Where Revenue Really Stalls, According to Clarivate's Heather Anderton

Heather Anderton leads sales operations and enablement at Clarivate. She spends her days untangling the same problems most revenue leaders are quietly fighting: deals that stall in approvals, data that nobody trusts, and a tech stack that's grown faster than the team's ability to use it. Ahead of her appearance at CRO Exchange Miami, she shared where she's seeing the most friction and what she's doing about it. Get the full conversation below.

Where does revenue actually stall?

"It's a combination of process complexity, inconsistent data quality, and too many manual handoffs across systems and teams." As deals get more sophisticated, more stakeholders get pulled in, and momentum slows for sellers and customers alike. Heather points to the opportunity-to-close stage, where approvals, pricing exceptions, and contract negotiation create the most drag.

Why operational rigor is a hard sell

"Sellers understandably prioritize customer-facing activities, so administrative and operational rigor can sometimes be perceived as secondary unless teams clearly understand the value it creates." Standardized process and clean data are the foundation for accurate forecasting and territory planning. Getting sellers to see it that way is the real work.

The problem isn't the tools. It's the sprawl.

"Too much time is spent gathering information rather than acting on it." Sellers and managers often have to jump between systems just to get a full picture of pipeline health, forecasting, and performance. Heather's team is working toward one connected view instead of five disconnected ones.

Want her full take, word for word? Download the complete interview, including her thoughts on scaling process without scaling headcount.

See her take shape live in Miami.

Heather joins revenue leaders from Microsoft, Google, AT&T, and Intel for three days of strategic keynotes, private boardrooms, and peer-led problem solving.