RevOps Champions: Recent Episodes

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Doug Imholte, Franchise Programs Practice Leader at Marsh McLennan Agency and a former franchisee turned trusted advisor, unpacks why so many franchise brands stall between 30 and 40 units, and it's rarely the concept that's broken. From misaligned franchisor-franchisee KPIs to the overlooked link between risk management and growth, Doug reveals what separates brands that scale responsibly from those that just scale fast. If you're building revenue systems for a franchise network, this conversation on unit economics, brand standards, and total cost of risk will change how you think about your next growth stage.

What You'll Learn

• Why growth alone isn't the answer
• The real reason brands stall at 40 units
• How franchisor and franchisee KPIs conflict
• What "total cost of risk" actually means
• Why cheap insurance costs more later
• The four pillars behind scalable systems
• How to keep culture intact through growth
• Why brand standards make or break trust

Resources Mentioned

• Franchise Disclosure Document (FDD)
• Franchisors Errors & Omissions Coverage
• Total Cost of Risk (TCOR)
• Ready, Fire, Aim Leadership Philosophy
• HubSpot
• Royalty Self-Sufficiency Benchmark
• Franchise Update Media
• IFA Franchise Summit

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Every franchise brand hits a point where the playbook that got them to 100 locations quietly stops working, and most leaders don't see it coming. Kristin Dennewill of Denamico joins Brendon to unpack the four hidden stall points (visibility, attribution, intelligence, and development) that quietly cap franchise growth, and why the fix isn't another tool, but a rebuilt revenue operating system. She shares real numbers from clients running 800+ locations, and what changes when franchise data finally lives in one place.

What You'll Learn

• Why growth playbooks expire at scale
• The four hidden franchise stall points
• Leading vs. lagging indicators, explained
• What "franchise performance intelligence" really means
• Why RevOps is a system, not a project
• Where CEOs, CMOs, and COOs feel the gap differently
• Real hour-savings from a single source of truth
• How AI will predict franchisee success

Resources Mentioned

• Denamico Franchise Growth Playbook
• HubSpot
• RevOps Champions Podcast

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Bryan Byler, revenue operations leader at 4CAST GTM and former CRO/COO at Aptitude 8, joins Brendon to unpack why misalignment, not missing technology, is what quietly stalls revenue teams as they scale. Comparing notes across the franchise and healthcare industries, they dig into why "people before process" still beats every CRM decision, and how AI is reshaping buyer confidence in implementation partners. Expect a candid take on quotas, compelling events, and the real reason specialization now wins deals over platform expertise alone.
What You'll Learn

• Why alignment beats a perfect strategy
• The real trigger for a CRM upgrade
• How to build process without bureaucracy
• Setting quotas your team can actually hit
• Why industry specialization now wins deals
• What AI means for implementation risk
• The "but why" test for adoption
• When Excel finally becomes a liability

Resources Mentioned

• HubSpot
• Salesforce
• Clay
• Zoho
• Monday.com
• Claude, ChatGPT, Gemini
• Excel / Google Sheets
• 4CAST GTM
• Aptitude 8

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Alison "Ali" McElroy, Founder and CEO of Kaleidoscope Growth Advisors, has spent nearly two decades helping franchise brands scale across global markets, and she's seen exactly where growth quietly turns into fragility. In this conversation, she breaks down why unit-level economics, not sales momentum, determine whether a brand survives its next stage, and why "slow to go fast" beats scaling on optimism alone. If you're leading growth through a complexity ceiling, this episode reframes what actually needs to be solid before you push further.

What You'll Learn

• Why growth and scale aren't the same thing
• The real cost of skipping foundational homework
• How unit economics predict long-term survival
• What "royalty self-sufficiency" actually protects
• Why culture cracks first at scale
• The mindset shared by founders who break through
• Where AI should. and shouldn't, enter your ops
• A framework for balancing agility with structure

Resources Mentioned

• Kaleidoscope Growth Advisors
• Certified Franchise Executive (CFE)
• Global Franchise Magazine's 100 Influential Women in Franchising
• FDD (Franchise Disclosure Document)
• Royalty Self-Sufficiency
• Green in the Grain

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Chantel Soumis, Head of Marketing and Partnerships at Franchise Empire, joins host Brendon Dennewill to challenge how brands are approaching AI, customer engagement, and content strategy in 2026. With two decades of experience as a fractional CMO and franchise marketing leader, Chantel makes the case for human-first marketing, a structured listening tour approach, and a deliberate "anti-AI policy" that protects brand trust. If you lead marketing, revenue, or operations in a franchise or multi-location brand, this episode will reshape how you think about consistency, differentiation, and the real cost of getting it wrong.

What You'll Learn

• Why your customers are your brand
• The case for an anti-AI policy
• What the EOS framework reveals about marketing gaps
• How listening tours shape content strategy
• The hidden cost of AI-generated brand damage
• Working Genius and right-seat leadership
• CAC and LTV as the marketing "holy grail"

Resources Mentioned

• EOS (Entrepreneurial Operating System)
• The Six Types of Working Genius by Patrick Lencioni
• Who Not How by Dan Sullivan
• HubSpot
• Culver's Frozen Custard
• Franchise Business Review (FBR) Survey
• Vistage

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Sally Facinelli, growth strategist and franchise advisor with nearly 30 years in the industry, joins Brendon Dennewill to challenge the instinct to scale fast and instead make the case for intentional, systems-driven growth. From leadership transitions and organizational clarity to real-time data visibility and the accelerating impact of AI on franchise operations, Sally brings a practitioner's lens to the questions most brands avoid until it's too late. If your franchise is hitting a ceiling and you can't figure out why, this conversation will tell you exactly where to look.

What You'll Learn

• Why pausing momentum actually protects it
• The leadership change most growing brands delay too long
• Growth exposes problems, it doesn't create them
• Brand consistency requires more than standards documents
• Data without adoption is just expensive noise
• Why franchisee success is the real FranDev strategy
• AI as an efficiency multiplier, not a headcount replacement
• Proactive vs. reactive brands: the COVID test case

Resources

• Franchise Business Coaches (FBCs)
• IFA (International Franchise Association)
• Sally Facinelli's upcoming book – In progress, focused on franchise leadership and sustainable growth (watch for release)

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Brian Schnell, Partner and Chair of the Franchise Practice at Faegre Drinker, brings nearly four decades of franchise law, operations, and executive leadership to one of franchising's most persistent tensions: the breakdown between franchisors and franchisees. In this conversation with host Brendon Dennewill, Brian challenges the command-and-control model still used by too many brands and makes the case for a collaborative leadership philosophy rooted in trust, franchisee voice, and unit-level profitability. If you lead or advise a franchise system and want to understand what separates sustainable brands from those that stagnate, this episode is required listening.

What You'll Learn

• Why franchisee voice matters more than franchisee vote
• The first habit of highly successful franchise systems
• When command and control actually destroys brand equity
• How leadership gaps compound as systems scale
• What most franchise disputes actually start as
• The role private equity is beginning to play in franchising's future
• Why data without the human element still leads to bad decisions

Resources Mentioned

• 2026 Franchise Summit
• Faegre Drinker
• "The Five Habits of the Highly Successful Franchise System" framework developed by Brian Schnell and Bill Killian
• "The AI-Driven Leader" by Geoff Woods
• HubSpot CRM
• IFA (International Franchise Association)

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Casey Cease, Founder of scalingbusiness.ai, joins host Brendon Dennewill to challenge the most common mistake leaders make when scaling with AI: reaching for tactics before they have a strategy. Drawing on decades of experience across branding, publishing, franchising, and emerging technology, Casey breaks down why operational complexity, people systems, and decision-making clarity must come before any tool deployment. If your team is drowning in subscriptions they don't use, or your franchisees are calling the same repetitive questions, this episode will reframe how you think about AI, automation, and what it actually means to scale.

What You'll Learn

• Why strategy always comes before tools
• The three components of every AI agent
• Systems that protect people, not just processes
• When to trust AI with a decision (and when not to)
• The hidden reason leaders resist necessary change
• What separates high performers in an AI-enabled team
• Franchising's "rule of threes and tens" explained
• AI as rocket fuel, not a replacement

Resources Mentioned

• scalingbusiness.ai
• Planify Agency
• Lucid Books
• Strategic Coach
• The E-Myth Revisited by Michael Gerber
• Scaling Up / Rockefeller Habits by Verne Harnish
• Predictable Success by Les McKeown
• The Five Dysfunctions of a Team by Patrick Lencioni
• The AI-Driven Leader by Geoff Woods
• Death by Meeting by Patrick Lencioni
• Zapier / Make / n8n
• ClickUp / TeamGantt

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Michael Iannuzzi, Partner and Franchise Practice Leader at Citrin Cooperman, joins host Brendon Dennewill to unpack the financial and operational fault lines that quietly derail growing franchise systems. From the tension between top-line and bottom-line incentives to the infamous "100-unit ceiling," Michael brings a practitioner's lens to unit economics, royalty self-sufficiency, and the decisions leaders delay until it's too late. If you're scaling a franchise brand and wondering when to rebuild your systems, hire your next leader, or fire yourself from your current role, this episode delivers the framework.

What You'll Learn* Why franchisors and franchisees have competing financial interests * The metric that signals when real growth begins * What the "100-unit ceiling" looks like in practice * When to fire yourself as a founder * How to build a tech stack from day one * What private equity actually looks for in a franchise system * The rule of threes and tens in franchise growth

Resources Mentioned* IFA (International Franchise Association) * Restaurant Leadership Conference * Franchise and Fitness Conference (Chicago) * Citrin Cooperman Franchise Practice * QuickBooks / XERO * FDD (Franchise Disclosure Document) * Franchisee Advisory Council (FAC) * The Rule of Threes and Tens - Growth framework referenced by CEO of Rakuten

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Kary Oberbrunner, Founder of Instant IP and Wall Street Journal bestselling author, joins Brendon Dennewill to challenge everything founders think they know about intellectual property. As AI accelerates IP theft across every industry, from musicians to franchise brands to solo entrepreneurs, Kary makes the case that protecting your ideas isn't a legal formality, it's a revenue strategy. If you've ever said "I don't mind if people steal my ideas," this episode will change how you run your business.

What You'll Learn:

• Why thinking "I'm not an IP company" makes you a commodity
• The shift from 17% to 90% intangible asset value in the S&P 500
• The offensive vs. defensive sides of IP strategy
• Why using "TM" may actually invite theft
• How AI is creating a new category of IP risk
• The "publish, protect, promote" flywheel
• 12 steps to becoming an IP company

Resources Mentioned:

• Instant IP
• IP Toolbox
• "You Are an IP Company" by Kary Oberbrunner and Katie Robino
• USPTO (United States Patent and Trademark Office)
• Story Brand by Donald Miller
• Working Genius by Patrick Lencioni
• Strategic Coach by Dan Sullivan
• Suno
• Plaud AI
• Meta Glasses

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Charles Chang, Founder of Unified Technologies Group (UTG), joins Brendon Dennewill to challenge the way most organizations think about growth, arguing that the real bottleneck is never technology, it's the absence of documented processes, operational leadership, and a culture of prevention. Drawing on his experience in healthcare IT and multi-company ownership, Charles shares how his team is already deploying AI agents to replace repetitive workflows, using a "sandbox-first" rollout approach to avoid costly mistakes. If you're a RevOps leader trying to figure out where AI actually fits in your organization, and how to move fast without creating chaos, this conversation delivers a practical, security-conscious roadmap.

WHAT YOU'LL LEARN

• Why technology always comes last in the scaling order
• The hiring decision that separates scaling companies from stagnant ones
• What a "bookkeeper agent" looks like in a real business
• How to use Delegate and Elevate to identify AI opportunities
• The sandbox-first rule for rolling out AI safely
• When SMBs are actually outpacing enterprise on AI adoption
• Why visionaries need operational leaders to survive growth

RESOURCES MENTIONED

• EOS (Entrepreneurial Operating System)
• Delegate and Elevate (EOS Tool)
• Kolbe A Index
• EOS Rocks / Quarterly Meeting Cadence
• AI Sandbox Testing
• LLMs (Large Language Models)

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Dave Sanderson, the last passenger off US Airways Flight 1549, known as the Miracle on the Hudson, brings 37 years of sales leadership and hard-earned crisis experience to a conversation with Brendon Dennewill about what it actually takes to build resilient teams and make decisions under pressure. From the ASSESS Framework and the A-to-I Affinity Model to the VCR leadership structure developed with Chad Jenkins, Dave unpacks the systems that separate leaders who hold the line from those who collapse when pressure compounds. If your organization is navigating uncertainty, low trust, or execution breakdown, this episode is the blueprint you didn't know you needed.

What You'll Learn

• Why trust outranks competence in high-stakes hiring
• The three levers for managing your mental state under pressure
• Captain Sullenberger's unique ability, and what it means for your team
• The VCR Framework: Vision, Capability, Reach
• How the ASSESS Framework works in real-time crisis decisions
• The A-to-I model: Access to Influence to Affinity
• Why "proximity is power" is your fastest path to growth

Resources Mentioned

• Resilience Partners Group
• "Moments Matter" by Dave Sanderson
• "Never Split the Difference" by Chris Voss
• "Selling in a Post-Trust World" by Larry Levine
• Tom Hopkins
• "The Five Dysfunctions of a Team" by Patrick Lencioni
• ASSESS framework

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Marcus Sheridan, author of They Ask You Answer, a partner at IMPACT and the co-founder of several forward-thinking tech and consulting companies, including PriceGuide, AI Trust Signals, and Question First Group, joins Brendon Dennewill to challenge why B2B companies still refuse to talk about pricing, even when the data is overwhelming. Marcus breaks down how AI-powered agents are about to reshape the buyer journey entirely, and why brands that withhold pricing information will be algorithmically penalized within 18 months. If your franchise, dealership network, or multi-location brand is watching leads slow down and ad spend climb, this episode is a direct explanation of why, and what to do about it.

What You'll Learn

• Why $35M came from one 45-minute article
• The AI agent behavior reshaping how buyers search
• What Google's 'Have AI Check Prices' feature signals
• How pricing estimators 3x organic leads instantly
• When franchisors must stop asking for buy-in
• Why sunk cost fallacy is killing franchise brands
• The 3% sales habit that builds immediate trust

Resources Mentioned

• They Ask You Answer by Marcus Sheridan
• Endless Customers by Marcus Sheridan
• PriceGuide.ai
• AI Trust Signals
• Question First Group
• MarcusSheridan.com

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Aicha Bascaro, CEO and Founder of the American Franchise Academy, joins host Brendon Dennewill to challenge the assumption that a successful single-unit operator is ready to scale. Drawing on 35+ years across Domino's, Popeyes, and Olive Garden, Aicha breaks down the four business systems every franchisee must build before adding a second location, and why skipping them creates what she calls "the hell zone." From unit economics and P&L literacy to the pod-based growth model and the CRM gap in service-based franchises, this conversation is a masterclass in operational architecture for anyone building a multi-unit enterprise.

What You’ll Learn

• Transition from operator "doer" to visionary "leader" skills.
• Navigate the "Hell Zone" of multi-unit scaling successfully.
• Master the four critical buckets of business systems.
• Understand joint employer liability’s impact on franchise training.
• Optimize unit economics through rigorous weekly KPI dashboards.
• Leverage AI agents to enhance 24/7 lead management.

Resources Mentioned

• The Franchise Fix by Aicha Bascaro
• American Franchise Academy (AFA)
• International Franchise Association (IFA)
• HubSpot CRM

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Ingrid Schneider, Founder and CEO of Stay In Your Lane and Train In Your Lane, joins Brendon Dennewill to challenge how franchise brands approach AI adoption, brand identity, and scaling past the critical 30-unit ceiling. Drawing from years of fractional C-suite work across franchise and multi-location systems, Ingrid unpacks why companies that skip education and jump straight to implementation almost always fail, and what a smarter, more human path to AI transformation actually looks like. If your franchise brand is stalled, scaling, or just starting to explore AI, this conversation reframes the entire conversation.

What You'll Learn

• The franchise growth wall at 30 units
• Marketing problem vs. identity problem
• The education-first framework for AI adoption
• AI intuition as a core team skill
• Cult brand philosophy at the local level
• Writing AI policies that feel like permission slips

Resources Mentioned

• Train In Your Lane
• Stay In Your Lane
• HubSpot
• AI ROI Calculator
• Figma
• International Franchise Association (IFA)

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Brady Carlsen didn't set out to build one of the fastest-growing franchise brands in the country, he walked in as a customer and spotted what insiders couldn't see. As Co-Founder and COO of The Back Nine Golf, Brady shares how a deliberate "less is more" philosophy, no food, no staff, no complexity, became the engine behind 160+ locations and 300 in the pipeline. For franchise operators and RevOps leaders managing distributed networks, this episode is a masterclass in building revenue systems that scale without you in the room.

What You'll Learn

• Why eliminating staffing costs, not adding revenue streams, was the key unlock to Back Nine Golf's franchise model
• How building proprietary software from day one gave The Back Nine Golf the automation and vendor flexibility that off-the-shelf tools couldn't
• The "Rule of 3 and 10", what breaks at each growth stage and how to anticipate it before it spreads across your network
• Why marketing asset delivery (not the product itself) became the first major operational bottleneck at scale
• How The Back Nine Golf's Brand Development Council keeps 160+ franchisees aligned without top-down mandates
• The one thing Brady would build earlier: a disciplined marketing system, and why it matters more than the product at scale

Resources Mentioned

• The Back Nine Golf
• IFA (International Franchise Association)
• Franchise Operations Manual

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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John Francis, "Johnny Franchise", has seen franchising from every angle: franchisee, franchisor, multi-unit owner, and now strategic advisor to over 50 brands. In this conversation with Brendon Dennewill, John cuts through the AI excitement with two questions every franchisor board should be asking, and most aren't. What you'll hear isn't just about technology. It's about what actually drives performance at scale: clear leadership, franchisee trust, and the discipline to focus on what really matters. If you're building a franchise system, or helping one grow, this one's worth your time.

What You'll Learn

• The two AI questions every board should be asking, and why most leadership teams can't answer them yet
• Why growing and scaling aren't the same thing, and what breaks when you confuse the two
• How franchisee due diligence failures keep showing up as the root cause of underperformance across entire systems
• Why structured communication, not good intentions, is what keeps franchisors and franchisees aligned during rapid growth
• How accountability, not strategy, is the real differentiator between high-performing and stagnant franchise organizations
• Why the best AI opportunity in franchising right now is repackaging what's already working, not building something new

Resources Mentioned

• IFA (International Franchise Association)
• Multi-Unit Franchising Conference
• Franchise Advisory Councils
• Franchise Mastermind
• Advisory Board Consulting

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Rob Wormley, Founder of WG and Groundcrew Partners, joins Brendon Dennewill to expose the gap most companies never talk about, the distance between a polished positioning strategy and actual revenue execution. Whether you're running a SaaS startup or a home services franchise, the problem is the same: great frameworks gathering dust in Google Drive while pipeline stalls. Rob shares how he helps leadership teams cut through the noise, pick the right 90-day plays, and build messaging that creates urgency, not just awareness.

What You'll Learn

• Why positioning is an operational imperative, not a marketing problem, and who should actually own it
• How the strategy-to-activation gap silently kills revenue in both tech startups and franchise businesses
• The inverted funnel framework Rob uses to move from brand identity → market strategy → 90-day tactical execution
• Why AI-generated messaging creates a "same data, same output" commoditization trap, and the human layer that fixes it
• How home service franchises can use AI phone assistants to capture revenue they're currently leaving on the table
• The messaging audit every leadership team should run this quarter before spending another dollar on campaigns

Resources Mentioned

• WG
• Groundcrew Partners
• ChatGPT / Claude / Gemini
• Google Business Profile
• Zappos

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Ryan Gunn, Founder & Chief Education Officer of Attribution Academy, joins host Brendon Dennewill to unpack why most companies are still getting attribution wrong, and what to do about it.

They cover the real roots of sales and marketing misalignment, why chasing MQLs can work against your goals, and how to build an attribution system that drives better decisions instead of interdepartmental conflict. Ryan also shares how AI-powered call transcripts are one of the most underutilized tools in a modern RevOps stack.

If you're a founder, revenue leader, or marketing ops pro ready to build trust in your data and get your go-to-market teams aligned, this one's for you.

What You’ll Learn

• Why attribution should create clarity, not competition between teams
• The shift from vanity metrics to revenue-based thinking
• How incentives quietly shape (or sabotage) alignment
• The role leadership plays in unifying go-to-market teams
• Why simple attribution often outperforms complex models
• How AI and clean data are reshaping revenue decision-making

Resources Mentioned

• Attribution Academy
• Attribution Mastery Certification
• Hubsessed.io
• Partner Playbook Podcast
• HubSpot Breeze
• Ask Elephant
• Fathom

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Steve Maule, Vice President of Global Sales at Acclaro, joins host Brendon Dennewill to explore what happens to revenue teams when growth accelerates, and why clarity and communication are the difference between scaling successfully and exposing misalignment. With over 14 years in the localization and language services industry and a track record that includes onboarding brands like Spotify, IKEA, Nvidia, and Disney, Steve brings a uniquely global lens to challenges every RevOps leader faces.

From defining what "qualified pipeline" actually means to knowing when to add structure without killing agility, Steve shares hard-won lessons on building aligned go-to-market teams. The conversation also dives into AI's role in reshaping sales and marketing, and why the localization industry offers a compelling preview of how people's roles evolve rather than disappear.

This episode is essential listening for RevOps professionals, sales leaders, and executives navigating growth at scale.

What You'll Learn

• The two essential levers leaders must use to maintain team alignment and clarity as growth accelerates.
• How to design a structured 'go/no-go' framework for sales qualification that ensures cross-functional alignment across go-to-market teams.
• Recognizing and avoiding the risks of fundamentally misaligned Sales and Operations KPIs.
• The necessary building blocks for an organization to successfully move from simply tracking data to fully operating with it.
• Localization as a growth engine: understanding the difference between simple translation and driving global scale through cultural nuance.
• Why new technology like AI becomes 'table stakes' quickly, and where the real people's competitive advantage will lie in the near future.

Resources Mentioned

• Acclaro
• LinkedIn Sales Tools

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Strategic Coach partner Shannon Waller shares deep insights into alignment, growth, and long-term team success. She explains why values and vision are the make-or-break factors for scaling, the difference between entrepreneurial and corporate mindsets, and how leaders can foster growth and unique ability. The conversation covers growth mindset, AI in the results economy, and her framework for self-awareness, team awareness, and business awareness.

This is essential listening for founders and RevOps professionals aiming to build aligned, self-managing teams.

What You’ll Learn

• Why alignment on values and vision determines whether a company scales or stalls
• The critical difference between corporate and entrepreneurial mindsets
• How to spot and prevent misalignment during hiring
• Why reflection, not experience alone, drives real growth
• Shannon’s three-part framework: self-awareness, team awareness, and business awareness
• A simple 5-minute communication tool to improve team alignment immediately

Resources Mentioned

• The Team Success Handbook
• Multiplication by Subtraction
• Who Not How
• Mindset
• No Ego
• Working Genius
• Kolbe Index
• Entrepreneurial Operating System
• YourTeamSuccess.com
• Strategic Coach

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill sits down with Rob Triggs, founder of RTR and creator of the CALM Sales Program, to share his journey and unpack what it really takes to scale revenue and build predictable, high-performing engines without chaos.

Rob details his unconventional path, from Xerox service technician to top-performing sales leader, which fundamentally shaped his belief that selling is an act of service, not pressure, a concept he argues is universally applicable.

This episode is a must-listen for founders, revenue leaders, and operators who want aligned teams, calmer sales motions, and scalable systems built for the future.

What You’ll Learn

• Why empowerment is the key to scaling without slowing momentum
• How misalignment shows up at growth ceilings
• What separates data-driven companies from teams that just collect date
• Where CRM and automation implementations go wrong and how to get them right
• How AI shifts leaders from reactive reporting to predictive decision-making
• Why belief, mindset, and clarity still matter in an AI-powered organization

Resources

• Working Genius
• Ceilings of Complexity
• DigiMarCon
• CALM Sales Program

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill talks with Hayden Stafford, President and Chief Revenue Officer at Seismic. Drawing on 25+years leading go-to market teams at Microsoft, Salesforce, IBM, and Pegasystems, Hayden explains why modern growth depends on a "well-plumbed" revenue system, where sales, success, support, partners, and service operate as one connected engine.

Hayden reframes enablement as the strategic translation layer that turns boardroom strategy into frontline execution with the right context, content, and coaching inside the flow of work. The conversation also tackles market downturn readiness, the CFO/CRO tension, and the importance of leading indicators, and a pragmatic view of AI adoption.

What You'll Learn

• How revenue strategy and revenue systems work together to drive results
• Why enablement is a cross-functional translation layer, not just training
• What it means for RevOps to move from reporting outcomes to surfacing signals
• Where AI delivers the most value when embedded in daily workflows
• The first alignment levers CROs should focus on
• How to recognize when AI adoption stalls before impact shows up

Resources Mentioned

• Seismic
• Satya Nadella
• Microsoft Dynamics 365
• Salesforce Agentforce
• Microsoft Copilot

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill talks with Jennifer Zick, CEO of Authentic and creator of the Authentic Growth Marketing Operating System. With 25+ years in B2B marketing across startups, PE-backed companies, and global organizations, Jennifer unpacks the predictable pattern she’s seen as companies scale: founder-led, sales-driven growth eventually leaves behind a trail of “random acts of marketing.”

Jennifer explains the “little marketing vs. big marketing” shift, where marketing stops being a sidecar to sales and becomes a strategic, leadership-aligned growth discipline across the full customer lifecycle. The conversation covers why marketing often lacks the right seat in the organization chart, how RevOps becomes the glue for execution and measurement, and why fractional leadership is evolving into a long-term operating model, especially as AI improves tactical efficiency without replacing executive judgment.

This episode is essential listening for CEOs, revenue leaders, CMOs, and RevOps professionals who want more predictable growth, clearer ROI, and a scalable marketing system that supports acquisition, retention, and valuation over time.

What You’ll Learn

• The growth lifecycle shift: founder-led → sales-driven → go-to-market strategic
• Little marketing vs. big marketing
• The evolution of fractional CMOs from a temporary “bridge” to a long-term operating model
• Why RevOps/Marketing ops acts as the connective tissue
• The predictability mindset
• The measurement ecosystem beyond CAC/LTV

Resources Mentioned

• Authentic Growth Marketing Operating System
• Random Acts of Marketing Assessment
• Fractional is Forever
• Bow Tie / “Flipped Funnel
• The E-Myth

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill sits down with Peter Fuller, Founder of Workflow Academy and a leading expert in revenue operations, CRM systems, and workflow automation. Peter shares his unconventional path from studying Russian literature to building a RevOps consultancy and training ecosystem, and why the “human” side of RevOps will only become more important as AI adoption accelerates.

Peter breaks down the three pillars he teaches (ask better questions in plain English, “measure twice cut once” with clear scoping, and only then build), and explains why most AI initiatives fail: not because the tools don’t work, but because leaders chase hype instead of focused, high-ROI use cases. He offers a practical approach for 2026: empower your internal tinkerer, carve out time, and prove ROI on one micro-solution before turning AI into a company-wide strategy. The conversation is a grounded, refreshingly contrarian take on where AI actually helps RevOps teams today, especially in reporting, dashboards, SQL, and automation, without sacrificing relationships, trust, and real human context.

This episode is essential listening for RevOps leaders, operators, and executives who want to cut through AI noise, prioritize what matters, and deploy automation in ways that genuinely improve performance without distracting the business.

What You’ll Learn

• Where AI is creating real leverage in RevOps today, and where it quietly falls short
• Why the most critical parts of RevOps still depend on human judgment and trust
• A simple framework for approaching RevOps work without jumping straight to tools
• How to experiment with AI in a way that minimizes risk and maximizes learning
• How to separate real opportunity from AI hype and vendor-driven urgency
• What leaders should prioritize in 2026 to explore AI without derailing core operations

Resources Mentioned

• Cerebro Analytics
• Lovable
• Moon Knox
• ChatGPT
• Claude
• Workflow Academy
• Aspireship
• Zoho

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of the RevOps Champions Podcast, host Brendon Dennewill is joined by Max Emma, Entrepreneur, Certified Franchise Executive, CEO of BooXkeeping , and Founder of Main Entrance . Max shares the behind-the-scenes realities of scaling a service business into a franchise: why delegation is the first step, how financial visibility becomes a leadership advantage , and what has to be true before a business is ready to franchise.

They dig into what breaks when brands franchise too early, why capital and support infrastructure matter as much as systems, and how to think about technology, especially as an accelerator without losing the human relationships that drive long-term franchise success. Max also shares how he helps candidates choose the right franchise, and closes with practical advice on persistence, finding mentors, and building an exit strategy from day one.

What You’ll Learn

• Why “Who Not How” unlocks scale by removing the founder as the bottleneck
• How to use bookkeeping as a real-time decision tool, not just tax prep
• What must be in place before franchising—and why most brands stall under 10 units
• How training, support, and systems determine whether a franchise truly scales
• When AI accelerates operations vs. erodes human connection
• Why defining your exit strategy early shapes long-term success

Resources Mentioned

• BooXkeeping
• Main Entrance LLC
• Strategic Coach
• Who Not How
• QuickBooks Online
• International Franchise Association (IFA)
• Entrepreneur Franchise 500
• USPTO trademark process
• franchisewithmax.com

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of the RevOps Champions Podcast, host Brendon Dennewill sits down with Scott Thompson, a 23-year veteran of the franchise industry and Founder & CEO of Your Future Franchise. Scott shares his unconventional journey from first-time franchisee to executive leader across private equity-backed franchise brands, offering a rare inside look at what actually drives sustainable franchise growth.

Together, they explore why most franchise brands never make it past 100 open units, how people and systems, not technology alone, determine scalability, and what franchise leaders must rethink heading into 2026. Scott also breaks down how AI is reshaping franchise operations, development, and unit economics, while reinforcing why alignment, discipline, and leadership mindset remain the real growth constraints. This episode is essential listening for franchise executives, operators, investors, and founders navigating growth, technology adoption, and long-term brand value.

What You’ll Learn

• Why people alignment, not technology, is the biggest constraint to franchise growth.
• How franchise brands stall between 20 and 100 units and what separates those that scale past it.
• Why technology accelerates behavior but never fixes broken processes or leadership gaps.
• How AI and agentic workflows are changing franchise operations, support, and unit economics.
• What franchisors must have in place before attracting multi-unit operators or family offices.
• How to evaluate franchise opportunities based on skills, capital, and personal goals—not passion alone.
• Why leaders must evolve their mindset and systems as brands move from founder-led to scalable enterprises.

Resources Mentioned

• Your Future Franchise
• Franchise fit quiz
• Microsoft Copilot
• FranChoice
• What Got You Here Won't Get You There

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of the RevOps Champions Podcast, host Brendon Dennewill is joined by Braxton Kilgo, founder of I Believe In You (IBIY), a kindness-driven movement and purpose-led brand built to help people and organizations lead with belief before strategy. Braxton shares how his background running a high-performance B2B lead generation system shaped the way he now scales IBIY by blending belief-driven storytelling with practical, repeatable outreach systems that create real human connection.

Together, they break down how Braxton generated 237 appointments in 30 days using organic LinkedIn prospecting, why most outreach fails (and how to avoid sounding spammy), and the mindset shift that makes modern selling feel more like serving. Braxton also shares the origin story of IBIY and how a simple “I believe in you” sticker idea turned into an app-enabled bracelet movement that tracks kindness as it spreads around the world.

The conversation tackles a challenge every revenue leader faces: balancing purpose with performance in an increasingly metrics-driven world. This episode is essential listening for RevOps professionals, B2B growth teams, and business leaders who want to build scalable systems without sacrificing authenticity.

What You’ll Learn

• How Braxton generated 237 organic appointments in 30 days by building targeted LinkedIn lists and running a structured outreach sequence.
• Why most LinkedIn outreach feels like spam and how to stand out
• How to use “high intention, low attachment” to keep prospecting consistent without getting derailed by rejection.
• Why “serve, not sell” works as a real growth strategy
• How raw, human communication can outperform overly polished sales messaging.
• How I Believe In You creates a trackable ripple effect of kindness.
• How leaders can balance purpose and performance by tying impact to sustainable business fundamentals.

Resources Mentioned

• LinkedIn Sales Navigator
• I Believe In You (IBIY)
• IBIY mobile app
• NFC (Near Field Communication) chips

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, host Brendon Dennewill sits down with Bill Wilson, Founder and CEO of Pace Pricing and three-time software entrepreneur with over 20 years building and scaling SaaS companies. Bill shares how he evolved from software developer to pricing strategist after recognizing the deep anxiety founders face around pricing decisions. Through his work guiding hundreds of SaaS teams, he's discovered that pricing isn't just a numbers game—it's about alignment, belief, and understanding the jobs customers hire products to do.

The conversation explores why pricing, product, and positioning cannot be separated, and how misalignment at the leadership level cascades throughout organizations, leaving money on the table. Bill unpacks his PACE framework (Profile, Architect, Calibrate, Execute) and explains why he shifted from pure data-driven decisions to building belief through iterative validation. He also tackles how AI is fundamentally reshaping SaaS business models, from enabling outcome-based pricing to introducing new cost structures that challenge traditional economies of scale.

This episode is essential for SaaS founders, RevOps leaders, product executives, and B2B growth teams looking to unlock revenue through strategic pricing, eliminate cross-functional friction, and prepare their business models for an AI-driven future.

What You’ll Learn

• Why pricing misalignment at the leadership level quietly becomes a company-wide problem
• How the PACE framework brings structure and repeatability to pricing decisions
• The difference between solving a problem vs. executing a job to be done
• Why belief, not data, is the true catalyst for pricing changes and adoption
• How AI is accelerating the shift toward outcome-based pricing models
• Why product, pricing, and positioning can’t be separated, and what happens when they are
• The single most impactful action a founder can take if pricing hasn’t been reviewed in a year

Resources Mentioned

• Pace Pricing
• PACE Framework
• Jobs to be Done (JTBD)
• Bob Moesta
• April Dunford, author of "Obviously Awesome"
• HubSpot
• Intercom
• N8N

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, Chris Cornelison, bestselling author, leadership expert, and founder of SolutionsRx, joins host Brendon Dennewill to unpack how leadership, clear processes, and focused adoption of AI can transform company culture and performance. They trace Chris’s journey from inheriting a one-location pharmacy to building multi-site businesses, developing the Super Culture Framework, and helping organizations balance accountability, joy, and measurable results.

The conversation centers on practical implementation: short, living documents (one-year vision, culture rules, position agreements), coaching, and using closed AI to turn processes into prompts that scale repeatable excellence. Chris shows how clarity (“clear is kind”), emotional intelligence, and data scraping with closed-AI tools accelerate onboarding, surface buried opportunities in your CRM, and make teams more productive without bloating headcount. This episode is essential listening for RevOps professionals, revenue leaders, franchise operators, and B2B growth teams who want to combine people-first leadership with pragmatic tech adoption to improve retention, speed up onboarding, and drive predictable growth.

What You’ll Learn* Key elements of the Super Culture Framework and how it can transform your workplace. * Practical steps to start building a super culture in your organization. * Understand the importance of having a clear vision and structured processes in business. * Explore how AI is being integrated into business strategies to enhance efficiency and culture. * Gain insights into overcoming business challenges and achieving sustainable growth.

Resources Mentioned Super Culture Book / Framework:* Use code REVOPS for 25% off when purchasing through Chris’s website:www.chriscornelison.com * SolutionsRx * Cerebro * EOS * The Leading Brain * Positive Intelligence**

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this special flashback episode, host Brendon Dennewill looks back at the most powerful insights from Season 3 of RevOps Champions. Throughout the year, Brendon sat down with industry leaders, founders, strategists, technologists, and operators who are navigating massive changes in the business landscape.

As businesses navigate unprecedented transformation driven by AI's explosion and evolving growth frameworks, this episode distills critical wisdom across three major themes that emerged this season:

1. The AI revolution: We learn what’s working, steps every organization should take, and how individuals can rapidly upskill.
2. Operations and frameworks: Leaders share why EOS, RevOps, and systems alignment matter more than ever.
3. Leadership mindsets: Guests share how focus, data-driven decision-making, and exponential thinking power them and their organizations.

This episode stitches together the most actionable moments from our top guests, giving leaders a roadmap to thrive in 2026 and beyond.

Resources Mentioned

• CRIT AI Prompt Framework
• EOS (Entrepreneurial Operating System)
• OKRs (Objectives & Key Results)
• RevOps Systems & CRM Alignment
• Rockefeller Habits
• Scaling Up
• Scrum

Featured Guests

• Scott Litman, SVP, Capacity.ai
• Mike Kaput, Chief Content Officer, Marketing AI Institute
• Alex Bratton, CEO & Chief Geek, LexTec Global Services
• Geoff Woods, Founder, AI Leadership | Author, The AI Driven Leader
• Mike Paton, EOS Implementer, Author, and Host of EOS Leader Podcast
• Dick Polipnick, VP of Marketing, GoRout
• Lauren Ryan, Senior Corporate Solutions Engineer, HubSpot
• Vince Chiofolo, SVP of Revenue Strategy, Dash Solutions
• A

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, host Brendon Dennewill and Tony D’Angelo—founder of Collegiate Empowerment and creator of the Intellectual Capitalist®—explore how entrepreneurs can unlock hidden business value through intellectual property. Tony reveals how 90% of the S&P 500’s value now comes from intangibles and introduces the concept of “surplus understanding”—the overlooked proprietary knowledge driving much of a company’s revenue. He shares a practical framework for identifying, protecting, and monetizing these assets to bridge the gap between traditional business and the AI economy. A must-listen for RevOps leaders and executives looking to turn organizational know-how into protected, profit-generating IP.

What You'll Learn

• Intellectual property is now the #1 asset class
• Four dangers block most IP strategies
• Your business holds hidden IP value
• Not all IP protections are created equal
• AI now acts as augmented intelligence for IP creation
• Protecting your processes starts with simple steps
• Trust remains the timeless currency of commerce

Resources Mentioned

• Strategic Coach
• EOS (Entrepreneurial Operating System)
• The Go-Giver
• USPTO (United States Patent and Trademark Office)
• Library of Congress
• Instant IP by Carrie Oberbrunner
• Primal Intelligence
• The Print
• Kolbe Assessment

About Tony D'AngeloTitle: Founder & Intellectual Property AdvisorCompany: Collegiate Empowerment & The Intellectual Capitalist®To learn how to transform your useful ideas into cash flowing assets, schedule a complimentary IP Conversation with Tony D'Angelo, by going to: www.TheIPconversation.com or if you’re ready to take the leap and enroll in The IP Simplifier Series please visit: www.IPsimplifier.com to enroll today!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Do you ever feel like you have all the right tools and opportunities, but your business isn't as far ahead as it should be?

In this episode of the RevOps Champions podcast, host Brendon Dennewill is joined by data and AI expert Andrew James to tackle this common feeling of paralysis among today's business leaders. They dive deep into why simply adopting more technology isn't the answer and explore the real source of competitive advantage in the AI era.

Andrew argues that the key to leapfrogging the competition lies not in external tools, but within your own company's data. The solution is to plumb your unique operational data—from your CRM, sales pipeline, and financials—directly into AI to make decisions with high conviction. This approach transforms AI from a confusing threat into a powerful ally, revealing the true constraints and leverage points within your business.

This episode is essential for RevOps professionals, B2B executives, and any leader feeling stuck, providing a clear framework to move from analysis paralysis to profitable, data-driven action.

What You'll Learn

• The Profitability 2×2 Matrix: A simple way to find your next big win: map your efforts by whether they increase revenue or cut costs—and whether they target new or existing customers.
• Why Conviction Beats Accuracy: Most leaders aren’t stuck from lack of data, but lack of conviction. Frame AI projects as clear, high-confidence “trades,” not perfect strategies.
• The Power of Internal Data: LLMs know what everyone knows. Your private CRM, financial, and ops data is what gives you a real edge—if you connect it to AI.
• Finding Your X-Factor Metric: Identify the one money-based metric—like cost per acquisition or revenue per lead—that, if improved, accelerates your entire business.
• From Top-Down to All-In: Stop centralizing decisions. Share data and AI tools across teams so everyone can act on insights and drive results faster.

Resources Mentioned

• X-Factor Optimization
• Cerebro Analytics
• HubSpot
• Psychology of Money and The Art of Spending Money by Morgan Housel
• Google OKRs (Objectives and Key Results)
• Automation tools: N8n,

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill sits down with Hannah Ajikawo, founder and CEO of Revenue Funnel, HubSpot modern sales leader, and LinkedIn top voice in B2B sales. With 17 years of experience leading sales and go-to-market teams, Hannah shares her philosophy on making sales simple by stripping away the over-engineered complexity that holds revenue teams back.

Hannah challenges conventional wisdom about sales methodologies, arguing that companies often lose sight of fundamentals by trying to turn salespeople into formula-following robots. She reveals how misalignment across revenue teams—from unclear ownership to missing expectations—costs companies millions and explains why being "data-informed" beats being "data-driven" every time. The conversation explores practical frameworks for building alignment, leveraging AI effectively, and finishing Q4 strong while setting up for success in 2026.

This episode is essential listening for RevOps professionals, CROs, sales leaders, and founders who want to cut through the noise, realign their revenue engine around what actually works, and scale growth without adding unnecessary complexity or headcount.

What You'll Learn

• Why sales becomes unnecessarily complicated
• The true meaning of revenue alignment
• The 72.9% Ronaldo Principle for launching initiatives
• Data-informed vs. data-driven strategy
• How AI is reshaping buying and selling
• Sales velocity as the CRO's north star metric
• Practical Q4 advice for hitting targets

Resources Mentioned

• The Go-Giver by Bob Berg
• Revenue Funnel Go-to-Market Health Check
• HubSpot Academy
• EOS (Entrepreneurial Operating System)
• Denamico Growth Readiness Score

About Hannah Ajikawo

Title: Founder & CEO
Company: Revenue Funnel

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill sits down with Mike Paton—longtime EOS Implementer, author, and host of The EOS Leader Podcast—to explore how organizations can scale effectively using the Entrepreneurial Operating System (EOS) framework.

With over 17 years of experience delivering 2,000+ full-day EOS sessions across more than 150 companies, Mike shares battle-tested lessons on leadership, process, and accountability. He breaks down why Vision and Traction are non-negotiable in times of uncertainty, how the 20/80 process documentation method drives efficiency, and why radical honesty is the ultimate form of leadership care.

Whether you’re leading a fast-growing startup or scaling a 250-person company, this conversation delivers practical frameworks for building systems, managing change, and creating scalable growth—without sacrificing your entrepreneurial DNA.

What You’ll Learn

• Why Vision and Traction matter most in uncertain times
• The three biggest challenges holding growing companies back
• The 20/80 approach to process documentation
• How Process and Data work together
• Why radical honesty is a form of care
• Why technology is an accelerant, not a solution
• The real reason change initiatives fail

Resources Mentioned

• Get a Grip
• Process
• Traction by Gino Wickman
• Radical Candor by Kim Scott
• The EOS Leader Podcast
• EOS Worldwide
• 90-Minute EOS Meeting
• EOS Tools

About Mike PatonTitle: EOS Implementer, Author, Speaker, and Host of the EOS Leader Podcast

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Lauren Ryan, Senior Corporate Solutions Engineer and CRM competitive expert at HubSpot, joins Brendon Dennewill to unpack how smart technology decisions can transform business operations from the inside out. Drawing on her experience as the founder of Coastal Consulting—where she specialized in HubSpot-Salesforce integrations—Lauren shares how aligning systems isn’t just a technical upgrade, but a cultural one that helps teams collaborate better and improve quality of life at work.

In this episode, Lauren and Brendon explore the crucial link between technology choices and strategic business outcomes. She reveals why many CRM implementations fail—not because of the tools themselves, but due to misalignment between people, processes, and data. Through real-world examples, from credit unions empowering frontline tellers with unified data to sales leaders who refuse to work without HubSpot, Lauren shows how the right platform can boost adoption rates by up to 30% and drive measurable growth.

Whether you’re a RevOps professional, CRM admin, or business leader evaluating your tech stack, this conversation will help you understand the true total cost of ownership, avoid common implementation pitfalls, and make technology investments that deliver both business performance and a better employee experience.

What You'll Learn

• Why systems alignment drives organizational alignment
• The hidden cost of technology decisions
• How to think strategically about software buying
• The difference between having data and running on data
• Why employee experience is a critical CRM value proposition
• What makes a platform truly enterprise-ready
• The people-first principle for change management

Resources Mentioned

• HubSpot Academy
• HubSpot CRM
• Salesforce Marketing Cloud
• Salesforce Financial Services Cloud
• Breeze Assistant

About Lauren Ryan
Title: Senior Corporate Solutions Engineer
Company: HubSpot

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, Brendon Dennewill sits down with Scott Litman, SVP at Capacity and founder of Lucy AI (acquired by Capacity in 2024), to explore the reality behind AI adoption in enterprise organizations. Scott brings over 25 years of digital transformation experience and shares insights from guiding Lucy's integration into Capacity's AI platform, which now serves over 2,500 companies.

The conversation cuts through AI hype to reveal why 95% of enterprise AI projects haven't reached production and what separates successful AI implementations from failed proof-of-concepts.

Litman emphasizes that while individual users have incredible AI superpowers at their fingertips, enterprise adoption faces unique challenges. He advocates for treating AI as automation rather than magic, focusing on solving specific business problems through strategic problem selection and rigorous testing.

This episode is essential for RevOps professionals, enterprise leaders, and B2B growth teams who need practical guidance on moving from AI experimentation to production-ready solutions that deliver measurable business outcomes.

What You'll Learn

• Why enterprise AI adoption lags: Limited, sensitive data that demands unique methods and strict security.
• POC vs. production: Scaling to enterprise-grade solutions requires testing, governance, and discipline
• Choosing the right problems: Target inefficient, error-prone, or time-consuming tasks
• Framework for adoption: Begin with clear policies, targeted training, and a focus on automation to set realistic expectations.
• Driving user adoption: Offer persona-based training that solves real pain points
• Automation over hype: Treat AI like prior digital transformations—speed of execution matters more than novelty.
• Training and change management: Bridge skill gaps and standardize success

Resources Mentioned

• EOS (Entrepreneurial Operating System)

• HubSpot Inbound 2025

• MIT Enterprise AI Report

• Microsoft Azure OpenAI Service

• Anthropic Claude

About Scott Littman, SVP at Capacity

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, Bella Cowdin, HubSpot Certified Trainer and Senior Consultant at Denamico, unpacks the biggest AI announcements from HubSpot’s INBOUND 2025. She shares how RevOps teams can use AI to amplify human potential—without replacing it—while avoiding common pitfalls.

Highlights include HubSpot’s recognition that customer data lives beyond its platform, the launch of Data Studio for seamless integrations, and the shift from SEO to AEO (AI Engine Optimization).

This episode is a must-listen for RevOps professionals and marketing leaders who want to harness AI for growth while keeping humans first and AI second.

What You'll Learn:

• How AI agents can help your best people 10X their output without replacing human decision-making
• The critical difference between using AI to help you vs. using AI to do things for you
• Why HubSpot's new Loop Marketing Playbook declares the old inbound methodology "broken"
• How Data Studio is solving the scattered data problem plaguing most revenue operations
• Why businesses must shift from SEO to AEO to stay visible in an AI-driven search landscape
• Real-world examples of AI implementation gone wrong and how to avoid them

Resources Mentioned:

• HubSpot INBOUND Fall Spotlight 2025- Annual conference featuring major AI announcements
• Loop Marketing Playbook - HubSpot's new methodology replacing traditional INBOUND
• AEO Grader - AI Engine Optimization tool (search for it on Google or ask your favorite AI)
• Data Hub (formerly Operations Hub) & Breeze AI- HubSpot's data management platform, HubSpot's native AI enrichment tools

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Brendon Dennewill interviews Vince Chiofolo, SVP of Revenue Strategy at Dash Solutions and President of the Incentive and Engagement Solutions Providers (IESP). The conversation explores the critical but often overlooked connection between payment experiences and customer retention. Vince reveals that 76% of customer churn can be traced back to poor payment experiences, whether inbound or outbound.

The discussion dives deep into how RevOps teams can drive alignment across organizations by focusing on shared metrics like lifetime value (LTV), net revenue retention (NRR), and customer health. Vince shares practical insights on building loyalty through three key pillars: emotional, structural, and behavioral loyalty. The episode provides actionable frameworks for reducing churn, improving customer experience, and creating sustainable revenue growth through better operational alignment.

What You'll Learn

• Why 76% of customer churn relates to payment experience failures and how to address them
• The three-pillar framework for customer loyalty: emotional, structural, and behavioral
• How to align entire organizations around shared revenue metrics and outcomes
• The surprising ROI of retention: how a 1-2% drop in churn can increase company valuation by 12%
• Practical strategies for moving beyond "new logo obsession" to focus on customer expansion
• Communication frameworks that scale with business growth: metrics, rhythms, and strategic focus
• How outbound payment solutions can transform from cost centers to revenue drivers

Resources Mentioned

• Dash Solutions - B2P (Business-to-Person) payment platform
• McKinsey study on organizational silos as growth barriers
• Einstein's problem-solving methodology
• Net Revenue Retention (NRR) as a key alignment metric
• Customer Lifetime Value (LTV) optimization strategies

About Vince Chiofolo
Title: SVP of Revenue Strategy
Company: Dash Solutions

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, Brendon Dennewill speaks with Cait Grabowski, Implementation Manager at Denamico. Her experience as a Fractional CRO and GTM Strategist shapes her unique perspective on franchise operations. Cait explores the unique challenges and opportunities facing franchise brands as they work to scale through better systems and processes.

The conversation reveals how franchise organizations juggle multiple complex relationships – from franchise development and real estate teams to individual franchisees and their end customers. Cait shares insights on overcoming common strategic missteps, including the tendency for franchisors to oversell multi-unit deals to unproven franchisees and the critical importance of data transparency and proactive communication throughout the franchise lifecycle.

This episode is essential listening for franchise executives, RevOps professionals, and franchise development teams looking to transform their operations through strategic technology implementation and data-driven decision making.

What You'll Learn

• Why transparency and proactivity matter
• The multi-unit franchise trap
• Timing as a critical metric
• The power of unified data systems
• Strategic alignment across verticals
• Building vs. buying CRM solutions
• The team you need for CRM success

Resources Mentioned

• HubSpot – CRM platform with customization capabilities and multi-account management features for franchise organizations
• HubSpot Academy– Free training resources with video content for learning platform fundamentals
• EOS (Entrepreneurial Operating System) – Business framework for setting and tracking short-term and long-term organizational goals

About Cait GrabowskiTitle: Implementation Manager
Company: Denamico

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this power-packed episode, marketing expert and author Corey Quinn reveals the proven strategy that helped scale Scorpion from $20 million to over $150 million in revenue. Quinn shares his deep specialization methodology - a trademarked approach that transforms generalist professional services firms into industry-dominant specialists.

Through compelling stories including a Tesla giveaway that generated 100+ franchise clients, Quinn demonstrates why saying "no" to everyone and "yes" to one vertical market creates the ultimate competitive advantage.

This episode is essential for agency owners, consultants, and professional services leaders stuck in the generalist trap and ready to break through to exponential growth.

What You'll Learn:

• The Generalist Trap: Why serving everyone leads to context switching, operational inefficiency, and commodity pricing that keeps you stuck
• Deep Specialization Framework: The 5-step methodology to escape founder-led sales and build a vertical market specialist business
• The Tesla Strategy: How a $100K+ marketing gamble at the IFA conference generated 100+ franchise clients and transformed Scorpion's business
• LTV vs CAC Mastery: Why lifetime value (LTV) is the most critical metric and how specialization creates 10X+ advantages over generalist competitors
• The Specialization Flywheel: How focusing on one vertical creates operational leverage, authority, premium pricing, and sustainable competitive moats
• Scaling Through Verticals: The strategic approach to expanding from one specialized vertical to five while maintaining deep expertise
• Corporate vs Entrepreneurial Dynamics: How to align with visionary leadership and speak their language to drive big initiatives

Resources Mentioned:

• Anyone Not Everyone: A Proven System to Escape Founder-Led Sales is Corey Quinn's bestselling book. Get started with the free audiobook and digital workbook with videos, templates, and worksheets.
• IFA Conference: International Franchise Association annual conference
• HubSpot: Early adoption story and evolution from 5-person to 500+ person sales teams
• Scorpion: Digital marketing agency

About Corey Quinn

Marketing Expert, Author & Business Growth Strategist at Corey Quinn, Inc.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Get the inside scoop on HubSpot's game-changing INBOUND 2025 releases! Denamico team members, Alise Kostick, RevOps Strategist, and Sophie Schaffran, Marketing Director, break down key updates through the lens of organizational roles.

They focus on how HubSpot is unifying data and transforming how teams work together. This episode is for RevOps leaders, marketers, sales professionals, and service teams who want to understand how these updates will impact their daily workflows and strategic initiatives.

What You'll Learn:

• Operations Hub to Data Hub transformation and what it means for RevOps professionals managing complex data workflows
• Marketing Studio, the new visual campaign planning tool that combines whiteboarding, project management, and performance tracking
• Smart CRM updates including Kanban boards, timeline views, and a map view for territory planning
• AI-powered CPQ in Commerce Hub and who it's for today
• Breeze AI evolution including Breeze Studio, Assistants and new Agents
• Self-generating CRM data that pulls unstructured data from sources like email signatures, auto-responses, and call transcripts

Releases Mentioned:

• HubSpot INBOUND 2025 Fall Spotlight
• Denamico newsletter: 3 big shifts from INBOUND
  • Data Hub: Data Studio, Data Quality
  • Commerce Hub CPQ (in public beta)
  • Smart CRM: Self-Generating CRM Data, Smart Insights, Flexible CRM Views
  • Breeze Studio: Customer Agent, Prospecting Agent, Data Agent, Breeze Assistant
  • Marketing Hub: Marketing Studio, AI-Powered Email, Segments and Personalization

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode, Brendon Dennewill sits down with Kevin Davis, Founder of BoogieBoard, to explore how territory design can make—or break—sales performance. From his experiences at NetSuite and Google to launching BoogieBoard, Kevin shares how poor territory planning costs companies time, money, and morale. The conversation dives into sales strategy, AI's role in market intelligence, CRM integration, and how to overcome the hidden opportunity costs that stall growth. Whether you're a RevOps leader, sales strategist, or part of a seller-doer team, this episode is packed with insights on designing smarter systems that drive real revenue outcomes.

What You'll Learn

• Why territory design is a strategic lever, not just an operational task
• How poor territory planning erodes trust and increases sales rep turnover
• The role of AI in transforming market data into actionable territory insights
• Why RevOps leaders often identify problems but lack empowerment to solve them
• How seller-doer models in professional services can benefit from territory optimization
• The importance of establishing a "North Star" for territory design processes

Resources & Mentions

• BoogieBoard: Territory design and planning platform
• Roger Federer's Commencement Speech: Referenced for the "53% winning" mindset
• Salesforce & HubSpot: Primary CRM integrations mentioned
• Snowflake: Customer data platform integration
• AI and Data Substacks: Kevin promises to share recommendations for data-driven sales strategies
• EOS (Entrepreneurial Operating System): Business planning framework mentioned

About Kevin Davis

Title: Co-Founder and CEO

Company: BoogieBoard

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this compelling conversation, Kate Donovan, founder and CEO of CAMP Digital, shares how she transformed from a dyslexic social worker into a tech-savvy entrepreneur who revolutionized marketing for the home services industry. After being told by Google to "get out of auto" and enter the home services space - which was a "technological desert" in 2018 - Kate built a capacity-aligned marketing platform that has scaled to serve trades businesses across multiple verticals.

The episode explores Kate's unique approach to scaling businesses through her four-pillar philosophy: people, process, data, and technology. She discusses the critical balance of leveraging AI without creating liability, the importance of slowing down to go faster, and why understanding your team's capacity is essential for sustainable growth. Kate's social work background shines through in her people-first leadership style and commitment to hiring diverse talent, including LGBTQIA+ individuals, veterans, and second-chance employees.

This conversation is perfect for service business owners, marketing leaders, and entrepreneurs looking to understand how technology can solve real business problems while maintaining a human-centered approach to growth.

What You'll Learn:

• The CAMP Framework: How Capacity Aligned Marketing Platform revolutionizes service business marketing by connecting capacity management with ad spend
• The "Three Times Rule": Kate's philosophy that if you do something three times, you should automate it with technology
• AI Implementation Strategy: How to leverage AI tools while avoiding data privacy pitfalls and regulatory compliance issues
• People-First Scaling: Why hiring for diversity and creating inclusive culture drives business differentiation
• The Spinning Plates Analogy: How to balance people, process, data, and technology for sustainable growth
• EOS Integration: How the Entrepreneurial Operating System supports scaling from startup to established business

Resources Mentioned:

• Camp Digital: Home services marketing platform (capacity-aligned marketing)
• Capacity Pro: Dashboard that manages marketing spend based on technician capacity
• EOS (Entrepreneurial Operating System): Business framework both hosts implement
• HubSpot: CRM and marketing platform discussed
• Google My Business & Google Ads: Platforms referenced for home services marketing
• ChatGPT: AI tool discussed with privacy considerations

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this eye-opening conversation, Brendon Dennewill sits down with Kristen McGarr, Founder and Fractional CRO from Adroit Insights, to discuss why most CRM implementations fail and what businesses can do differently. They dive deep into the critical importance of prioritizing people and processes before technology, sharing real-world examples of how this approach transformed a 6-person company into a 21-person team in just six months.

Kristen brings her unique perspective as both a CRO and CRM expert, explaining why adoption is the #1 metric for CRM success and how to think about your CRM as a valued team member rather than just another software expense. This episode is perfect for business leaders considering a CRM implementation, struggling with current adoption issues, or planning for growth.

What You'll Learn:

• Why the "people, process, technology" framework is critical for CRM success
• The real reasons CRM implementations fail (and how to avoid them)
• How to calculate the true cost of CRM ownership beyond software subscriptions
• Strategies for maintaining data integrity as your business grows
• The importance of having an internal CRM champion

Resources Mentioned:

• HubSpot: Comprehensive CRM and marketing platform
• Zoho: Business software suite and CRM platform
• Upwork: Platform for finding CRM support resources
• IDC Research: Total value of ecosystem studies
• Google Sheets integrations: For bridging spreadsheet users to CRM adoption

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill sits down with Tom Lambotte, Founder of AI Simplifier, to explore how leaders can shift their mindset and simplify AI adoption within their organizations. Tom introduces his framework of eight AI mindsets, designed to help business leaders integrate AI practically and strategically—without getting overwhelmed. The conversation covers why foundational knowledge is essential, how to avoid overcomplicating tools, and the importance of A players in scaling effective teams.

Key Takeaways:

• AI integration should be simple, purposeful, and aligned with strategic goals.
• Foundational understanding leads to more confident, effective use of AI tools.
• Leaders need to guide teams through mindset shifts, not just technology shifts.
• Productivity grows when you focus on fewer, higher-value tasks.
• AI enhances human capabilities—it doesn't replace them.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill sits down with Nick Powills, CEO of Mainland and franchise marketing veteran, to unpack why many franchise brands struggle to scale. Nick breaks down the true cost of growth, the absence of RevOps thinking in franchising, and why critical metrics like LTV and CAC are often overlooked. He shares how integrating strategic CFOs, aligning operations, and rethinking technology can drive long-term value. Drawing from 20+ years of experience and his book Sticks and Stones, Nick offers a roadmap for building resilient, scalable businesses.

Key Takeaways:

• Why capital and realistic expectations are make-or-break
• The untapped role of strategic CFOs in franchise growth
• Aligning people, process, data, and tech for enterprise value
• How personal challenges can shape stronger business leaders

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill sits down with Chad T. Jenkins—entrepreneur, innovator, and founder of SEEDSPARK CoLAB Partners—for a deep dive into the evolving world of business innovation, structured growth, and the Idea Economy.

Chad shares insights from his journey launching over 50 ventures and helping companies across North America scale through intentional, systematized approaches. He unpacks his proprietary icVCR Growth Method—focused on Identifying, Clarifying, and Leveraging Vision, Capability, and Reach—and introduces the ISO framework (Identify, Structure, Optimize), which transforms collaboration into a sustainable competitive advantage.

Throughout the conversation, Chad emphasizes how friction can signal opportunity, how technology should amplify human connection, and why unique value contributions are key to thriving in today’s idea-driven economy. He also explores the opportunities and risks posed by AI, the importance of vision clarity, and how to ensure data and tech remain assets, not liabilities.

Listeners will gain practical insights on how to:

• Identify friction as a catalyst for innovation
• Leverage existing capabilities to unlock new value
• Expand reach through partnerships and networks
• Use tech to empower, not replace, human collaboration

Whether you're an entrepreneur, RevOps leader, or part of a larger organization, this episode delivers a fresh perspective on turning imagination into impact—and building systems that support sustainable, exponential growth.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill welcomes Geoff Woods—a dynamic leader whose career spans scaling The ONE Thing brand, driving a steel company’s market cap from $750M to $12B, and now guiding executives at the forefront of AI-powered leadership.

Geoff shares how his success stems from two key drivers: surrounding himself with the right people and asking the kinds of high-leverage questions that spark real transformation. Together, he and Brendon explore how AI, when used strategically—not just tactically—can help leaders amplify their impact and focus on what truly moves the needle.

A key theme of the episode is Geoff’s redefinition of AI as more than just automation. He shares how he uses AI as a thought partner—from building AI “boards” to support business planning, to curating The Collective, a peer group of C-suite leaders collaborating on real-world applications of AI. Geoff also introduces his CRIT framework (Context, Role, Interview, Task), a practical model for using AI to solve high-value problems—the 20% of work that drives 80% of outcomes.

Geoff Woods is the founder of AI Leadership, author of The AI Driven Leader, and a trusted coach to Fortune 500 executives. Brendon Dennewill, co-founder of Denamico, brings deep expertise in aligning people, process, data, and technology for growth. Together, they challenge listeners to think bigger, act with vision, and embrace AI as a catalyst for both personal leadership development and organizational transformation.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill is joined by Mike Kaput, Chief Content Officer at Marketing AI Institute and strategic leader at SmarterX, to talk about breaking down the real-world barriers to AI adoption—and how teams can take small, practical steps that drive big results.

Mike shares the evolution of the Marketing AI Institute, which launched in 2016 to help marketers build AI literacy. Today, through SmarterX, that mission has expanded to support cross-functional teams—marketing, sales, HR, legal, and beyond—in adopting AI in a way that’s grounded in strategy and education.

Together, Brendon and Mike explore what often holds organizations back. While many invest in tools, they skip the critical first step: ensuring their people understand AI and how it can support their work. Mike warns against chasing the “next big thing” without a clear plan and instead recommends starting with what you have—documenting workflows, identifying use cases, and building a culture of experimentation.

They also highlight how RevOps plays a vital role in enabling AI readiness—from clean, connected data to structured processes. Legal, IT, and change management aren’t just back-end concerns—they're foundational to scaling AI responsibly.

Whether you're just beginning your AI journey or looking to optimize your approach, this episode offers actionable takeaways. The message is simple but powerful: AI doesn’t require a massive overhaul to make an impact. Start small. Stay consistent. And build toward smarter, more scalable operations—one step at a time.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, Brendon Dennewill welcomes Chris Briest, the founder of Mile High AI and a seasoned sales enablement leader, for an engaging discussion about the transformative power of AI in sales organizations. Chris shares his journey from SaaS enablement roles to launching his own consultancy, focusing on practical applications of AI rather than just theoretical potential. The conversation centers on how revenue leaders and individual sellers can leverage AI to differentiate themselves in a competitive market, stressing that the true winners will be those who adopt and effectively use these tools.

A major highlight of the episode is the exploration of personalized outreach at scale. Chris explains how AI, when properly equipped with brand and persona context, can enable reps to perform high-level research and generate tailored messaging faster than ever—reducing prospecting and multithreading time by up to 80%. He provides actionable advice and live demonstrations on integrating custom GPTs and context kits into workflows, making it clear that the goal is to empower reps and streamline processes, not just add another layer of technology. They also tackle the hurdles of change management and adoption, emphasizing the importance of embedding AI seamlessly into existing routines and investing in continuous training.

The conversation wraps up with a call to action for both sales leaders and individual reps. Senior leaders are urged to make decisive moves toward AI adoption, resisting the temptation to let change aversion stall progress, while reps are encouraged to invest in AI fluency as a way to advance their careers and become indispensable. Throughout the episode, Chris and Brendon’s insights provide a roadmap for mid-market and emerging companies to harness the operational and competitive advantages AI offers—driving more relevant outbound activity, stronger conversations, and ultimately greater revenue impact.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, John Plumley, Director of Revenue Operations at Tri State HVAC, joins Brendon Dennewill to discuss the intersection of technology and process in scaling a traditional B2B business. John provides insight into Tri State HVAC’s unique position as a commercial HVAC manufacturers representative focused on large projects and key relationships within the Philadelphia region. With a mechanical engineering background and decades of sales experience, John shares how his long-standing fascination with CRMs led him to transition from sales into a full RevOps role, where he drives both digital transformation and cultural change within the organization.

The conversation delves into the real-world challenges and triumphs of adopting new technologies like HubSpot CRM, integrating operations with accounting, and implementing smarter, data-driven processes. A significant focus is placed on the human side of change—navigating resistance, fostering buy-in, and the importance of mapping out and communicating process improvements before rolling out new solutions. John and Brendon explore how aligning people, data, and technology not only streamlines internal operations but creates a fresh competitive advantage in an industry that’s traditionally slow to change.

Looking ahead, the episode highlights opportunities for leveraging AI and knowledge management to enhance both customer and employee experiences. John discusses the value of sharing expertise through podcasts, video content, and smart knowledge bases, meeting evolving customer expectations and scaling relationships in a modern way. The key takeaway is clear: success with RevOps is about progress and learning, prioritizing customer experience, and empowering teams with the right tools and mindset—practical advice for any leader considering their own digital transformation journey.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill sits down with Sean Steigerwald, a serial entrepreneur and the CEO of CustomerIQ. Sean brings a wealth of experience from founding and growing SaaS and analytics companies, with deep expertise in business development, sales, and RevOps strategy. The conversation kicks off with Sean introducing CustomerIQ—a platform designed to automate and enrich CRM data entry while simplifying email automation for companies with complex sales cycles, particularly those using HubSpot or Salesforce.

The discussion dives into the operational challenges of B2B companies, especially those in enterprise SaaS, professional services, and manufacturing. Sean emphasizes that the main pain point for sales and revenue teams is updating and leveraging the CRM efficiently. He stresses the importance of removing tedious manual tasks, and automating processes only after they've been validated manually. Both Sean and Brendon highlight the need for strong RevOps leadership to ensure cross-team alignment and operational efficiency, and share their appreciation for business operating systems like EOS to help teams remain focused and empowered during growth phases.

Throughout the episode, Sean champions the value of consistent execution (“lead bullets” over “silver bullets”) and warns against overcomplicating tech stacks with unnecessary tools. They agree that alignment—across people, process, data, and technology—is key to scaling and customer retention. Sean concludes with practical advice: focus on process clarity before automation, use your CRM as a central hub for alignment, and keep things simple. For further learning, he recommends business books like “The Hard Thing About Hard Things” and entrepreneurial podcasts such as “Invest Like the Best” and “Founders.”

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill sits down with Torben Rytt, a leader well-known for his success at Siteimprove and now as the founder of Gainbox. Torben brings a unique background, having moved from Europe to Minneapolis driven by both personal and professional opportunities. With deep roots in building and scaling data-driven businesses, Torben’s journey reflects his ongoing commitment to leveraging technology, curiosity, and ownership as core tenets of leadership.

The discussion centers around the pivotal role of data in driving organizational growth and effective sales strategies. Torben explains how, at Siteimprove, deliberate data collection and operationalization made a significant difference, allowing his teams to continually refine their approach and set themselves apart from competitors. Both speakers underscore the importance of not just amassing data, but actually using it to inform decisions, shape company culture, and define ideal customer profiles (ICP). Torben shares how curiosity pushed his teams to seek out unique data points and patterns, going beyond industry basics to truly understand why some customers thrive while others churn.

As the conversation evolves, Torben outlines how emerging technologies like AI are transforming CRM and sales operations. He describes Gainbox as the toolset he wishes he had earlier in his career—a scalable, AI-powered platform for uncovering actionable data signals and keeping CRMs efficient and up-to-date. The episode wraps up with advice for RevOps leaders: remain open to experimentation, make bold leadership decisions rooted in company values, and focus on intelligent, targeted outreach rather than generic, high-volume tactics. The result is a refreshingly practical perspective on preparing businesses for the next wave of technological innovation in revenue operations.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
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• Explore the show at revopschampions.com.

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In this episode, Jackie Pfriender discusses the key updates from HubSpot's 2025 Spring Spotlight, focusing on the themes of unified experiences, fast ROI, and the importance of AI agents and workspaces.

The episode highlights how these updates are designed to enhance customer experience, particularly for mid-market businesses, and how they streamline operations through features like multi-account management and improved collaboration tools.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode, Ken Babcock, co-founder and CEO of Tango, discusses the evolution of Tango from a documentation tool to a comprehensive platform that enhances sales team efficiency through process automation and AI. He emphasizes the importance of process in driving innovation and consistency within organizations, particularly in the context of revenue operations. Ken also shares insights on targeting sales teams, leveraging Tango internally, and the critical role of company culture in scaling businesses effectively.

Ken discusses the essential components for scaling a business effectively, emphasizing the importance of culture, leadership, and process. He highlights the need for accountability and metrics to drive performance, as well as the significance of reinforcing communication within the organization. Ken also addresses the necessity of adapting to change and leveraging technology to enhance scalability, ultimately stressing that user adoption is a critical metric for success.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode, Dick Polipnick discusses the importance of leadership, communication, and core values in scaling businesses effectively. He emphasizes the role of frameworks and methodologies, such as EOS, in structuring organizations for success. The discussion also highlights the significance of technology and data in decision-making processes, using GoRout as a case study for effective implementation. Finally, Polipnick draws parallels between SaaS metrics and practices that can benefit various industries, advocating for the adoption of these strategies to enhance business efficiency. In this conversation, Dick Polipnick discusses various strategies for enhancing productivity and performance in organizations, drawing on historical examples and modern applications. He emphasizes the importance of data-driven decision-making, competitive dynamics in workplace environments, and the implementation of technology to improve customer success. The discussion also covers the significance of structured decision-making processes and the use of monthly data reviews to facilitate growth and agility in scaling businesses.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode, Joe Sandin, president of OnSharp, discusses the intersection of technology, process, and data in business operations. He emphasizes the importance of having a clear understanding of business processes before implementing technology, the critical role of data in ensuring successful outcomes, and the necessity of a strong team to optimize these systems. Joe also highlights the growing trend of custom portals as a solution for businesses seeking to enhance efficiency and customer experience, while addressing the need for integration across various systems.

Joe Sandin also discussed the development of a new customer portal called Core, designed to integrate seamlessly with HubSpot and provide a holistic experience for users. He emphasizes the importance of change management in technology implementations, particularly for larger companies, and highlights the need for businesses to adapt to the increasing velocity of change driven by technology and AI. Joe shares insights on entrepreneurship, the significance of patience and progress, and the importance of building a strong team to complement individual strengths. He also offers book recommendations that align with his journey towards transitioning from a service-based to a product-based business.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting some of the most impactful conversations on leadership and company culture. From fostering high-performing teams to confidently navigating change, these expert insights will help you cultivate a workplace where people thrive.

Whether you’re leading a growing team or refining your company’s culture, this curated collection of thought-provoking discussions will equip you with strategies to inspire, motivate, and drive success. Tune in for a fresh perspective on what makes great leaders and strong cultures!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, we sit down with Alex Bratton, entrepreneur, technologist, and author of Practical AI for Leaders, to explore how AI is transforming the way businesses operate. From AI-powered sales coaching to digital team members and automation, Alex shares practical insights on leveraging AI to empower teams, streamline operations, and drive growth.

We discuss the shift from traditional SaaS to AI-driven business models, the importance of AI readiness, and why the real competitive advantage lies in human and AI collaboration—not replacement. Alex also shares insights from his latest book and his approach to helping leaders integrate AI into their organizations in a meaningful way.

If you want to stay ahead of the curve in AI and RevOps, don’t forget to like, subscribe, and turn on notifications so you never miss an episode. You can also check out Alex’s book and his AI leadership community to dive deeper into these topics.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re diving into some of the most impactful discussions on processes, frameworks, and models that drive efficiency and success. We’re revisiting expert insights from past episodes, exploring the structured approaches that help businesses streamline operations, scale effectively, and make data-driven decisions. Whether you're refining your RevOps strategy or looking to implement proven methodologies, this curated collection offers valuable takeaways to elevate your business. Tune in and rediscover the power of smart systems!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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• Subscribe to the RevOps Champions Newsletter
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Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting standout moments from past conversations, featuring expert insights on AI, technology, and innovation. From the evolving role of artificial intelligence in business to the latest tech trends shaping the future, this curated collection offers valuable perspectives on how innovation drives growth and transformation. Whether you're a tech enthusiast or a business leader looking to stay ahead, tune in for a fresh look at the strategies and ideas powering tomorrow's success!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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• Subscribe to the RevOps Champions Newsletter
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Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Welcome to another episode of our Podcast Flashback Compilation series!

In this special edition, we’re revisiting some of the most valuable insights on data and analytics, highlighting key takeaways that can transform the way you approach revenue operations. From leveraging data for smarter decision-making to optimizing analytics for business growth, this curated collection of expert conversations will help you harness the power of data to drive success.

Whether you’re refining your strategy or just getting started, these insights will give you the tools to make data-driven decisions with confidence. Tune in for a fresh perspective on the numbers that matter!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Welcome to the latest episode of Podcast Flashback! In this special edition, we’re revisiting key conversations on the power of revenue operations. Our expert guests share insights on improving data integrity, streamlining processes, and driving better alignment across teams.

Whether you're looking to refine your automation strategies, enhance scalability, or get more out of your RevOps tech stack, this curated collection of insights will help you unlock new efficiencies. Tune in for a fresh perspective on the strategies that fuel operational success!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
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• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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Welcome to the first episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting some of the most insightful moments from past episodes, highlighting key takeaways on business growth, customer-centric strategies, and the power of HubSpot partnerships. Whether you're new to the podcast or a longtime listener, this curated collection of expert conversations will help you optimize operations, choose the right tools, and solve for the customer. Tune in for a fresh look at the strategies that drive success!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
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In our latest episode, we reflect on the valuable lessons shared by our incredible guests throughout 2024. From unplanned but recurring topics like customer experience, leadership and culture, and AI to deeper discussions on data and analytics, scalable technology, and revenue operations (RevOps), this year has been packed with insights to help drive growth and efficiency.

Looking ahead to 2025, we’re excited to explore these themes even further, bringing on more industry-specific guests to share how they optimize operations, enhance customer experiences, and fuel revenue growth.

Tune in for a recap of 2024 and a glimpse of the transformative conversations to come in 2025!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Here’s a sneak peek of some of the 2024 podcast highlights from RevOps Champions, hosted by Brendon Dennewill! 2024 has been packed with insightful conversations, actionable strategies, and thought-provoking discussions that resonate with leaders in the RevOps space. But this is just the beginning—stay tuned as we dive deeper and share more of our favorite highlights from a variety of topics in upcoming episodes. Don’t miss out on the inspiration and insights to come—subscribe now and join us for more!

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill and Paul Roetzer dive into the transformative power of AI and its impact on marketing, business, and the future of work. They explore the shift from traditional software to AI-driven systems, the urgency for organizations to adapt, and how to build an effective AI roadmap. Paul shares insights on driving personalization, scaling AI initiatives, and fostering AI literacy through education and training. Plus, learn about SmarterX, a bold initiative tackling societal challenges with AI. Tune in to discover how businesses and individuals can embrace AI to innovate, grow, and thrive in a rapidly evolving landscape.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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In this episode of RevOps Champions, host Therese Brinkman and guest Tina Bishop explore the ADKAR change management model, emphasizing the importance of personal connections and effective user adoption strategies in CRM implementations. Therese underscores the need for one-on-one conversations during the "Desire" phase of ADKAR to secure buy-in and build personal connections. They discuss the crucial role of change managers in identifying both engaged change champions and less enthusiastic team members, aiming to address resistance more effectively.

Tina highlights the necessity of thorough knowledge analysis and gap identification during the "Knowledge" phase, stressing early involvement of change managers and training strategists. The conversation shifts to the "Ability" phase, focusing on the need for role-specific and process-oriented training to ensure users can effectively utilize the CRM platform. Tina advocates for practical and tailored training over generic approaches, urging that just technological features are insufficient without a structured user adoption strategy.

The episode concludes by emphasizing continuous reinforcement and monitoring to sustain effective adoption, with Therese highlighting the importance of early communication and transparent information sharing. The discussion underscores the need to address individual motivations and personal ownership during the Desire phase to achieve high user adoption rates. Finally, both speakers, who are PROSCI certified, stress the critical role of dedicated change management personnel throughout the CRM implementation process, inviting listeners to connect with the Denamico team and explore more content at revopschampions.com.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill sits down with Bill Himmelstein, CEO of Tenant Advisory Group, to explore the role of technology in commercial real estate and its impact on client relationships. Bill shares how technology has made information more accessible, enhancing customer experiences and fostering long-term, client-centric connections.

The episode covers key elements of business success, including leadership, process, and culture. Bill and Brendon discuss the shift from hard work to working smarter, the lasting effects of COVID-19 on business strategies, and the importance of talent management. Bill also emphasizes the “giver’s gain” philosophy and offers practical advice for business leaders preparing for the challenges of 2025.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, host Therese Brinkman engages with sales expert Sam Annala to explore the transformative role of Customer Relationship Management (CRM) systems in modern sales operations. The main topics discussed include the importance of CRM in automating tasks and speeding up sales processes, the need for effective sales leadership and coaching backed by CRM insights, and the critical factor of user adoption in successful CRM implementation. The episode also highlights the ADKAR model for change management, emphasizing the importance of creating awareness and desire for new systems before training employees.

Therese and Sam delve into misconceptions about CRMs, stressing that they are tools that require strategic change processes and clear objectives to drive business growth. They also discuss the importance of aligning people, processes, and technology to optimize CRM usage. Sam shares insights on leveraging data for personalized client interactions, particularly in the engineering, construction, and design sectors, and praises AI advancements for easing administrative burdens on salespeople.

Sam Annala, an experienced sales leader, consultant, and trainer, emphasizes the importance of continuous coaching, data integrity, and clear CRM processes in achieving revenue goals. The episode concludes with both speakers expressing enthusiasm for AI and CRM systems' potential to enhance efficiency and foster better client relationships.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill engage with David Pflum, an industry leader in the HVAC sector, to discuss how crises can drive innovation, the significance of robust business processes, and the role of people and technology in achieving scalable growth. Pflum highlights how market changes pushed his company, DriSteem, to develop a groundbreaking product and stresses the shift from custom to configurable products to enhance scalability. He shares valuable insights from his career in niche HVAC markets and underscores the importance of efficient, end-to-end business processes over purely custom solutions.

The discussion also delves into team dynamics and the essential role diverse, skilled teams play in business success. Both speakers emphasize the importance of people as a company's greatest asset and the need for effective change management when implementing new technologies. Pflum explains how the integration of data tools like Zoho with ERP systems revolutionized their operations, highlighting the transition from paper reports to cloud-based IT systems for better data access and decision-making. This shift has allowed DriSteem to nearly double its revenue with minimal headcount increase, showcasing the power of leveraging technology for high ROI.

Additionally, the episode touches on the importance of ISO certification in maintaining rigorous business standards, with Pflum discussing how ISO processes impact change management and overall operations. The conversation expands into the potential and risks associated with AI in marketing, sales, and customer service, emphasizing that clean, organized data is crucial for AI readiness. The hosts and Pflum agree on the critical need for strong data management practices to ensure technology benefits the business rather than becoming a costly liability. The episode wraps up with insights into decision-making and the need to align technological advancements with business strategies for sustainable growth.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, Brendon Dennewill engage with Sangram Vajre for an insightful discussion on critical aspects of Revenue Operations (RevOps). The conversation delves into the common challenges companies face in selling and renewals, emphasizing issues like customer retention and the need for expanding into additional personas or product lines. Sangram highlights the importance of having business coaches and frameworks, such as the Entrepreneurial Operating System (EOS), to guide leadership teams through these challenges, ensuring organizational alignment and clarity.

The discussion also brings to light the significant role that external advisors and frameworks play in providing the necessary strategic clarity and growth for businesses. Sangram stresses the impact of AI in enhancing business processes, noting that while AI won't replace jobs, those who effectively utilize AI will have a competitive advantage. He underscores the necessity of clean and organized data for effectively leveraging AI tools. The episode further covers customer retention strategies, the importance of managing change within organizations, and the evolving landscape of go-to-market strategies, including HubSpot's expansion and competition with larger players like Salesforce.

Towards the end, Sangram and the hosts explore the Go-to-Market Operating System, which comprises various components like RevOps, and its critical role in organizational alignment and growth. They discuss the CEO's ownership of go-to-market decisions and why some companies scale better than others, introducing concepts like the "Five Valleys of Death." The episode concludes with a reflection on the importance of integrating brand and demand, improving pipeline velocity, and ensuring customer time to value and expansion—all essential for maintaining a healthy net revenue retention (NRR). This episode offers B2B leaders invaluable perspectives and actionable strategies to navigate the complexities of the modern business environment effectively.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In Episode 34 of RevOps Champions, Brendon Dennewill sits down with Marc Hans from HubSpot Academy to delve into themes of business growth, technology adoption, and the critical importance of clarity and focus. Marc Hans, inspired by the podcast, speaks about a significant decision he's planning to execute, emphasizing the role of understanding your audience, identifying what makes your business unique, and maintaining a strong focus on your work and team. The discussion is rich with practical advice and anecdotes, highlighting how these principles can drive growth and effective leadership within any organization.

The episode then shifts to the challenges and opportunities in adopting new technologies such as HubSpot. Brendon addresses the allure of the "shiny object syndrome," where businesses are tempted by the latest tools without customizing them to their needs. Marc underscores the necessity of clean, well-organized data to leverage AI effectively, drawing parallels between meal experiences and client interactions with technology. Both speakers agree that establishing clear expectations and regular evaluations are crucial for staying relevant and maintaining a customer-centric approach.

Finally, Brendon and Marc explore broader themes such as the importance of an entrepreneurial mindset, the role of AI, and the four pillars of success: data, technology, process, and people. They emphasize the need for businesses to set clear objectives, understand their audience, and manage success metrics diligently. Brendon's insights into coaching and strategic planning, coupled with Marc's practical tips from HubSpot Academy, weave a narrative that stresses simplicity and clarity in achieving business success. This episode offers invaluable insights into making informed strategic decisions, effectively adopting new technologies, and maintaining a clear, customer-focused business strategy.

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• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of RevOps Champions, host Brendon Dennewill engages in a compelling conversation with guest John Aikin about the complexities of technology implementation in business. Aikin emphasizes that technology alone cannot solve business problems; it amplifies existing processes, whether they are effective or flawed. They discuss the crucial role of experienced service partners in this journey, stressing the importance of choosing the right partner from the start. They delve into the pitfalls of opting for cheaper solutions, which often results in clients returning for better service after encountering unsatisfactory outcomes. Furthermore, the conversation highlights the necessity of thoroughly vetting implementation partners, engaging with the actual team members instead of just sales representatives to ensure alignment and trust.

A key topic is Aikin's leadership evolution, where he shares valuable lessons from his journey, moving from an operational focus to an ownership perspective. He speaks candidly about learning from past mistakes and the risks of hiring close friends, which led him to establish a personal rule against it. The importance of a positive organizational culture is discussed, with Aikin advocating for a work environment that balances well-developed systems with supportive, collaborative team dynamics. This perspective is underscored by their shared experiences with both failed and successful implementations, providing insights into the challenges and rewards of effective change management and technology adoption.

The episode also touches on strategic planning and data analysis, with Aikin and Dennewill emphasizing the need for thoughtful, well-timed technology and data initiatives. They advocate for a platform-agnostic approach, focusing on business needs rather than specific tools. Brendon underscores the increasing role of CFOs in these strategic decisions, particularly in evaluating the return on investment (ROI) for technology purchases. They share stories about sector-specific CRM implementations, addressing unique challenges faced in industries like manufacturing and professional services. The conversation wraps with reflections on learning from past mistakes, the significance of staying current with technology updates, and the financial benefits of auditing and eliminating unnecessary software expenses. For more insights, listeners are encouraged to visit revopschampions.com.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In Episode 32 of "RevOps Champions," guest Christopher Nault and host Brendon Dennewill delve deep into strategies for fostering company growth, leadership, and team culture as businesses scale from 50 to 500 employees. They underscore the importance of assembling diverse and talented teams to solve problems effectively, balancing the need for specialization with the benefits of versatility. Key discussion points include how to maintain motivation and intensity after achieving initial goals, with Christopher emphasizing that leaders should continuously focus on understanding and caring about their team's motivators to ensure collective growth alongside technological advancements.

The conversation also covers the critical role of technology and processes in scaling an organization. Both speakers discuss the importance of integrating tools like Asana for project management and the strategic use of AI to enhance productivity. Brendon highlights the need for clean data practices to ensure AI applications are effective, while Christopher emphasizes the cautious, thoughtful adoption of AI to achieve realistic outcomes. HubSpot's unified CRM system and supportive partner program are praised for their positive impact on business operations, with particular attention to HubSpot's people-first culture and community that drive better implementation and customer solutions.

Lastly, the episode explores the evolving landscape of AI and account-based marketing (ABM), drawing parallels between current AI adoption and early automotive industry growth. Christopher shares insights on the limited competition and significant market opportunities in AI enablement services. Both hosts agree that a strong company culture open to change is vital for successful technology implementations and ongoing business adaptation. They stress the importance of brand awareness and transparent marketing strategies in driving growth. Listeners are encouraged to explore further content on revopschampions.com for more insights and practical advice.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In episode 51, host Brendon Dennewill and guest Brandon Wentland delve into the nuances of technology implementation and data management, focusing on how businesses can leverage these elements for strategic growth. They emphasize the necessity of understanding and manually testing new technologies before full-scale adoption to avoid operational disruptions. The conversation highlights the dual nature of data and technology as both assets and liabilities, emphasizing the significance of unified systems and reliable integrations to maintain data integrity and avoid accumulation of technology debt.

The episode underscores the importance of a holistic data view across departments to gain comprehensive insights, citing examples of efficient data utilization from major companies like Amazon. Both speakers stress the importance of ensuring data readiness before implementing AI technologies, as poor data quality can lead to unfavorable outcomes. They advocate for regular 80/20 analyses to identify which efforts drive the most value and discuss Simon Sinek's "infinite game" concept, promoting long-term strategic thinking over rapid, unsustainable growth. Leadership also plays a crucial role, with the need for realistic timelines and proper adoption strategies to ensure successful technology integration.

Brendon Dennewill and Brandon Wentland also reflect on the challenges of leading teams and transitioning business strategies, particularly under pressing circumstances like the COVID-19 pandemic. They discuss the significant pivot in Dennewill's business from a digital marketing agency to focusing on technology implementation and integration, driven by the increasing capabilities of platforms like HubSpot. Both speakers share insights on fostering a balanced organizational culture that integrates technology, processes, and people effectively. They highlight the critical role of leadership in articulating a vision, the importance of gradual change, and the need to focus on manageable initiatives to avoid stagnation and inefficiency.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

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In this episode of "RevOps Champions", host Brendon Dennewill engages in an insightful conversation with Barb Stinnett, an experienced business leader and CEO of Timaron Group. The discussion centers around the strategic use of AI in business, emphasizing that understanding AI and integrating it into strategic goals can provide a competitive edge. Barb highlights the significance of clean, organized data for effective AI usage and discusses the transition her mid-sized company made from Salesforce to HubSpot, resulting in enhanced productivity and better integration with tools like ZoomInfo.

The episode delves into the evolving nature of work-life balance and company culture, noting the generational shift towards prioritizing personal time, which contrasts with the workaholic tendencies of the past. Additionally, Barb talks about the modern work trends, such as the rise of the gig economy, where flexible roles are becoming more mainstream. The importance of aligning people, processes, data, and technology is underscored as key to successful Revenue Operations (RevOps), with practical examples of using frameworks like EOS and Six Sigma Lean to streamline processes and ensure team alignment.

Brendon Dennewill and Barb Stinnett also discuss AI competency training for C-suite executives and the necessity of aligning AI initiatives with company culture and leadership commitment. They emphasize the need to avoid deploying technology without first understanding the specific needs and identity of the company. The episode concludes with a look at the future of data, tech, and AI, encouraging businesses to prepare for rapid advancements and to leverage historical data for current problem-solving and innovation.

Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

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In Episode 29 of "RevOps Champions," hosted by Brendon Dennewill and featuring guest Therese Brinkman, the discussion zeroes in on the integral role of CRM technology and change management in improving marketing-sales collaboration within B2B organizations. Therese underscores that while CRMs like HubSpot can facilitate collaborative efforts, true change is driven by people and well-defined processes, rather than technology alone. The conversation highlights the Four Pillars of RevOps—People, Process, Data, and Technology—with a particular emphasis on the human element in successful CRM implementation.

The episode delves deeply into the significance of change management, distinguishing it from project management. Project managers focus on technical details like budget, timeline, and scope, whereas change managers concentrate on helping people adapt and adjust, which is vital for realizing ROI. Therese elaborates on the need for a comprehensive discovery and design phase before configuring CRM systems to meet unique industry requirements, whether in architecture, engineering, nonprofits, or franchises. The discussion also covers practical strategies for effective communication, the role of middle management, and the importance of internal change champions in driving organizational transformation.

Both Brendon and Therese stress the importance of customizing CRM tools to reduce data entry burdens and optimize efficiency for sales teams. They highlight the importance of regular feedback sessions, clear communication, and building resilience to adapt to rapid changes, such as the rise of AI technologies. By looking beyond technology and focusing on people, companies can streamline their processes, trust their data, and foster a collaborative environment that drives growth and delivers better ROI. This episode is an informative dive into the intricacies of CRM adoption and the critical role of change management in achieving successful business outcomes.

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In Episode 28 of the RevOps Champions podcast, Brendon Dennewill sit down with Emily Grotkin, an expert in product development and AI integration. The episode delves into the significant product announcements from HubSpot's Inbound 2024 event, focusing on Breeze AI, Breeze Intelligence, and the enhancements to Marketing Plus. Emily emphasizes the importance of these new tools in driving operational efficiency and increasing productivity for marketing and sales teams by embedding AI capabilities directly into their daily workflows. Breeze Intelligence, which leverages HubSpot's acquisition of Clearbit, aims to enrich data and provide buyer intent insights without relying on third-party integrations.

The conversation also addresses the economic challenges businesses face, such as slowing sales processes and shrinking budgets. Emily discusses how these new HubSpot tools can help businesses navigate these uncertainties by providing fast, easy-to-use solutions that unify systems and improve data governance. This is particularly crucial as companies move away from cookies and need more robust data solutions. The hosts and Emily stress the importance of maintaining clean data to maximize the effectiveness of CRM and AI tools, highlighting how Breeze AI and Breeze Intelligence can help automate data cleaning and enrichment tasks.

Additionally, a notable development from HubSpot's recent announcements is the capability to store sensitive and highly sensitive data, making HubSpot a viable CRM solution for industries like finance and healthcare. Emily suggests that businesses should take advantage of these new tools to improve productivity now and prepare for future economic recovery. The episode wraps up with a call to action for listeners to explore HubSpot’s latest product releases and consider how these advancements can be integrated into their own business strategies for maximum benefit.

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In Episode 27 of RevOps Champions, host Brendon Dennewill welcome Luke Carlson, CEO and founder of Discover Strength, to delve into the complexities of scaling franchise businesses. Carlson underscores the necessity of viewing franchisees as partners rather than employees, given their financial stake and the imperative to uphold brand standards. Drawing from the successes of iconic franchises like McDonald's, Carlson and his team embarked on a journey to understand the franchise business thoroughly and define their own approach. Key success factors discussed include meticulous location analysis and the pivotal role of selecting suitable franchisees, though understanding this process is ongoing.

Carlson shares the importance of building robust, simple systems that embody the brand's essence, ensuring they are teachable and usable by all levels within the franchise. He emphasizes the need for interconnected success among vendors, franchisees, and franchisors, drawing parallels from Ray Kroc's philosophy at McDonald's. The episode also highlights the critical balance between maintaining personal touch and leveraging technology, advocating for "rifle shot" testing of new systems before full-scale implementation to ensure efficiency and return on investment. Carlson stresses that franchisees must follow core processes and playbooks, as consistent consumer experience is paramount.

In discussing the broader challenges of scaling, the conversation touches on financial and infrastructural demands that accompany growth, as well as the continuous effort needed to sustain organizational values and culture. Carlson and the hosts agree on the importance of sustaining long-term value, ensuring franchisees' success, and maintaining economic feasibility. They explore the idea of balancing revenue growth with infrastructure investment, and Carlson shares insights on keeping the franchise model flexible yet robust to accommodate new technologies and evolving market dynamics. The episode concludes with an emphasis on long-term customer satisfaction, vendor relations, and the necessity of attracting talented individuals for sustainable franchise growth.

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In this episode, Jaime Taets joins us to explore the four pillars of the RevOps framework: people, process, data, and technology. Jaime emphasizes the critical role of leadership and clarity in scaling organizations, while also highlighting the importance of strategy, understanding the external landscape, and leveraging technology and data effectively. We discuss setting smaller goals, using metrics to motivate teams, and the need for collaboration across marketing, sales, and customer service. Jaime also addresses the challenges of tech integration and the distinction between operational and strategic planning.

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In this episode, Brendon Dennewill and Ryan Tansom dive into the essential pillars of entrepreneurship, exploring ownership frameworks, financial KPIs, and the critical role of systems and technology in scaling businesses. They discuss the importance of understanding a business's purpose and how it delivers value to customers, emphasizing cash flow and equity growth as keys to achieving independence and freedom. The conversation also highlights the need for true ownership and leadership alignment, along with the value of revenue operations in aligning people, processes, data, and technology. Ryan Tansom shares his insights on measuring backwards, practicing gratitude, and clarifying personal goals, all while stressing the importance of having a clear vision and purpose in business.

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Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy.

She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services firms - to protect existing revenue and grow existing accounts. Account expansion becomes easier when CS reps can articulate the value of their product or service. Daphne shares a few examples of CRMs and AI-powered solutions that enable CS teams to track and communicate value.

Other resources mentioned in the episode:
--> Daphne's podcast, This is Growth, and the corresponding newsletter

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Today's guest is George Hadjiyanis, SVP of Sales and Marketing at Parallax, a platform that helps digital agencies and software development companies improve their resource planning, margins, and utilization.

He shares his approach to evaluating and implementing new technology, acknowledging the difficulties of transitioning from older systems to modern tools. He believes having the right tools and processes in place is worth the challenge and expense because it provides visibility into data. For leaders to make informed decisions that drive business growth, data must be clean, accurate, and accessible.

George urges companies to merge their ops roles in sales, marketing, and customer service into one revenue operations function. The revenue operations manager is responsible for data quality across those teams and their systems. This enables more holistic analysis from a 'single source of truth.'

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Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers.

Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to stabilize the organization.

She reflects on the highs and lows of running a company, the lessons she learned on her leadership journey, and the importance of developing a strategic plan based on mission, vision, and values.

Amy is now a Board Member for Health Partners and Executive Chair of Avio Medtech Consulting. She is excited to be part of another entrepreneurial company that values workplace culture and building relationships.

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In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot.

He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions.

Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively.

Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes.

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In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.

Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes.

Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.

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Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.

Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.

Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" when implementing new systems or processes.

The episode concludes with the importance of "doing the work," rather than expecting instant results without effort. For leaders, this work includes delegation, empowering team members, and focusing on high-value activities.

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Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training.

She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find it challenging to track sales from traditional marketing efforts, they should still attempt to quantify these activities, because failing to do so could result in budget cuts.

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In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth.

Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the company's mission and customer success stories into everyday work to motivate and inspire employees.

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Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack.

Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology. By incorporating feedback early on from these pilot groups, companies can identify process gaps or roadblocks before the full-scale implementation. This iterative approach enhances the effectiveness of new systems, boosts productivity for users, and fosters a culture of continuous improvement across the organization.

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Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time.

He shares several specific use cases for process automation with HubSpot's Operations Hub, including supplementing free integrations with custom field mapping and running JavaScript and Python in workflows for data enrichment and deduplication checks.

He also touches on the benefits of using HubSpot’s AI tools for anomaly detection and data forecasting.

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Today's guest, John Marcus III, describes RevOps as "an internal service organization" that supports the executives, leaders, and individual reps in a company's go-to-market teams. He emphasizes the importance of cross-functional alignment and trust between sales, marketing, and customer success. The role of RevOps is to provide a shared resource that helps these departments adapt to the changes that come with each growth stage of the company.

While technology is a key component of revenue operations, John encourages leaders to remain focused on the specific needs and goals of the organization, rather than get caught up in the latest trends.

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Our conversation with Stephanie Schafer, VP of Growth at The Social Lights, covers a range of topics including:

• the impact of social media and AI on human behavior
• the benefits of using a phased approach to technology implementation
• the importance of using organizational frameworks or operating systems
• the evolving dynamics of company culture with remote workforces

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Rob Dwyer, VP of Customer Engagement at Happitu, describes the contact center as a ‘critical touch point’ in the full customer experience. The conversation covers the role of technology in empowering contact center reps and the challenges of technology adoption when scaling a customer service team. Rob emphasizes the importance of aligning technology purchasing decisions with business goals and shares his perspective on the use of AI in customer interactions.

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Our guest, Jim Sheehan, reflects on his experience building PowerObjects, the number one Microsoft Dynamics CRM partner globally.

He emphasizes the importance of 'fanatical' focus to scale a company efficiently. This includes honing in on a particular specialty or niche in the market, as well as using some form of operating system like EOS to remain focused on the right priorities.

Jim also shares his current B2C venture, Wydaho Property Management, and how he is applying the lessons he learned from growing a B2B technology consulting firm to expand this business.

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In today's episode, we chat with Peter Caputa IV, CEO of Databox, a software company that helps marketing agencies and professional services firms leverage data to drive growth for their clients.

Prior to joining Databox, Pete built and scaled HubSpot's partner program to account for 40% of the company's revenue. Since his departure, companies like Denamico, and the solutions partner ecosystem as a whole, have had to evolve to keep up with the capabilities of HubSpot's software.

In order for companies to scale efficiently, Pete stresses the importance of transparency and visibility across business functions. He explains how his teams use their data and reporting, as well as objectives and key results (OKRs) to solve problems and optimize their performance.

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Sales leader Jason Rosenblatt, discusses the importance of a strong partnership between sales and marketing, as well as the value of a robust revenue operations (RevOps) function within an organization.

He highlights the significance of data in decision-making and the challenges of working with unstructured or unreliable data.

Jason also shares his approach to evaluating new job opportunities and how he has leveraged LinkedIn for networking and professional development.

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In this episode, Jim Tobin describes the team structure at Ignite Social Media and how they were able to maintain their company culture during a period of high growth.

He acknowledges that implementing new technology can be risky, but is critical for scaling your business and adapting to the ever-changing marketing landscape.

He discusses ways to leverage AI to gain efficiencies in the content creation process and he encourages companies to be useful and memorable in their social media and marketing efforts.

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Channing Ferrer discusses the importance of data as an asset and the role of operations in aligning go-to-market teams. He emphasizes the need for accurate data to make strategic decisions and ensure alignment across the business. Channing also shares insights on managing technology and the decision-making process for adopting new systems.

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Larry Long Jr., Chief Energy Officer, shares insights on the importance of investing in tools and technology for sales teams. He emphasizes the need for strong implementation and intentional use of tools to drive success. Larry also discusses the challenges faced by growing teams and the importance of maintaining culture and core values. He highlights the role of the CFO in revenue operations and the need for a holistic approach to technology implementation. Larry provides tips on leadership, motivation, and personal growth, encouraging individuals to prioritize their goals and take action.

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In this conversation, Cliff Simon, Chief Revenue Officer at Carabiner Group, shares insights on "revops-as-a-service" and the importance of understanding the customer buying journey. He emphasizes the need to work out processes manually before automating them and the value of documenting processes and concepts. The conversation also touches on the role of Pavilion in providing education and networking opportunities for revenue operations professionals. The importance of people, consistency, and change management in scaling businesses is highlighted, as well as the considerations for choosing between HubSpot and Salesforce as CRM solutions.

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Today's episode explores the vital role of authentic, long-term relationship-building in consulting and professional services firms.

Our guest, Sean Johnson, contrasts entrepreneurial and corporate consulting, stressing the challenges of smaller firms and the advantages of resource agility. He underscores the value of sharing insights, referrals, and niche expertise and advocates for a long-term perspective in business.

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In today's episode, Michael Ewing discusses the critical role of data for decision-making, alignment, and scaling teams. He emphasizes the challenges posed by siloed systems and the necessity of integrated processes to align sales, marketing, and customer success. He also encourages collaboration between the Chief Revenue Officer (CRO) and the Chief Financial Officer (CFO). He aptly describes revenue operations (RevOps) as "the glue" that brings go-to-market teams together and enables growth.

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In this episode, Kate Kompelien discusses her process for building a customer experience (CX) strategy and how companies can use a customer-centric approach to achieve revenue growth.

The conversation explores the link between CX and revenue, as well as the importance of measuring and tracking customer feedback to drive improvements. Kate also highlights the role of technology in aligning customer-facing teams to enhance the customer experience.

Episode Highlights

• 01:01 Challenges in Building Customer Experience Strategy
• 03:19 Overcoming Roadblocks in Implementing Customer Experience
• 06:44 The Link Between Customer Experience and CRM
• 12:24 Defining CX Strategy and Technology Scoping
• 15:12 Understanding Current State and Future State Experience
• 20:24 Consolidating Ideas and Creating Roadmaps
• 22:20 Customer Experience in B2B and B2C
• 25:13 Who Owns Customer Experience?
• 27:32 Tying Customer Experience to Revenue
• 30:51 Designing a Measurement Program for Customer Experience
• 35:13 The Role of CFOs in Customer Experience
• 39:27 The Bowtie Funnel and Customer Retention

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In this episode of RevOps Champions, Kyle Jepson, the senior inbound professor at HubSpot, walks us through the most significant features Hubspot updated in 2022. Then, he demos each and gives us a closer look into a function's past and current capabilities. 

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Sales visibility makes sales management much more accessible. And sales visibility creates clarity, camaraderie, and empathy — foundations you can scale your business on.

But while sales managers are responsible for enabling the entire team's success, your sales team is often focused on their efforts and results. That is why it is necessary that an individual or a team is evaluated based on their performance or behavior related to what they are responsible for.

According to Aaron Rickard, the VP of Operations at Denamico, when a team is aligned and working well, you're still going to have problems; however, the team will be able to solve them.

In this episode of RevOps Champions, Aaron explains the biggest problems companies face regarding sales visibility. Aaron and our host Tiffany Cavegn get into the importance of clarity, clean data, horizontal accountability, and sales methodology for business and also discuss the automation process.

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In this episode of RevOps Champions, we welcome Jack Coopersmith, GTM Specialist – Commerce & Payments at HubSpot. Jack introduces HubSpot Payments and why the solution, although built for small and mid-size businesses, can be a good fit for organizations across various industries.

Jack also shares why Hubspot shifted from being an inbound marketing-focused company to a commerce company and what it looks like to build a commerce-powered CRM with the aspiration of making it the number-one solution in the global market.

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Every leader knows how important it is to analyze business data. And whether you want to track your marketing strategy or alter your processes, HubSpot reporting is key to success.

But if you want to create a report that drives your business forward, you need to ask yourself the right questions.

In this episode of the RevOps Champions podcast, our host Tiffany Cavegn welcomes Bradley Hofbauer, the director of digital enablement at Denamico. They discuss the essential questions you must answer before creating a new report in HubSpot.

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In this episode of RevOps Champions, we are joined by Devyn Bellamy, the senior marketing manager, partner GTM enablement at HubSpot, and George B. Thomas, the owner of George B. Thomas. The two share their experiences building various communities, the challenges they faced along the way, and the lessons they learned. They also discuss authenticity, consistency, and mastering the art of listening as critical factors in building and growing a community online.

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It's safe to say that the pandemic has changed our lives, and we don't connect with each other the way we used to. But a real human connection will always remain a key part of our lives.

In this episode of the RevOps Champions podcast, our host Brendon Dennewill welcomes Justin Breen, an author and entrepreneur at BrEpic & Epic Life. They talk about creating connections through content, why people don't connect in the same way, and the formula for building a successful company.

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RevOps is a B2B function that uses automation to help teams make decisions that grow the business. It represents the convergence of marketing, sales, and customer service and has four components: people, process, data, and technology.

But companies often do not take into account the alignment of all these components. They only invest in technology, thinking that it will fix data, processes, and people.

Paul Pirkle, the president of Mid-America Paper Recycling, points out that technology can make people, processes, and data better, faster, and cheaper, but only if you understand these three components.

In this episode of RevOps Champions, Paul gets into the importance of using automation systems to keep you organized. He and our host Brendon Dennewill discuss RevOps, the significance of communicating both with customers and within the organization, and how business technology impacts customer experience.

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RevOps is all about maximizing the business's revenue potential. And technology is one of its most important components.

But there's more to RevOps than just tech — it is actually more about aligning people, processes, and technology to grow your business. 

In this episode of the RevOps Champions podcast, our host Brendon Dennewill welcomes Scott Sannes, the principal & director of strategic growth at SEH (Short Elliott Hendrickson). They talk about the importance of user experience, what is the client lifecycle, and why alignment is everything in an organization.

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Employee satisfaction and customer experience depend on the company’s tech stack. However, few organizations see innovation as necessary for business growth rather than as another box they need to check like everyone else.

Therefore, if you want to help your team to work smarter, not just harder, and meet the clients' needs, you need to ensure that your formula for success is complete and comprises people, process, data, and technology.

In this episode of RevOps Champions, Mark Hokanson, the CTO of Bridgewater Bank, joins host Brendon Dennewill. The two discuss RevOps, how technology brings departments within an organization closer, and why successful technology implementation depends on a company's openness to change.

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Technology has developed over the years. Its impact can be seen in the rise of new business models that have been successful. More recently, high-growth companies have adopted Revenue Operations (RevOps) as the main strategy in their go-to-market plans. 

RevOps is meant to bring together all customer-facing operations, people, and teams to drive growth and make operations more efficient. But many companies have a problem of misalignment between marketing and sales, which is why they are unable to generate revenue.

In this episode of RevOps Champions, our host Brendon Dennewill welcomes Troy Thibodeau. They get into the pillars on which successful revenue teams are currently building their businesses. They also discuss the impact of technology on customers and employees and how it has changed the business world.

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Running a business and being an entrepreneur can be pretty rewarding. But it comes with many challenges. Therefore, every business owner aspiring to become a successful leader must be open to new perspectives, use an employee-first approach, constantly learn, and make fast, informed decisions. 

In this episode of RevOps Champions, our host Brendon Dennewill welcomes Mark Lachance, the CEO of Maxy Media. Aside from being a successful business owner, Mark is also an author. His book 'The Lucky Formula: How to Stack the Odds in Your Favor and Cash in on Success' is a valuable resource that every business owner should have in their home library.

Mark and Brendon discuss the formula for a successful business, why having the right people is the key to long-term success, and why leaders must lead by example and focus on motivating employees to get desired results. 

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Without a doubt, the lifeblood of every company is sales. And that's why RevOps is such a critical function of a go-to-market strategy for scaling revenue and driving business growth.

But RevOps goes beyond sales teams and extends into other business functions; as our guest says, RevOps is both sales and operational execution.

In this episode of the RevOps Champions podcast, host Brendon Dennewill welcomes Rob Weber, the Managing Partner of Great North Ventures. They discuss the key pillars of RevOps, why product-driven growth is not strictly reserved for software companies, the importance of nurturing a culture of innovation, and so much more.

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RevOps is the building block of an organization as it unifies different departments around the same goal — revenue generation. 

But it all starts with people and how you make them feel. If you give your people what they need to thrive, revenue and profitability will follow.

In this episode of the RevOps Champions podcast, our host Brendon Dennewill introduces Bob Gardner, the CEO of Gardner Builders. They talk about the importance of RevOps, the challenges of growing a business, and the power of people management. 

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There is no RevOps playbook. However, understanding the essence of the RevOps framework can significantly help companies align their teams, improve their sales, and provide exceptional customer and employee experience. And that's not even the beginning of what RevOps can do.

But is RevOps only about technology and tools? While software solutions can undoubtedly maximize the company's business operations and increase revenue, the key to success lies beyond technology. In most cases, companies pay for several programs they don't even use. So, how does that impact their revenue?

In this episode of RevOps Champions, Brendon Dennewill welcomes Adam Stewart, the CMO at Denamico. The two problem-solvers get into the meaning of RevOps, the reasons companies should embrace RevOps, the role of technology and tools in a company's success, and all the challenges and obstacles they face along the way.

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Unlike marketing and sales, RevOps is a relatively new player in the field. And that's the main reason why marketers and people in general usually don't understand it completely.

While RevOps is often described as a method that helps businesses generate more revenue, other RevOps masterminds have a broader perspective on its significance. But no single definition can encompass the real essence of RevOps — it's like a three-layered cake where the taste of each layer is equally dominant.

In the latest episode of RevOps Champions, our host Brendon Dennewill welcomes Alison Elworthy, the EVP of Revenue Operations at HubSpot. They get into the meaning of RevOps, its three pillars, the challenges that led to investing in RevOps teams, and how they, at HubSpot, perform RevOps on a daily basis.

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Moving from hardware to software and focusing on automation is what most companies — both tech and traditional ones — aim for. But, that transition is far from easy and not without its challenges. 

That's why every company needs to answer a few questions before diving into it. The most critical ones are: a) What is the purpose of our business? b) Do we have a skilled team? c) Is our leadership prepared for such a shift?

In this episode of RevOps Champions, Brian McLaughlin, the CEO of Alula, joins our host Brendon Dennewill to discuss the most common challenges tech companies like Alula face. Brian and Brendon also touch upon the importance of trust and collaboration between the sales and marketing team as a prerequisite for business growth.

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RevOps is a fairly complex business function and data and alignment are its two most vital parts. When companies leverage data to achieve more and combine it with great marketing, sales, and service alignment, they can expect tremendous success.

But other aspects, including sales comp, territory structuring, headcount planning, target setting, and change management, also play a vital role in a company's success. They are an essential part of thorough planning, and companies shouldn't rush with it.

In this episode of RevOps Champions, Brendon Dennewill introduces the listeners to Channing Ferrer, the VP of Sales Operations & Strategy at HubSpot. They get into the essential aspects of RevOps, the idea of business planning, and the answers to the most frequently asked questions regarding sales operations.

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A robust strategy is not the only secret ingredient for the success of any business. While strategy plays a vital role in achieving business goals, it's important to have the right people on your team and focus on them primarily. That way, entrepreneurs have the opportunity to "fill up the whole circle" and grow their companies.

But what challenges does this process bring? How do entrepreneurs use the idea of "right person, right seat" to identify which people are right for their business? And what happens if the person is sitting on the wrong seat? By focusing on these aspects, a company can bring more value to its clients.

In the new episode of RevOps Champions, Brendon Dennewill chats with Chris Heim, the President and CEO of AbeTech, which focuses on barcode, RFID, and IoT tech in the manufacturing space. They get into why business is about people, the key ingredients of business success, and what the idea of "digital" actually means.

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Child hunger has always been a problem. Although schools provide food for all kids on weekdays, it doesn’t solve the problem of children going hungry over the weekend if their families cannot afford enough food during weekends. As a result, students feel sluggish and moody when Monday comes.

Some students even sneak some food into their pockets to take home so they don’t go hungry over the weekend. Clearly, child hunger is a huge problem that requires immediate solutions. Luckily, two young gentlemen came up with an idea that's changed both their and the hungry children's lives.

In the new episode of RevOps Champions, Brendon Dennewill welcomes Rob Williams, the President and Founder of Every Meal, a non-profit organization that helps fight child hunger. They dive into the exciting beginnings of Every Meal, its most distinguished programs, challenges, and why cultural and situational food relevancy matters when providing meals to specific groups of people.

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There’s no shortage of data to tap into as a business leader. When used properly, data can propel the company to new heights. But there’s also the possibility of disorganized data or data overwhelm. Departments that don’t necessarily talk to one another don’t share data resources, especially if those resources are in a format like a PowerPoint or a PDF. Even when those resources are shared, they aren’t easily searchable. 

Did you know the average knowledge worker spends 20-25% of their time simply looking for answers? That’s the problem that inspired this week’s RevOps Champions guests Scott Litman and Dan Mallin, founders of Lucy.ai. 

Seasoned entrepreneurs, Dan and Scott - who previously led and sold a very successful Salesforce practice - led their company’s growth with a focus on the customer problem and used their early-stage feedback from users to let the product mature. Building a team wasn’t a new concept for them, but they knew from past experience that the more they could integrate their team’s work together, the more employee loyalty they’d have alongside better company results overall. 

Host Brendon Dennewill, Scott, and Dan get into why companies need to consider embracing technology, the importance of integrating all your teams as early as possible to prevent silos, and what to expect on a successful entrepreneurial journey.