RevOps Corner: Recent Episodes
Union Square Consulting
Welcome to the RevOps Corner. In this Podcast we're in the corner of Revenue Operations and Go To Market professionals, sharing strategy, advice and best practices for building scalable sales, marketing and customer success operations in early stage B2B SaaS and Fintech startups.
For more information, go to: http://www.unionsquareconsulting.com
Hosts Rachael Bueckert and Eddie Reynolds tackle one of the most deceptive problems in B2B revenue operations: why marketing dashboards can look stellar while revenue targets consistently get missed. Together, they introduce the concept of the "unblended funnel" as the solution.
Eddie breaks down how blending all leads together creates dangerous blind spots, using examples like hand-raiser leads versus webinar attendees that convert at vastly different rates. He explains how this same problem extends beyond marketing into sales execution, customer success, and net revenue retention, often leaving companies chasing low-converting opportunities while ignoring their highest-value segments. The conversation covers practical steps for segmenting data by industry, company size, lead source, and stakeholder engagement to identify what's actually driving revenue growth.
Read the newsletter The Unblended Funnel here.
Explore all of our Frameworks here.[00:00] Intro
[01:24] The Blended Funnel Problem
[04:04] Beyond Marketing Attribution Issues
[07:29] Essential Processes for Data Accuracy
[10:50] Close Rate Segmentation Insights
[14:28] Micro Funnels for Lead Sources
[16:31] Critical Segmentation Dimensions
[18:25] Sales Execution Close Rate Analysis
[24:27] Net Revenue Retention Breakdown
[31:28] Connecting Segmentation to Revenue
[37:08] Doubling Down on What Works
[39:47] Ruthless Resource Allocation Decisions
[44:07] Ultimate Alignment Through Data
[47:39] Practical Implementation Timeline
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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How do you figure out which part of the business needs the most attention? How do you prioritize projects in GTM improvement with confidence? These are the questions we sought to answer when developing the GTM Ops Decision Tree. With this model in mind, revenue leaders can ask the right questions to determine where to focus their attention for the highest, most immediate reward possible.
The decision tree starts with a fundamental choice between focusing on new business or net revenue retention, then branches into specific areas like pipeline generation versus pipeline management. USC Founder and CEO Eddie Reynolds walks through concrete scenarios of the decision tree in action, for example, showing how a company can double revenue by improving pipeline management processes rather than doubling pipeline generation. He emphasizes the compound effect of operational improvements versus one-time marketing investments and shares real examples from his experience at Salesforce and building Union Square Consulting.
Explore all of our Frameworks here.
02:19 Why Go to Market Teams Play Whack-a-Mole
04:54 Go to Market Efficiency Pyramid vs Decision Tree
06:16 New Business vs Net Revenue Retention Priority
08:50 Long Term vs Short Term Revenue Impact
11:23 Making Priority Decisions with Imperfect Data
16:31 Measuring Net Revenue Retention Fundamentals
18:38 Customer Health Tracking Transforms CS Results
22:00 When New Business Takes Priority Over Retention
25:13 Why Sales Process Beats Pipeline Generation
31:12 Average Close Rates and Realistic Improvements
34:21 Building Your Case for Leadership Buy-in
35:37 Breaking Down Pipeline Generation by Channel
38:53 Revenue Operations Roadmap Framework
41:37 Action Steps for Implementing Decision Tree
44:00 Resources and Next Steps
In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert and founder/CEO Eddie Reynolds explore the common challenges and transformative opportunities around building a disciplined sales pipeline. Eddie draws on his extensive experience in sales leadership and consulting to explain why many organizations get stuck with messy pipelines full of stale or unqualified deals. The conversation debunks the myth that simply generating more leads is the answer, highlighting that a broken pipeline process makes additional pipeline investments wasteful.
The heart of the discussion centers around Union Square Consulting’s Pipeline Management Framework and its practical, layered approach. They walk through the Pipeline Efficiency Pyramid, starting with foundational elements—like defining a tight ideal customer profile (ICP), specifying buyer personas, and outlining a robust sales process embedded directly in the CRM system. From there, they look at driving organizational adoption through regular pipeline reviews and coaching, before advancing to optimization using metrics, cross-functional pipeline council meetings, and, finally, thoughtfully-applied AI and automation. The episode is packed with actionable strategies for quickly cleaning up your pipeline, improving forecasting, boosting close rates, and freeing reps to focus on truly winnable opportunities.
Throughout the episode, Rachael and Eddie emphasize tangible benefits—such as clearer forecasting, faster sales cycles, and stronger team alignment across sales, marketing, and customer success. They also provide insights on how to analyze data for ICP refinement, spot and clear out "zombie deals," and create a culture focused on continuous improvement. This episode is an essential listen for revenue leaders, CROs, and ops professionals aiming to systematize how they handle pipeline and scale B2B growth, with all the detailed frameworks and further resources available on Union Square Consulting’s website.
Read the full Pipeline Management Framework here.
Explore all of our Frameworks here.
00:00 Improving Sales Process Effectiveness
10:11 Efficient Sales Strategy Optimization
13:29 Pipeline Challenges and Rapid Solutions
18:03 Mastering the Complex Sales Process
24:10 Optimizing Sales Performance
28:52 Defining Product Personas at Salesforce
33:28 Optimizing ICP for Target Efficiency
42:06 Qualifying Criteria for Sales Opportunities
47:31 Practice and Reminders for Effective Presentations
52:04 Essential Sales Questions for Accountability
56:17 Sales Management: The Power of Checklists
01:02:17 Keys to Top Sales Reps' Success
01:07:20 AI in Sales Forecasting
01:12:56 Structured Success in Entrepreneurship
01:15:17 Accelerating Sales with AI Optimization
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Founder and CEO Eddie Reynolds chats with CEO of Gradient Works Hayes Davis about the intriguing possibility of having a mid-market AE produce $10 million in revenue.
Eddie and Hayes discuss key areas where AI can dramatically enhance sales efficiency, including identifying qualified accounts and optimizing sales processes. They explore scenarios for increasing sales activity, boosting deal sizes, and improving opportunity conversion rates. Through detailed analysis, they outline the practical role of AI as a co-pilot in lowering the burden of mundane sales tasks while empowering sales reps to concentrate on high-value activities, ultimately aiming to raise win rates and sales productivity.
Despite the challenges and limitations, they conclude that targeted improvements leveraging AI could significantly boost AE performance.
You can check out Gradient Works here.
See our Frameworks here.
00:00 Introductions
01:24 Introduction to Gradient Works and AI-Powered Sales
04:18 The Viral Post and Its Impact
07:52 Exploring the 10x Sales Rep Concept
13:26 Challenges and Limitations of AI in Sales
29:06 The Human Element in Decision Making
30:08 Adapting to AI in Sales
31:07 Building Trust in Commercial Relationships
32:52 Scaling Sales with AI
36:06 Efficiency in Sales Processes
36:50 Improving Opportunity Creation Rates
44:02 The Role of AI in Sales Preparation
46:10 Challenges and Opportunities in Sales
51:40 Disqualification and Efficiency
55:54 Final Thoughts and Wrap-Up
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert chats with Founder and CEO Eddie Reynolds to discuss one of their latest newsletters titled 'We Missed Target Again. Now What?'. The conversation focuses on strategies for companies that find themselves off track halfway through the year.
Eddie shares insights on operationalizing annual plans, understanding market data, and addressing common industry challenges. The episode delves into the complexities of reevaluating KIPs, redefining target strategies, and improving sales and marketing alignment. Eddie emphasizes the importance of data-driven decision-making, clear communication, and maintaining focus to navigate economic uncertainties.
The duo also touches on capacity planning, messaging, and resource allocation to optimize go-to-market strategies. The episode aims to provide revenue leaders with actionable insights to recalibrate and thrive even when targets are missed.
Find the full newsletter here.
See our Frameworks here.
00:00 Introduction and Welcome
00:14 Discussing the Newsletter: 'We Missed Target Again
01:42 Challenges in the Current Market
06:18 Strategies for Companies During Economic Uncertainty
09:15 Importance of Process and Execution
12:47 Case Studies and Real-World Examples
18:37 Evaluating Strategy, Process, and Execution
32:00 The Role of CROs and Leadership in Process Management
40:44 The Power of Process-Driven Training
41:17 The Gap in Frontline Management Training
42:35 Building Effective QBR Processes
43:18 Implementing Go-to-Market Efficiency
44:01 Capacity Planning for Sales Teams
52:47 Reevaluating Go-to-Market Strategy
56:09 Improving Sales Processes and Messaging
01:01:48 Communicating Changes and Building Trust
01:10:53 Final Thoughts and Resources
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert sits down with Catie Ivey , the Chief Revenue Officer at Walnut.io, to dive into the journey and lessons learned throughout Catie’s career in B2B SaaS. Catie shares her unconventional entry into sales leadership and provides a look back at her tenures with well-known companies like Meltwater, Salesforce, Marketo, Demandbase, and Pendo. The conversation highlights significant moments, including her experience navigating Marketo’s acquisition by Vista Equity Partners and the operational changes that came with private equity ownership.
The episode centers on the challenges and opportunities of building go-to-market functions, particularly in ambiguous or new product categories. Catie emphasizes the value of frameworks over rigid playbooks, noting that while every company is unique, a strong foundation in process, alignment, and clear metrics is universally applicable. She recounts her transition into her first CRO role at Walnut.io, addressing the steep learning curve of coming into a high-growth startup where both the product category and targets were still evolving. The discussion covers how Catie and her team identified inefficiencies, developed scalable sales motions, and prioritized cross-functional alignment between product, sales, marketing, and customer success.
To wrap up, the conversation offers candid advice for new leaders taking on significant challenges. Catie stresses the importance of being patient with oneself during periods of intense learning and iteration, recognizing that progress is often incremental and sometimes nonlinear. She also underscores the necessity of maintaining a customer-centric approach—particularly in new categories—by continually seeking feedback, iterating on processes, and fostering collaboration across all departments. The episode closes with an invitation to connect with Catie on LinkedIn and learn more about Walnut.io for those interested in interactive demos for go-to-market teams.
00:00 Accidental Path to Sales Leadership
05:36 Managing Chaos in Strategic Change
06:30 Strategies for Maximizing Sales Efficiency
11:31 Diverse Experiences in Career Growth
13:44 Comparing Demandbase, Marketo, and Pendo
17:32 Optimizing Customer Targeting Strategies
21:33 Future of Interactive Demo Platforms
22:31 Innovative Applications for Product Use
27:23 Volume vs. Velocity Sales Strategy
31:16 RevOps Streamlining and Success Metrics
32:38 Navigating Progress and Positive Feedback
36:11 Core Business Positioning Revamp
39:45 Navigating First-Time Leadership Challenges
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert and founder/CEO Eddie Reynolds dig deeper into Pipe Gen 2.0, a concept previously explored by Kyle Poyar in his newsletter. Eddie wants to take it a layer deeper, including the new pipeline playbook for renewals and expansion deals.
They begin by discussing the limitations of relying solely on MQLs given today's complex buying behaviors. Eddie emphasizes the importance of a broader perspective, focusing on account stages rather than individual leads. They highlight alternative models for tracking and improving sales and marketing efforts. Practical steps for implementing and operationalizing these concepts, including setting up account stages and conducting coverage reports, are explored.
Find the full article on Pipe Gen 2.0 here.
Watch the YouTube video on this topic here.
00:00 Introduction to Go to Market Science
00:55 Pipeline Generation Metrics 2.0
01:25 The Problem with MQLs
02:34 A New Approach to Metrics
06:51 Account-Based Stages
09:37 The Importance of Post-Purchase Stages
15:58 Tracking Account Coverage
20:02 Sales and Marketing Collaboration
23:44 Key Metrics for Pipeline Generation
26:46 Improving Reporting and Management
29:10 Operationalizing Account-Based Strategies
31:16 Practical Examples for Sales Managers
33:11 Gaining Executive Buy-In
35:04 Avoiding Perfectionism in Metrics
38:30 Starting Small with Process Improvements
43:03 Driving Adoption and Iterating on Metrics
44:46 Consulting Services and Final Thoughts
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert interviews Warren Zenna , founder and CEO of The CRO Collective, about how Chief Revenue Officers should approach their first six months in the role. They discuss the evolving definition of the CRO role, emphasizing the importance of overseeing the entire revenue function rather than just sales.
Warren shares insights on pre-onboarding due diligence, aligning organizational stakeholders, and effectively communicating the CRO's vision. He stresses the importance of addressing potential conflicts early, understanding organizational dynamics, and constructing a detailed onboarding plan. By focusing on clear communication and strategic planning, new CROs can navigate complexities and drive organizations toward success.
Check out the CRO Master Council Here!
Get direct strategic and/or execution help from USC Here!
00:00 Introduction00:33 Defining the Modern CRO Role04:02 Onboarding Process for CROs05:28 Addressing Organizational Dynamics13:48 Navigating Internal Politics17:08 Aligning Sales and Marketing23:57 Formulating an Onboarding Plan29:10 The Importance of People in Business29:30 Identifying and Closing Competency Gaps29:51 Setting the Tone with a Welcome Meeting31:38 Addressing Employee Concerns and Fears32:49 Understanding the Role of a CRO34:31 Engaging with Customers and Analyzing Data38:19 Navigating Internal and External Relationships40:50 Handling Conflict and Communication42:51 Final Thoughts and Best Practices54:56 Conclusion and Next Steps
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert and founder/CEO Eddie Reynolds explore the essentials of mastering go-to-market (GTM) metrics. The discussion highlights the complexities faced by organizations lacking repeatable processes and dives into the significance of having robust, accurate metrics.
Find our full GTM Metrics and Insights Framework as well as our other Frameworks here.
Watch the YouTube video on this topic here.
What you'll learn in this episode:
- How to identify and master the metrics that matter for your go-to-market engine.
- The importance of accurate data and how process optimization ensures trustworthiness.
- Strategies to unblend your funnel for deeper insights into pipeline generation and management.
- How regular data inspection and analysis drives continuous improvement.
- The role of a pipeline council in fostering collective action and decision-making.
- How a data-driven approach enhances annual planning and scenario testing, moving beyond guesswork to achievable targets.
- Why having a repeatable process is key to overcoming high churn and low quota attainment among sales reps.
00:00 Introduction to Go-to-Market Challenges
00:28 Welcome to Go-to-Market Science Podcast
01:06 Rebranding and Focus on Metrics
02:09 Importance of Go-to-Market Metrics
02:20 Eddie's Background and Expertise
05:10 Challenges in Measuring Metrics
06:28 Frameworks for Go-to-Market Metrics
08:37 Categories of Go-to-Market Metrics
10:10 Deep Dive into Efficiency Metrics
16:40 Sales Process and Pipeline Management
22:25 Challenges in Data Accuracy
23:22 Importance of Defined Processes
30:10 Training and Accountability
32:58 Fixing Salesforce Issues Quickly
33:37 Pipeline Inspection Insights
35:32 Unblending the Funnel
39:48 Strategic Decisions and Hypothesis Testing
46:26 Pipeline Council Concept
49:24 Annual Planning and Forecasting
59:24 Conclusion and Resources
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert and founder/CEO Eddie Reynolds discuss effective annual planning that helps achieve revenue targets. They cover how to move beyond basic goals, incorporate realistic baselines, and understand the role of operational improvements and risk mitigation. Learn how to build a robust annual plan that drives daily execution and helps revenue leaders succeed.
Find our full Annual Planning Framework as well as our other Frameworks here.
What you'll learn in this episode:
- The key reasons why many annual plans fall short.
- How to effectively combine top-down targets with bottoms-up planning for a realistic revenue forecast.
- The essential metrics to establish as a baseline, even with imperfect data.
- The significance of capacity planning in all go-to-market functions (sales, marketing, customer success).
- How to factor in operational improvements and contingency plans for a more resilient annual strategy.
- The importance of continuous tracking, iteration, and accountability in executing your annual plan.
- Fundamental processes crucial for improving close rates and overall go-to-market efficiency.
- Why a well-defined ICP (Ideal Customer Profile) and buyer personas are foundational for success.
01:50 The Importance of Annual Planning
02:59 Breaking Down Annual Planning
04:39 Setting Realistic Targets and Goals
07:23 Retention and New Business Strategies
11:34 Operational Improvements and Capacity Planning
17:46 Executing the Annual Plan
22:13 The Importance of Systems and Processes
23:59 Defining and Implementing Sales Processes
26:55 Outbound and Inbound Strategies
32:11 Risk Mitigation and Contingency Planning
35:58 Presenting and Executing the Annual Plan
41:20 Adjusting the Plan and Continuous Improvement
43:26 Conclusion and Final Thoughts
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on the inefficiencies in the traditional inbound and outbound marketing approaches that recurring revenue companies often face—the cornerstone topic of USC's Allbound ABM Framework.
They discuss the importance of integrating these approaches into a cohesive 'Allbound' strategy. The episode covers segmenting and scoring leads and accounts, implementing a process followed by sales teams, and utilizing data to improve targeting and conversion rates. Eddie emphasizes the relevance of a Pipeline Council to review and iterate on strategies and integrates AI to further refine targeting and messaging.
The discussion underscores that a collaborative effort between sales and marketing teams can significantly enhance revenue efficiency.
Find the full Allbound ABM Framework here.
Watch the YouTube video on this topic here.
00:00 Identifying Sales Inefficiencies
00:38 Introduction to Go to Market Science
01:13 Inbound vs. Outbound Sales
03:18 The Allbound ABM Framework
05:30 Financial Implications of Sales Strategies
10:41 Optimizing Lead Scoring and Targeting
19:23 Challenges in Lead Scoring
30:56 Combining Lead and Account Scoring
35:33 Effective Outbound Strategies
36:02 Personalizing Messaging for Target Segments
37:31 Challenges with Generic Messaging
39:19 The Role of AI in Outbound Efforts
42:52 Importance of Process and Reporting
56:45 Pipeline Council and Data-Driven Decisions
01:01:25 Final Thoughts on Funnel Management
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, USC Founder and CEO Eddie Reynolds interviews Toni Holhbein, CEO and Co-Founder of Attive, about the potential decline of traditional Revenue Operations and the rise of Go-To-Market Engineering.
Tony shares his extensive background in SaaS and revenue operations, and discusses his new venture, Attive, focused on AI in analytics. They explore the driving forces behind the shift from RevOps to Go-To-Market Engineering, the changing skillsets required, and the strategic roles that could emerge.
Key themes include the evolving responsibilities of RevOps leaders, the importance of a defined go-to-market strategy, and the integration of technical skills with revenue generation objectives. Eddie and Tony also discuss the importance of aligning sales, marketing, and customer success for organizational growth, emphasizing that modern CROs and RevOps should deeply understand and significantly impact go-to-market strategies.
Find the full list of USC's Frameworks here.
00:00 Introduction and Guest Welcome
00:51 Tony Holbein's Career Journey
01:54 The Extinction of Rev Ops
06:31 Defining Rev Ops and Go-to-Market Engineering
09:39 Challenges in Rev Ops and Leadership
26:12 The Role of Go-to-Market Engineering
33:01 The Role of Go-to-Market Engineering
33:34 CEO Perspective on Revenue Roles
35:48 Strategy and Process Definition
36:36 Challenges in B2B SaaS Go-to-Market
41:32 The Importance of Systemization
47:35 Rev Ops and Leadership Dynamics
56:23 Tony's New Venture and AI Insights
58:29 Casual Conversation and Closing Remarks
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on Union Square Consulting's Outbound Efficiency Framework. They explore key elements such as list building, segmented targeting, capacity planning, efficient cadences, and the adoption of advanced tools and automation to optimize outbound efforts.
Eddie emphasizes the continuous process of optimization, reporting, and analyzing data to ensure quality outreach. They also discuss the critical role of brand awareness and collaboration between marketing and sales teams to enhance outbound performance.
Throughout the conversation, Eddie and Rachel provide actionable insights aimed at helping listeners improve their outbound strategies comprehensively.
See the full Outbound Efficiency Framework here.
00:25 Discussing Outbound Efficiency Framework
01:28 Challenges in Outbound Sales
08:07 Importance of Targeting the Right Audience
12:21 Go-to-Market Efficiency Pyramid
16:04 Defining Ideal Customer Profile (ICP)
21:36 Capacity and Territory Planning
29:50 Segmenting Target Lists
32:22 Building Effective Cadences
39:47 Account Targeting and Pipeline Conversion
40:28 Narrowing Focus for Effective Sales
41:12 Identifying and Managing Zombie Pipeline
44:19 Optimizing Sales Reports and Data Analysis
47:41 Importance of Focused Account Coverage
49:42 Role of Rev Ops in Sales Optimization
56:42 Pipeline Council: A Collaborative Approach
58:15 Aligning Outbound and Inbound Strategies
01:04:27 Automation in Sales: Tools and Strategies
01:10:59 Conclusion and Next Steps
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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In this episode of GTM Science, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on their proprietary Go-To-Market Efficiency Pyramid, a model designed to enhance revenue and operational efficiency. They discuss into the importance of prioritizing tasks within go-to-market strategies, examining common issues such as misalignment in sales processes and suboptimal lead management.
Rachael and Eddie provide a deep dive into the pyramid's four stages — Fundamentals, Adoption, Optimization, and Acceleration — and detail how companies can methodically improve their operations.
They also emphasize the importance of foundational processes, balanced capacity planning, and the cautious but effective integration of automation and AI to drive growth. Practical examples and insights from Salesforce and other client experiences illuminate the vital steps for achieving go-to-market excellence.
See the full GTM Efficiency Pyramid Framework here.
00:00 Introduction to Go-to-Market Efficiency
00:52 Understanding the Go-to-Market Efficiency Pyramid
01:06 The Problem with Current Go-to-Market Strategies
01:44 Developing the Go-to-Market Efficiency Pyramid
04:13 Stages of the Go-to-Market Efficiency Pyramid
04:44 Fundamentals: Building the Foundation
05:37 Adoption: Ensuring Team Compliance
06:09 Optimization: Refining the Process
07:45 Acceleration: Leveraging Advanced Tools
08:34 Challenges and Real-World Examples
18:27 Diagnosing Go-to-Market Gaps
19:37 Framework for Go-to-Market Motions
21:47 Balancing New Business and NRR
24:23 Lessons Learned from Salesforce
29:33 Advice for CROs: Identifying and Fixing Gaps<
47:15 Outbound Sales Fundamentals
47:29 Capacity Planning for Outbound Sales
49:05 Optimizing Outbound Prospecting
53:29 Inbound Sales Process
01:00:36 Customer Success Processes
01:04:27 Optimizing Customer Success
01:06:54 Implementing the Go-to-Market Framework
01:14:33 Final Thoughts and Resources
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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The RevOps Corner is now GTM Science. In this short introductory episode, we break down why we changed the name—and what you can expect from our podcast going forward. It’s just about RevOps, it's about the systems, strategy, and process design behind high-growth GTM. If you care about building revenue engines that actually work at scale, you’re in the right place. Let’s get into it.
Learn more at unionsquareconsulting.com
CRO Stories is a segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. Hosted by USC Marketing Manager Rachael Bueckert.
In this episode, we're sitting down with JD Miller, advisor and former chief revenue officer at Kantata, to discuss the most important lessons he's learned as a CRO. JD shares insights on the transition from startup to large publicly traded companies, the importance of data in driving strategy, annual planning best practices, and managing team dynamics and turnover.
We also get to hear more about JD's newly launched book 'The CRO's Guide to Winning in Private Equity', which is available to order now on his website by clicking here.
You can learn more about JD at his website or by following him on LinkedIn.
00:00 Introduction
00:26 JD Miller's Career Journey
03:46 Private Equity and Urgency in Business
05:11 Using Data to Drive Impactful Strategy
8:40 Preparing Companies for Scaling Beyond $20M ARR
10:47 Annual Planning and Setting Realistic Goals
15:00 Why CROs Get Fired
17:01 Analyzing Metrics and Sales Velocity
20:33 Adapting Strategies for Growth
23:10 Navigating Uncertainty with Weekly Analysis
24:17 The Importance of Transparency in Leadership
26:06 Building Contingencies into Annual Plans
28:43 Setting Realistic Goals and Managing Expectations
31:15 Having Hard Conversations with the Board
32:52 How to Keep Team Morale High
36:08 Setting Up Reps for Success with Territories
40:20 Aligning Company Values and Individual Goals
43:29 Conclusion and Final Thoughts
Welcome to CRO Stories, a new segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. In this episode our host, USC Marketing Manager Rachael Bueckert , interviews Jessica Gilmartin, former Chief Revenue Officer and Chief Marketing Officer at Calendly.
Jessica shares her extensive experience in marketing and sales, detailing her journey from Google to startups like Piazza and eventually to Calendly. She discusses the challenges and strategies behind integrating sales and marketing functions, particularly in a Product-Led Growth (PLG) and Sales-Led Growth (SLG) hybrid model.
00:25 Jessica Gill Martin's Career Journey
02:23 Restructuring and Team Alignment
06:40 Implementing Changes
07:26 Restructuring the Sales Org
12:33 Results of Sales and Marketing Collaboration
20:03 Future Plans and Advice for CROs
In this episode of The RevOps Corner, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on how to create a bottoms-up plan.
Eddie discusses the limitations of top-down growth models like the triple triple, double double double framework and advocates for a bottoms-up approach to create realistic and executable growth plans. He details the importance of granular data analysis, capacity planning, and the integration of both planning methods to align business goals with achievable strategies.
The conversation covers net revenue retention, expansion revenue, forecasting sales, tactical capacity plans, and the metrics crucial for presenting to boards and investors. Eddie also shares practical insights from his experience at Salesforce on improving close rates, average sales price, and sales cycle for new team members.
00:00 Introduction
00:54 Top-Down vs. Bottoms-Up Planning
03:05 Benefits of Bottoms-Up Planning
03:59 Steps to Start Bottoms-Up Planning
07:12 Forecasting and Capacity Planning
11:33 Challenges in Capacity Planning
18:38 Outbound Prospecting Strategies
21:05 Inbound Lead Management
34:41 Blending Top-Down and Bottoms-Up Approaches
36:05 Conclusion and Upcoming Episodes
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GTM STRATEGY, GROWTH PLANNING, & REVOPS SERVICES
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Welcome to the first episode of CRO Stories! This is a new segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. Our host, USC Marketing Manager Rachael Bueckert, sits down with Warren Zenna of The CRO Collective to talk about how CROs can thrive in their role -- and the mistakes companies make when hiring them.
Know a CRO with experience in B2B SaaS >$30M ARR and experiences to share? You can email Rachael at rachael@unionsquareconsulting.com to be considered!
00:00 Introduction to CRO Stories
00:48 Warren's Background and Journey
01:40 Challenges in Ad Tech and Sales
03:36 Misalignment in Sales, Marketing, and Customer Success
06:28 Why We Need a Chief Revenue Officer
07:10 Defining the CRO Role
07:57 CRO Readiness and Hiring Challenges
09:00 The Impact of Hiring the Right CRO
14:01 Common Mistakes in Defining the CRO Role
23:09 Advice for New CROs Before You Take the Job
29:07 Evaluating Marketing and CRO Interactions
30:01 Establishing Your Process in the Interview
30:17 Assessing Revenue Operations Maturity
32:02 Understanding the Role of a CRO
35:32 Key Competencies for Sales Leaders
39:52 Ensuring CRO Support and Resources
47:01 What Can CROs Do When They're Not Being Supported Enough
50:30 Networking and Resources for CROs
51:52 Conclusion and Where to Find More Information
In this solo episode of The RevOps Corner, host Eddie Reynolds, founder and CEO of Union Square Consulting, shares a recent experience where an AE missed an opportunity to grow him as a customer. Eddie illustrates the mistakes that were made and how you can learn from them to increase your own expansion pipeline.
The process that Eddie highlights is the same one he learned from his time at Salesforce, where he doubled customer spending in the first 12 months.
Emphasizing the importance of fundamentals like ICP, buyer personas, and a strong onboarding process, Eddie discusses identifying healthy customers, segmenting them by industry and role, and drilling down on specific tactics to expand accounts. He underscores the significance of forming a point of view and doing in-depth research to open up expansion opportunities, particularly when approaching various stakeholders such as CFOs and CROs.
00:00 Introduction to RevOps Corner
00:29 Generating Expansion Opportunities
01:12 Missed Opportunities in Account Management
03:27 Fundamentals of Expansion Pipeline
06:08 Identifying Healthy Customers
07:01 Segmenting Customers for Success
09:19 Research and Forming a Point of View
11:48 Setting Up for Success
13:15 Conclusion and Next Steps
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of RevOps Corner, host Eddie Reynolds interviews Adam Robinson, founder and CEO of RB2B and Retention.com. They discuss the abysmally low prospect response rates in today's market and the significance of leveraging thought leadership on platforms like LinkedIn to enhance outbound sales strategies.
Eddie and Adam share insights from their own experiences building recognizable brands on LinkedIn and discuss practical steps for optimizing sales and marketing efforts in the B2B SaaS space -- with Adam providing some brilliant on-the-spot Inbound-led Outbound coaching and strategies. You won't want to miss this one!Want to learn more about Adam's solution for identifying anonymous website visitors? Click here!
00:00 Introduction
00:22 Guest Introduction: Adam Robinson
00:43 Adam's Career Journey
03:13 Eddie's Career Journey
05:52 The Problem with Outbound Response Rates
09:45 The Evolution of Sales Strategies
12:39 Leveraging LinkedIn for Sales
14:34 Content Creation and Personal Branding
22:42 Demand Creation vs. Demand Capture
26:12 Warm Outreach Campaign Strategies
27:13 Personalization vs. Relevance in Email Campaigns
29:05 Freemium Model and Conversion Rates
30:36 Leveraging LinkedIn for Outreach
32:02 Content as a Sales and Discovery Tool
37:54 Optimizing LinkedIn Connections
43:47 Balancing Automation and Personalization
49:51 Final Thoughts
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of RevOps Corner, our host Mallory Lee chats with Andrew Nadeau, founder of Align.ly, to explore different ways of qualifying leads other than the "dead" MQL.
They discuss whether MQLs are still relevant, the problems associated with traditional lead scoring, and the importance of intent signals. The conversation highlights how companies can improve lead routing, the nuances of automating lead to account matching, and how AI can assist in these processes. Both agree that while MQLs serve a purpose, a refined approach leveraging Salesforce campaigns and intent signals can streamline revenue operations.
Check out Andrew's playbook for implementing a contacts-only strategy in Salesforce without skipping the lead -> Click here!
00:00 Introduction
00:33 Meet Andrew Nadeau: Founder of Alignly
01:41 Alignly's Solutions and Philosophy
03:55 The Debate: Is the MQL Dead?
08:06 Challenges with MQLs and Lead Scoring
12:02 Improving MQL Strategies
16:12 The Importance of Nurturing Leads and Contacts
21:44 Best Practices for Lead and Contact Management
22:59 Understanding the Sales Handoff Process
23:39 The Importance of Lead to Account Matching
25:25 Challenges with Contact and Account Management
29:41 The Role of Salesforce Campaigns in Marketing
31:35 Measuring Marketing Campaign Effectiveness
42:00 Leveraging AI for Sales and Marketing Alignment
43:58 Final Thoughts and Key Takeaways
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, host Eddie Reynolds speaks with Jim Wilson, partner at Costanoa Ventures, about blending inbound and outbound strategies to build an effective pipeline for B2B SaaS companies. They discuss definitions of inbound and outbound, account-based marketing (ABM), the importance of prioritizing quality over quantity, and how to balance experimentation with established practices.
Jim emphasizes the value of salespeople owning their prospecting methods and integrating automated tools and content strategies. They share insights on engaging potential customers and refining lead assessment techniques, highlighting the art of selling alongside digital tools and processes.
Jim is always happy to take calls or inbounds from great salespeople. You can reach him on LinkedIn or by email at jim@costanoa.bc
00:00 Introduction
01:22 The Role of ABM in Outbound Marketing
03:49 How Early-Stage Companies Should Experiment
06:23 Content Creation and Lead Qualification
09:01 How to Define Inbound Qualified Leads
14:37 The Importance of Sales Prospecting
20:19 Strategies for Combining Inbound and Outbound
27:24 Combining Different Types of Buying Signals
28:06 The Role of Salespeople in Targeting Accounts
29:13 Automation and Human Touch in Sales
30:46 Scoring and Prioritizing Accounts
32:55 Integrated Sales Strategies
33:08 Using a Pod Model
35:01 Leveraging LinkedIn and Social Media
42:19 The Power of Referrals and Warm Intros
45:02 The Art of Selling in a Tech-Driven World
48:13 Conclusion and Final Thoughts
Every lead you have, whether they've shown interest or not, is a lead that you've paid for. Whether you spent money on an ad to generate them, or you paid reps to find and research them, or you bought tickets to an event to meet them. Optimizing your lead qualification and routing is a practice that not only helps increase ROI on these leads going forward, but it can be applied to all of those contacts you've already spent money on.
In this episode of The RevOps Corner, our host Eddie Reynolds is joined by Mallory Lee, SVP of RevOps Strategy at Union Square Consulting, to discuss lead qualification and routing strategies that help B2B SaaS companies get more out of every lead they earn – even the ones who seem like a bad fit.
They explore common issues with the existing MQL process and share insights from their popular newsletter on how to improve lead qualification, reduce acquisition costs, and enhance sales and marketing alignment.
The conversation touches on account-based scoring, the importance of high-intent leads, and methods to separate and prioritize leads effectively. Mallory and Eddie also highlight the significance of defining and refining ICPs and buyer personas and the need for continuous iteration in lead management processes.
Near the end of the podcast, Eddie gives you an exercise you can do today to get you on the path to optimizing your lead scoring process faster than you think.
00:00 Introduction
00:51 Today's Focus: Lead Qualification and Routing
01:25 The Problem with MQLs
02:16 Marketing vs. Sales Perspective
03:26 Effective Lead Conversion Strategies
05:58 Inbound vs. Outbound: A Balancing Act
11:19 The Purpose of Your ICP Definition
11:15 Prioritizing High Intent Leads
22:49 Optimizing Sales and Marketing Alignment
24:07 Incentivizing Marketing: A Different Approach
24:35 The Importance of Revenue Focus in Marketing
25:44 Defining ICP and Personas: Going Beyond Basics
27:46 Challenges in Targeting and Resource Allocation
31:10 The Role of RevOps and Sales in Account Research
34:16 Lead and Account Scoring: A Holistic Approach
37:55 How Lead Scoring Allows Strategic Planning
40:18 Lead Qualification Exercise
You have no control over revenue growth if you can't see what's happening in your business.
In this recording of our Revenue Factory Webinar hosted by Union Square Consulting and Growblocks, Mallory Lee (SVP of RevOps Strategy at USC) and Tony Holhbein (CEO at Growblocks) discuss how B2B SaaS companies can optimize their go-to-market strategies using the revenue factory model.
They explore the complexities of creating a streamlined revenue operation, including the importance of understanding supply and demand dynamics and managing multiple customer journey lanes. They also examine the dangers of a blended funnel (Simpson's Paradox) and emphasize the need for clear, segmented funnels to improve efficiency and revenue outcomes.
The conversation is filled with practical advice, including implementing effective tech stacks and ensuring strategic alignment. Real-life examples and best practices are shared, offering insights on how to avoid common pitfalls and achieve better pipeline management.
Watch the full webinar on YouTube here!
01:06 Introducing the Revenue Factory Model
02:25 Visualizing the Revenue Factory
05:18 Complexities of the Revenue Factory
08:35 Multiple Production Lines in Revenue Operations
11:36 Efficiency in Production Lines
16:56 The Danger of Averages and Unblending the Funnel
24:38 Understanding Supply in Revenue Operations
26:15 Balancing Supply and Demand in Sales
27:16 Optimizing AE Utilization
20:20 Challenges of Scaling Sales Teams
31:16 Strategic Capacity Planning
33:02 Defining the Factory's Purpose
34:40 Steps to Achieve Product-Market Fit
36:17 Adapting Processes for Growth
41:01 Case Study: Nylas
45:34 Supporting CEOs with Flexible Strategies
48:52 Q&A and Final Thoughts
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, host Eddie Reynolds interviews Collin Cadmus, revenue growth coach and podcaster, to explore the evolution of modern outbound sales strategies. Collin recounts his career journey and the vital lessons he learned moving through ranks and across companies, the significance of market dynamics, and the shift in B2B buyer behaviors among younger generations. They examine the impact of technology on outbound processes and the need to adapt sales playbooks to new environments.
Additionally, the discussion highlights strategies for defining Lifetime Value (LTV) and optimizing Sales Development Representatives (SDRs) and Account Executives (AEs) roles in early-stage companies. Practical insights include aligning with marketing, detailed account-based marketing strategies, and running targeted campaigns.
00:00 Introduction
00:20 Meet Collin Cadmus: From Retail to Revenue Growth Coach
02:13 The Startup Journey: From Single Platform to Doctor.com
05:47 Lessons Learned and Humbling Experiences
09:00 Building Outbound at Aircall: Challenges and Strategies
13:38 When Prospects are Locked in With a Competitor
22:45 Navigating Leadership and Team Dynamics
37:41 Balancing Outbound and Inbound Sales Strategies
39:01 Challenges of Cold Calling for AEs
40:48 Inbound Marketing and Demand Generation
43:35 Account-Based Marketing (ABM) Strategies
45:30 Aligning Sales and Marketing Teams
56:02 Evaluating Sales Metrics and Strategies
01:01:19 Complexities of Outbound Sales
01:10:45 Final Thoughts and Reflections
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds chats with Mallory Lee, the new SVP of RevOps Strategy at Union Square Consulting. The discussion centers on the concept of Pipeline Councils and their role in maintaining an accurate, predictable pipeline in B2B SaaS companies.
Mallory provides a deep dive into what a Pipeline Council is, how to set one up, the importance of cross-functional alignment, and the tactical steps involved in running an effective meeting. The conversation also explores the critical differences between pipeline reviews and forecasting, and how to determine when a Pipeline Council is yielding positive results.
00:00 Introduction to RevOps Corner
00:28 Meet Mallory Lee: New SVP of RevOps Strategy
01:18 Diving into The Pipeline Council
02:48 Running an Effective Pipeline Council
04:47 Importance of Pipeline Council Meetings
06:18 Challenges and Insights from The Pipeline Council
08:48 Role of CRO and Other Executives in The Pipeline Council
17:01 Integrating Customer Success into The Pipeline Council
23:16 Maximizing Customer Value
24:08 The Renewal Strategy
26:10 When to Invest in a Pipeline Council
28:06 Challenges of Small Teams
31:05 Pipeline Review vs. Pipeline Council
34:24 Ensuring Effective Pipeline Management
38:37 Forecasting and The Pipeline Council
39:34 Measuring Success and Continuous Improvement
43:59 Resources and Further Learning
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds chats with Ben Murray, The SaaS CFO, about the relationship between the CFO and Revenue Operations. They discuss Ben's journey becoming The SaaS CFO and explore critical topics such as forecasting, pipeline review processes, and what the CFO needs from RevOps.
The conversation also covers the complexities of calculating customer acquisition costs, revenue efficiency, and the importance of high-quality data in financial decision-making.
You can find Ben at TheSaaSCFO.com or reach out to ben@thesaascfo.com.
00:00 Introduction
00:54 Meet Ben Murray, The SaaS CFO
04:10 The Pipeline Review Process
05:55 Challenges in Pipeline Data Quality
09:48 When Should Companies Start Forecasting
12:17 The Importance of Accurate Forecasting
15:27 How Ben Does a Forecast
18:31 Annual Budgeting Process with Lead Flow
23:55 Analyzing Revenue Growth and Financial Metrics
25:32 Measuring Revenue Efficiency
29:06 The Costs of Customer Retention
35:56 Calculating Go-to-Market Efficiency
43:43 Importance of Lead Attribution in Marketing
48:54 Concluding Thoughts and Contact Information
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of RepOps Corner, host Eddie Reynolds discusses the intricacies of building a repeatable sales motion with Liam Mulcahy from Kleiner Perkins. They cover various aspects of establishing a sales process, including the importance of your first sales hires, team building in mature companies, tracking metrics early, and the significance of outbound sales. They also touch on the potential pitfalls of over-automating the sales process.
Liam offers insight into hiring decisions, emphasizing the need for data-driven approaches and the value of experience in sales leadership. The episode provides valuable takeaways for both early-stage companies and scale-ups aiming to refine their sales strategies and processes.
00:00 Introduction
00:27 Meet Liam Mulcahy: From SDR to VC
01:18 Early Stage Sales: Who to Hire First?
01:53 Hiring Sales Reps vs. SDRs vs. Sales Leaders
04:08 The Role of Head of Sales
06:56 Managing Sales Reps and Building Processes
14:17 VPs Becoming SEs
14:51 Importance of Sales Process in Early Stage
19:31 Optimizing Sales Efficiency and Time Management
25:26 Positive Pessimism in Sales Management
27:17 The Importance of a Sales Process
27:48 Polite Indifference in Sales
30:07 Understanding the Customer's Pain Points
33:23 The Role of Sales Engineers (SEs)
34:25 Implementing a Sales Process in Early-Stage Companies
37:33 Leveraging Data and Technology in Sales
39:21 The Easiest Way to Go Handoffs
43:17 Challenges in Scaling Sales Teams
47:38 Optimizing Sales Territories with Data
50:25 Conclusion and Contact Information
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this guest episode of No Nonsense Sales with Tom Boston, CEO of USC Eddie Reynolds discusses the best way to harness data in order to drive revenue and retain customers.
In this episode of The RevOps Corner, our host Eddie Reynolds explores the relationship between the CRO and Revenue Operations with guests Tim Strickland and Scott Sutton. Tim, former CRO at ZoomInfo and now an advisory partner at Summit Partners, and Scott, former VP of RevOps at Zoominfo and now CEO at Later, discuss their collaborative experience at ZoomInfo. They discuss the structure and roles within their teams, detailing the split between strategic analytics and operational execution.
The discussion extends to the importance of data-driven decision-making, holding sales teams accountable, and the role of RevOps in creating an efficient revenue-generating "machine." They also touch on the challenges and strategies of scaling these operations in smaller companies.
00:00 Introduction
00:17 Meet the Guests: Tim Strickland and Scott Sutton
00:52 How Zoominfo Restructured RevOps
02:32 The Importance of Analytics and Strategy
05:40 RevOps as the Engine of Revenue Efficiency
17:03 Testing and Validating Hypotheses
27:45 Scaling RevOps in Smaller Organizations
32:33 Who Should RevOps Report To?
37:22 Leadership and Accountability in RevOps
42:41 Conclusion and How to Reach Tim and Scott
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices".
Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highest performing companies, including a very surprising 5th result. You'll learn about the significance of managing channel partner conflicts, the importance of setting revenue targets by lead source, the need for equitable sales territories, and the critical nature of sales and marketing alignment.
00:00 Introduction and Guest Introduction
01:04 Defining RevOps and Its Scope
04:50 Forecasting and Strategy in RevOps
08:52 The Study: Needles and Haystacks
12:30 Key Findings from the Study
13:40 The #1 GTM Practice Correlated with Top Performers
28:04 The Debate on Equitable Territories
29:02 Challenges with Account Distribution
30:56 Optimizing Territory Planning
34:00 #1 Sales Process, Mapping Stakeholders and Influencers
39:08 #2-4 Best Practices: Sales and Marketing Alignment
43:10 An Unexpected Result
49:31 Concluding Thoughts and Resources
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Megan Bowen, CEO at Refine Labs – one of the top marketing agencies for B2B SaaS scale ups.
You'll learn about:
- Hybrid marketing attribution (blending the attribution between software and self-reporting)
- Measuring the effectiveness of marketing all the way through to revenue
- And breaking it down by each channel within marketing that contributes to that revenue
- As well as the most common mistakes made in B2B SaaS marketing and how to fix them
Refine Labs has some exciting content updates coming soon with their product, The Vault, where you can get access to everything you need to know to implement their strategies at your own company. Be sure to check it out!
00:00 Introduction
01:03 Megan Bowen's Journey to CEO at Refine Labs
06:47 The Power of Hybrid Attribution in Marketing
17:49 Challenges and Insights on MQL Targets
22:45 Multi-Channel Attribution and Pipeline Sources
25:48 Exploring Marketing Attribution Models
26:41 Challenges in Measuring Marketing Impact
27:15 Sophisticated Attribution and Pipeline Models
29:03 Gathering Qualitative Feedback from Sales
31:31 Setting Effective Measurement Frameworks
38:59 Optimizing Response Times and Lead Quality
39:25 Strategies for Handling High-Volume Inbound Leads
41:00 Qualifying Leads and Enhancing Sales Processes
44:39 Evaluating and Adjusting Marketing Strategies
48:50 Closing Thoughts
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of the RevOps Corner, our host Eddie Reynolds interviews Andrej Zinkevich, co-founder of Fullfunnel.io, on defining ABM, launching it efficiently with minimal resources, and avoiding common pitfalls. The discussion covers the importance of understanding the buying process, focusing on accounts likely to convert, and the role of marketing and sales collaboration in identifying and engaging target accounts.
You'll learn about detailed strategies for building and prioritizing an account list, conducting market research, and executing targeted marketing efforts. Additionally, the conversation highlights the feasibility of running ABM with lean teams, underscoring the necessity of a cohesive, holistic approach towards sales and marketing efforts.
00:00 Introduction
00:48 Defining ABM in 2024
04:47 Building Effective ABM Lists
12:57 Integrating ABM with Sales and Marketing
17:58 Pilot Programs: Starting Small with ABM
21:37 Creating Awareness Without Big Budgets
28:10 The Power of Account Research in Sales
29:55 The Art of Cold Calling
30:48 Inbound vs. Outbound
34:49 Account Selection and Prioritization Strategies
46:03 Executing Targeted Marketing with Limited Resources
50:30 The Dynamic Nature of Account-Based Marketing
53:04 Concluding Thoughts and How to Connect
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Renee Cohen, Vice President of Marketing and Operating Partner at Norwest Venture Partners, to discuss the evolution of lead generation strategies in B2B SaaS companies and the death of the MQL.
The conversation covers topics such as the integration of inbound and outbound strategies, the importance of account-based marketing, and the role of intent data in identifying potential clients.
Key insights include the critical analysis of current lead scoring practices, the debate on routing high-intent leads, and strategies for creating effective target account lists for cold calling.
00:00 Introduction
02:50 The Importance of Benchmarking
03:49 Investment Trends Post-B2B SaaS Industry Shift
06:45 Redefining MQLs
10:53 The Challenge of Efficient Lead Scoring
15:30 Rethinking Lead Generation Strategies
21:31 Optimizing Lead Management and Routing
22:52 Strategic Approach to MQLs and Outbound
28:02 Exploring Growth Strategies and Benchmarks
28:31 The Cost of Customer Acquisition
32:15 Leveraging Owned Intent Data
41:05 The Art of Routing Inbound Leads Effectively
44:19 The Importance of AE and SDR Collaboration
50:26 Closing Thoughts and Resources
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with none other than John Barrows, CEO of JB Sales and professional sales trainer to some of the biggest B2B brands in the world. John shares his methods for successful outbound, focusing on how to operationalize the outbound process for B2B SaaS companies in 2024.
This episode is filled with practical advice for sales operations professionals on building a process that targets the right prospects, at the right time, with well-structured messaging and personalization.
00:00 Introduction
00:56 How Outbound is Changing
07:08 Importance of the Learning Process
10:50 It Starts with the ICP
17:07 Segmenting Your Prospects
25:17 The Holy Grail of Prospecting
29:55 What Are Sales Triggers
38:27 The Optimal Outbound Process
41:43 Tailored,Targeted, and Templated Messaging
47:44 RevOps Role in Optimizing Outbound
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STRATEGIC REVENUE OPERATIONS AS A SERVICE● Website● LinkedIn● TikTok
In this crossover episode with RevOps Lab, hosts Philip and Janis interview USC Founder Eddie Reynolds on the intricacies of executing a successful customer success motion. You'll learn about the importance of customer success and how RevOps can assist this key department – from implementing processes for onboarding to expansion and renewal.
00:00 Introduction
02:39 How do you define RevOps and what strategy does this mean for you?
04:46 What are the problems in customer success right now?
08:37 What are best practices in the onboarding-process?
14:18 What were the biggest changes in customer success in the last 12-18 months?
18:13 Is there a playbook to stay on track the whole year in the usage-process?
23:35 How do you do pipeline management for expansion of renewal-opportunities?
28:13 What else is important when thinking about customer success?
31:57 What does growth look like in the next couple of years?
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In this crossover episode with The RevOps Review, host Jeff Ignacio interviews Union Square Consulting founder and CEO, Eddie Reynolds, about his journey from starting his first business at a young age to finding his passion in revenue operations. Eddie discusses his unique approach to B2B SaaS sales and highlights the importance of building a repeatable process. Eddie also shines a light on the current issues faced by companies that haven't yet developed a solid RevOps strategy.
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STRATEGIC REVENUE OPERATIONS AS A SERVICE● Website● LinkedIn● TikTok
In this episode of The RevOps Corner, our host Eddie Reynolds welcomes Tony Rodoni, Operating Partner at Bessemer Venture Partners and former Executive Vice President at Salesforce, to lay bare the nuances of building a sales team from when you're $10M in revenue to $100M.
Tony discusses what he looks for when recruiting top-tier sales leaders and crafting revenue operations primed for explosive expansion, drawing from his tenure at Salesforce to the dynamic realm of Venture Capital.
00:00 Introduction and Today's Topic
03:38 How Sales Leaders Can Be Successful on Day One
13:00 Tony's Hope for Sales Managers
14:40 Operational Planning and Infrastructure
19:27 When Sales has Ineffective Leadership
24:48 Balancing Sales Skills and Operational Acumen
33:58 Adapting Strategies from Large Corps to Startups
50:49 The Kind of Sales Leadership Scale-Ups Need to Hire
53:59 Closing Thoughts
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STRATEGIC REVENUE OPERATIONS AS A SERVICE● Website● LinkedIn● TikTok
In this episode of The RevOps Corner, Kerry Cunningham, research and thought leadership expert at 6sense, joins host Eddie Reynolds to discuss the concept of Dark Funnel Attribution. He shares key insights from the 2023 6ense B2B Buyer Experience Report and explores the challenges B2B SaaS companies face as they attempt to understand where their buyers are originating.
With a deep dive into the buyer experience, including an examination of intent data and AI's role in analyzing it, you'll leave with valuable advice and strategies for improving your go-to-market approach.
00:03 Introduction and Today's Topic
04:38 Defining the Dark Funnel
07:00 The Importance of Anonymous Traffic
12:30 Getting Deeper Attribution Insights
19:49 How Buying Teams Make Decisions
24:18 What AI Can Do For Attribution
32:38 The Importance of Knowing Your Audience
38:23 Capturing and Acting on Buyer Intent Data
45:08 How the Best BDRs Increase Revenue
49:23 Conclusion: The Future of B2B Marketing
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STRATEGIC REVENUE OPERATIONS AS A SERVICE● Website● LinkedIn● TikTok
In this crossover episode with Converge Coffee, host Sean Sullivan chats with Union Square Consulting founder and CEO, Eddie Reynolds, about intertwining strategy, processes, and tech to improve customer retention and expansion.
You'll learn about:
- The vital metrics for customer success based on Eddie's experience at Salesforce
- Why startups can have a better playbook than billion dollar competitors
- How optimizing sales can translate into optimizing Customer Success
- And more!
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STRATEGIC REVENUE OPERATIONS AS A SERVICE● Website● LinkedIn● TikTok
Why do some startups become billion dollar companies while others fail? What makes the key difference?
Pablo Dominguez is an Operating Partner at VC Firm Insight Partners and runs the team that coaches their portfolio companies on better Go To Market Strategy and Process. He and his colleague. He and his colleague. Matthew May, recently published the book "What A Unicorn Knows" sharing many of the secrets they've learned in helping to build billion dollar companies.
In this episode we dive in to learn some of those secrets and share tactical tips those of us in Revenue Operations can take away to improve our companies.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● TikTok: https://www.tiktok.com/@unionsquareconsulting
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Getting new customers today is 10X harder than keeping the ones we have.
To expand business, we must focus on increasing the satisfaction of our current customers. By doing so, we can not only retain them but also create growth opportunities.
In this exciting episode of RevOps, host Eddie Reynolds and guest Joel Arnold share powerful insights on customer retention in today's economy. Join them as they discuss essential best practices in revenue operations, focusing on the early stages of customer relationships.
Learn how to set a strong foundation, create a seamless handoff, and maintain momentum throughout the customer journey. Don't miss this opportunity to transform your customer retention strategy and drive growth for your business!
To signup for all future events, click here
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● TikTok: https://www.tiktok.com/@unionsquareconsulting
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
This episode was recorded April 5, 2023
In an special crossover episode of RevOps Corner, Lee Bierton, the Head of Marketing at Ebsta, and Eddie Reynolds, the CEO and Founder of Union Square Consulting, engage in a candid conversation on optimizing revenue efficiency, identifying and fixing leaks in the sales funnel, streamlining revenue processes, and several other related topics.
Both Lee and Eddie share their unique insights and experiences, making this crossover episode a valuable resource for anyone looking to improve their company's revenue generation and grow their business.
This episode was recorded
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live, Joel Arnold (VP of Revenue Operations at Union Square Consulting) and Eddie Reynolds (Founder & CEO at Union Square Consulting) dive deeper into the Revenue Efficiency Pyramid and cover marketing. They talk about the foundational elements every B2B SaaS company needs to align sales and marketing and have an efficient Revenue Engine. If you found value in episode #15 "The RevOps Pyramid of Peak Efficiency" than you will certainly want to listen to this one.
To signup for all future events, click here
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● TikTok: https://www.tiktok.com/@unionsquareconsulting
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
This episode was recorded March 29th, 2023
In this episode of RevOps Live Eddie Reynolds, founder and CEO of a revenue operations consulting firm, sits down with Joel Arnold, VP of Revenue Operations Strategy, to discuss how they tripled sales efficiency during an economic downturn. Joel shares his story of how he was able to balance his company's revenue engine, increase production per rep, and boost overall bookings. The two also discuss the importance of not letting a crisis go to waste, citing a Harvard Business Review case study that showed companies who cut costs carefully were able to come out of the 2008 financial crisis stronger than their competitors. They also touch on the importance of engaging leadership and changing their views over time, as well as starting with metrics and capacity models to identify bottlenecks and inefficiencies in the revenue engine. If you're looking to weather a downturn and improve your revenue operations, this episode is a must-listen!
To signup for all future events, click here.
This episode was recorded live on March 22, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live host Eddie Reynolds (Founder & CEO) joined by Joel Arnold (VP of RevOps) breakdown essential knowledge for achieving sales and marketing alignment more efficiently. The discussion also covers a broad range of topics, including the way people buy, the importance of trust and validation in purchasing decisions, and the impact of technology on sales and marketing. They also emphasize the need to focus on marketing fundamentals and small tactics that can have a big impact. Ready to gain some valuable knowledge?
To signup for all future events, click here.
This episode was recorded live on March 8th, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this weeks addition of RevOps Live #20 we reveal the REAL return on investment (ROI) of RevOps. Discover why you can't win in the long run without RevOps and how it should focus on enterprise value, not just revenue growth. Don't miss out on this eye-opening discussion with Joel Arnold, our VP of RevOps.
To signup for all future events, click here.
This episode was recorded February 23rd, 2023
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
RevOps Live is back with episode #19, and this time, the discussion is all about building better territories. Hosted by Eddie Reynolds, Founder & CEO of Union Square Consulting.
In this episode, Joel Arnold, the VP of RevOps at Union Square Consulting, is here to guide us through this critical topic that affects not just the sales team but also the overall efficiency of an organization. Joel & Eddie also discuss the common challenges teams face with territory planning and how it impacts the bottom line. They also delve into the three Ts - territory, timing, and talent - and how they're all interrelated.
If you're looking to optimize your sales team's performance and make the most of your resources, this episode is a must-listen. So join us for an insightful conversation that can make or break certain people, only on RevOps Live.
To signup for all future events, click here.
This episode was recorded February 23rd, 2023
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Maximizing Efficiency and Productivity in RevOps: Practical Tips for Organizing Your Work
Are you struggling to manage the ever-increasing workload in RevOps? Do you feel like you're drowning in a sea of requests and never have time to be strategic? If so, you're not alone. Many RevOps professionals face similar challenges, but there are practical ways to bring order to the chaos and get more done.
In this article, we'll dive deep into this topic with Joel Arnold, our VP of RevOps, and Eddie Reynolds, our CEO/Founder. We'll share some actionable tips for organizing your work, providing visibility to leadership, and freeing up more time to focus on the most important tasks.
This episode was recorded on Wednesday, February 15th, 2023
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
--
Join Eddie Reynolds, Founder & CEO of Union Square Consulting, for the latest episode of RevOps Live!In this episode, we're bringing back Joel Arnold, VP of Revenue Operations at Union Square Consulting. Joel is an expert in the field of revenue operations and has a wealth of knowledge to share with our listeners.
In this episode, Joel and Eddie will dive into the importance of Insights in driving revenue growth. We often focus on building the perfect tech stack, optimizing marketing and sales funnels, and automating processes, but these efforts alone don't always result in revenue growth. The key to driving growth is through understanding and analyzing the data, and that's where Insights come in.
Joel and Eddie will explore how insights can provide valuable guidance to leadership and help organizations make strategic decisions to drive growth. They'll discuss the difference between RevOps and systems administration and why RevOps is a critical role in today's business landscape.
Don't miss this exciting episode of RevOps Live!
This episode was recorded on Wednesday, Feburary 8th, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live Joel Arnold, VP of Revenue Operations at Union Square Consulting joins us again to chat with Eddie Reynolds about how to grow your career in RevOps, what it takes to become a VP of RevOps and much more.
This episode was recorded on Wednesday, Feburary 1st, 2023
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
RevOps is the fastest growing profession on LinkedIn and is evolving rapidly. What companies are looking for as they hire and promote people is changing every day.
In this episode of RevOps Live our new VP of Revenue Operations, Joel Arnold, shares a methodology he's been crafting for years, the RevOps Pyramid. He walks us through the four stages of maturity as Revenue Teams evolve from their first step of implementing a CRM to achieving Peak Revenue Efficiency with full alignment across teams, advanced analytics, and even AI/ML.
This episode was recorded on Wednesday, January 25th, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live guest Wayne Morrisjoins host joins host Eddie Reynoldsto discuss founder-led sales, unique selling proposition, defining & differentiating idea market fit, product market fit & go-to market fit and much more on this weeks edition of RevOps Live.
Who is Wayne Morris?
- Founder of Wayne Morris Consulting (from March 2021- Helping B2B SaaS founders successfully evolve from founder-led sales)
- Executive Advisor at Innovasea, Civic Technologies, and Guidebook Inc., advising executive teams with a focus on GTM.
- Former UK Sales Director Kelkoo of YAHOO.
This episode was recorded on Wednesday December 10th, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live guest Rachel Nazhandjoins host joins host Eddie Reynoldsto discuss business operations, how it relates to revenue operations, and discuss this hot take "Why #RevOps is actually a type of #BizOps"
Who is Rachel Nazhand?
- Experienced Operations Professional, specializing in small business, Series A to Series C, startups and Corporate Environments.
- VP of Business Development at Zelis (a platform that bridges gaps in the financial system and aligns interests across healthcare insurers, providers, and consumers
- Founder of VPiR, Vice President in Residence.
- Advisor at Climate Club ( which works with companies to embed sustainability into the employee experience through role-relevant data.
This episode was recorded on Wednesday January 04, 2023
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live guest Kevin Dorseyjoins host joins host Eddie Reynoldsto discuss the role of revenue operations, advising leadership, how do we replicate success, data to reinforce training & much more
Who is Kevin Dorsey?
- 10 Years in Sales Leadership
- Practice Lead: Revenue Leadership at Winning by Design
- VP of Inside Sales PatientPop
- Head of Sales Development & Enablement at Service Titan
- VP of Sales at Snack Nation
- Advisor and Mentor at 500 Startups and many others
This episode was recorded on Wednesday December 21th 12:30PM - 1:30PM EST
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live Toni Hohlbein CEO & Co-Founder of Growblocks joins host Eddie Reynolds to discuss the importance of building a realistic revenue plan, company operations, revenue operations and so much more.
This episode was recorded on Wednesday December 14th 12:00PM - 1:30PM EST
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live, Doug Landis joins hosts Eddie Reynolds and Gerry Marletta to discuss how RevOps can prepare for the upcoming 2023 recession and much more.
This episode was recorded on Wednesday November 30th 12:00PM - 1:30PM EST
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: https://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK
In this episode of RevOps Live, Darryl Praill joins hostsEddie Reynolds and Gerry Marletta to discuss the role of a CMO (Chief Marketing Officer), reporting to CROs, why the CEO doesn’t get marketing, sales & marketing alignment, insights into the best in class revenue teams & much more.
Who is Darryl Praill?
★ 2020 Top 10 SaaS Branding Expert
★ Voted Top 3 Marketer on LinkedIn
★ Top 50 Social Seller
★ Top 50 Sales Keynote Speaker
★ Award-winning Content Creator
This episode was recorded on Wednesday November 16th 12:00PM - 1:30PM EST
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: https://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK
In this episode of RevOps Live, Channing Ferrer joins host Eddie Reynolds to analyze pipeline, an in-depth discussion on MQLs, inbound vs. outbound and more.
This episode was recorded on Wednesday November 2nd 12:00PM - 1:30PM EST
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
In this episode of RevOps Live Eddie Reynolds and Mallory Lee draw on their years of experience to discuss revenue operations, marketing operations, the CMO role vs. CRO role, how to unify goals and metrics, dealing with conflict on disconnected teams and MORE.
This episode was recorded on Wednesday October 26th 12:00PM - 1:30PM EST
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Today Eddie & Gerry dive into the topic of salesforce, sales pipeline, data, business insights and how to create more effective salespeople.
➤This episode was recorded on Oct. 19th, 2022 Hosted by Eddie Reynolds CEO & Revenue Operations Strategy Consultant for Union Square Consulting. Featuring Gerry Marletta Director of Delivery at Union Square Consulting.
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Union Square Consulting is is a Strategic Revenue Operations as a Service consulting firm.
OUR WHY We believe the customer experience and the sales, marketing and service process in B2B SaaS companies has, in many cases, seen more harm than good from the proliferation of so much technology over the last 20 years.
OUR MISSON is to fix this so that B2B SaaS companies can deliver outstanding customer experiences that result in faster, more predictable, more repeatable revenue growth.
OUR HOW We start every engagement by doing a deep dive into the company's customer journey and sales, marketing and service strategy and process. We review all the systems used and the metrics they produce. We then tie this all together into a Revenue Operations Roadmap and work with our customers over long-term engagements to execute on that roadmap.
OUR WHAT We do the following 5 things for our customers: 1. Strategy and Planning 2. GTM Process Mapping and Improvement 3. Metrics and Insights 4. Systems Implementation 5. Enablement
Visit our website | Book a strategy call | Connect with us on LinkedIn | Watch & listen to more content
"What is the most effective way to align RevOps with Leadership""
"What do you think RevOps can do to help inform Leadership and save time?"
To answer these questions, we bring you RevOps Live #6 recorded Tuesday Oct 11 - 12:00 PM - 1:30 PM EST.
Hosted by our Founder and CEO, Eddie Reynolds, he interviewed Kevin Mulrane, 7-time CRO and sales leader, to talk about how he's aligned Revenue Operations in previous companies, with a specific focus on strategic planning and data-driven insights.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Hosted by Eddie Reynolds CEO & Founder of Union Square Consulting featuring Rob Levey VP Revenue Operations at Monotype.
Named "One of the Most Innovative Companies in Design'' by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company's rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype also provides a first-of-its-kind service that makes fonts more accessible for creative professionals to discover, license, and use in our increasingly digital world. We work with the biggest global brands, and with individual creatives, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Hosted by Eddie Reynolds CEO & Founder of Union Square Consulting featuring Heather Robinette Revenue Operations Manager of Asite. In this live recorded episode Eddie and Heather discuss all things RevOps and how it plays a strategic role in company growth.
Asite helps people share information and build knowledge in a secure environment in the cloud. Every day, people all over the world use Asite to manage their projects and supply chains collaboratively to get the information they need – when and where they need it.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Hosted by Eddie Reynolds CEO & Founder of Union Square Consulting featuring Scott Stouffer CEO and Founder of scaleMatters. In this live recorded episode the pair discuss Revenue Data Analytics, why it matters for early and growth stage B2B companies and how to trust the data. Scott draws on his years of experience to discuss the importance of RevOps and debate the best growth strategies for early and growth stage B2B companies.
What is scaleMatters? scaleMatters offers comprehensive RevOps-as-a-Service for early and growth stage B2B companies. It's the fastest, cheapest way to get great data and insights so you can build an effective Go-to-Market engine FAR earlier in the life of your company. As a strategic partner to CEOs, CROs and senior revenue leaders, scaleMatters deploys the infrastructure (tech/data/processes) and delivers the revenue intelligence/insights you need to manage your business with precision. Visit scalematters.com for more information.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Hosted by our Founder and CEO, Eddie Reynolds, he interviewed Rachel Nazhand, 5x High-Growth Operator | SaaS Executive | Vice President, Business Operations at Zelis and with her wealth of knowledge we take a deep dive into being a solo contributor.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
CEO and Founder of scaleMatters Scott Stouffer draws on his years of experience to discuss the importance of RevOps and debate the best growth strategies for early and growth stage B2B companies. Hosted by Eddie Reynolds CEO and Founder of Union Square Consulting.
What is scaleMatters? scaleMatters offers comprehensive RevOps-as-a-Service for early and growth stage B2B companies. It's the fastest, cheapest way to get great data and insights so you can build an effective Go-to-Market engine FAR earlier in the life of your company. As a strategic partner to CEOs, CROs and senior revenue leaders, scaleMatters deploys the infrastructure (tech/data/processes) and delivers the revenue intelligence/insights you need to manage your business with precision. Visit scalematters.com for more information.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
"When and how should we start building our Revenue Operations team?"
Early-stage B2B SaaS companies are constantly asking this of our team.
To answer this, we launched our first ever RevOps Live event, over Zoom, on Wednesday June 29 at 7:30 PM EST / 4:30 PM PST.
Hosted by our Founder and CEO, Eddie Reynolds, he interviewed Kevin Mulrane, 7-time CRO and sales leader, to talk about how he's leveraged Revenue Operations and Sales Operations in previous companies, with a specific focus on starting from zero.
Kevin shared how and why he's leveraged Revenue Operations to scale sales and marketing teams faster and bring in more revenue, more predictably and more repeatably.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Liz Christo, Parter at Stage 2 Capital and Eddie Reynolds, CEO of Union Square Consulting discuss all things go-to-market and how early stage companies build their go-to-market playbook after they've achieved product market fit.
Stage 2 Capital is a venture capital firm that invests in early stage B2B software companies and sits shoulder to shoulder with leadership teams to operationalize sustainable revenue growth and sales operations. Backed by top go-to-market professionals from leading tech companies, Stage 2 Capital leverages its deep sales expertise to help entrepreneurs scale their businesses in addition to providing capital.
____________________________________________________________
ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
On this episode of RevOps Corner, Channing Ferrer and Eddie Reynolds discuss the roll of a CRO in a tech startup.
Built In is the online community for National startups and tech companies. Find startup jobs, tech news and events in the National tech scene.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Product-Led Growth (PLG) is taking off like wildfire but few understand if and how to harness it to grow a B2B SaaS company. In this episode, Breezy Beaumont, Head of Growth & Marketing at Correlated, shares best practices she's seen across their customers and in the market in general.
Correlated provides a software solution for companies to measure their customers' product usage and identify Product Qualified Leads (PQLs) and they are also a PLG startup themselves, so she's seen a lot of examples across the spectrum.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds
● Apple: https://podcasts.apple.com/us/podcast/revops-corner/id1619571311
● Spotify: https://open.spotify.com/show/1CM3rmelcdtm6gJVL0PtMK?si=00aae750ea7a4937
Building Revenue Operations in early stage startups is one of the major challenges to scaling. As startups raise their first round they face immense pressure to show traction and grow revenue to raise the next round. In this episode, Doug Landis, Growth Partner at Emergence Capital, shares the Go To Market playbook they use to help their portfolio companies grow.
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ACCELERATE YOUR REVENUE ENGINE WITH STRATEGIC REVENUE OPERATIONS AS A SERVICE.
● Website: https://www.unionsquareconsulting.com/
● LinkedIn: http://www.linkedin.com/in/edwardreynolds