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Revenue operations and the CMO: Game changer or game over?
Posted By
a Luxury Daily columnist
On
October 7, 2019 @ 4:45 am
In Columns,Featured,Industry sectors,Marketing,Opinion |
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Rise of revenue ops: Opportunity or threat to marketing leaders? Image credit: SiriusDecisions
By
Megan Heuer
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\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