Dialpad and Talksdesk are organizations of identical size but with a completely different approach to Salesforce.
👉 Dialpad: 400 Reps, 13 in Rev Ops, 5 on GTM Systems
👉 Talkdesk: 400 Reps, 6 in Rev Ops, 14 on GTM Systems
Which would you choose?
Dialpad
- $450m in Funding
- 400+ Sales reps
Team Breakdown
- 💰 13 people in Rev Ops
- 🛠 5 people on GTM Systems
Manager of Salesforce
Salesforce Business Analyst
(2) Salesforce Developers
Salesforce Administrator
Talkdesk
- $407m in Funding
- 400+ Sales reps
Team Breakdown
- 💰 6 people in Rev Ops
- 🛠 12 people in GTM Systems
VP of Enterprise Applications
Director of CRM Applications
Salesforce CPQ Architect
(3) Business Systems Analysts
(3) Salesforce Engineers
(3) Salesforce Administrators
These companies have a TON in common:
👉 Size of company and Sales team
👉 Similar Go-to-Market strategy
👉 Similar Salesforce product utilization
What could explain the opposite approach they are taking to Revenue Operations vs. GTM Systems resourcing - and which model would you choose?
For us, the answer is simple: Talkdesk.
Why does Talkdesk's approach to Salesforce seem better?
Cobey Maynard, Principal Solutions Architect at Slalom, puts it beautifully...
1. A team makeup of this nature tells me that there is a vision for the GTM team, and it's being actively executed.
2. Experience and skills are not blocking any requirements from being implemented in a scalable and thoughtful way.
3. There's a process to vetting requirements instead of blindly implementing bandaid solutions.
4. The team isn't being floated by the expertise and knowledge of one or two individuals.
5. More analysts means more cross-functional support, making the other teams operate at a higher level as well.
6. The exit strategy of Talkdesk will likely yield much more value with a high-performing operations framework like this.
Dania Stetz, Revenue Strategy and Operations at Verifiable, added that "Talkdesk having made an investment in CPQ specialization is another signal that they understand the critical relationship between GTM systems resourcing and revenue strategy/growth."
