Jeremy Schwartz, representing Palo Alto’s Global Lead Management team, takes the OpsStars stage to share his experiences managing the three keys to a successful Buying Groups rollout: people, process, and technology. He explains how Palo Alto Network’s team directed a multi-phased effort in a large, matrixed organization, detailing how they rebuilt processes and procedures to implement an Opportunity-focused, Buying Groups motion. This session offers a practical perspective and shares lessons learned about the effort required to migrate to Buying Groups. More importantly, attendees witness first-hand the astounding revenue impact this new strategy delivers.

Session takeaways: 

• Understand the Core Principles Palo Alto Networks leveraged to transition to Buying Groups
• Learn to Manage a Phased Rollout of a Buying Groups motion
• Gain Insight into the Iterative Process and Feedback Loop between Sales, Marketing, and Operations

• Jeremy Schwartz, Sr. Manager of Global Lead Management & Strategy, Palo Alto Networks
• Alice Walker, Senior Product and Partnership Marketing Manager, LeanData

Catch all the highlights from the 2024 OpsStars Conference here: From AI to Buying Groups: Takeaways from OpsStars & Dreamforce 2024