RevOps 500

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Joining us today is Glen Swyers, Director of Marketing Integration at Imagine. Gather around as Glen engages with our host, Sajeel Qureshi about the modern marketing mix that emphasizes catering to communication preferences. Stay tuned to gain valuable insights from Glen about how substantial evidence highlights the environmental superiority of receiving physical mail over digital copies!

RevOps Myths:

The significance of direct mail varies according to your age demographic.

Takeaways:

Glen has observed discussions surrounding digital marketing, direct mail marketing, and email marketing campaigns. What intrigues him about these emerging conversations is that they aren't just focusing on conventional marketing campaigns that incidentally utilize email, direct mail, and digital mediums. Glen perceives this approach as a potential recipe for long-term failure.
The modern marketing mix emphasizes catering to communication preferences, acknowledging the strong inclination towards tactile marketing among a significant portion of the population. This entails incorporating physical elements like direct mail or brochures into the marketing mix. The recommended approach involves initially selecting the communication channel, then tailoring the message to resonate with the audience and aligning it with their preferred communication mode.
When striving to enhance revenue generation, refining your client approach takes paramount significance. Delve into understanding your customer's communication preferences and linguistic style. Comprehend their preferred modes of interaction and be attuned to potential language nuances to steer clear of. Recognize that each conversation is contextual, necessitating thorough analysis and adaptation.
An intriguing aspect that has captured Glen's attention in the realm of direct mail is its enhanced transparency. He observed a few years back the introduction of barcodes at the base of mail items, imbuing them with a wealth of information regarding their delivery status. This innovation starkly contrasts with the prior scenario where mailed items would be left in uncertainty, with no indication of whether they successfully reached the intended recipients.
Glen holds the belief that substantial evidence highlights the environmental superiority of receiving physical mail over digital copies. Sustaining online servers demands a perpetual consumption of electricity, raising ecological concerns. This dual challenge, encompassing both financial considerations and societal pressures, presents a complex landscape for Glen.

Quote of the Show:

“There's nothing so unequal is treating unequals equally.” - Glen Swyers

Links:

Glen Swyers’s LinkedIn: https://www.linkedin.com/in/swyers/
Imagine’s Website: https://www.theimaginegroup.com/
Glen Swyers’s Personal Website: http://www.swyers.com/
Glen Swyers’s Twitter: https://twitter.com/gmswyers

Ways to Tune In:

Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4
Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw==
Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum
Stitcher: https://www.stitcher.com/show/1052213
Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882
Deezer: https://www.deezer.com/show/6101085
Player FM: https://player.fm/series/series-3480832
Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575
Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/
YouTube: https://youtu.be/iGTvvZLbHRk
Transistor: https://share.transistor.fm/s/678fa265

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Joining us today is Samara Donald, Head of Pan & Cross Industry Marketing at Amazon Web Services (AWS) and Songwriter, Producer, & Publisher at Mirror House Music Group. Gather around as Samara engages with our host, Sajeel Qureshi about the intricacies of organizational structure and operating models. Stay tuned to gain valuable insights from Samara about her remarkable perspectives on prioritizing a human-centered approach with clients!

RevOps Myths:

RevOps is primarily a technological solution, encompassing tools, and systems, and gives less importance to people and processes in its approach.

Takeaways:

For Samara, the significance lies in recognizing that individuals engaged in processes are intertwined with technology. Technology holds greater importance than merely being a solution in itself. While a tool can't be a universal fix, its efficacy hinges on the concurrent development of the people, processes, and technology working together.
Samara emphasizes the importance of comprehending an organization's structure and functioning. Staying informed about its organizing model, structure, team communication, and perspectives is important. Samara considers a drawback when people focus on their tool-related goals rather than addressing deeper organizational issues.
Samara recognizes that building an organizational solution for complex companies is hard to achieve. Companies tend to adopt diverse structured operating models where there's no universal approach. The key is for everyone to share an understanding of the organization's workings, facilitating smoother transitions.
Samara’s passion is organizational design, development, and sociology. Her experience has taught her that individuals facing sales challenges often overlook their motivations and shared goals. She encourages to develop a human-centered approach with an understanding of how people collaborate and their perspectives, emphasizing the importance of shared fundamentals.
Samara is enthusiastic about the increase in adoption of RevOps in companies. However, it remains more of a concept. Many companies still operate with separate departments like marketing, operations, sales, and services, each using different tools, leading to poor communication. RevOps serves as a parallel to engineering different product teams and bridging the gaps within an organization.

Quote of the Show:

“There's never the right answer. It's what is THE answer that we are going to have to choose to organize ourselves against.” - Samara Donald

Links:

Samara Donald’s LinkedIn: https://www.linkedin.com/in/samaradonald/
Amazon Web Services (AWS)’s Website: https://aws.amazon.com/?nc2=h_lg
Mirror House Music Group’s Website: https://mirrorhousemg.com/
Mara Sol’s Website: https://open.spotify.com/artist/0UDswthm0YlfCrzJ488cJG?si=ouICNio4RUa-tHhGhjShoA
Samara Donald’s Twitter: https://twitter.com/samarajdonald2

Ways to Tune In:

Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4
Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw==
Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum
Stitcher: https://www.stitcher.com/show/1052213
Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882
Deezer: https://www.deezer.com/show/6101085
Player FM: https://player.fm/series/series-3480832
Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575
Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/
YouTube: https://youtu.be/zpT64XPUxhQ
Transistor: https://share.transistor.fm/s/e46746f0

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Please welcome to the show Scott Schneider, Chief Revenue Officer at TrueFort. Scott joins host Sajeel Qureshi to talk about the advantages of having a revenue officer who seamlessly integrates data-driven insights with creative strategies, thereby making a substantial contribution to the overall growth of the company. Tune in to Scott’s amazing insights on infusing a personalized dimension into every sales call, thereby fostering the cultivation of robust and enduring company relationships!

RevOps Myths:

While there's a prevailing notion that RevOps professionals primarily encompass mathematicians and data analysts, it's important to recognize that their role isn't confined to these specific designations.

Takeaways:

Scott firmly advocates for the presence of an experience-focused RevOp leader within every company. He ardently believes in the advantages of having a revenue officer who seamlessly integrates data-driven insights with creative strategies, thereby making a substantial contribution to the overall growth of the company.
TrueFort's mission statement for Scott's revenue team is unequivocal: to cultivate dependable revenue streams that unequivocally enhance shareholder value. This commitment is not merely a lofty ideal; it is a daily practice deeply ingrained within the company's culture. The realm of shareholders extends beyond the company's internal team, encompassing our esteemed investors and esteemed board of directors.
During interactions with prospects, Scott occasionally encounters instances where a full comprehension of micro-segmentation eludes them. In such scenarios, Scott adeptly ensures that these prospects derive substantial value from the concept by skillfully deconstructing it into easily digestible terms tailored to their level of understanding.
Scott firmly upholds the significance of intent within the fabric of any thriving company. When dealing with a diverse array of target accounts, meticulous research becomes paramount to ensure a seamless alignment with your ideal customer profile. Delving deep into comprehending the purpose behind your customers' purchasing decisions, or discerning the intent surrounding the challenges you can adeptly address, stands as a critical undertaking.

Quote of the Show:

“You can be right without being righteous.” - Scott Schneider

Links:

Scott Schneider’s LinkedIn
TrueFort’s Website
Scott Schneider’s Twitter

Ways to Tune In:

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RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Please welcome to the show Mitja-Alexander Linss, Head of Marketing at Karger Publishers and Founder & Senior Advisor at Global Marketing Ventures. Mitja joins host Sajeel Qureshi to talk about how customer centricity is not about growth, lead generation, lead capture, and demand generation. It is all about the sustainable growth of your organization. Tune in to Mitja’s amazing advice about focusing on the customer and taking their needs seriously!

Two RevOps Myths:

Renaming departments and workflows alone may not effectively break down silos.
While RevOps plays a vital role, it may not be the sole driver of customer-centricity.

Takeaways:

In sales and marketing, Mitja has observed that each department and group often operate independently, which can lead to communication issues when interacting with customers. To enhance seamless communication, prioritize customer-centricity, and maintain utmost transparency throughout the process. By placing the customer at the core of all actions, any potential gaps in communication can be avoided.
In RevOps, transparency and communication are important. Placing your customer at the forefront becomes paramount, with an unwavering commitment to delivering customer value and exceeding their expectations. Create a profound positive experience for your clients, fostering stronger relationships and unlocking new levels of success in your endeavors.
Customer centricity lies in a compelling message and a captivating story. Achieving this ensures alignment with the narrative. By establishing this, create a fresh and engaging tale that resonates with all key stakeholders, bringing them together in a shared vision. This not only reinforces your commitment to the customer but also unlocks new possibilities for growth by forging stronger connections.
Mitja places a strong emphasis on the voice of his customers. His company's impactful initiative centers on empowering customers to share their stories firsthand. Create a powerful avenue for customers to express themselves across various channels, developing a deeper understanding of their needs and desires.
Salesforce plays a pivotal role in Mitja's company, serving as an all-encompassing CRM system. By functioning as the single source of truth, CRM empowers Mitja and his team with access to valuable data, enabling them to make well-informed decisions based on the understanding of customer behavior. This insight fuels actions as a guiding light for future strategies, fostering an environment of continuous improvement and customer-focused excellence.

Quote of the Show:

“If you want to have an impact in your environment, you need to break down silence and create a cross-functional team.” - Mitja-Alexander Linss

Links:

Mitja-Alexander Linss’s LinkedIn
Global Marketing Ventures’s Website
Karger Publishers’s Website
Mitja-Alexander Linss’s Twitter

Ways to Tune In:

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RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is a multifaceted marketer with various backgrounds in computer science, AI, business administration, and software engineering. Please welcome to the show Scott Horn, Chief Marketing Officer at EnterpriseDB. Scott joins host Sajeel Qureshi to talk about how to integrate new technology into your company to improve RevOps. Tune in to Scott’s amazing advice about accepting and embracing technological changes!

RevOps Myth:

RevOps is not a template, every company needs to adapt to different circumstances.

Takeaways:

Marketing has a certain commonality that allows you to find patterns and apply certain tactics. It's important to remember that what works for one company may not work for another. Create a unique plan and be willing to adapt it as needed.
Scott advises not to become too attached to one's own creations. If a campaign is not producing the desired results, analyze the data and be open to making changes or pivoting. Achieving improvement requires the collaboration of your team in marketing, sales, and technology.
To distinguish between companies, it is essential to ask questions about factors such as SDRs, pipeline sources, conversion rates to sales, and revenue goals. This information can provide valuable insights, into whether a company is focusing on targeting new clients or developing existing ones.
Two key examples of investing in the right technology that can greatly improve the efficiency of your company's operations are through implementing effective lead-scoring models and re-platforming your website to enhance the ease of blogging and overall functionality. By incorporating these solutions, your company can streamline its processes and better serve its customers, ultimately resulting in improved performance and growth.
To ensure a successful re-platforming process, it is essential to explicitly define what falls within the scope of the project and what does not. Having a diverse team with a multitude of perspectives can be highly beneficial, as it allows for more comprehensive feedback from various departments within the company.
Customers take charge of the sales process by conducting online research before speaking to a salesperson. Your company's website is the key to highlighting your solution or product, so it must be accessible, easy to understand, and regularly updated.
Scott's career tip is to embrace a non-linear career path, fearlessly taking on opportunities and learning from them. Each experience adds a unique skill set that can surprisingly interconnect with others, culminating in one-of-a-kind expertise.

Quote of the Show:

“Learn through everything, even if something doesn’t go the way you want.” - Scott Horn

Links:

Scott Horn’s LinkedIn
EnterpriseDB’s Website
Scott Horn’s Twitter

Ways to Tune In:

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RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is a marketing professional, a team leader, a mentor, a writer, and a Member of the American Marketing Association. Please welcome to the show Samantha Rideout, Director of Product Marketing at Cohere Health and Professor of Public Relations at Mount Saint Vincent University. Samantha joins host Sajeel Qureshi to talk about creating a strong team rather than a roster of strong individuals. Tune in to Samamtha’s amazing advice about where to invest your extra time and effort to get the best return!

RevOps Myth:

Problems are not solved by hiring a professional, everyone works better as a team.

Takeaways:

Samantha believes that Connective Tissue needs to exist between each member and role in the company. Having someone who is active in each part of the organization like sales, solutions, product, and marketing is a valuable asset to your company.
Samantha encourages listeners to utilize your community via Slack and propose your problem, solutions, and suggestions by discussing them amongst your team. This allows people to give their input on each solution. Having time to brainstorm and workshop through problems creates a strong relationship with everyone. Having a team that improves the way everyone communicates can show great leadership in your company.
When seeking advice and input, it can be hard to meet with the top executives since they are often occupied. Samantha suggests going to people further down in the hierarchy who have more time and a strong knowledge of their field. These employees will become a great resource to consult with.
It is important to make sure that you make your work environment a safe place to communicate their ideas in an approachable manner. A RevOps Gem is someone who is easy to work with and overall a friendly person. Samantha believes that everyone should become a RevOps Gem to be a leader for great solutions.
Despite the development of AI and Chat GPT; RevOps, marketing, and sales are always going to have a human element. In complex business models, you need complex solutions and ambitious strategic goals, which AI can’t implement without people.
Mentors give advice but sponsors advocate for you as a professional and stay connected over time. When deciding where to spend your time and extra effort at work, choose a place that will be a career or life-long connection that supports your growth.

Quote of the Show:

“It takes a community to achieve anything if you wanna achieve it in the best way possible.” - Samantha Rideout

Links:

Samantha Rideout’s LinkedIn: https://www.linkedin.com/in/samantharideout/
Cohere Health’s Website: https://coherehealth.com/
American Marketing Association’s Website: https://www.ama.org/
Samantha Rideout’s Twitter: https://twitter.com/SamanthaRideout

Ways to Tune In:

Apple Podcast
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Spotify
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Transistor

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is a tech industry expert, a data-driven RevOp, a development leader, and was honored as one of Utah Businesses’ 40 under 40 for 2022. Please welcome to the show Brandon Bussey, Partner at Unicorn Revenue Operations. Brandon joins host Sajeel Qureshi to talk about how to build a RevOps Rolodex. Tune in to Brandon’s amazing advice about how to compensate for your skillset and budgetary limits!

RevOps Myth:

Don’t try to be an expert at everything. Find your strengths and weaknesses and hire to complement and supplement those weaknesses. RevOps will be stronger with a team of experts rather than an individual expected to know everything.

Takeaways:

With a limited budget, you have to be strategic about hiring practices. Start by hiring a Salesforce manager, who will give the most back for your budget. Prioritize a leader to manage the commission's side of the business.
Be transparent with the CRO and others about the budget limits and what you can deliver. Avoid over-committing and under-performing what your company can do. Create a list of needs in your organization and acknowledge which should be dealt with.
Create a modern Rolodex of hiring; keep contacts in your arsenal of experts who may be a good fit for future roles or for 30-minute meetings. In the event of an increased budget or a need for expertise, you want to reach out and fill that gap quickly.
Brandon shared some insightful advice for interns:
- Don’t be afraid to ask for 30 minutes of a leader's or coworker’s time to ask questions about their career. This can be in an upward direction to someone in a different department.
Brandon expresses the importance of taking advantage of networking opportunities. Be proactive in asking people to meet and leverage your venture-backed company. This can provide valuable introductions, initiate mutually beneficial interactions, and create meaningful relationships.
Generally, technology products don’t fail because they weren’t made well, but because they weren’t implemented successfully. Brandon believes that it is beneficial to bring in product champions, user testing, and work on a more personal level with the team.
Rollouts initially create more work for the end users. To avoid this, Brandon suggests combating implementation pushback by explaining the rationale behind technology rollouts, showing what processes will be made easier, and creating and maintaining a support structure.

Quote of the Show:

“Get to the right answer. It doesn’t matter how you get there as long as you know how to get there. Bring in the right resources.” -Brandon Bussey

Links:

Brandon Bussey’s LinkedIn: https://www.linkedin.com/in/brandonbussey/
Unicorn Revenue Operations’s Website: https://www.unicornrevops.com/
Brandon Bussey’s Twitter: https://twitter.com/bpbussey

Ways to Tune In:

Apple Podcast
Google Podcast
Spotify
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Deezer
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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is an Award-Winning Digital Marketing Pro and has a reputation for pushing the envelope & delivering results. Please welcome to the show Ardyce Taylor, Director of Performance Marketing at Filevine. Ardyce joins host Sajeel Qureshi to talk about how a portion of her time starting out was dedicated to meticulously examining and analyzing data. Tune in to Ardyce’s fantastic advice about how to properly clean up your data!

RevOps Myth:

There's a difference between ROI activities and brand awareness marketing activities.

Takeaways:

With technology becoming more advance every day, Ardyce thinks the increasingly seamless ability to track and monitor various aspects through the implementation of cutting-edge software. Tracking within your organization ensures comprehensive oversight across all fronts.
To effectively monitor trade shows, it is crucial to adhere to the following steps to streamline your trade show tracking process:
When signing a contract with a trade show, ensure diligent tracking for accurate ROI calculation.
Define the desired outcomes and activities for which the trade show should be held responsible.
As your company expands, utilizing diverse platforms becomes necessary in order to consolidate data. Maintaining a proactive stance, staying informed, and maintaining oversight are critical aspects of ensuring strategic success.
When Ardyce was first starting out, a portion of her time was dedicated to meticulously examining and analyzing data. As time progressed, she realized that data often reaffirms what she already knows.
With data, you can go over things manually with a fine toothcomb, but once you reach a certain point, that's no longer feasible. To overcome this challenge, using advanced data platforms becomes crucial in identifying any inaccurate data. By using these platforms, you can easily clean up your data, leading to more accurate outcomes.

Quote of the Show:

“Tracking performance marketing is what I live and breathe for.” - Ardyce Taylor

Links:

Ardyce Taylor’s LinkedIn: https://www.linkedin.com/in/ardyce-taylor-154408b2/
Filevine’s Website: https://www.filevine.com/
Filevine’s Twitter: https://twitter.com/filevine

Ways to Tune In:

Amazon Music: https://music.amazon.com/podcasts/b00fc3f0-6831-499b-b670-ee5a81b750a3/revops-500-podcast
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466
Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw
Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum
Stitcher: https://www.stitcher.com/show/1052213
YouTube: https://youtu.be/5lGPYqHQxdk
Anchor: https://podcasters.spotify.com/pod/show/revops-500/episodes/Keeping-Your-Data-Clean---Ardyce-Taylor---RevOps-500-Podcast---Episode--010-e249p5q

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is a global marketing, corporate venture, a strategy veteran, she is a multi-award-winning business development professional, and a brilliant marketer. Please welcome to the show Kelly Owen Grover, Vice President of Marketing at Cloverly. Kelly joins host Sajeel Qureshi to talk about how important it is to build the foundation of trust with your potential clients. Start with having a relationship with the client to build that trust. Tune in to Kelly’s fantastic advice about using the right language when talking to clients!

RevOps Myth:

It's not about data. It’s about growth.

Takeaways:

Kelly believes that the spirit of RevOps is to work smarter and not harder. Kelly stresses the importance of having every RevOp unpack and understand how the company makes money at all stages of its customer journey.
Kelly thinks that most companies have a very generalized view of CAC especially when the company has a diverse customer-based, customer journey, and average order value. Have a new way of strategizing with your customers instead of staying with your old system as the market grows.
Kelly advises that marketers don't use their marketing language. Use the customer's language. Using the customer's language, you can learn about their wants and needs.
The depth of the data that you end up using to show a client, is going to get richer. Kelly mentions that there will always be an element of making sure the story, the take-home message, and the action comes out crystal clear.
Kelly says that there are two best practices for making your story crystal clear for your client:
Be honest about your story. Be disruptive and catch their attention. Set an urgency fact upfront with your clients.
If there is a big client, connect with them before your next meeting. Pre-align on what the story is and what the action plan is. So, when you go into the meeting, you’ve got everything prepared.,

Quote of the Show:

“People don't just want to see the numbers and the graphs. They want to hear the story.” - Kelly Owen Grover

Links:

Kelly’s LinkedIn: https://www.linkedin.com/in/kelly-owen-grover-m-b-a-91657115/
Cloverly’s Website: https://www.cloverly.com/
Cloverly’s Twitter: https://twitter.com/getcloverly?lang=en

Ways to Tune In:

Amazon Music: https://music.amazon.com/podcasts/b00fc3f0-6831-499b-b670-ee5a81b750a3/revops-500-podcast
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466
Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw
Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum
Stitcher: https://www.stitcher.com/show/1052213
YouTube: https://youtu.be/qRoJcr_9lQY
Anchor: https://podcasters.spotify.com/pod/show/revops-500/episodes/The-Top-and-Bottom-Line-Growth---Kelly-Owen-Grover---RevOps-500-Podcast---Episode--009-e23gg0t

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is an experienced graphic designer, an expert at client services, and she was the 2021 Top Woman in Media Tech Trail Blazer Honoree. Please welcome to the show Nikki Gertner, Director of Product Marketing at Celtra. Nikki joins the host Sajeel Qureshi to talk about why RevOps, marketers, and sales need an expert at storytelling.

RevOps Myth:

RevOps is just one team with one specific function.

Takeaways:

Nikki believes that RevOps is a very cross-departmental team with an array of different functions that culminate in a story.
Another important role that is crucial to the RevOps department is the Data Insights team. Data Insights help navigate and collect data points to help tell a proper story for the marketing and sales department.
Nikki explains the importance of having a good relationship with not only your small internal production team but with people outside of your group like Data Insights, Analysts, and RevOps. Having a relationship with other departments can build a stronger company.
Nikki does not recommend solving problems by starting on a new slate. Starting from the beginning again to make sure you didn’t miss any information can be very beneficial but incredibly time-consuming.
When starting out with a new system, remember to check with your customers and get their reviews on the product. Getting outside opinions from your clientele is key in order to grow your company in the right direction.

Quote of the Show:

“Nobody cares about the ingredients. They only care about the dish, the final meal.” - Nikki Gertner

Links:

Nikki’s LinkedIn: https://www.linkedin.com/in/nikki-gertner-a9619a34/
Company: https://celtra.com/
Twitter: https://twitter.com/nikkigert

Ways to Tune In:

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today’s guest is highly skilled in technical SEO and marketing automation. He’s dedicated his entire career basically to designing and executing major initiatives that always perform their target goals. Please welcome to the show Nick Talber! Nick is the Senior Director of Demand Generation and Marketing Operations at Crux. Nick joins the host Sajeel Qureshi to talk about what it means to work in RevOps and how companies can better understand what role they play.

RevOps Myth:

RevOps represents a set of deliverables

Takeaways:

While a lot of people might think that the goal of RevOps is to represent a set of deliverables, it’s actually a constant task to remove friction to bring in more revenue. In any part of the funnel where something is getting stalled out, there is where the RevOps professional goes to work.
For RevOps to be fully effective, they need to understand and fully measure your entire sales cycle. If you aren’t measuring all the steps in a logical sequence, then you will struggle to find the solution to where the issue lies.
A pain point for most RevOps professionals is that the work they do and the connections they make are highly valuable to a certain group of people, but that group isn’t very large.
There are plenty of CRM tools out there and everyone understands them, but there are a whole bunch of different types of data which isn’t common knowledge to everybody else. There is no G2 category or journalists who cover what RevOps are doing and who need their help.
One way to distinguish who might need your help as a RevOps professional and build a knowledge graph that is based on your ICP and see what common language is being used and find those phrases being used by other people.
As the role of RevOps becomes more and more prominent, they should be intertwined with the sales team and feeding them all the information they have on their connections so that by the team they get to sales, it feels like a well-established connection for the potential client.
If Nick could go back in time, he would tell his younger self to study route-based economics a lot because everything in the digital world is a correlation of a market that has a supply and demand side.

Quote of the Show:

“Try to eliminate friction, whatever it is.” (22:33)

Links:

Nick’s LinkedIn: https://www.linkedin.com/in/nicktalbert/
Company: https://www.cruxdata.com/
Twitter: https://twitter.com/nicktalbert

Ways to Tune In:

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today we have Brooke Fitts, Co-Founder at Jodder. Brooke discusses with Sajeel Qureshi that working in different industries is very helpful. Not only do you learn something new, but you can also usually share some lessons learned. Brooke gives us her tips on how to be thoughtful toward your coworkers and clients. Tune in to this great episode!

RevOps Myth:

There isn’t a magic RevOps formula. It is different with every business.

Takeaways:

When entrepreneurs and business owners sit down to build up the RevOps process, oftentimes the who is left out, they focus more on the what.
Brooke believes we often forget to look at who the RevOps are and how they want to work. It is essential to maintain and organize the who in those positions.
Business owners should look for people who are the missing piece to their company. They should look for people who want to be a part of the end outcome and what they are trying to accomplish.
One thing that keeps Brooke up at night is making sure that her company is being thoughtful to those in her business and making sure that their clients are feeling cared for.
What Brooke’s business will do is compare its tools with its competitors. With your business, ask the question, “what are the tools that your competitors are using? Is there anything that you could learn from those platforms?”
Brooke got her start by working at a startup company. She says that it was an amazing experience since she learned so much. She recommends it to anyone in the marketing field.
When you are at a startup company, it is important to have a network of connections. Having connections can help expand your company and client outreach.

Quote of the Show:

“Many business owners are looking for that magic formula with RevOps.” (01:29)

Links:

Brooke’s LinkedIn: https://www.linkedin.com/in/brookefitts/
Company: https://www.jodder.com/
Twitter: https://twitter.com/ThisFitts

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Today we have Saurabh Sanganee, Director of Revenue Operations at GoBolt. Saurabh discusses with Sajeel Qureshi what the four pillars of RevOps are. The four pillars are people, process, technology, and data. Saurabh gives us his tips on how to ensure that your RevOp strategy is not just implemented in a silo. Tune in to this great episode!

RevOps Myth:

RevOps Leaders are just CRM or Salesforce admins.

Takeaways:

Revenue Operations is a new space for most companies. In this line of work, take control and manage your inputs.
It is key that your responsibilities are taken care of in Salesforce. It is critical to double-check that all of your fields are up to date.
Saurabh thinks the most important part of what a RevOps does is ensuring that their data is clean to help provide all the insights and analytics to make recommendations.
As a RevOp, you want to make sure all of your teams have the right strategic alignment. It is crucial to keep your team up to date.
Make your goals simple. Overcomplicating your goals can make it seem impossible to achieve. By simplifying your goals, it will become easier to achieve them. Go one step at a time.
Saurabh says that RevOps has four pillars. The four pillars are people, process, technology, and data. Saurabh expresses having those pillars supported equally is key to keeping lasting relationships with your customers.
The first thing you should do when tasked with building out a function in a new organization is to build relationships. Once you build that relationship, you can dive into the sales aspect.

Quote of the Show:

“It is leaders like us who have to build towards a goal like it’s the north star.” (11:45)
“At the end of the day, it is all about revenue.” (14:54)
“People are the most important piece to a business.” (16:23)

Links:

Saurabh’s LinkedIn: https://www.linkedin.com/in/saurabh-sanganee/
Company: https://www.gobolt.com/

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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How do you become the unicorn of RevOps? We have just the episode for you! Today we have Darryl Praill, Chief Marketing Officer at Agorapulse. Darryl discusses with Sajeel Qureshi his two myths on RevOps, one is that not every RevOp have the skills to optimize operations and two, that RevOps tend to implement the tech that they are biased towards. Darryl gives us his tips on how to understand and optimize both sales and marketing. Tune in to this great episode!

RevOps Myth:

People think RevOps have the skills to help you optimize your operations, and often they don't.

Takeaways:

Often leaders of marketing assume that RevOps understands business, how marketing works, how sales work, and how sales reps but they don’t understand the roles of sales and marketing.
When bringing on a RevOp to your company, you want to make sure they understand both sales and marketing. If you have a RevOp that knows sales, they won't understand the marketing side but the RevOp that knows marketing, won't understand the sales side. It is key for them to understand and optimize both.
Another RevOps myth is that revops implement the best systems and tech to meet the needs of their circumstances. They tend to implement the tech that they are biased towards. They often provide the best tools that fit their comfort.
When there is a problem, Darryl finds himself getting up close and personal with the issue and the people involved. Solving the problem in person and face-to-face can promote a faster resolution.
Darryl believes that in the future, RevOps will have a seat at the executive table. They won't report to sales, and they won't report to marketing. They will be the neutral arbiter reporting to either the president or a CEO. Compensation for quality people will increase and authority and influence will increase.

Quote of the Show:

“Building consensus is at the core of the foundation of getting any project done which is what RevOps is all about.” (30:06)

Links:

Darryl’s LinkedIn
Darryl’s Twitter
Agorapulse

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Want to know how to focus on your value proposition as a RevOp? We have just the episode for you! Today we have Jeremy Woolf, Chief Executive Officer at First Domino Marketing. Jeremy discusses with Sajeel Qureshi the measures you should take in order to become a great RevOp. It is important to ensure you are well knowledgeable about data integration, management, goals/priorities of the company, and optimizing your business needs. Jeremy gives us his tips on how to give yourself time to learn. Tune in to this great episode!

RevOps Myth:

RevOps is only for large enterprises.

Takeaways:

In smaller companies, the RevOps position is a much easier goal. Smaller companies have easier control over their processes compared to larger companies.
Jeremy has seen all of the functions with RevOps that are now combined into what is a best practice for their organization. By experiencing this, Jeremy believes that companies need to get a shared vision of the customer journey to understand the touchpoints, content, and channels.
Jeremy expresses how important it is to make sure that you’re using your business lens and using that shared understanding of that pathway to drive decision-making. Having an informed decision will help your customers make that purchase choice.
In order to make a good RevOp, it is important to ensure you are well knowledgeable about data integration, management, goals/priorities of the company, and optimizing your business needs. Most importantly, being prepared for change management because for most companies, having a RevOp is a new way of working and learning.
One of Jeremy's biggest challenges as a RevOp is collaboration and communication. It is challenging due to the change the business will have to go through in order to work with its RevOps needs.
Jeremy thinks one of the critical things is if you have a change management program, make sure to agree on the goals and have all the right players involved in the various departments.

Quote of the Show:

“RevOp is not only for large enterprises, it’s for companies of all sizes.” (02:13)

Links:

Jeremy’s LinkedIn
Jeremy’s Twitter
Jeremy’s Personal Website

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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Want to know how to make sure your data is constantly up-to-date? We have just the episode for you! Today we have Srujan Joshi, Revenue Operations Lead at EventMobi. Srujan discusses with Sajeel Qureshi the importance of taking a step back to understand what your strategy is. It is so important to know the strategy you are trying to go for. Srujan gives us his tips on how to map out your buyer's journey. Tune in to this great episode!

RevOps Myth:

RevOps is only for start-ups.

Takeaways:

Revops was developed for startups on startups only. Today you're seeing businesses of all sizes and ages adopting the Revops role.
You tend to see a lot of Revops working in Saas industries but lately, more businesses have been incorporating the Revops role in their company.
It is always important to ask yourself, what are our priorities for this year? Write down some ideas and then based on those, break it down into what are your quarterly priorities for the company. Once you have gathered all this information, meet up with your team leaders to plan and discuss.
When you're in Revops, you own the tech stack. So if your company is having customer-facing tech issues or any problems that they run into, you will be depended on to help fix those problems.
The challenge that Srujan is facing is that the problems are identified by someone else and then they pass it on to you as Revop to help them. Ideally, what he would want to see is Revops figuring out what the problems are on their own.
A big piece of advice that Srujan gives is understanding your customer's journey. Draw out a line from where they first started to how they ended up with your company. Understanding their journey will make it easier to advertise to more clients.

Quote of the Show:

“Not everybody is a decision maker.” (15:08)

Links:

LinkedIn
Website

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RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

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How do I map out my company's work process? What does it mean to be strategic? We have just the episode for you! Today we have Casey Cheshire, Founder & CEO of Ringmaster Conversational Marketing and Podcast Host of The Hard Corps Marketing Show & Creating The Greatest Show. Casey discusses with Sajeel Qureshi how important it is to have a strategy. Strategy is all about having a goal and how to get there. Having a goal in mind and figuring out what actions you can do to get there is key. Casey gives us his tips on how to listen to your customers and how to step out from behind your computer in order to grow a relationship with your clients. Tune in to this great episode!

RevOps Myth:

Marketing does not inherently matter.

Takeaways:

For marketers, just because your technology stack is big. It doesn't mean you're making a difference in your company. You have to put yourself out there and actually make yourself busy rather than making it look like you’re busy.
Learning technology is normally the first step marketers learn when it shouldn’t be. Learning about the process of the company should be the first thing marketers should learn.
Try to implement training for the companies that you’ve worked with. When doing this you will find gaps within the company that you can correct such as stuck leads and communication issues.
Figure out what it means to be a strategic marketer in your company. Marketers will tend to overuse the word “strategic” without knowing what it means. Strategy is all about having a goal and how to get there.
It is very important to figure out what goal you want to set for yourself and your company. It is always good to have some goals in mind for yourself and your business. To solve this, ask yourself some questions, where's this company going exactly? Where does the CEO wanna take it?
It is always important to step out from behind technology and go out to talk to customers. Build that personal relationship with them. Listening to them can create trust between you and your client.

Quote of the Show:

“I want people to do marketing automation right.” (18:35)

Links:

Twitter: https://twitter.com/CaseyChesh
LinkedIn: https://www.linkedin.com/in/caseycheshire/
Website: https://ringmaster.com/
Book: Marketing Automation Unleashed: The Strategic Path for B2B Growth
Podcast: The Hard Corps Marketing Show and Creating The Greatest Show

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RevOps 500: Recent Episodes