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The RevOps & ABM Alignment
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Now more than ever, B2B companies cannot survive without a clear, defined and functional revenue strategy.
We present - The RevOps & ABM Alignment - a podcast that highlights the stories and expertise of B2B Go-To-Market specialists and their strategies for two highly effective motions - Revenue Operations and Account-Based Marketing.
Here you can expect to hear from Sales, Marketing, Customer Success and Operations specialists that thrive in building revenue models that exceed expectations and allow companies to scale.
Tune in to this bi-weekly podcast to learn more on how to make RevOps & ABM your ultimate revenue strategy advantage!
We present - The RevOps & ABM Alignment - a podcast that highlights the stories and expertise of B2B Go-To-Market specialists and their strategies for two highly effective motions - Revenue Operations and Account-Based Marketing.
Here you can expect to hear from Sales, Marketing, Customer Success and Operations specialists that thrive in building revenue models that exceed expectations and allow companies to scale.
Tune in to this bi-weekly podcast to learn more on how to make RevOps & ABM your ultimate revenue strategy advantage!
36 Episodes
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In this episode, Roee from Winning by Design explains how to build a scalable "revenue factory" for SaaS companies. Learn the essentials of revenue architecture, and driving recurring revenue. We cover:- How to build a revenue factory using six-core models.- Importance of product-market fit, pricing, and data modelling.- Shifting from founder-led sales to structured growth.- Customer retention's role in long-term success.Connect with Roee HartuvLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.
Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same. HIGHLIGHTS:00:00 Intro02:34 Inventory management08:18 The role of a Chief Revenue Officer14:00 Breaking Silos23:38 Creating a smooth handoff process29:05 Latent buyers vs. active buyers37:07 Personalization in the customer journey49:44 Moments that matter55:02 Applying ABM and PLGConnect with Frank NardiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.
In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies.HIGHLIGHTS:00:00 Intro03:19 What is SaaS Group15:56 SaaS market trends21:50 Niching down for SaaS25:07 Founders' mental health, AI, growth39:00 Exploring SaaS niches46:00 Targeting the US market48:09 Cultural differences in GTM59:31 Should everyone have a podcast?01:12:51 Anna's recommendationsConnect with Anna NadeinaLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.
In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships.HIGHLIGHTS:00:00 Intro and background02:00 The evolution of Software Mill09:40 The influence of business people on technical decisions15:11: Building a new strategy19:24 Hiring a Chief Growth Officer29:17 The challenges of hiring in a specialized field31:00 The importance of networking 33:26 Understanding the market 36:40 Investing in sales and partnerships40:38 Specializing in new areas of technology45:17 The power of content marketing 48:39 The future of the tech marketConnect with Jan ZborowskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.
In this episode, Sam Sutton covers building a successful RevOps team, key skills for this role, and tips on talent development.HIGHLIGHTS:00:00 Intro & Background03:16 Sam's Journey into RevOps07:37 Attracting talents to RevOps11:05 The Structure and Roles in RevOps Teams14:22 Balancing Firefighting and Planning in RevOps20:10 The Evolution of RevOps from SalesOps24:08 Essentials Skills for RevOps Talent27:48 Saying NO in RevOps31:11 Finding Talent in Unexpected Places35:09 Power of RevOps CommunitiesConnect with Sam SuttonLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.
In this episode, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today.HIGHLIGHTS:00:00 Intro and background07:23 Economic Uncertainty20:06 AI revolution25:24 Challenges for CTOs27:48 Processes with Business Impact29:31 Technology with Industry Expertise 37:35 DeepNext: System for building AI use cases44:01 Success Competencies in Tech Connect with Ronald BinkofskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.
In this episode, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role. HIGHLIGHTS:00:00 Intro and Background02:31 Intent-Based Revenue Ops Framework06:24 Change Management13:43 The Power of Well-Defined Mission Statement16:15 Driving Impact with Intent-Based RevOps25:28 Skills and Competencies for RevOps TeamLearn more about the Intent-Based Revenue Ops Framework here: https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impactConnect with Darren FayLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.
Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline.Connect with Jeremey DonovanLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
Launching GTM Ops requires a strategic first step. Confused about where to start? Romeo chats with Roee Hartuv from Winning by Design about how to set up and improve GTM operations by creating a clear data model to track the customer journey.HIGHLIGHTS:00:00 Intro03:01 Product Market Fit vs Go-To-Market Fit08:30 Implementing GTM Ops26:41 GTM Ops for B2B SaaS Companies28:24 Revenue architecture37:13 Growth challenges and strategies45:13 Business algorithm for growthConnect with Roee HartuvLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved. HIGHLIGHTS:00:00 Intro and background06:29 Partnerships in modern GTM13:22 Nearbound strategy27:32 Sales and marketing alignment48:49 Partnerships for sustainable growthConnect with Jill RowleyLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success.HIGHLIGHTS:00:00 From IT outsourcing to product studio35:59 Team management38:18 Achieving Product-Market Fit59:36 Balancing product and service offeringsWant to get more fresh insights into product management? Discover the top 5 podcasts recommended by Yaroslaw and Sergiy!https://railsware.com/blog/product-podcasts/Connect with Yaroslaw Lazor:LinkedIn | WebpageConnect with Sergiy Korolov:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
Landscape in the Software Development Industry is getting harder. Less demand, more competitors.Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses.All B2B professional services companies can learn much about growth from this episode. HIGHLIGHTS:00:00 Intro03:23 NetGuru's growth journey10:33 Changes in the market27:40 The impact of content on Netguru's success31:03 Building a strong brand 36:21 Gaining industry understanding46:28 Identifying profitable niches53:15 Couching young professionals57:26 Avoid general business advicesConnect with Radek ZaleskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies? Why should C-level executives be involved in building ABM strategy early on? Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions.HIGHLIGHTS:00:00 Intro and Reflections on the Market Condition08:30 Person-Based Ads in ABM16:19 Advanced Marketing Tactics36:21 C-level Executives in ABM StrategyConnect with Dmitri LisitskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies?Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions:HIGHLIGHTS:00:00 Intro and Background01:23 GTM Roadmapping 09:27 Customer Feedback and Insights20:38 Entering a New Market31:47 Message Customization for Different Regions34:40 GTM Execution Plan41:23 Internal Competencies vs Outsourcing44:45 GTM Maintenance and Optimization48:23 Post Launch Phase50:55 Neglected GTM AreasConnect with Derek OsgoodLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance?Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:11 The Uncertainty in the B2B SaaS Market05:32 Optimizing GTM efficiency08:31 Consolidating the GTM Tech Stack12:03 The Benefits of Product-Led Growth15:03 Surviving as a Smaller B2B Company23:00 The Art and Science of Sales and Marketing26:19 Advanced Segmentation and Targeting29:42 Benchmarking GTM metrics33:23 Critical Role of GTM Strategy42:25 Adapting to Technological Changes and AI Connect with Thomas Hansen:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
What is Allbound? What are the challenges with traditional inbound and outbound? How to improve the B2B buying process? Romeo Mann sits down with Catie Ivey, CRO at Walnut, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:15 Developing Outbound Motion06:00 The Difference Between CRO and Sales Leader08:00 Aligning Inbound and Outbound Strategies11:44 When to invest in ABM platform15:29 Essential skills for marketers today21:09 Challenges with Outbound Sales27:12 What should CRO prioritize in a Series B Company?35:11 Improving the B2B buying process37:27 Recommended Resources Connect with Catie Ivey:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
How does Lean methodology factor into go-to-market strategies? What are the key considerations before adopting an ABM strategy? How does RevOps' role shift before and after an IPO?Romeo sits down with Pablo Dominguez, Advisory Leader at Insight Partners, to answer these and more questions.00:00 Introduction and background06:54 Applying Lean Methodology in GTM9:33 How Insight Partners Work with Companies15:45 Finding GTM Fit25:19 The Ultimate Metric in ABM28:14 Experimentation and Iteration in ABM29:33 RevOps Pre-IPO vs Post-IPO37:45 Leveraging AI in Marketing and RevOpsConnect with Pablo Dominguez:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
What drove the shift from SalesOps to RevOps? What are the key functions in RevOps and how do they evolve with company growth? When should a company start RevOps and what are the initial steps?Romeo Mann sits down with Carol Chen, VP of Revenue Operations, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background04:22 How SalesOps shifted to RevOps07:17 When to implement RevOps10:22 Focus areas in RevOps16:49 RevOps blueprint19:33 Internal RevOps vs Agency23:01 Pre-IPO and Post-IPO dynamics25:52 Shift from growth at any cost to retention29:59 Tools consolidation and ROI33:58 Investing in RevOps35:28 How ABM aligns with RevOps42:32 RevOps Inspirations and resourcesConnect with Carol Chen:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
What are the marketing fundamentals many B2B marketers overlook or neglect? What does alignment between sales and marketing look like in practice? What the CMO should focus on during the first 90 days?Romeo sits down with Jeff Perkins, CMO at Greenlight Guru, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background03:09 The basics of marketing and ABM10:20 Transition to B2B marketing15:11 Key focus areas for marketers in 202421:33 Understanding the customer journey|25:37 Creating a 90-day plan as a CMO33:27 What the CEO expects from the CMO37:11 Sales and marketing alignment in practice41:23 Habits for marketeers in 202447:55 Jeff's book recommendation Connect with Jeff Perkins:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
In this episode Romeo sits down with Shantanu Shekhar, Senior Director of GTM operations at Gong.io, to explore creative go-to-market strategies, from exclusive events to community building.Additionally, our guest sheds light on Gong's AI strategy, highlighting the importance of understanding data volume, relevance, and compliance. Drawing from Gong's experience, he illustrates how conversational intelligence helps revolutionize sales processes and Account-based marketing.During the conversation, Shantanu also shares practical tips for engaging with target personas in a crowded market, especially in enterprise deals.HIGHLIGHTS:00:00 From engineering studies to RevOps08:24 Conversational intelligence in GTM11:19 Gong's conversational intelligence tool15:10 Using accounts' insights in ABM19:08 Targeted events for building thought leadership30:37 Challenges in enterprise deals and how to overcome them35:09 Content and playbooks for enterprise deals38:07 RevOps resourcesConnect with Shantanu:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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