RevAmp by DealHub.io: Recent Episodes
DealHub.io
Effective Revenue Growth. The hottest topic right now in successful B2B companies. So, what better way to help you learn more about Revenue Amplification than listening to insights from leading professionals?We’ve sourced a great lineup of experts who deliver fresh insights on the Strategies, Tools, Process, Analysis, and Alignment that they use. We hope you enjoy the series. Subscribe to get the latest videos straight to your inbox.
Welcome to a special episode of the RevAmp podcast!
🎙️ In this episode, Mark Lerner, Director of Growth Marketing at DealHub, is joined by Nico Lafakis, Revenue Operations Strategist at New Breed, for his second appearance on the show. They dive deep into the buzz around AI, CRM innovations, and the big takeaways from recent events like Inbound and Dreamforce.
What You’ll Learn:
🔹 AI & CRM Innovations: Explore how AI is being integrated into CRM tools and the implications for sales teams. From HubSpot’s Breeze to Salesforce’s Agent Force, discover how these tools are reshaping the landscape.
🔹 Event Highlights: Get the inside scoop on the latest trends and releases from Inbound and Dreamforce, and what they mean for the future of sales and marketing operations.
🔹 The Role of Meaning in Sales: Nico shares his perspective on how automating the minutiae can bring back the 'meaning' to sales roles, allowing reps to focus on what truly matters—building relationships and closing deals.
🔹 HubSpot vs. Salesforce: A candid discussion on the differing philosophies of these two CRM giants. Why are more large companies considering a switch to HubSpot, and what does this mean for Salesforce?
🔹 AI Agents in Action: Learn about HubSpot’s new suite of AI tools, including Breeze and Agent AI, and how they can help sales teams with everything from prospecting to content creation and lead scoring.
Key Quotes:
🗣️ “HubSpot is moving towards being more community-centric, focusing on enabling users to do more meaningful work rather than just pushing tools.” - Nico Lafakis
🗣️ “AI is allowing companies to operate at an enterprise level with small business headcount. It’s a game-changer for revenue operations.” - Mark Lerner
Episode Breakdown:
00:00 - Introduction & Background
03:15 - AI Hype vs. Reality: What’s Actually Happening?
08:40 - Key Takeaways from Inbound & Dreamforce
15:20 - HubSpot’s AI Suite: Breeze & Agent AI Explained
22:45 - The Future of AI in Sales: What's Next?
30:10 - HubSpot vs. Salesforce: A Shift in the CRM Market
37:50 - Predictions for Next Year’s Inbound
44:10 - Closing Thoughts & Where to Find Nico
🔗 Links & Resources:
Follow Nico Lafakis on LinkedIn - https://www.linkedin.com/in/nlafakis/
Learn more about New Breed: https://www.newbreedrevenue.com
Check out our latest RevAmp episodes: https://www.dealhub.io/revenue-podcast
Don't forget to like, comment, and subscribe to stay updated on the latest in RevOps and Sales! 🔔
RevAmpPodcast #AI #SalesOperations #RevOps #Inbound2024 #HubSpot #Salesforce #RevenueOperations #GrowthMarketing
In this episode of the RevAmp podcast, Mark sits down with Samantha Wagner, Sales Ops Specialist at AlayaCare to discuss the age old RevOps question: Is it a tool or process problem?
Here's the breakdown of this week's episode:
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The guest, Samantha Wagner, works at a health tech company called Elia Care, where she is involved in revenue operations, deal desk, and implementing tools like DealHub.
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They discussed the challenge of balancing the desire for new tools/technology versus focusing on improving processes first. Samantha shared that initially they tried to solve issues by implementing DealHub, but then realized they needed to revisit their underlying processes.
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Samantha emphasized the importance of involving a wide range of stakeholders when implementing new tools or processes, to make sure all relevant perspectives are considered. This helps avoid having to redo work later.
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As a revenue operation professional, Samantha sees her role as a change agent, but acknowledged the cultural challenges of driving change, especially across different departments. She emphasized the importance of getting buy-in from executive leadership to help drive adoption at the front-line level.
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Overall, the discussion focused on the balance between tools, processes, and change management that revenue operations professionals need to navigate.
Enjoy and don't forget to like, share, and subscribe!
In this episode of the RevAmp podcast, host Mark Lerner sits down for an in-depth discussion with Jesse Morris, VP of Global Revenue Operations at Keepit.
Here's what Mark and Jesse cover:
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Friction in the sales process: Jesse discusses friction from the perspective of both the sales reps and the customers/buyers. This includes issues like the quote-to-cash process, data/insights access, and enabling partners.
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The impact of rapid change and adaptability: The podcast discusses how the rapid changes over the past 5-6 years, such as the shift to remote work during COVID, have increased the importance of revenue operations and the need for adaptability and flexibility in sales processes.
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Balancing standardization and flexibility: Jesse notes the challenge of building standardized sales processes while also allowing for flexibility to accommodate different customer needs and edge cases. Finding the right balance is key.
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Breaking down silos and cross-functional alignment: As organizations grow larger, the issue of siloed teams with misaligned metrics and data becomes a challenge that rev ops teams need to address.
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Incorporating AI and automation: Mark and Jesse discuss the future of AI in the quote-to-cash process.
Like, share, and subscribe!
In this special episode of the Revamp podcast, host Mark Lerner welcomes Sean Lane and Laura Adint to discuss their upcoming book "The Revenue Operations Manual".
Sean and Laura share their motivation for writing the book, how they define revenue operations, and key prerequisites for implementing it.
They also dive into the strategic role of revenue operations, the importance of building internal partnerships, and how to navigate the tech landscape.
This episode offers valuable insights for revenue operations professionals looking to drive strategic impact within their organizations.
Anyone interested in pre-ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!
In this episode of the RevAmp podcast, host Mark Lerner and guest Brian Ossa dive deep into the evolving CRM ecosystem.
They explore the contrasting approaches of HubSpot and Salesforce - with HubSpot rapidly pushing out new features and updates, while Salesforce takes a slower, more deliberate pace.
Mark and Brian also discuss the rise of "pseudo CRMs" like Monday.com and Asana, which are incorporating more CRM functionality, and how that is impacting the traditional CRM landscape. This episode provides valuable insights into the dynamics shaping the CRM market and the strategic decisions being made by leading providers.
Key Topics Discussed:
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The rapid release cadence and product strategy of HubSpot compared to more established CRM platforms like Salesforce.
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The emergence of "pseudo-CRM" tools like project management and marketing automation platforms that are encroaching on the traditional CRM market.
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The changing CRM ecosystem, with new players gaining market share and the potential impact of a hypothetical Google acquisition of HubSpot.
And much more!
RevOps #CPQ #CRM #HubSpot #Salesforce #monday #asana #AI
In this episode of the RevAmp Podcast, we’re joined by Brantley Pace, a seasoned SaaS expert with over a decade of experience in revenue operations and go-to-market strategies. Brantley shares his insights on how RevOps is transforming the way companies reduce friction and generate demand across the entire customer lifecycle.
Discover how distributed teams can overcome gridlock and optimize the customer and sales rep journey, even in tech-heavy environments. Brantley dives deep into the evolving role of RevOps, the rise of technology-first strategies beyond SaaS, and the critical importance of efficiency in today’s competitive landscape.
Whether you're in RevOps, sales, or just looking to improve your go-to-market strategy, this episode is packed with actionable insights that can help drive your business forward.
Key Topics:
- The growing importance of RevOps in tech and beyond
- Strategies for reducing friction across the customer lifecycle
- The role of technology in scaling revenue operations
- How to align RevOps with demand generation and go-to-market goals
Don’t forget to like, comment, and subscribe for more episodes of the RevAmp Podcast, where we explore the latest trends and insights in revenue operations, sales, and marketing.
RevOps #RevenueOperations #DemandGeneration #GoToMarket #SaaS #SalesStrategy #MarketingStrategy
In this episode of the RevAmp podcast, Mark Lerner, the Director of Growth Marketing at DealHub, is joined by Jen Bergren, an operations educator and expert in revenue operations.
In this episode:
- Mark and Jen discuss the importance of documentation in business and revenue operations, and how it is often neglected. Jen shares her background in revenue operations and how she became passionate about documentation.
- Jen explores the challenges and struggles that individuals and organizations face when implementing documentation practices, such as getting leadership buy-in and finding the time to dedicate to it.
- Jen provides valuable insights and tips on how to overcome these challenges and emphasizes the importance of just getting started with documentation.
- Mark and Jen also touch on the potential value of AI in enhancing internal knowledge bases and the need for a people-focused approach to documentation.
Don't miss this informative and practical discussion on the power of documentation in revenue operations.
RevOps #Documentation #InternalKnowledgebase #AI #CPQ #RevenueOperations #SalesOperations #salesops
In this episode of the RevAmp podcast, Mark Lerner interviews Mitchell Jones, the Director of Revenue Operations at TapClicks. They discuss various topics related to Lead to Cash and revenue operations. Mitchell shares his background in ad tech and how he transitioned into his current role.
Check out this episode to:
- Gain insights into the concept of Lead to Cash.
- Learn about Lead to Cash's importance in today's business landscape.
- Find out about the role of technology, such as AI, in streamlining and optimizing Lead to Cash processes.
In this episode of the RevAmp podcast, host Mark Lerner is joined by Mike Groeneveld, the VP of Global Sales at EverStage. They discuss Mike's experience as a sales leader and the changes he has witnessed in the sales industry over time. They also touch on the challenges and opportunities that arose during the pandemic and how sales leaders can navigate through uncertain times. Mike shares valuable insights on setting expectations, building trust with your team, and driving change. Tune in to gain valuable sales leadership tips and strategies from an industry expert.
In this episode, of the RevAmp podcast, Mark interviews Colette Molteni, a sales ops professional and speaker, about the importance of emotional intelligence (EQ) in the world of revenue operations (RevOps). They discuss the challenges of remote communication, the impact of EQ on performance success, and practical strategies for improving EQ in the workplace. Colette also shares valuable insights and resources for building EQ in the RevOps field. Don't miss this engaging conversation on empathy and its role in driving success in your role. Check out Colette's website, empathyelevated.com, for a free EQ guide tailored for RevOps professionals.
RevOps #SalesOps #EmotionalIntelligence #EmotionalIQ #EQ
In this episode of the RevAmp podcast, Mark Lerner sits down with Shantanu Shekhar from Gong to discuss the incredible growth journey of the company. From starting as a single product in the US market to becoming a multinational success, Gong has faced numerous challenges along the way. Shantanu shares insights into the operational perspective of managing this growth and the importance of being agile and flexible. They also delve into the lessons learned and the future direction of Gong. Don't miss this fascinating conversation about Gong's remarkable journey.
In this episode of the RevAmp Podcast, Mark Lerner interviews Chirag Gulati about the current state of the #CPQ space. Chirag discusses the limitations of Salesforce CPQ, stating that there have been no major upgrades or developments in the product since its acquisition by Salesforce in 2015-2016. He also mentions that Salesforce's Revenue Lifecycle Management (RLM) product is still under development and not ready for use. Gulati emphasizes the need for a modern CPQ solution that can address the evolving needs of different industries and sizes of companies. He also highlights the trend of companies consolidating their tech stacks and looking for more cost-effective solutions. The conversation touches on the impact of AI in the quote-to-cash process, with Gulati noting that while AI is a buzzword, it requires structured data to be effective. Overall, Gulati suggests that there are still many unanswered questions in the CPQ space and that time will reveal how the market evolves.
In this episode of the RevAmp podcast, host Mark Lerner sits down with Inese Pumpure, Senior Director of Revenue Operations at Visiting Media. They discuss the challenges and trends in revenue operations, including the consolidation of tech stacks and the importance of standardization and approval processes. Inese shares her background in marketing operations and how it has shaped her perspective in revenue operations. They also delve into the impact of COVID-19 on the industry and the need for vendors to prove their value. Tune in to gain insights into the world of revenue operations and learn about valuable resources and methodologies.
In this episode of the RevAmp podcast, host Mark Lerner interviews James Eaton, VP of Sales at Dozuki, a SaaS platform for digital training in the manufacturing market. They discuss sales leadership and the challenges of the current business environment. James shares his experience with series A turnarounds and how he has had to adapt his playbook in the face of changing market trends and buyer behavior. They also discuss the importance of asking the right questions, providing value to prospects, and leveraging tools and processes to optimize the sales cycle. James emphasizes the need for sales teams to be more industry experts and focus on pre-discovery to build value from the first interaction with prospects. They also touch on the increasing noise in the market and the importance of standing out by offering personalized and relevant solutions.
In this episode of the RevAmp podcast, Mark Lerner interviews James Hunsberger, Head of Sales Systems Technology at Miro. They discuss the importance of contributing to online communities, the value of being agile and adaptable in a changing market, and how to make yourself more valuable in the face of AI advancements. James shares insights on communication, refining skills, and the role of operations in filling gaps in business systems. Don't miss this insightful conversation on navigating the tech industry and preparing for future growth.
In this episode of the RevAmp podcast, Mark Lerner interviews Jackie Leahy, a former kindergarten teacher turned #RevOps professional and founder of a fractional RevOps consortium. They discuss the challenges of internal adoption and how to overcome them. Jackie emphasizes the importance of understanding the human dynamics and communication styles of the individuals using the solution or process being implemented. She also highlights the need to make resources and training materials match the preferences and needs of different personality types. Jackie shares her approach of being an investigative anthropologist to truly understand how people currently work and tailor the solution to their needs. She also discusses the importance of creating a safe and valued environment to encourage adoption. The conversation concludes with a focus on the positive transformation of workplace relationships and the upcoming Rev Ops AF conference where Jackie will be speaking.
Join Mark and special guest Jen Igartua, CEO of Go Nimbly, as they explore the pivotal changes and challenges faced by RevOps leaders in today's dynamic business environment.
In this episode, Jen shares her extensive experience, from her early days at Bluewolf to leading the first RevOps consultancy, Go Nimbly. Mark and Jen discuss the impact of major industry shifts like the rise of AI and the post-pandemic landscape on scalability and agility in SaaS companies. Jen provides invaluable insights into how businesses can remain competitive and thrive by breaking down silos and integrating data effectively.
Key Takeaways:
- Understanding the new normal in revenue operations.
- Strategies for enhancing scalability and agility in your operations.
- The critical role of data integrity and unified business stacks in today's market.
This episode is a must-watch for anyone involved in or interested in #RevenueOperations, whether you're a seasoned leader or just starting out.
Discover the tools and mindsets needed to adapt and succeed in the rapidly changing world of #RevOps.
👉 Watch the video now to gain insights that will help you navigate the complexities of revenue operations and drive your business towards success.
Don’t forget to like, subscribe, and hit the bell icon to stay updated with our latest content tailored for revolutionizing RevOps and business strategies.
In this episode of the RevAmp Podcast, Mark Lerner interviews Hannah Hanrahan, the leader of #RevenueOperations at Atrius.
Hannah discusses her background in operations and how she transitioned into revenue operations. She explains that revenue operations focus on streamlining the customer journey and supporting the backstage operations of people, processes, and tools. Hannah also emphasizes the importance of standardizing processes, such as quote-to-cash and product launches, to improve efficiency and avoid errors.
The episode transitions into a discussion on the role of #DealDesk in managing approvals and facilitating decision-making. Hannah highlights the need to prioritize and optimize the internal customer experience when implementing new processes or tools.
Hannah suggests evaluating whether to build internally or buy external tools based on industry standards and best practices.
In this episode of the RevAmp podcast, Mark Lerner interviews Shivam Shah, Director of #RevenueOperations at Postscript, about adaptability and revenue operations. They discuss the challenges of shifting from a growth-at-all-costs mindset to scalable growth, the importance of saying no and setting expectations, reevaluating ideal customer profiles, and the need for adaptability in the face of uncertainty. Shivam also shares insights on resourcing constraints and the power of prioritization in revenue operations. Tune in for a valuable conversation on navigating the changing landscape of business.
In this episode of the RevAmp podcast, Mark Lerner interviews Amie Weizer, the Director of Operational Excellence at LMS365. They discuss topics related to scalability and frameworks for growth.
** Amie shares her background and journey, starting in sales and then moving into account management and customer-facing roles. She emphasizes the importance of understanding the customer journey and ensuring a seamless experience across all touchpoints.
*** Amie also talks about the challenges and opportunities of revenue operations and the need for alignment with the C-suite. She highlights the importance of involving people in the change process and empowering them to make decisions.
** Amie shares her insights on capacity planning and resource management, emphasizing the need to understand the role and outcomes before determining headcount. She also discusses the concept of "Gemba Walk" and the importance of directness and mindset leadership in driving success.
revops #dealdesk #revenueoperations
In this episode of the RevAmp podcast, host Mark Lerner interviews Brian Tully, the Head of Americas for #Sales at LiveU. Brian discusses his background in investment banking and entrepreneurship, as well as his experience in helping startups grow and make transformative decisions. The conversation focuses on the challenges and opportunities of adapting to changing marketing conditions and being a transformative leader. Brian shares a specific example from his previous role at Goldcast, where he made decisions based on data analysis that led to pushback from the sales team. He explains how they identified the need to target a different client size and industry based on customer renewal rates. Brian also discusses the importance of aligning #marketing and #sales goals and continuously iterating and optimizing the #go-to-market strategy. Looking to the future, Brian predicts that #automation and #AI will play a significant role in sales, particularly in automating repetitive tasks and improving productivity. He emphasizes the importance of empowering #SalesReps and leveraging AI for intelligent conversations.
On this episode of the RevAmp pocast, Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners, discusses the future of #revops and the changes he has observed in the industry. Jeremey notes that revenue operations has expanded beyond #salesoperations and is now incorporating customer success operations as well. However, truly consolidated revenue operations that span sales, customer success, and marketing are still rare. Jeremey suggests that the reporting structure for revenue operations should align with the relevant leaders in each function. He also emphasizes the importance of efficiency in revenue operations, particularly in optimizing channels and assessing the return on investment. Jeremey highlights the metrics that revenue operations should focus on, including CAC payback, LTV to CAC ratio, and the Rule of 40. He believes that the pendulum is swinging back towards growth after a period of focusing on efficiency. Donovan shares some strategies for driving growth, such as account scoring and territory management, as well as the importance of discipline and execution in sales and pipeline generation.
In this episode, Mark Lerner interviews Sandy Robinson, the Senior Vice President of #RevenueOperations and Enablement at Patra. They discuss the importance of methodologies, processes, and technologies in scaling a company. Sandy emphasizes the need for alignment and integration of methodologies into the customer buying journey, as well as the importance of technology integration and training. They also touch on the impact of #ai in the sales and revenue operations space, with Sandy highlighting the need for revenue operations professionals to stay informed and leverage AI tools for optimization. Sandy shares her approach to prioritizing and addressing challenges in #RevOps and emphasizes the importance of simplicity and agility in setting up and evolving tech stacks.
In this episode of the RevAmp podcast, host Mark Lerner interviews the Director of RevOps at SupportLogic, Matt Hadreas, about #RevenueOperations and the #agile approach to it. Matt shares his background and how he got into revenue operations, emphasizing the importance of data and technology in speeding up sales processes. He also discusses the need for reliable and accurate data that provides real insights for decision-making. Matt highlights the importance of prioritization and managing expectations when it comes to workload management. He suggests having a roadmap and regularly meeting with stakeholders to align on priorities. Matt also talks about the use of #AI in #RevOps, particularly in conversational AI and data analysis. He mentions the potential of AI in improving sales processes, such as lead generation and personalization. Finally, Matt discusses the challenges of outbound sales in a noisy environment and the need for innovative solutions to cut through the noise and engage buyers effectively.
In this episode of the RevAmp podcast, host Mark Lerner interviews Josh Pudnos, the VP of Revenue Operations at Exiger. Josh discusses his experience building a #revops function from scratch and shares insights and advice for others in similar roles. He emphasizes the importance of having a clear mission statement and vision, as well as consistently communicating and reiterating that vision to gain buy-in from stakeholders. Josh also highlights the need to prioritize and address key challenges, such as data consistency and tool implementation, while being mindful of the organization's history and willingness for change. He advises against making assumptions based on previous experiences and stresses the value of quick action and adaptability. Looking ahead, Josh anticipates new challenges and opportunities as Exiger continues to grow and faces potential acquisitions and changes in its go-to-market strategy.
In this episode of the RevAmp Podcast, Mark Lerner interviews Colin Specter, the VP of Sales for Orum, a live conversation platform for salespeople. They discuss the recent sales kickoff that Orum conducted and the challenges and observations in the sales industry due to the COVID-19 pandemic and the emergence of AI technology. Colin emphasizes the importance of centering the human element in sales and the need for sales professionals to focus on building customer connections and trust. He also discusses how AI can be used to automate administrative tasks and reduce risk in sales processes, allowing sales reps to focus on more strategic and creative aspects of their work. Colin goes on to highlight the value of live conversations and humans' unique qualities in sales interactions.
In this episode of the RevAmp podcast, host Mark Lerner interviews Patrick Franciotti, Director of #revops at Ontra, a legal technology company.
Patrick discusses his role in building out the company's operations team and implementing a tech stack to support their go-to-market strategy. He also talks about the challenges and opportunities presented by the COVID-19 pandemic and the company's shift towards offering multiple software products. Patrick emphasizes the importance of ease of use and enabling users when selecting tools and discusses the decision-making process for choosing the right tools for their needs. He also highlights the company's focus on objectives and key results (OKRs) as a guiding metric for decision-making and the importance of adaptability and agility in a rapidly changing market. Looking ahead, Patrick discusses the company's sales strategy and the importance of alignment between customer success teams and sales teams in achieving their growth goals.
revops #RevAmp #RevenueOperations
In this episode of the RevAmp podcast, Mark Lerner interviews Danielle Marquis, the VP of Revenue Operations at Zappi. Danielle shares her background and experience in revenue operations, discussing the challenges and strategies she has navigated throughout her career. They also discuss the impact of rapid changes in the business landscape, such as the COVID-19 pandemic, and the importance of being agile and adaptable in response to these changes. Danielle emphasizes the need to balance current needs with long-term scalability and shares insights on building for the future while addressing immediate requirements. They also touch on the transition to a product-led growth model and the considerations involved in pricing and purchasing models. Overall, the conversation highlights the importance of prioritizing people and culture in driving success in revenue operations.
In this episode of the RevAmp podcast, host Mark Lerner interviews Pete Kazanjy, one of the founders of Atrium, a sales performance management software company. Pete discusses his background in sales and his experiences in the industry. He emphasizes the importance of modern sales, which involves using technology and data-driven management to improve sales performance. Pete also talks about the challenges faced by sales leaders, especially during times of change, such as the shift to remote work during the COVID-19 pandemic. He highlights the need for agility and adaptability in sales organizations and the importance of effective leadership in guiding teams through change. Pete also shares his thoughts on the concept of company culture, suggesting that a balance between a family-like environment and a sports team mentality is ideal. He concludes by offering advice on high-performance sales management and where listeners can find more information from him.
Join Mark as he and special guest Matt Volm (Co-founder and CEO of RevOps Co-op) delve into his fascinating journey from VP of Business Operations to leading a global community of over 12,000 Rev Ops professionals.
Discover the origins and evolution of RevOps Co-op and get exclusive details about their much-anticipated conference, Rev Ops AF, set in sunny San Diego.
In this episode, Matt shares invaluable lessons from his extensive experience in RevOps, revealing how he navigated the nascent field, his strategies to align with company objectives, and the specific actions that propelled revenue growth and customer success.
He also sheds light on the critical tools and technologies that are indispensable in today's rev ops landscape, from marketing automation and CRM systems to sales engagement tech and customer success platforms. Plus, don't miss his insights on the transformative role of no-code tools like Zapier in streamlining workflows and fostering system integration.
Whether you're a RevOps or just starting, this episode is packed with actionable insights, forward-thinking strategies, and an inspiring look at the future of revenue operations. Tune in to explore how prioritization, problem-solving, and the right technological tools can unlock unprecedented growth and efficiency in your organization.
In this episode of the RevAmp podcast, host Mark Lerner interviews Malcolm Smith, the head of Global Business Development for Centrical. They discuss the challenges leaders face in high-performing sales organizations, particularly in times of uncertainty and change. Malcolm shares his insights on the importance of process and expectations in managing a sales team and finding the right balance between structure and flexibility. They also touch on using AI in sales and the need for experimentation and data-driven decision-making. This episode offers valuable insights for sales leaders navigating the ever-changing sales landscape.
In this episode of the RevAmp Podcast, host Mark Lerner interviews Sean Lane, a founding partner at Minot Light Consulting, about operations and go-to-market execution. Sean discusses his background in #revops and the importance of having a strong ops team in navigating challenging market conditions. He emphasizes the need for flexibility and adaptability in a rapidly changing business landscape. Sean also shares his insights on structuring an ops team, building for scalability, and designing a technology stack that supports the customer journey. He highlights the foundational components of a tech stack, such as a CRM and data warehouse, and advises against incorporating new technologies without a clear problem to solve. Sean also discusses the role of AI in ops and the importance of leveraging AI tools to drive efficiency and yield. He cautions against getting caught up in buzzwords and emphasizes the need for critical thinking and continuous improvement in ops.
RevenueOperations #Scalability #CPQ
In this episode of Revamp, host Mark Lerner interviews Natalie Furness, founder and CEO of Rev Ops Automated. They discuss the importance of focusing on revenue operations and the need for businesses to prioritize efficiency and effectiveness in their processes. They also explore the challenges of creating user-friendly tools and the importance of aligning teams and objectives to achieve revenue growth. Natalie shares insights on optimizing the cash-to-quote process, simplifying workflows, and integrating platforms for better usability.
RevOps #CPQ #QuoteToRevenue #QuoteToCash
In this episode of Revamp: Sales Leaders, host Mark Lerner interviews Chris Nethercote, Head of Sales at metadata.io. Chris shares his journey from starting in sales to reaching his current leadership role. He emphasizes the importance of operating like consultants rather than salespeople and understanding the customer's problems. Chris also discusses the sales process at metadata.io, focusing on simplicity and streamlining to remove complexity and potential points of failure. He explains the framework they use for initial meetings, demos, and business case development. Chris also touches on the importance of keeping tools and processes minimalistic and aligning with customer needs.
In this episode of the Revamp podcast, host Mark Lerner interviews Nicholas Gollop, a RevOps and Go-to-Market strategy advisor for SaaS B2B tech companies. Nick shares his insights and experiences in the field of RevOps and emphasizes the importance of understanding the role and value of RevOps beyond being a system administrator. He discusses the similarities and differences between marketing ops, sales ops, and customer success ops, highlighting the need for different skill sets in each area.
The conversation then shifts to data integrity and the challenges of maintaining consistent and accurate data throughout the customer lifecycle. Nick explains the concept of a data lake, a centralized repository for storing and interpreting data from multiple systems, and its role in ensuring data integrity. He also discusses the impact of data integrity on revenue recognition and the importance of building guardrails and approval processes to prevent errors in deals and contracts.
The episode concludes with a discussion on the future of RevOps and the need for companies to think long-term and prioritize adaptability and resilience. Gollop predicts that in 2024, companies will focus more on product-market fit and take a more nuanced approach to go-to-market strategies.
In this episode of the RevAmp podcast, host Mark Lerner interviews Danae Ruiz, a Revenue Operations strategist at New Breed. Dene shares her background and how she got into her current role. She discusses her experience with HubSpot certifications and how she discovered her passion for revenue operations (RevOps). Dene also talks about her speaking engagement at Inbound, where she discussed the migration from Salesforce to HubSpot.
The main focus of this episode is on the importance of alignment within companies and how RevOps can help achieve that alignment. Danae emphasizes the need for departments to communicate and collaborate effectively, as silos can lead to duplication of work and tension between teams. She shares her goal of eliminating silos and facilitating internal conversations to improve team alignment.
Danae also discusses the role of RevOps in building agility and resilience within companies. She highlights the importance of streamlining processes, making data-driven decisions, and fostering cross-functional collaboration. Danae emphasizes the need for continuous improvement and feedback collection to ensure ongoing alignment and success.
Overall, the episode provides insights into the role of RevOps in driving alignment, agility, and resilience within companies and highlights the importance of effective communication and collaboration between departments.
In this episode of the Revamp podcast, host Mark Lerner interviews Nico Lafakis, RevOps Strategist at New Breed, about the use of AI in RevOps. Nico’s background in graphic design and CRM work gives him a unique perspective on the topic.
They discuss the history of AI, from Siri to Amazon Alexa, and how it has evolved over time. Nico explains how AI is being used in RevOps, particularly in drawing cross comparisons of data and generating insights that would take a significant amount of time to do manually.
With the recent introduction of custom GPTs and the ability to fine-tune models and conversations, Nico is incredibly excited about the possibilities of using custom GPTs and the potential for creating personalized bots that can automate tasks and connect with APIs. Mark and Nico also touch on the importance of prompt engineering and how it has evolved with the advancements in AI technology. As they wrap up, Nico shares his thoughts on the future of AI in RevOps and how it may impact job roles in the industry.
In this episode of the RevAmp podcast, host Mark Lerner welcomes Jeff Ignacio, a seasoned expert in Growth and Revenue Operations at Regrow Ag, to discuss how the field of revenue operations has evolved and its future in the B2B SaaS industry. Jeff, with a rich background in RevOps spanning a decade, delves into how his journey began and his current endeavors, including running "The Rev Ops Review" podcast with Cognism and creating educational content for revenue operators.
The conversation shifts to the evolution of the RevOps role, once considered niche but now a sought-after position in the corporate world. Jeff offers his unique perspective on the challenges and transformations within RevOps, emphasizing the importance of unifying operational teams under a single leadership to enhance efficiency and coherence in processes.
Mark and Jeff also explore the impact of COVID-19 on the industry, noting the shift towards remote work and digital tools, and the consequent changes in sales and customer service strategies. Jeff highlights the underfunding of CS operations and the increasing importance of focusing on existing customer relationships and revenue protection in the coming year.
As the episode progresses, they discuss the growing importance of AI tools like Chat GPT in enhancing productivity in RevOps. Jeff shares his optimism for the future, despite a potential economic downturn, believing that the trials faced in recent years will produce highly skilled and adaptable revenue operators. The episode concludes with reflections on the future of RevOps and the B2B SaaS sector, offering valuable insights for professionals navigating these ever-evolving landscapes.
In our latest podcast episode, host Mark Lerner sits down with Anthony Enrico, the visionary co-founder of LeanScale, a company revolutionizing Rev Ops as a service. Anthony delves into his rich experience in B2B technology and the dynamic world of revenue operations, drawing from his journey with a fast-growing firm that achieved successful acquisition.
Get Anthony's GTM Framework Here.
The episode focuses on the pivotal concept of growth modeling. Anthony explains how this strategy empowers companies to meticulously plan and effectively execute their growth trajectories. He emphasizes the critical role of Rev Ops in today's business landscape, highlighting the need for strategic foresight and proactive measures in fueling organizational growth.
Furthermore, Anthony provides invaluable advice for Rev Ops professionals. He underscores the importance of self-advocacy and the impact that Rev Ops can have within a company. His insights offer a roadmap for professionals aiming to leave a significant mark in their organizations.
This conversation is a must-listen for anyone in the Rev Ops space seeking to understand the evolving nature of their role and its influence on business success. Anthony's expertise presents a clear, solution-focused perspective, vital for navigating the future of Rev Ops.
In this episode, Mark Lerner interviews Stuart Balcombe, who leads growth at Arrows, a HubSpot App partner.
They discuss trends in the HubSpot ecosystem and how companies are increasingly focused on consolidating their tech stack to provide a more connected customer journey. Stuart highlights the importance of the RevOps role in achieving business goals, especially as companies aim to consolidate their data into one place. They also touch on the impact of AI on data and the recent acquisition of Clearbit by HubSpot.
The conversation explores the shift from purely inbound or outbound strategies to a more blended approach and the challenges of changing strategies midstream. Stuart emphasizes the need for a connected customer experience and the role of operations in achieving that. The podcast episode also mentions the rise of the CFO's influence in purchase decisions and the importance of net revenue retention in today's business landscape.
In this episode, Christopher Barnett, founder of WORQFLOW and a HubSpot Solutions partner, discusses the evolving role of RevOps within the HubSpot ecosystem. Chris and Mark explore the growing complexity of customer use cases and how HubSpot is adapting to meet these challenges.
The conversation then moves on to discussing the influence of AI on RevOps and its potential to streamline processes, enhance productivity, and create a more strategic focus. They also touch upon the changing landscape of tech companies, where the emphasis has shifted from a pure Product-Led Growth (PLG) approach to a more balanced Revenue-Led strategy.
Christopher emphasizes the importance of aligning people, platforms, and processes in RevOps, focusing on data-driven decision-making and long-term strategic goals. They also discuss the role of AI in trend analysis and signal identification within data, highlighting its value in optimizing revenue.
Looking ahead to Inbound 2024, Christopher predicts a potential focus on data sensitivity and CRM improvements, catering to both enterprise and smaller use cases.
Lucas Munisteri is the CEO of Theia Strategies.
Amidst the lively setting of the INBOUND 2023 conference, DealHub's Mark Lerner got to know Lucas, hearing about the transformative journey of Lucas's agency over half a decade. Their conversation shed light on the myriad challenges and shifts businesses faced, especially during the COVID-19 pandemic.
Lucas, showcases an unwavering determination to navigate every challenge that comes his way. With a rich history rooted in the oil and gas sector spanning over a decade, Lucas brings a distinctive viewpoint to the table. His expertise is not just limited to one domain; it stretches across platforms like HubSpot, where he's an 'InBound marketing'-certified professional, and extends to solving intricate problems, team-building, and managing interpersonal dynamics.
Central to Lucas's professional journey is his innate ability to provide bespoke solutions, optimizing marketing and sales endeavors for various businesses. He adeptly taps into multiple channels, ensuring effective lead generation, prospect nurturing, and customer conversion. His passion lies in understanding businesses from a holistic viewpoint, aiming to enhance their sustainability and efficiency.
With an ever-forward gaze, Lucas's ambition propels him to continuously challenge the status quo, ensuring that Theia Strategies consistently offers unparalleled value to its clientele.
Cameron Collins is the Revenue Operations Strategist at RevPartners and a dynamo in the RevOps arena.
DealHub's Mark Lerner had a chat with Cameron, with the vibrant backdrop of the HubSpot Inbound conference. Their exchange highlighted the transformative role of RevOps in today's business ecosystem.
Self-described as a "hydraulic press," Cameron possesses the tenacity to excel in every challenge he faces. His background is enriched with experiences in business development, sales, marketing, and a pronounced focus on Revenue Operations. Cameron's expertise is vast, spanning platforms like HubSpot, Salesforce CRM, Podio and Wrike.
At the heart of Cameron's work is his passion for connecting individuals with products or services, sometimes unveiling needs they weren't even aware of. He harnesses multiple channels to bolster sales and is a maestro in presenting and building connections, thanks to his love of people.
Always looking ahead, Cameron is driven by ambition, perpetually pushing his limits to ascend alongside Sprocketeer, ensuring they consistently deliver unmatched value to their community members.
Emerson McCuin is the Head of RevOps at Haas Alert.
DealHub's Mark Lerner had the opportunity to sit down and chat with him on the sidelines of the HubSpot Inbound conference.
Emerson's journey to RevOps is not your ordinary one - he started in social work, moved to sales, and, in the process learned to build a "Shadow" CRM to better align it with his own process. Soon after, other people within the company started asking him to build the same thing for them. It was then that he realized that it was in building processes and systems that he found his true calling.
He found his way to his current RevOps role by answering a question posed in a Slack channel about what to put on a RevOps job description. Emerson said "forget the job description, hire me and we'll figure it out together".
Emerson is a big advocate for leveraging AI to "democratize" building internal systems. Where there was once a blocker when you needed dev resources for something, you can now build it yourself with help of ChatGPT. But, it's not magic and you need to know the ideal end state is, or you'll end up with garbage.
Emerson's champions HubSpot CRM and is excited about some of the big AI innovations leading the CRM into the future.
How clean is your data?
Data is an asset to the business the same way people are an asset to a business.
Our recent RevAmp podcast guest, Mollie Bodensteiner of Syncari, challenges us to have a unified customer data set to really understand our business and make decisions on clean data.
How “explainable” is your product?
Your salespeople need to be able to explain the product to their customers and your customers need to be able to explain it to decision-makers and execs.
Semir Jahic, Sr. Manager of Sales Engineering and Operations EMEA at Clari, joined the RevAmp podcast to the value sales engineering brings to revenue operations.
Listen to the full interview.
JM Wilke is VP of Operations and Principal Growth Consultant at Scott Leese Consulting. In this episode, we discuss systems and how technology affects efficiency in RevOps. We also dive into how good sales operations technology and processes can help recruit and retain a happy sales team.
Perry Nalevka from Penguin Strategies joined the RevAmp podcast this week to discuss how you can use your CRM, such as Salesforce and HubSpot, to scale B2B marketing.
Listen to the interview to learn more about:
- How Salesforce and HubSpot differentiate their brands
- Where the breakdown is when integrating Salesforce and HubSpot
- Product-led sales may be the answer to closing deals
Mathias Saint-Jean, Head of Revenue Operations at Unito, answers that question and many more in our latest episode of the RevAmp podcast. We also get his take on lead scoring, customer onboarding, and the PLG tech stack.
Jay McBain is the Chief Analyst - Channels, Partnerships and Ecosystems at Canalys, the leader in sales channel analysis and data. Their services help the world’s largest tech companies manage their partner landscape. Jay wrote excellent content when he was at Forrester, providing real value and insights. In this podcast, we dive deep into partnerships and channel sales.
“Slow is smooth and smooth is fast.” That’s the deal desk team motto at Braze. Katie Zinman, Director of the Global Deal Desk at Braze, joins the RevAmp podcast this week to share what she’s learned by growing a deal desk team from 2 to 11 people in 2 years.
Listen to learn valuable tips for onboarding new sales hires, using technology to streamline the sales process, and scaling the deal desk at a high-growth company.
RevAmp Podcast: Mike Dickerson, CEO of ClickDimensions, discusses how DealHub CPQ integrated with Microsoft Dynamics creates a frictionless buying process.
Ben Rubin, Revenue Director at Remotish, discusses removing friction across RevOps teams and fostering collaboration with customers.
Finance and RevOps are best friends, or at least they should be!
In our latest RevAmp podcast, Revenue Operations leader Briana Yarborough discusses the importance of Finance, Business Intelligence, and Revenue Operations working together and building trust.
Briana also shares her insights on hiring for diversity and inclusion in finance and revops.
Anya Ciecierski is the co-founder of the top blogs for Microsoft Dynamics Partners - ERP Software Blog, CRM Software Blog and ERP Cloud Blog. Combined, they have 90,000+ visitors a month and serve as valuable resources for Partners and anyone looking to implement Microsoft Dynamics 365. Anya discusses how the Partner community serves to educate and inspire MSD users.
Russ Drury, Senior Director of Solutions and Success at Zeplin, joined our latest RevAmp podcast to share the pros and cons of Customer Success owning renewals and expansions. Listen to the full interview to learn how you can help your CS managers drive renewals and expand revenue.
- The customer success vs. sales personality
- The characteristics of a good CS manager
- How to coach CS managers for urgency, empathy, and impact
“80% of the time, by the time a customer reaches out to a vendor, they've already made up their mind.”
That’s just one of the many nuggets of truth that Henrique Moniz de Aragão of Ultimate.ai shared with us in this week’s RevAmp podcast. He had a front-row seat to the explosion in the B2B software market in his previous role as the VP and GM of EMEA at G2.
In our conversation, he provides a deep understanding of how buyer behavior has changed and how marketing and sales organizations are evolving to match buyer expectations.
Michael Randazzo, VP of GTM Strategy and Sales Enablement of Challenger, joined the RevAmp podcast to discuss how to retain top sales talent. Besides compensation, top performers, or Challengers, want to know they are working for a company that:
- Communicates its vision and how sales reps are integral to their mission
- Offers a clear path for career development
- Provides the right tools and resources
- Recognizes skills gaps and offers training paths
- Use a consistent, measurable, and effective sales process
You could say Frank Sohn is the OG of CPQ.
We are honored to have Frank as our guest on the RevAmp podcast. With 25+ years of experience in CPQ consulting and 200+ podcast episodes under his belt, he brings a wealth of knowledge to our discussion about the evolution of CPQ from a product configurator to the quote-to-cash solution we enjoy today.
Sam Jacobs is the Founder of Pavilion, formerly Revenue Collective. Pavilion is a private membership for high-growth professionals, providing the support you need to get you where you want to go. There are already 5,000 Pavilion members. Listen to learn what the responsibility of the modern-day chief revenue officer is and the human part of being in a workplace.
Sam shares that how technology makes us feel or how disconnected we feel from our fellow human beings has accentuated people's sense of seeking and wanting community... but not just community for its own sake. They seek comfort and reassurance that they are not alone, they are with their fellow kindred spirits, and are moving in a purposeful direction. They are seeking purpose, direction, support. and guidance.
In this podcast, Sam Jacobs discusses:
05:13 The modern-day Chief Revenue Officer
08:06 Foundational knowledge a CRO should have
09:45 Knowledge sharing and collaboration among revenue professionals
15:00 Hiring for CRO in 2021
16:17 CRO School - Shaping the CRO landscape at Pavilion
About the podcast
The RevAmp podcast derives from two words: Revenue + Amplification. This series has been produced specifically to give a voice to the sales and revenue operations professionals who have invaluable experiences to share. We have seen the scope for this role, as well as the recognition, expectations, and tools have rapidly changed over the last couple of years. The reality is that there are not enough high-quality resources for fellow professionals to use as a benchmark or learning curve. DealHub knows how important it is to be well resourced so we have put together this RevAmp podcast for your benefit.
Will Allred, co-founder of Lavender, joined us on the RevAmp podcast with some awesome tips to help salespeople write cold emails that keep the conversation going.
Your potential customers are triaging their inbox, trying to categorize their emails and move on. Your job is to focus on the prospect’s pains and see if there’s interest. You need to:
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Focus on the recipient's problems
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Personalize the email message
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Write for clarity in short choppy sentences at a 5th-grade reading level
We also touch on The Great Resignation and how it’s crucial to invest in technology that helps your employees succeed and motivates them to stay.
1 in 4 workers quit their job in 2021 and CROs are feeling the impact of The Great Resignation. Companies and employees are resetting their expectations and, for better or worse, it’s affecting revenue.
Ian Cook, VP of People Analytics at Visier, joined us on the RevAmp podcast to discuss what’s driving The Great Resignation and what RevOps leaders can do to minimize the negative impact on revenue.
Watch the full interview as we dive into these urgent questions:
- If labor participation is down, how do I find and retain the right employees?
- Why is the employee-employer relationship more important than ever?
- What does work-life balance mean today?
- How can I create a better employee experience?
Your customers need to feel supported after purchase. Are you ensuring there’s a smooth transition from Sales to Customer Success?
This week, Natalie Peled David, an advisor to early-stage companies on their GTM approaches, joins us on the RevAmp podcast. We discuss how solving revenue operations, sales, and customer success challenges pays dividends. Listen to hear her insights on:
- Finding your ideal customer segment
- How to scale customer success
- Easing sales friction points
- Smoothing the handoff between sales and customer success
Leore Spira is the Head of Revenue Operations at Buildots, a construction management tech company. She's also a panel advisor for the rev ops function for Ibex Investors. She also co-founded and is the community leader of The OptimiZers Community. In our conversation with Leore, we talk about the power of connecting with others in the revenue operations community.
Jamie Mellalieu, CRO of UserZoom, has been involved in several acquisitions. In our latest RevAmp podcast, he discusses the scope of the CRO role in acquisitions and the lessons he’s learned along the way. Listen in to learn how the human approach helps Jamie successfully onboard newly acquired sales teams.
Ziv Peled, Chief Customer Officer of AppsFlyer, discusses how the customer success team can drive revenue from existing customers.
Everyone wants a revenue operations team now, but not all companies truly grasp the impact that successful revenue operations can have on LTV.
Jason Reichl, CRO of Breadcrumb.io and Revenue Evangelist of GoNimbly, joined us in our latest RevAmp podcast to discuss the tremendous revenue growth available to companies who are successfully leveraging the new revenue operations methodology.
In our conversation, you’ll learn about:
- How to increase customer lifetime value 15%
- How the revenue operations role has transformed
- The essential skills for CROs
- The future of revenue operations software in uncovering gaps while scaling
Do your customers understand the opportunity cost of not using your solution?
Alan Hawley, CRO of Tomorrow.io, sat down with us to discuss his go-to-market strategy. He shares how focusing sales reps and customers on the risk of not using their technology has helped them grow from 2 to 120 enterprise customers in 5 years.
In the latest RevAmp podcast, you’ll learn:
- How to keep buyers focused on the impact of not using your technology or solution
- How to increase your average selling price
- Why value-based pricing is crucial to revenue growth
As the CRO at OwnBackup, Ori leads their entire global sales organization, which includes the direct sales team, solution engineering, channels, alliances teams, SDR team, as well as their demand generation and sales ops functions. It's a broad scope of new customer acquisition, driving cross sell and upsell as well as pipeline generation, across the funnel. It encompasses how they think about their customers and how their customers buy software, particularly SaaS data protection.
Podcast Highlights:
02:42 The CRO Role at OwnBackup
05:48 How to Create a Fluid B2B Buyer Journey
08:45 Keeping the Buyer Journey at the Center of Your Sales Process
11:20 Dissonance Between Buyer and Seller Goals
12:56 An Example of the Buyer Journey in SaaS Sales
18:17 Mitigating the Risk in the Purchase Decision
21:00 Defining What Success Looks to the Customer
24:17 Involving Stakeholders in the Buying Process
26:00 Friction Points in the B2B Buyer Journey
RevAmp Podcast: Royce Brunson of Health Recovery Solutions on validating the value of revenue operations and optimal revenue operations structure.
LoB Alignment & One Buyer Journey
Measuring Latency
Bringing in the right stakeholders
* Defining the Playbook
Create the Process that produces the right data and analytics. Flywheel approach.