Your ICP Is Right. The List You Built From It Is Wrong.
August 17, 2026
Most RevOps teams have done the ICP work correctly. The segment is defined. The criteria are documented. The personas are mapped. The problem is not
Rajiv Dalal
Rajiv Dalal is a strategic business operations and finance executive with 20+ years of experience leading finance, revenue operations, and GTM strategy, with a proven track record of driving growth transformation, strengthening financial performance and improving margins, leading planning and forecasting, advancing systems and revenue intelligence, optimizing lead-to-cash processes, scaling ARR, and guiding organizations through acquisitions and recapitalizations.
Most recently, he served as the VP, Operations at Riverbed creating the WW Revenue Operations team (new sales, renewals, channel, and order management) and supporting the company through bankruptcy and buyout due diligence while driving SaaS transformation. Rajiv has also led revenue operations functions at Solarwinds and Ivanti and has proven deep experience at aligning sales, marketing, product, and finance teams to accelerate revenue growth, improve renewal rates, and drive operational excellence.
He holds an MBA from the University of Michigan Ross School of Business.
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