Kevin Kraus on sales operations
From M&A in Tech, Deal Desks, and Resource Allocation: Insights From 8x8 CFO Kevin Kraus · · Run the Numbers with CJ Gustafson
“Our deal desk is not a deal prevention desk; we're the deal execution desk. We give people authority and a pricing tool that gives a red light or green light answer to speed things up. The goal is to get to a yes, not how to get to a no.”
On , Kevin Kraus, Chief Financial Officer at 8X8 INC, spoke about sales operations during M&A in Tech, Deal Desks, and Resource Allocation: Insights From 8x8 CFO Kevin Kraus on Run the Numbers with CJ Gustafson.
About Kevin Kraus
Kevin Kraus, CFO of 8x8, discussed the company's financial strategy and operational philosophy in a September 2024 podcast. He stated that "cash flow from operations is our Northstar," and that the company focuses on maximizing this metric and returning value to investors, including through paying down debt. Kraus described his approach to M&A, emphasizing the importance of a multifunctional team, strategic rationale, and cultural fit. He noted that the people who perform day-to-day jobs are often best suited for integration work, despite the challenge of balancing it with their regular duties. Kraus also outlined his views on deal desks, describing 8x8's as a "deal execution desk" that aims to speed up approvals by providing pricing tools with red-light or green-light answers. He mentioned that the company prioritizes paying down high-interest debt over share repurchases to deleverage the balance sheet. Regarding internal management, Kraus said he operates his FP&A teams with a "one throat to choke" philosophy, giving each functional leader a single finance contact. He added that he believes great CFOs demonstrate empathy, encourage continuous learning, and focus on succession planning to ensure the organization can operate without them.