Warren Zenna talks with Sandy Robinson, SVP of Revenue Operations at Patra, about managing sprawling tech stacks in sales. They cover how silos form across revenue tools and what it takes to keep systems talking to each other instead of working against each other.
Welcome to this episode of the Sierra Spotlight podcast. This is Warren Zenna. I'm the founder of the Sierra Collective and thanks again for tuning in. I'm getting a lot more people writing me very nice notes about the episodes, so that's encouraging. You know, every time I produce one of these things, I never know if it's going to be any good or not. You know, I think that was stupid. But, you know, it's not them. It's always, it's always me, you know, so anyway, I appreciate it and it's great. I got some really great guests lined up and one of them is here today. Really happy to have Sandy Robinson. The Revenue alliance produced a really great series of revenue focused events and one of them is the C Summit, which many of you know I speak at. And Sandy and I spoke there together and she's great. She's a really great perspective that I so resonated with and I thought we definitely should talk. She's a great speaker, really smart. More specifically, what you're talking about is the revenue stack, or what she calls the rev stack and rev tech, which I think is just a really smart way of looking at the world. So, Sandy, welcome and thanks for being here today. Thank you so much for having me. I'm just very excited. I felt the same way when, when we were kind of sharing the stage and watching your intro about everything centering around the customer. It just really resonated with me and I was like, man, this guy, this guy, we've got to connect and we've got to do stuff and I got to talk to you more. It was just really exciting to kind of hear your perspective as well. But I'm senior vice president of revenue operations and enablement at Patra. We're a tech enabled insurance company. We provide insurance outsourcing from a. You know, we have a tech and a people side of our business. I've been in revenue operations, sales for. I don't want to count how many years, but that's okay, you can do it. I'm older than you, so it's all good. You're a young kid. Enough to where I started out selling yellow pages advertising, so that'll tell you. So did I, so did I do. Yeah, yeah, I did. Shut it up. Really? That's awesome. Everybody and any salesperson at some point got sucked into that one because it was such a huge business at the time. They always needed people anyway. Oh, it was so fun though. Like I was. Those are good days, right? The dial up phone, you know, when you're hammering. Oh, yeah, yeah, yeah. We had those phones at our desk, and it was like, you know, you're kind of dialing for dollars, and then when the other guy gets hung up on, you kind of make fun of them, and you get really good at cold calling.
