In this episode of The Business of Cybersecurity, I’m joined by John Queally, Senior Director of Revenue Operations at Clari, for a conversation that goes far beyond spreadsheets and pipeline forecasts. We explore why RevOps has become mission-critical for cybersecurity firms facing escalating threats, intense market pressure, and growing expectations around AI.

John unpacks how cybersecurity leaders from Okta to Fortinet are rethinking the entire revenue engine to fund innovation, reduce friction, and stay ahead of attackers. We discuss the growing gap between AI ambition and data reality, and why 67% of revenue leaders are not trusting their data should be a wake-up call for anyone betting big on automation.

From real-time prospecting and clean data infrastructure to unified cross-departmental collaboration, this is a masterclass in how operational strategy, not just security tooling, is shaping the future of cyber resilience.

John also shares what it really takes to unify go-to-market teams, how RevOps is shifting from reactive reporting to proactive insight, and why the most powerful transformation starts with the "unsexy" work of cleaning up your data stack.

If you’ve ever underestimated the role of RevOps in a tech-driven industry or dismissed data hygiene as someone else’s problem, this conversation will change your mind.

🎧 Listen in to learn:

• Why AI can’t fix broken data
• How cybersecurity firms are aligning ops, sales, and customer success in real time
• What separates high-growth companies from those stuck debating dashboards

Visit Clari.com to learn more about the work John and his team are doing, or connect with him directly on LinkedIn.

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