Employee Spotlight: Nik Garza, Revenue Operations Manager

Here at Membersy, we understand that our industry-leading dental membership management and billing platform would be nothing without our incredible employees. Each month, we nominate one of our talented employees who have worked tirelessly to build Membersy from a small startup in 2015 to the company it is today. This month, our employee under the spotlight is Nik Garza, Revenue Operations Manager. Nik Spotlight Blog Header (1)

Q: How long have you been with Membersy?

A: I joined Membersy in September of 2022 as a Sr. Sales Operations Manager. 

Q: What does your typical day look like? 

A: I start my day with meetings and then I determine if there are any fires to put out or issues that need my attention. If not, I will look at my project list and determine what the most important tasks are for the week to stay on pace with my projects. I live in Salesforce most of the time, either updating processes or adding new enhancements for the team. I spend a lot of time meeting with revenue team stakeholders, leadership, and representatives of other departments to align on priorities. I block off the later half of my day to stay focused on building processes, documentation, automations, or reports. 

Q: What is your favorite part about working for Membersy? 

A: Definitely the people that I get to work with, interact with, and grow with. 

Q: What drew you to Membersy originally? 

A: I was attracted to the startup world. After leaving a startup, I knew the ambition and energy that I brought to the table was best fit in a role where I could take on more responsibility and build from the ground up.

Q: What's the most exciting project or achievement you've been involved in at work?

A: For achievement, I would say helping the sales team grow 160% YOY in booked contract value within my first year. My favorite project was rebuilding Salesforce from the ground up – as a team of one – and successfully integrating our entire tech stack in such a short period of time.

Q: Can you discuss how data analytics influence your decisions on a day-to-day basis? 

A: Data analytics are the foundation of my daily decision-making process, providing me with guidance and helping me prioritize tasks effectively. Each dataset contains valuable insights, and it's essential to incorporate that information to uncover new findings about the company or team performance. The value created by the data is vital to our organization's success and drives the introduction of new processes in our operations.

Q: How do you collaborate with other departments (such as marketing, sales, and customer success) to enhance member and customer satisfaction and revenue growth? 

A: Collaboration is extremely important within RevOps. I place a strong emphasis on alignment meetings to ensure all departments are unified in their goals and are focusing on impactful projects. A prime example of our collaborative effort involves the sharing of data across departments: by collecting and analyzing prospect inquiries and insights, we enable the marketing team to develop targeted collateral and outreach campaigns. Furthermore, we incorporate feedback from customer success, including real customer stories and experiences, to enhance and personalize the sales process. This practice of mutual data sharing and gathering feedback is central to our operations, fostering a culture of continuous improvement and creating an effective information loop.

Q: Are there any upcoming projects or innovations within revenue operations that you're excited about? 

A: I am excited about implementing new automations to send personalized email campaigns at scale and adding AI tools to our tech stack to generate conversational insights from our DSO partners.

Q: What tools or software do you find most effective for data analysis in revenue operations, and why? 

A: Excel is my best friend. I use Excel daily to extract Salesforce data and blend it with multiple other data sources like lead lists, event attendee lists, or other industry data sources.

Q: With multiple sources of data across departments, what strategies do you employ for effective data integration and ensuring a single source of truth?

A: I set up rules to prevent duplicate accounts and contacts, constantly run reports to verify accuracy, and use a ton of automations to keep everything populated correctly. I own all the data sources that connect to our CRM, so having two-way sync between all my tools is key.

Q: How do you stay updated with the latest trends and technologies in data management and analytics?

A: I spend a lot of time on Youtube and LinkedIn researching new technologies and strategies from other operators and thought leaders that I follow. I also subscribe to quite a few AI newsletters like Superhuman AI and I check Product Hunt daily.

Q: What are the most common data quality issues you encounter, and how do you address them?

A: "Data decay" is the biggest culprit of bad data. It means that the data just becomes outdated over time and then eventually provides more of an issue than anything. We use enrichment tools like Apollo to automatically keep records updated, when possible. 

Q: What’s the most interesting or unique hobby you’ve had outside of work? 

A: One of my most interesting hobbies outside of work is DJing. I've been passionate about music for as long as I can remember, and I've been DJing for about 14 years now. I love collecting vinyl records and recording new mixes every now and then. Although I don't perform as frequently as I did when I was younger, it's still a hobby that brings me a great deal of joy and allows me to express my creativity in a different form. 

Q: What is a fact that would surprise your coworkers?

A: My mother and I share the same birthday. 

Q: What is something that’s on your bucket list? 

A: I want to see all the ancient Greek ruins. I’m obsessed with ancient Greek architecture, philosophies, and principles. 

Q: If you could meet anyone, living or dead, who would you meet? 

A: Nikola Tesla - he was a true genius and the greatest inventor in my book. There is a bit of mysteriousness about him that makes me fascinated by him. He definitely knew things that we may never understand. 

Q: What would you most like to tell your younger self? 

A: “Nothing lasts forever - Step back and soak it in while you are experiencing it, it may never be quite the same again." Live in the moment and appreciate where you are, today. 

Q: If you could live in any time period, what would it be and why? 

A: NYC, late 70’s - Getting to experience the iconic Studio 54 would be an absolute dream. 

Q: Who were your top artists on Spotify this year? 

A: Lane 8, Gorgon City, and Kaytranada

Q: What's the best piece of advice you've ever received?

A: “Do it today, tomorrow isn’t getting any easier” - My dad is a huge influence of mine and he’s definitely the reason why I strive to hold myself to a higher standard and take initiative.  

Q: If you could instantly master one skill, what would it be and why?

A: I’ve always wanted to learn how to do 3D Design and Rendering. I would love to turn ideas in my head to visual concepts in 3D space.

Q: What's your go-to karaoke song and why?

A: “What’s Up” by 4 Non Blondes - It’s just so emotionally and vocally dramatic for no reason and the crowd eats it up every time.

Thank you for all that you do for us, Nik!