Carbon Black: A Revenue Operations Transformation

December 3, 2019

Nearly two years ago, cybersecurity leader Carbon Black (recently acquired by VMware) embarked on a Revenue Operations journey to accelerate growth as it transitioned from an on-premise to cloud business. Challenged with cross-functional alignment across sales and marketing, the company experienced all-too-common obstacles to growth including lack of alignment in GTM strategy, inconsistent goals, disconnected infrastructure silos and no single view of the truth.

Instead of throwing more resources at growth, the company systematically transformed its revenue engine by realigning the business - strategically, organizationally and operationally - into a Revenue Operations structure. In this presentation, Carbon Black's SVP Revenue Excellence and Operations will tell you how they did it - and share the measurable results it has driven for the business.

What were the top critical success factors during this transition? Any lessons learned? What advice does Dan offer to other B2B companies interested in moving to RevOps? Come find out in this session!



Dan Carpenter
SVP Revenue Excellence & Operations
Carbon Black

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