How does a technical leader get more revenue-savvy?
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Work on projects in your ERP group to optimize Order to Cash process. You will work with people in the business from end to end. Order to Cash timing is one of our businesses top goals, and people in every group have goals to improve it every year.
1 - You have to understand that the only way for a company to survive is having revenue. 2 - Understand the industry/business you're in, read a lot about it, talk to experts in the industry, your peers, your team. 3 - always work hand-by-hand with revenue departments (commercial, marketing, business development). 4 - don't be afraid to speak out your mind.
This is one of my top challenges, gaining more knowledge to have more revenue and business savvy than where I am right now. This situation happens a lot, where my CEO says, hey Roberto, I require this. And then, I present some projects to him. But then he tells me that I am way too ahead. That I’m two years away from what we need right now. I am challenged to match my company’s business needs right now, and deliver technologies that will work today, that customers are ready to acquire today, not in the future.
While technology can seems like it erodes revenue, the value needs to be presented and tracked operational efficiency gains (reduced manual hours/spend) or how it created margin gains through selling capabilities across more clients/customers.