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How do you sell planning software to CFOs demanding 2-3x ROI? Sean Brophy, Head of Global Sales at Pigment, shares his strategy on the latest Metrics that Measure Up Podcast. We dive deep into anchoring value props to CFO objectives. A must-listen for B2B SaaS execs! Listen now at https://lnkd.in/erxAcYhA #CFOInsights #B2BSales

Transcript

Now as you've broadened your focus to the revenue organizations, you're also focusing on Syros, sales teams and even HR teams. So tell us a little bit about how that journey, the associated process has evolved now that you saw beyond just a financing? Yeah. So you know what we, you know where, where we started was helping solve problems for the Office of Finance. And so depending upon the size of the customer, CFO, VP of FP and A. And So what we learned along the way and, and what our core belief was is that the idea of integrated planning not only impacts the Office of Finance, but it actually has a ripple effect through the rest of the organization. And so your sales orgs, your HR teams, your IT team, supply chains, so on and so forth. And so our journey was one where we started. Seeing success in the Office of Finance through that success, we were, we were given permission or earned the right to have conversations with the other functional areas or lines of businesses. And so the the journey for us was one where it started in the Office of Finance, we now find ourselves in certain accounts or certain segments or certain markets for that matter targeting some of the other adjacent lines of business. And so in a lot of cases we're targeting the CRO, we're targeting ahead of sales. Props or Rev OPS or targeting that the person that leads supply chain. And so it makes it fun. It's also complex and challenging. And so, you know, when you start thinking about hiring, you know, the profile for the people we hire have to be business minded. They have to have a willingness to go solve problems and be curious because at the end of the day, you know, that's what we're here to do is, is help our customers in some cases broaden the scope of thinking whether you're in any of those functional areas.

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