Jeremy Schwartz, representing Palo Alto’s Global Lead Management team, took the OpsStars stage to share his experiences managing the three keys to a successful Buying Groups rollout: people, process, and technology. He explained how Palo Alto Network’s team directed a multi-phased effort in a large matrixed organization and described how they rebuilt processes and procedures to implement an Opportunity-focused, Buying Groups motion. This session offered a practical perspective and shared lessons learned about the effort required to migrate to Buying Groups. More importantly, attendees saw first-hand the astounding revenue impact this new strategy delivered.
Session takeaways:
- Understand the core principles PAN leveraged to transition to Buying Groups
- Learn how to manage a phased rollout of a Buying Groups motion
- Gain an understanding of the iterative process and feedback loop between Sales, Marketing and Operations
