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Effective Revenue Growth. The hottest topic right now in successful B2B companies. So, what better way to help you learn more about Revenue Amplification than listening to insights from leading professionals?We’ve sourced a great lineup of experts who deliver fresh insights on the Strategies, Tools, Process, Analysis, and Alignment that they use. We hope you enjoy the series. Subscribe to get the latest videos straight to your inbox.
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In this episode of the RevAmp podcast, Mark Lerner interviews Jackie Leahy, a former kindergarten teacher turned #RevOps professional and founder of a fractional RevOps consortium. They discuss the challenges of internal adoption and how to overcome them. Jackie emphasizes the importance of understanding the human dynamics and communication styles of the individuals using the solution or process being implemented. She also highlights the need to make resources and training materials match the preferences and needs of different personality types. Jackie shares her approach of being an investigative anthropologist to truly understand how people currently work and tailor the solution to their needs. She also discusses the importance of creating a safe and valued environment to encourage adoption. The conversation concludes with a focus on the positive transformation of workplace relationships and the upcoming Rev Ops AF conference where Jackie will be speaking.
Join Mark and special guest Jen Igartua, CEO of Go Nimbly, as they explore the pivotal changes and challenges faced by RevOps leaders in today's dynamic business environment.In this episode, Jen shares her extensive experience, from her early days at Bluewolf to leading the first RevOps consultancy, Go Nimbly. Mark and Jen discuss the impact of major industry shifts like the rise of AI and the post-pandemic landscape on scalability and agility in SaaS companies. Jen provides invaluable insights into how businesses can remain competitive and thrive by breaking down silos and integrating data effectively.Key Takeaways:* Understanding the new normal in revenue operations.* Strategies for enhancing scalability and agility in your operations.* The critical role of data integrity and unified business stacks in today's market.This episode is a must-watch for anyone involved in or interested in #RevenueOperations, whether you're a seasoned leader or just starting out. Discover the tools and mindsets needed to adapt and succeed in the rapidly changing world of #RevOps.👉 Watch the video now to gain insights that will help you navigate the complexities of revenue operations and drive your business towards success.Don’t forget to like, subscribe, and hit the bell icon to stay updated with our latest content tailored for revolutionizing RevOps and business strategies.
In this episode of the RevAmp Podcast, Mark Lerner interviews Hannah Hanrahan, the leader of #RevenueOperations at Atrius. Hannah discusses her background in operations and how she transitioned into revenue operations. She explains that revenue operations focus on streamlining the customer journey and supporting the backstage operations of people, processes, and tools. Hannah also emphasizes the importance of standardizing processes, such as quote-to-cash and product launches, to improve efficiency and avoid errors. The episode transitions into a discussion on the role of #DealDesk in managing approvals and facilitating decision-making. Hannah highlights the need to prioritize and optimize the internal customer experience when implementing new processes or tools. Hannah suggests evaluating whether to build internally or buy external tools based on industry standards and best practices.
In this episode of the RevAmp podcast, Mark Lerner interviews Shivam Shah, Director of #RevenueOperations at Postscript, about adaptability and revenue operations. They discuss the challenges of shifting from a growth-at-all-costs mindset to scalable growth, the importance of saying no and setting expectations, reevaluating ideal customer profiles, and the need for adaptability in the face of uncertainty. Shivam also shares insights on resourcing constraints and the power of prioritization in revenue operations. Tune in for a valuable conversation on navigating the changing landscape of business.
In this episode of the RevAmp podcast, Mark Lerner interviews Amie Weizer, the Director of Operational Excellence at LMS365. They discuss topics related to scalability and frameworks for growth. ** Amie shares her background and journey, starting in sales and then moving into account management and customer-facing roles. She emphasizes the importance of understanding the customer journey and ensuring a seamless experience across all touchpoints. *** Amie also talks about the challenges and opportunities of revenue operations and the need for alignment with the C-suite. She highlights the importance of involving people in the change process and empowering them to make decisions. ** Amie shares her insights on capacity planning and resource management, emphasizing the need to understand the role and outcomes before determining headcount. She also discusses the concept of "Gemba Walk" and the importance of directness and mindset leadership in driving success. #revops #dealdesk #revenueoperations
On this episode of the RevAmp pocast, Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners, discusses the future of #revops and the changes he has observed in the industry. Jeremey notes that revenue operations has expanded beyond #salesoperations and is now incorporating customer success operations as well. However, truly consolidated revenue operations that span sales, customer success, and marketing are still rare. Jeremey suggests that the reporting structure for revenue operations should align with the relevant leaders in each function. He also emphasizes the importance of efficiency in revenue operations, particularly in optimizing channels and assessing the return on investment. Jeremey highlights the metrics that revenue operations should focus on, including CAC payback, LTV to CAC ratio, and the Rule of 40. He believes that the pendulum is swinging back towards growth after a period of focusing on efficiency. Donovan shares some strategies for driving growth, such as account scoring and territory management, as well as the importance of discipline and execution in sales and pipeline generation.
In this episode of the RevAmp podcast, host Mark Lerner interviews Brian Tully, the Head of Americas for #Sales at LiveU. Brian discusses his background in investment banking and entrepreneurship, as well as his experience in helping startups grow and make transformative decisions. The conversation focuses on the challenges and opportunities of adapting to changing marketing conditions and being a transformative leader. Brian shares a specific example from his previous role at Goldcast, where he made decisions based on data analysis that led to pushback from the sales team. He explains how they identified the need to target a different client size and industry based on customer renewal rates. Brian also discusses the importance of aligning #marketing and #sales goals and continuously iterating and optimizing the #go-to-market strategy. Looking to the future, Brian predicts that #automation and #AI will play a significant role in sales, particularly in automating repetitive tasks and improving productivity. He emphasizes the importance of empowering #SalesReps and leveraging AI for intelligent conversations.
In this episode, Mark Lerner interviews Sandy Robinson, the Senior Vice President of #RevenueOperations and Enablement at Patra. They discuss the importance of methodologies, processes, and technologies in scaling a company. Sandy emphasizes the need for alignment and integration of methodologies into the customer buying journey, as well as the importance of technology integration and training. They also touch on the impact of #ai in the sales and revenue operations space, with Sandy highlighting the need for revenue operations professionals to stay informed and leverage AI tools for optimization. Sandy shares her approach to prioritizing and addressing challenges in #RevOps and emphasizes the importance of simplicity and agility in setting up and evolving tech stacks.
In this episode of the RevAmp podcast, host Mark Lerner interviews the Director of RevOps at SupportLogic, Matt Hadreas, about #RevenueOperations and the #agile approach to it. Matt shares his background and how he got into revenue operations, emphasizing the importance of data and technology in speeding up sales processes. He also discusses the need for reliable and accurate data that provides real insights for decision-making. Matt highlights the importance of prioritization and managing expectations when it comes to workload management. He suggests having a roadmap and regularly meeting with stakeholders to align on priorities. Matt also talks about the use of #AI in #RevOps, particularly in conversational AI and data analysis. He mentions the potential of AI in improving sales processes, such as lead generation and personalization. Finally, Matt discusses the challenges of outbound sales in a noisy environment and the need for innovative solutions to cut through the noise and engage buyers effectively.
In this episode of the RevAmp podcast, host Mark Lerner interviews Josh Pudnos, the VP of Revenue Operations at Exiger. Josh discusses his experience building a #revops function from scratch and shares insights and advice for others in similar roles. He emphasizes the importance of having a clear mission statement and vision, as well as consistently communicating and reiterating that vision to gain buy-in from stakeholders. Josh also highlights the need to prioritize and address key challenges, such as data consistency and tool implementation, while being mindful of the organization's history and willingness for change. He advises against making assumptions based on previous experiences and stresses the value of quick action and adaptability. Looking ahead, Josh anticipates new challenges and opportunities as Exiger continues to grow and faces potential acquisitions and changes in its go-to-market strategy.
In this episode of the RevAmp Podcast, Mark Lerner interviews Colin Specter, the VP of Sales for Orum, a live conversation platform for salespeople. They discuss the recent sales kickoff that Orum conducted and the challenges and observations in the sales industry due to the COVID-19 pandemic and the emergence of AI technology. Colin emphasizes the importance of centering the human element in sales and the need for sales professionals to focus on building customer connections and trust. He also discusses how AI can be used to automate administrative tasks and reduce risk in sales processes, allowing sales reps to focus on more strategic and creative aspects of their work. Colin goes on to highlight the value of live conversations and humans' unique qualities in sales interactions.
In this episode of the RevAmp podcast, host Mark Lerner interviews Patrick Franciotti, Director of #revops at Ontra, a legal technology company. Patrick discusses his role in building out the company's operations team and implementing a tech stack to support their go-to-market strategy. He also talks about the challenges and opportunities presented by the COVID-19 pandemic and the company's shift towards offering multiple software products. Patrick emphasizes the importance of ease of use and enabling users when selecting tools and discusses the decision-making process for choosing the right tools for their needs. He also highlights the company's focus on objectives and key results (OKRs) as a guiding metric for decision-making and the importance of adaptability and agility in a rapidly changing market. Looking ahead, Patrick discusses the company's sales strategy and the importance of alignment between customer success teams and sales teams in achieving their growth goals. #revops #RevAmp #RevenueOperations
In this episode of the RevAmp podcast, Mark Lerner interviews Danielle Marquis, the VP of Revenue Operations at Zappi. Danielle shares her background and experience in revenue operations, discussing the challenges and strategies she has navigated throughout her career. They also discuss the impact of rapid changes in the business landscape, such as the COVID-19 pandemic, and the importance of being agile and adaptable in response to these changes. Danielle emphasizes the need to balance current needs with long-term scalability and shares insights on building for the future while addressing immediate requirements. They also touch on the transition to a product-led growth model and the considerations involved in pricing and purchasing models. Overall, the conversation highlights the importance of prioritizing people and culture in driving success in revenue operations.
In this episode of the RevAmp podcast, host Mark Lerner interviews Pete Kazanjy, one of the founders of Atrium, a sales performance management software company. Pete discusses his background in sales and his experiences in the industry. He emphasizes the importance of modern sales, which involves using technology and data-driven management to improve sales performance. Pete also talks about the challenges faced by sales leaders, especially during times of change, such as the shift to remote work during the COVID-19 pandemic. He highlights the need for agility and adaptability in sales organizations and the importance of effective leadership in guiding teams through change. Pete also shares his thoughts on the concept of company culture, suggesting that a balance between a family-like environment and a sports team mentality is ideal. He concludes by offering advice on high-performance sales management and where listeners can find more information from him.
Join Mark as he and special guest Matt Volm (Co-founder and CEO of RevOps Co-op) delve into his fascinating journey from VP of Business Operations to leading a global community of over 12,000 Rev Ops professionals. Discover the origins and evolution of RevOps Co-op and get exclusive details about their much-anticipated conference, Rev Ops AF, set in sunny San Diego.In this episode, Matt shares invaluable lessons from his extensive experience in RevOps, revealing how he navigated the nascent field, his strategies to align with company objectives, and the specific actions that propelled revenue growth and customer success. He also sheds light on the critical tools and technologies that are indispensable in today's rev ops landscape, from marketing automation and CRM systems to sales engagement tech and customer success platforms. Plus, don't miss his insights on the transformative role of no-code tools like Zapier in streamlining workflows and fostering system integration.Whether you're a RevOps or just starting, this episode is packed with actionable insights, forward-thinking strategies, and an inspiring look at the future of revenue operations. Tune in to explore how prioritization, problem-solving, and the right technological tools can unlock unprecedented growth and efficiency in your organization.
In this episode of the RevAmp podcast, host Mark Lerner interviews Malcolm Smith, the head of Global Business Development for Centrical. They discuss the challenges leaders face in high-performing sales organizations, particularly in times of uncertainty and change. Malcolm shares his insights on the importance of process and expectations in managing a sales team and finding the right balance between structure and flexibility. They also touch on using AI in sales and the need for experimentation and data-driven decision-making. This episode offers valuable insights for sales leaders navigating the ever-changing sales landscape.
In this episode of the RevAmp Podcast, host Mark Lerner interviews Sean Lane, a founding partner at Minot Light Consulting, about operations and go-to-market execution. Sean discusses his background in #revops and the importance of having a strong ops team in navigating challenging market conditions. He emphasizes the need for flexibility and adaptability in a rapidly changing business landscape. Sean also shares his insights on structuring an ops team, building for scalability, and designing a technology stack that supports the customer journey. He highlights the foundational components of a tech stack, such as a CRM and data warehouse, and advises against incorporating new technologies without a clear problem to solve. Sean also discusses the role of AI in ops and the importance of leveraging AI tools to drive efficiency and yield. He cautions against getting caught up in buzzwords and emphasizes the need for critical thinking and continuous improvement in ops. #RevenueOperations #Scalability #CPQ
In this episode of Revamp, host Mark Lerner interviews Natalie Furness, founder and CEO of Rev Ops Automated. They discuss the importance of focusing on revenue operations and the need for businesses to prioritize efficiency and effectiveness in their processes. They also explore the challenges of creating user-friendly tools and the importance of aligning teams and objectives to achieve revenue growth. Natalie shares insights on optimizing the cash-to-quote process, simplifying workflows, and integrating platforms for better usability. #RevOps #CPQ #QuoteToRevenue #QuoteToCash
In this episode of Revamp: Sales Leaders, host Mark Lerner interviews Chris Nethercote, Head of Sales at metadata.io. Chris shares his journey from starting in sales to reaching his current leadership role. He emphasizes the importance of operating like consultants rather than salespeople and understanding the customer's problems. Chris also discusses the sales process at metadata.io, focusing on simplicity and streamlining to remove complexity and potential points of failure. He explains the framework they use for initial meetings, demos, and business case development. Chris also touches on the importance of keeping tools and processes minimalistic and aligning with customer needs.
In this episode of the Revamp podcast, host Mark Lerner interviews Nicholas Gollop, a RevOps and Go-to-Market strategy advisor for SaaS B2B tech companies. Nick shares his insights and experiences in the field of RevOps and emphasizes the importance of understanding the role and value of RevOps beyond being a system administrator. He discusses the similarities and differences between marketing ops, sales ops, and customer success ops, highlighting the need for different skill sets in each area.The conversation then shifts to data integrity and the challenges of maintaining consistent and accurate data throughout the customer lifecycle. Nick explains the concept of a data lake, a centralized repository for storing and interpreting data from multiple systems, and its role in ensuring data integrity. He also discusses the impact of data integrity on revenue recognition and the importance of building guardrails and approval processes to prevent errors in deals and contracts.The episode concludes with a discussion on the future of RevOps and the need for companies to think long-term and prioritize adaptability and resilience. Gollop predicts that in 2024, companies will focus more on product-market fit and take a more nuanced approach to go-to-market strategies.
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