Beyond The Pipeline

In this episode of Beyond the Pipeline, host Vivin speaks with Arjun Pillai, co-founder and CEO of Docket AI, about the transformative impact of AI on B2B SaaS, particularly in sales development roles. They discuss the rise of AI SDR solutions, the challenges of AI acceptance among users, and the potential for job displacement. The conversation also explores the future of AI interactions, including the concept of agent-to-agent communication, and how Docket AI is innovating sales enablement by acting as a virtual sales engineer. In this conversation, Arjun R Pillai discusses the inception of Docket, emphasizing a vertically integrated approach to problem-solving. He explores the implications of AI in hiring and workflow, the effectiveness of various go-to-market strategies, and his conviction in Docket's potential amidst the AI wave. Arjun also shares insights on productivity hacks, particularly leveraging AI tools like ChatGPT to enhance efficiency and decision-making.

SummaryIn this episode of Beyond the Pipeline, host Vivin speaks with Julie Beynon, Head of Data at Census, about the evolution of account scoring and how AI has helped improve it. They explore the nuances of account scoring, the importance of feedback from sales teams, and the challenges of data quality. Julie shares her insights on building trust with sales teams and the need for collaboration across the go-to-market organisation. The conversation also delves into balancing intent and behavioral scoring to improve lead engagement and conversion rates. In this conversation, Julie Beynon discusses the intricacies of lead scoring, engagement metrics, and the use of AI in optimising sales processes. She shares insights on effectively managing lead quality, the importance of behavioral analysis, and the role of tools like Census in enhancing account scoring. Julie emphasizes the need for clear communication with sales teams and reflects on lessons learned from past mistakes in account scoring. 

SummaryIn this episode of Beyond the Pipeline, Srikant Sivasubramanian shares his journey from consulting at McKinsey to leading the forecasting function at Freshworks. He discusses the evolution of the forecasting model at Freshworks, highlighting the transition from a sales-driven methodology to a more structured, cohort-based approach. Srikant emphasizes the importance of leveraging historical data and building trust within teams to improve forecasting accuracy and drive business success. In this conversation, Srikanth discusses the intricacies of sales forecasting, emphasizing the importance of pipeline management, data quality, and the implementation of machine learning models. He shares insights on how to achieve accuracy in forecasting while providing practical advice for organizations looking to build effective forecasting models. The discussion highlights the critical role of operational efficiency and the need for a strong data foundation to support forecasting efforts.Connect with Srikanth on Linkedin. Don't forget to mention this episode while sending out a connection request. 

SummaryIn this episode of Beyond the Pipeline, host Vivin and guest Kyle Crouse delve into the intricacies of data modelling in B2B SaaS, discussing the importance of understanding business needs, the common pitfalls in data management, and the balance between leveraging standard objects and creating custom fields. Kyle shares insights on governance, data quality, and the need for flexibility in data solutions, emphasizing the importance of working backwards from desired outcomes to define data requirements effectively. In this conversation, Kyle Crouse discusses the complexities of data modeling within Salesforce, emphasizing the trade-offs between custom and standard objects, the importance of documentation, and the challenges of integration. He highlights the role of duplicate data, the significance of choosing the right object for fields, and strategies for enhancing user adoption. 

In this episode of Beyond the Pipeline, host Vivin speaks with Kamil Rextin, founder of 42 Agency, about how to look at buying and using tech in pre-seed and seed-stage startups. Kamil draws from his experience on how you have to be nimble in terms of pivoting and often, you need to spend money on tech after making sure of your processes. We also discuss how it is vital to have stakeholder alignment and be clear about your existing tech stack before buying new tech. Kamil emphasises the need to do something manually to get the process and definitions sorted - because if you don't have your process and definitions sorted - your tool discovery will most likely go wrong.  We also talk about siloed tools, where one team does not know which tools are being used by another team. Kamil also brings examples of what he has seen with the clients he worked with and where he sees gaps.Connect with Kamil on LinkedInIf you liked this episode, it would mean the world to me if you give you a 5-star review. ThanksIf you have any suggestions, again it would be awesome if you could send it to me on vivinvergis@beyondthepipeline.com or connect with me on linkedin

In this episode of Beyond the Pipeline, host Vivin interviews Taft Love, founder of Iceberg RevOps, who shares his unique career journey from detective to sales leader. The conversation explores the importance of operations in early-stage startups, when to invest in operations and the challenges of maintaining sales processes. Taft emphasises the need for strategic thinking in hiring operations talent and discusses the balance between SDR and ops roles. In this conversation, Taft Love discusses the complexities of scaling operations within organisations, emphasising the importance of thoughtful decision-making and the balance between firefighting and strategic growth. He highlights the critical need for alignment between sales and operations teams, addressing common misalignments and the role of communication in fostering collaboration. Taft also shares insights on understanding leading indicators for SDR performance, advocating for a deeper analysis of sales strategies rather than just focusing on activity metrics. You can connect with Taft on LinkedIn here.If you liked this episode - it would mean the world to me if you give us a 5-star rating. Thanks in advance.

SummaryIn this episode of Beyond the Pipeline, Vivin and Anthony Enrico discuss the intricacies of creating an operating plan and growth model for VC-funded companies. They explore the importance of setting ambitious yet achievable goals, the role of RevOps in the planning process, and the necessity of using historical data and assumptions to inform decisions. Anthony shares insights from his journey in operations and the evolution of LeanScale, emphasizing the need for ongoing adjustments to plans based on real-time data and market conditions. In this conversation, Anthony Enrico discusses the importance of understanding sales cycles, the challenges of data management in companies, and the necessity of establishing a solid data capture foundation. He emphasizes the essential data points needed for sales stages, navigates the complexities of data stacks, and shares insights on adjusting business plans and hiring strategies as companies grow. Connect with Anthony on LinkedInWatch a detailed video on growth modelling hereUse this template to create your own growth model - Created by Anthony and team at LeanScaleLiked the episode - follow Beyond the Pipeline on LinkedIn.

SummaryIn this episode of the Beyond the Pipeline podcast, host Vivin engages with Jen Bergren, a documentation expert, to explore the critical role of documentation in operations and business success. They discuss the challenges organisations face in prioritizing documentation, the cultural differences between large companies and startups, and practical strategies for effective documentation practices. Jen emphasizes the importance of starting small, maintaining clarity, and ensuring accessibility in documentation. The conversation also touches on the significance of metrics to measure the impact of documentation and the tools that can facilitate the documentation process. Jen shares her insights on fostering a documentation culture within organizations and the necessity of ongoing maintenance and versioning of documents.Takeaways- Documentation is essential for business success and scalability.- Many organizations struggle to prioritize documentation due to cultural norms.- Starting documentation efforts small can lead to better adoption.- Balancing detail and clarity is crucial in the documentation.- Collaboration in documentation can lead to inconsistencies if not managed well.- Versioning and maintenance of documents are vital for their relevance.- Structuring documents for easy access enhances usability.- Using familiar tools for documentation can improve engagement.- Metrics are necessary to demonstrate the value of documentation efforts.- Regular reviews of documentation help keep it up to date.Connect with Jen BergrenFollow Beyond the Pipeline on LinkedInA great post on documentation structure by Jen

This episode features Laura Adint and Sean Lane, authors of "The Revenue Operations Manual." The discussion focuses on the importance of communication in RevOps and how it can elevate ops professionals in their roles.Key points from the episode include:The importance of communication in RevOps: The guests emphasize that being good at execution and data analysis isn't enough; ops professionals need to effectively communicate the value of their work.Ops professionals' unique perspective: Due to their exposure to various parts of the business, ops professionals have a unique vantage point that allows them to connect different functions and provide valuable insights.The concept of "seat at the table": The guests discuss what it means to have a "seat at the table" in ops, emphasizing that it's about being a trusted partner in decision-making processes.Effective listening: The importance of being a keen listener is highlighted, as it helps ops professionals understand the root causes of issues and provide better solutions.Prioritization and saying "no": The episode covers strategies for prioritizing work and how to effectively say "no" to requests that don't align with key goals.Building feedback loops: The guests discuss the importance of creating feedback loops to ensure that insights and recommendations are actually implemented and their impact is measured.Increasing visibility: Strategies for improving the visibility of ops work within the organization are discussed, emphasizing the need to communicate in terms that stakeholders care about.Long-term thinking: The importance of following up on projects months after implementation to assess their impact is highlighted as a key practice for successful ops teams.Throughout the episode, the guests draw from their experiences and the insights gathered from other professionals while writing their book, providing practical advice for RevOps professionals looking to enhance their impact through better communication.Timestamps:00:00 Introduction and Book Launch09:22 The Importance of Communication in Operations14:49 Building Relationships and Listening21:36 Learning to Say No26:25 Earning a Seat at the Table37:01 Increasing Visibility and Reputation43:55 Establishing Feedback Loops50:01 Rapid Fire QuestionsAnyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!  Connect with Sean Lane and Laura Adint on LinkedIn. When you send connection requests, please add a note about this episode.Like this episode? Follow Beyond the Pipeline on LinkedIn

TakeawaysListen and understand the challenges of the organization before setting goalsAlign goals with the company's overall objectivesBreak down goals into smaller, measurable objectives and track progress using a framework.Use the Four Disciplines of Execution framework to drive strategic actionPrioritize tasks and focus on quick winsImplement a test, learn, and iterate approachConsider capacity planning and interdepartmental collaboration Clear communication, documentation, and accountability are essential in revenue operations.Adapt goals and processes as external factors change.Creativity plays a crucial role in problem-solving in revenue operations.Effective request management forms can help gather necessary information and prioritize tasks.Chapters00:00 Introduction and Overview03:18 Finding Wildly Important Goals and Leading Indicators05:14 Using the Four Disciplines of Execution07:31 Time-Bound Goal Setting and Planning10:27 Interdepartmental Collaboration and Prioritization13:15 Managing Ambitious Goals and Quick Wins18:08 Making Goals Public and Building Accountability21:45 Requirements Gathering, Prioritization, and Expectation Management26:56 Dealing with Slippages and Managing Goals29:55 Setting and Tracking Goals36:29 Adapting Goals and Processes39:39 The Importance of Documentation44:04 Effective Request Management FormsConnect with Jonny Fianu.

In this episode of Beyond the Pipeline, host Vivin sits down with Xander Broeffle, Senior Director of Marketing Ops at CS2, to delve into the intricacies of conducting a comprehensive GTM operations audit. Xander shares his expertise on when and why companies should perform audits, the importance of real-time monitoring, and CS2's unique GTM operations framework. Learn about key moments to audit your systems and how to prioritize actionable insights to enhance your go-to-market strategy.**Timestamps:**- 00:00 - Introduction and Importance of Audits- 06:17 - CS2's Go-to-Market Operations Framework- 14:31 - Understanding Data Inputs and Signals- 20:02 - Consolidating Data Sources for Better Insights- 38:33 - Assessing the Full End-to-End Process- 42:58 - Outcomes of an Audit- 46:33 - Continuous Monitoring and Improvement**Additional Resources:**CS2 GTM FrameworkXander Broeffle on LinkedInYoutube Channel: The Revenue Growth Architects by CS2

In this episode of Beyond the Pipeline, host Vivin welcomes Justin Norris, Director of Marketing and BDR Operations at 360 Learning and host of the RevOpps FM podcast. Justin shares his journey into operations, transitioning from an English major to a pivotal figure in marketing operations. They dive deep into the challenges of reporting in B2B SaaS, discussing concepts like reporting fatigue, the importance of storytelling in data presentation, and handling impulsive reporting requests.Justin emphasizes the need for a cultural shift towards objective data analysis and the role of ops in being accountable for business performance. Tune in to gain valuable insights on managing reporting requests, addressing cognitive biases, achieving a single source of truth, and avoiding reporting fatigue in B2B SaaS.Timestamps:[00:02] Introduction and Justin’s Journey into OperationsJustin shares his unique path from being an English major to becoming a pivotal figure in marketing operations.[03:32] Reporting Fatigue in B2B SaaSDiscussion on the challenges of data overload and how reporting fatigue sets in within organizations.[07:22] Storytelling with DataThe importance of creating a narrative around data and how effective communication can alleviate reporting fatigue.[08:23] Handling Impulsive Reporting RequestsStrategies for filtering and prioritizing reporting requests from different teams to avoid unnecessary work.[14:38] Enabling Self-Serve ReportingTips on empowering teams to generate their own reports and the role of ops in making tools accessible.[19:35] Common Reporting Tools and Their LimitationsComparing the effectiveness of tools like Salesforce, Looker, and Tableau for self-serve and advanced reporting needs.[27:58] Cognitive Bias in ReportingAddressing the impact of biases like confirmation bias in reporting and the importance of maintaining objectivity.[35:45] Taking Action on Data InsightsThe critical role of follow-through on data insights and establishing a feedback loop for continuous improvement.[39:49] Achieving a Single Source of TruthChallenges and strategies for creating a single source of truth in organizations and the trade-offs involved.

In this episode of Beyond the Pipeline, we dive deep into the world of documentation in ops. We explore the best practices for effective documentation, how to build a culture that values and prioritizes documenting processes, and how to use documentation to iron out friction points.Joining me in this episode is Leore Spira, Director of Revops at Blinkops. Leore has experience setting up ops functions in some amazing companies and is the ideal person to help understand the value of documentation in ops. 

In this episode, I sit down with Jennifer Montague, VP of Growth at Onomondo, to explore the intricate world of demand capture and demand generation strategies. Jennifer shares her insights on how to effectively nurture leads and segment audiences for maximum impact. We dive into the tactics behind successful competitor campaigns and discuss practical approaches to staying ahead in the competitive B2B SaaS landscape.Jennifer shares some great content through her podcast, 'The Marketing Corner'. For anyone keen to deepen their understanding of B2B SaaS marketing, 'The Marketing Corner' is a must-listen. Jennifer delves into a variety of topics crucial for marketing professionals, offering valuable advice and industry insights. You can find her podcast on Spotify and Apple Podcasts.

In this episode, Brandon - VP of Marketing, Chili Piper and I discuss about how a leader would leverage ops to attain marketing goals. From streamlining processes and optimizing technology stack to ensuring data accuracy and fostering cross-functional collaboration, we discuss the essential pillars of success for marketing operations. Additionally, we examine how the role of marketing operations has evolved over time, from being primarily tactical to becoming strategic enablers of growth and innovation within organizations. 

In this insightful episode, host Vivin is joined by Jeff Ignacio to explore how revenue operations can empower sales teams to work smarter, not harder.Together, they dive into how ops professionals can help lay the groundwork for sales reps' initial deal successes through effective onboarding, training, and equipping them with the right tools/processes.Jeff shares his perspectives on striking the right balance - how much sales team members truly need to understand the underlying technologies versus being able to focus on their core selling activities.The conversation also covers the pivotal role ops plays in facilitating seamless sales and marketing alignment for a unified, efficient revenue engine.Whether you're in sales, marketing, or operations, this episode offers valuable takeaways on leveraging operations as a force-multiplier for sales productivity. Tune in for an insightful discussion packed with real-world tips and best practices.Want to hear more from Jeff or know more about the courses he has put out? Follow the below linksRevOps Impact, delivering RevOps EDUtainmentwww.revopsimpact.comRevOps Courses (Unleashing RevOps Impact [ROI], Sales Ops Masterclass)Content (The RevOps Review Podcast, RevOps Impact Newsletter)

In this insightful episode, Vivin is joined by Tom Keefe, Principal GTM Expert at Demandbase, to dive deep into the critical role of data quality for go-to-market teams.Together, they explore the main reasons why bad data plagues the CRMs of most organizations and how this trickles down to negatively impact deal performance. Tom shares his expert guidance on where to begin when it comes to cleaning up and maintaining data integrity.You'll gain a deeper understanding of why data is the foundation that enables seamless go-to-market motion. Tom also discusses proven strategies and best practices for implementing an effective data quality program that aligns your revenue engine for success.Whether you're a sales, marketing, or revenue operations leader, this episode offers invaluable takeaways on elevating your data practices. Tune in for a masterclass on driving GTM impact through the powerful lens of data quality.

In the inaugural episode of Beyond the Pipeline, Vivin and Rosalyn dive into the world of B2B SaaS MarTech and discusses the common challenges of underutilization, buying new technology, and effectively sunsetting outdated tools. They provide a framework for taking stock of your existing tech stack, choosing the right new investments, and transitioning away from redundant systems - key strategies for optimizing your revenue operations.