Bio
Venketesh Iyer is a distinguished professional based in the United States, affiliated with the University of California, Berkeley. With a strong background in analytics, business planning, and operations, he has served as the Head of Analytics, Business Planning and Operations at Facebook. His expertise spans Sales Operations and Go-To-Market Planning, underpinned by a B.E., M.S., and M.B.A. Venketesh has contributed to the academic community as a reviewer for the GJMBR journal and has authored papers on sales territory segmentation and mathematical sales segmentation models for enterprise B2B SaaS businesses. His work reflects a deep focus on data-driven strategies and operational excellence.
Educational Journey
University of California, Berkeley
Head of Analytics, Business Planning and Operations at Facebook. Sales Operations, and Go-To-Market Planning leader. B.E., M.S., M.B.A
Experience
Editors Role
Reviewer
GJMBR
2020 -Research
A Guide towards Building Effective, Metrics-Driven and Mathematical Sales Segmentation Models for an Enterprise B2B SaaS Business
The paper’s goal is to help B2B SaaS companies attain two primary goals - 1. Leverage best-in-class business firmographic data for building territory segmentation models 2. Balance the models against the most effective sales metrics, and 3. Understand and optimize for territory disruption year over year due to change in the scale of business. In the paper, we build a model based on the most fundamental building blocks of any SaaS business.
The Four Most Crucial Elements of Conducting Sales Territory Segmentation at Scale
The most fundamental building block of any organization is Data; data is critical to any organization’s success. Getting data governance and quality right, can significantly improve the quality of sales planning and result in an intelligent data-driven territory allocation process. On the contrary, poor data quality and loose governance models often lead to laborious territory planning cycles, sub-optimal sales rep to account mapping and poor customer experience. Poor data quality could also result in an over- or under-allocation of a sales person’s territory and can result in poor customer experience and even attrition.
