Revenue Operations Interview: Justin Rogers at Flashpoint

The Interview

Kluster's Take

Tom spoke with Justin, VP Revenue Operations at Flashpoint. He explains his fascinating approach to revenue growth.

Justin believes being well-rounded has it’s advantages. He thinks that understanding SAS and tech is valuable, it gives you a sense of scale. He carries out his own forecasting regularly and does some modelling. He believes that modelling is helpful, to gut check really quickly, seeing whether you’re on track. He is always looking to improve modelling, but doesn’t try to be 100% correct all the time. 

He looks to identify anomalies, creating visibility on those deals. Working to get those deals sped up or paid attention to. When Justin first took over the revops function he reported directly to the CEO. This gave him real autonomy, rather than falling under a CRO, with the perception that they’re just serving one function.He stresses that it’s important to not just create new work. But to be thoughtful in the kinds of outcomes you’re trying to drive. If a step is being added, he takes another step away, so that they’re not constantly creating more work for people.