How Innovation and Experimentation Can Drive Revenue With Pilar Schenk

The RevOps Baddie

Welcome back to another exciting episode of "RevOps Baddie"! Today, we have a special guest with us, Pilar Schenk, the COO of Cisco Global Security & Collaboration. We are thrilled to have her here to delve into the crucial role of innovation and experimentation in driving revenue at large, established companies.

Pilar begins the discussion by defining innovation within the context of Revenue Operations and highlighting its significance in driving revenue growth. Innovation, she explains, involves the development and implementation of new ideas, processes, or products that generate revenue and create value for customers. By fostering a culture of innovation, organizations can stay ahead in the competitive landscape and meet the ever-evolving needs of their customers.

Drawing from her extensive experience, Pilar shares compelling examples of successful revenue-driving innovations and experiments. These examples illustrate how companies have embraced new strategies, technologies, or business models to drive revenue growth. Pilar attributes their success to factors such as thorough market research, agile decision-making, and effective collaboration across teams.

Finding the right balance between experimentation and reliable revenue streams is a challenge faced by large companies. Pilar acknowledges the risks associated with experimentation, but she emphasizes the importance of taking calculated risks to drive innovation and unlock new revenue streams. She shares effective strategies for managing these risks, such as allocating a dedicated budget for experimentation and conducting thorough market testing before scaling innovative initiatives.

Thank you for tuning in to this episode of the RevOps Baddie podcast. Stay tuned for more insights and tips on how to optimize your revenue operations strategy.
Introduction to today’s episode. (0:05)
Introduction to pilar shank, ceo of cisco global security and collaboration.
Who pilar is and what she does.

Revenue driving innovations. (2:11)
Rev ops at its best is a strategic influencer.
Examples of successful revenue-driving innovations.

It’s hard to fix the market but not as hard tofix yourself. (4:23)
Strategic changes at mcafee to turn around their business.
Other contributing factors to success.

Advice on what metrics to measure on. (6:53)
How to choose the right metrics to measure success.
Balancing short-term gains with long-term goals.

Planning for innovation and innovation. (9:08)
Innovation starts with a strong case for change.
The third component is being rigorous with going back to that all the time.
Reducing the risks associated with experimentation.
Creating a culture of innovation within the team.

The barriers to encouraging a culture of innovation. (14:27)
Barriers to encouraging a culture of innovation.
The third barrier, case for change.

The importance of getting frontline managers on board. (16:55)
Getting sellers and front-line managers on board early.
Getting consensus early on.

The role of technology in driving revenue and infrastructure. (19:19)
The role technology plays in driving revenue.
How to balance cutting-edge technology with established companies.

The case for change and the need for innovation. (21:24)
Competing with competitors in the market.
Incorporating customer feedback into innovation and experimentation.

How to implement data-driven processes. (23:38)
Four things to look at, data-driven and not-data-driven.
The fourth component, talking to customers.
Effective communication strategies for getting buy-in from stakeholders.
One piece of advice for today.