Asking Tough Questions for Successful Outcomes
This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM.
SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer. Sugar’s platform provides leading technology in the sales automation, marketing automation, and customer service fields with one goal in mind: to make the hard things easier.
Guest Bio
As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM – all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions.
Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On).
Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects.
Guest Bio
As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM – all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions.
Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On).
Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects.
Episode Summary
Go-to-market leaders have to fill a lot of roles. Today’s guest says that, of many jobs, his most important role is fueling revenue success.
This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM. SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer.
Jason emphasizes the importance of doing your research and asking questions to set yourself up for success. He and Ian talk building pipeline, critical tools, and aligning cross-operational teams.
Key Takeaways
- Research, questioning, and strategic preparation are key to success in a leadership role
- Leverage the tools you have to build your sales pipeline
- Ensuring alignment across cross-operational teams creates effective go-to-market strategies
Quotes
“We're putting an emphasis on doing your research and qualification, asking the tough questions, because that sets the table for what a future successful outcome looks like. And there's so many data points around a customer or prospect. With a high degree of curiosity, with some structure around it, you can go into a meeting a lot more prepared to ask the hard questions by just understanding the general landscape of that company.” ––Jason Rushforth, SVP & GM of the Americas, SugarCRM
Episode Highlights
https://qualified.wistia.com/medias/wxk34b36y5
**(00:15 ) - Jason’s start
**(01:45) - Defining RevOps
**(02:58) - Why RevOps is like a cake
**(05:49) - Building a RevOps Team
**(23:17) - RevObstacles
**(31:39) - The Toolshed
**(41:36) - Quick Hits
Episodes Transcript
- Research, questioning, and strategic preparation are key to success in a leadership role
- Leverage the tools you have to build your sales pipeline
- Ensuring alignment across cross-operational teams creates effective go-to-market strategies
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