transcript
What have you learned about this role that you wish someone would have told you before you entered the industry?
Coming into B2B software as a service, something that initially shocked me was how much corporations spend on technology. They invest in tools to boost employee productivity and understand their customers better. Contract values are often six figures, or even higher, which is not uncommon.
Early on, being customer-facing with these high dollar amounts was intimidating. However, with the help of experienced colleagues, I realized that I was just talking to people. Everyone, both within my company and in customer-facing roles, is trying to do their best in their jobs.
Therefore, there's no need to be nervous. We're all simply trying to do our jobs. Over time, I've become more accustomed to discussing high dollar figures.
If I could tell my college-self one thing, it's that these large contract values are not uncommon.
Advizer Personal Links
linkedin.com/in/matfriedman