The Go-To-Market Strategy for FP&A Pros to Drive Growth using Operational Metrics with Rohit Divate

FP&A Tomorrow

In this episode of FP&A Tomorrow, host Paul Barnhurst welcomes Rohit Divate, to discuss the intersection of finance, operations, and the high-growth startup world. They explore how finance leaders can partner with teams to drive growth while maintaining sustainability, the role of AI in finance, and the importance of communication and trust in leadership. The conversation dives deep into the challenges and opportunities faced by finance professionals in high-growth environments and provides actionable insights for those navigating this fast-paced industry.

Rohit is a seasoned finance leader with expertise in high-growth SaaS companies. Having raised over $500 million and driven revenue growth from $20 million to over $500 million, Rohit has a deep passion for improving finance team effectiveness and is especially active in the AI space. He currently serves as the head of operations and finance at Sprig, an all-in-one product experience platform.

Expect to Learn:

• How finance can act as a strategic partner to drive company growth, especially in the early stages.
• The importance of balancing growth with sustainability in high-growth SaaS companies.
• Key metrics and strategies for scaling operations and go-to-market efforts in early-stage startups.
• Insights into how AI is changing the landscape of finance and operations.
• Tips on building trust and accountability within teams to ensure collaborative success.

Here are a few quotes from the episode:

• "You need to build trust with your teams before you can build accountability. It’s not about numbers, it’s about relationships." - Rohit Divate
• "AI is going to be a game changer. Right now, we’re still figuring out how to use it in finance, but I’m excited for the day it makes me 10x more productive." - Rohit Divate
• "In early-stage companies, you don’t really know what your metrics are yet, but you can always measure improvement." - Rohit Divate

Rohit shares valuable insights, real stories, and practical advice for anyone in finance, particularly those working in high-growth startups. If you’re looking to understand the dynamics of scaling a business, driving sustainable growth, and partnering effectively with teams, this episode is for you. Rohit talks about what’s worked for him, the challenges he’s faced, and the key lessons he’s learned throughout his career, offering actionable takeaways for aspiring finance leaders.

Corporate Finance Institute:

You know the numbers. Now it’s time to own the story.

The new FP&A Professional (FPAP) Certification from CFI is built for finance professionals who want to lead with insight-not just report the data. Enroll by July 1st and get 40% of this new Certification.

Learn more at: https://corporatefinancialinstitute.pxf.io/c/6003589/3067930/23723

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Follow Rohit:

LinkedIn - https://www.linkedin.com/in/divate/

Twitter - https://x.com/rohitdv8

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Website - https://www.theFP&Aguy.com

LinkedIn - https://www.linkedin.com/in/thefpandaguy

Earn Your CPE Credit

For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FP&A Certificate, take the quiz on earmark and contact Paul Barnhurst for further details.

In Today’s Episode

[03:41] - What’s Great FP&A?

[06:13] - Growth Challenges

[14:26] - Product-Market Fit at Pre-seed

[17:37] - Go-to-Market Strategy for Growth

[27:54] - Building Trust Through Action

[32:02] - Why Rohit Loves Equals

[35:17] - CFO’s Guide to AI Scaling

[46:49] - Biggest Opportunity for FP&A

[50:18] - Fun Questions