The Interview

Kluster's Take

Tom spoke with Jane Rusnak, Marketing and Revenue Operations Manager at Procurify. She discusses her passion for technology, especially the process side.

SDRs have one of the toughest positions in SaaS and she loves to make things more efficient. Jane believes it all starts with people, her question is how do you create processes that support them. For her, the best way to understand the gaps is by listening to calls.

A creative approach is useful, but you must be able to link it back to revenue. Comprehensive marketing assets are also important for success. 

She advocates for understanding why you’re trying to bridge the gap and what it will achieve. Jane stresses you can’t just keep adding new tools and expect the team to be efficient.