Cfo Thought Leader

When asked whether a new sales enablement hire would be a “direct report,” Bill Koefoed, CFO of OneStream Software, replied: “Organization matters only when your processes and relationships don’t.” It’s an observation not shared widely perhaps among newbie CFOs, who upon their arrival are known to rely more on organizational reporting lines than relationship potential to assert their influence. Nevertheless, four months and one pandemic into his latest CFO tour of duty, Koefoed has his relationship-building skills in high gear as he works alongside OneStream’s sales leaders to better identify those factors contributing to sales productivity. According to Koefoed, the challenge is not just about sales productivity, though, but also about how to make the team productive more quickly. Hence OneStream’s new sales enablement hire.  Says Koefoed: “People don’t have to sit in finance to be effective, and having great partners and relationships in other areas of the business is just a great way to run the business.”