Rethinking Your CRM: The Case for Contacts over Leads with Kyle Sosa, Marketing Operations Leader at Etumos

November 19, 2024 • 37 MIN

In this episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins Don Otvos to discuss the transition from a traditional lead-based model to a contact-only approach in CRM systems. They explore the benefits, challenges, and best practices for implementing this significant shift in sales and marketing operations.

Navigating the Shift from Seat-Based to Consumption-Based Pricing with Ilana Matro, Senior Manager of Sales Operations at MongoDB

November 5, 2024 • 30 MIN

In this episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins Don Otvos to explore MongoDB's transition from a license-based model to a consumption-based go-to-market strategy. They discuss the challenges and opportunities in implementing this new model, its impact on forecasting, sales processes, and the overall organizational structure.

Human-Centric RevOps: The Intersection of People, Process and Technology with Jeremy Steinbring, Founder of Revonix Consulting

October 22, 2024 • 40 MIN

In this episode of the OpsStars podcast, Jeremy Steinbring, Founder of Revonix Consulting, joins Don Otvos to discuss his unique journey from audio engineering to RevOps. They explore the challenges of tech stack management, the importance of a human-centric approach in RevOps, and the impact of AI on the future of revenue operations.

Practical Advice from The Revenue Operations Manual with Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual”

October 8, 2024 • 29 MIN

In this episode of the OpsStars podcast, Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual," joins Don Otvos to discuss key insights from his book. They explore the qualities of great RevOps professionals, the balance between technology and human expertise, and strategies for effective goal-setting and prioritization in RevOps.

Building a Data-Driven Foundation for Success in Operations with Jessenia Francisco, Director of Marketing Operations at Lucid Software

September 24, 2024 • 41 MIN

In this episode of the OpsStars podcast, Jessenia Francisco, Director of Marketing Operations at Lucid Software, joins Don Otvos to discuss her unconventional career path from finance to RevOps. They explore the challenges of data management, the importance of clean and reliable data, and strategies for effective change management in rapidly growing organizations.

How AI Will Take Your Job…to the Next Level with Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB

September 10, 2024 • 36 MIN

In this episode of the OpsStars podcast, Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB, joins Don Otvos to explore the transformative impact of AI on Mongo DB’s GTM teams. They discuss MongoDB's AI-first approach to go-to-market development, the creation of coachGTM, and how AI is optimizing various aspects of the sales process, from customer intimacy to sales enablement.

Secrets Behind Cultivating a High-Performance GTM Culture

August 6, 2024 • 28 MIN

Especially in uncertain times, driving the right behaviors and outcomes is crucial for business success. But sustaining a high-performing GTM culture that consistently delivers revenue results, no matter the macroeconomic environment, is easier said than done. Join CaptivateIQ‘s Nate Broome, Brian Via and Tiffany Brown to hear real-world examples of how to keep your team energized and motivated by cultivating a GTM culture that’s set up to thrive in any circumstance.

The #1 Secret to RevOps’ Success Transforming the Buyer and Seller Journey

July 23, 2024 • 64 MIN

If you know you know — organizations that have a strong RevOps function achieve more success, drive results more consistently, and create a better experience for both buyers and sellers. How can you position your RevOps organization to create this impact? What is the secret to making the sales experience better for your revenue team? In this keynote session, you’ll hear from Jake Goldfield, David Obrand, and Ellie Fields on how to understand the strategic role RevOps plays, offer great experiences to your customers, and get the visibility and common data set you need to make a positive impact on your business.

“Growth at Any Cost” is a Path to Failure. You Need Quality Revenue - Here’s How

July 9, 2024 • 25 MIN

For years, the mantra was to book any deal, at any cost, and just show the revenue growth. That model is now outdated as Boards want to see quality, profitable revenue. All deals are not created equal, and you should incentivize your sales team to focus on quality.

Fireside Chat with NCR Successfully Navigating Change in the Enterprise

June 25, 2024 • 23 MIN

Tech advancements, trends, and market shifts are happening fast (looking at you, AI) and organizations are doing their best to adapt. But the ability to translate business requirements to the ever-shifting IT side of the house isn’t easy. During this session, Amanda Morrell (Senior IT Salesforce Leader at NCR Corporation) shares how she successfully navigates change amidst the dynamic IT environment across multiple industries — so you can, too.

AI in RevOps: Top Insights from Season 2

June 11, 2024 • 16 MIN

This episode is a compilation of insightful clips from Season 2 of the OpsStars podcast, where industry leaders explore the transformative potential of AI in Revenue Operations (RevOps). Hear diverse perspectives on how AI can enhance human capabilities, drive efficiency, and unlock new possibilities in data analysis, process automation, and customer engagement. Gain practical strategies for integrating AI into your RevOps workflows while overcoming common fears surrounding its adoption.

From Burnout to Breakthrough: Lessons in Hustle and Efficiency for RevOps with James McArthur, Director of Revenue Operations at Nue

May 28, 2024 • 33 MIN

In this episode, James McArthur, Director of Revenue Operations at Nue, shares his unconventional career journey from finance to the restaurant industry, and discusses how he eventually entered RevOps. He explains the valuable lessons he learned along the way, including the meaning of true burnout, the addictive nature of hustle culture, and the importance of ruthless prioritization. James also delves into his multi-faceted role at Nue, navigating complex sales environments, tailoring solutions for unique customers, and even contributing to product development.

Data Management Dilemmas: Tackling Complexity in Revenue Operations with Kelly Jo Horton, Principal Consultant at RevOps Solutions

May 14, 2024 • 35 MIN

In this episode of the OpsStars podcast, Kelly Jo Horton, Principal Consultant at RevOps Solutions and Founder of MOPsTalks, joins Don Otvos to explore the challenges of data management in RevOps. They discuss the importance of clean and reliable data in RevOps, how the cloud computing has transformed data management nightmares, and why one-size-fits-all cloud solutions could stifle your business growth.

Where Do You Go From RevOps - Advancing Your Career Path

April 30, 2024 • 26 MIN

What does a successful career path in revenue operations look like? Learn from three former RevOps pros who advanced their careers into VC, executive leadership, and COO roles as they share the hallmark tenets of great operators, important skills and competencies, and what translates to the next level in a RevOps career journey.

Turning Process into Power: The Next Big Play for RevOps

April 23, 2024 • 25 MIN

In a brutal selling environment, nailing your revenue processes is now a non-negotiable. But with the right toolset, RevOps leaders can streamline and accelerate processes, driving their GTM teams to success — without a massive tech-stack shakeup.

Data & Advocacy: The Secret Weapon of RevOps & Customer Marketing with Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos

April 16, 2024 • 35 MIN

In this episode of the OpsStars podcast, Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos, joins Don Otvos to explore the expanding role of customer marketing, which requires a closer relationship to RevOps and customer data to succeed. They discuss the importance of maintaining a clean and accurate customer database for revenue-generating activities, including communications for net retention, running expansion campaigns, and tracking of your users and champions as they leave customer accounts.

The Reports Your CMO wants to See

April 9, 2024 • 29 MIN

In today’s data-driven landscape, the CMO’s dashboard is more than a collection of metrics; it’s a strategic tool for growth. Learn the essential metrics and reports that top CMOs use to drive pipeline and revenue growth in 2024.

Unlocking Cross-Functional Collaboration in Revenue Operations with Chloe Pott, Marketing Operations Leader

April 2, 2024 • 30 MIN

In this episode of the OpsStars podcast, Chloe Pott, Marketing Operations Leader, joins Don Otvos to share her journey into revenue operations, the importance of marketing automation, and the challenges of working in marketing operations.

Next-Level GTM Tactical Tips for Personalized Buying Experiences

March 26, 2024 • 20 MIN

When you have your marketing, sales, operations, and partnerships teams all marching in the same direction, you’re sure to pull off an impressive show. In this session, you’ll find hot takes, actionable takeaways, and thought-provoking answers that will help you innovate on your go-to-market strategy to deliver more personalized buying experiences, even amidst turbulent economic conditions.

Cracking the Code of Revenue Operations: Expert Advice and Insights with Laura Wheeler, Owner of Renegade Operations

March 19, 2024 • 39 MIN

In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura's journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimizing processes and achieving sustainable growth.

How to Design and Execute a Rock-Solid AI Strategy that Drives Results

March 12, 2024 • 24 MIN

It’s time to go from theory to action. In this session, you’ll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft’s Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft’s unique perspective as an innovator in the category.

Data-Driven Performance Management in 2024 with Pete Kazanjy, Co-founder of Atrium

March 5, 2024 • 36 MIN

In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support offered by the Modern Sales Pros community. Pete also dives into remote working, measuring and managing performance to drive growth and accountability in sales organizations, and the AI impacts on RevOps.

Collaboration Station: RevOps and Enablement

February 27, 2024 • 21 MIN

In this panel discussion with operations and enablement leaders, you’ll learn best practices on improving handoffs, achieving tight alignment, and capitalizing on joint opportunities to achieve sustained growth and revenue.

Certifications, Community, Competencies, and AI: Setting Yourself up for Success with Keith Jones, GTM Systems Lead at OpenAI

February 20, 2024 • 33 MIN

In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment.

The Impact of Generative AI on Ops Roles

February 13, 2024 • 29 MIN

Are you prepared to incorporate generative AI into your Sales organization? Is now the best time to join the GenAI movement? Learn from Karan Singh and Craig Rosenberg, two experienced revenue leaders, as they share their investigation into the generative AI landscape.

Education, Community, and Resilience: How to Start a Career in RevOps with Michael Orndoff, Senior Manager of Sales Operations at EverCommerce

February 6, 2024 • 41 MIN

In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success.

3 Ways to Protect Revenue and Preserve Customers

January 30, 2024 • 25 MIN

In this session hear how business leaders are reducing churn, getting ahead of risk, and cultivating a legion of loyal customers. The panelists cover topics such as automation, using the right customer data, renewals cadences, and more.

Exploring the Landscape of Analytics and AI in Marketing Operations with Rachel Squire, Marketing Operation Consultant at MOBI Solutions

January 23, 2024 • 37 MIN

In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue operations.

The Next RevOps Revolution: AI & Data Science in Revenue Plays

January 16, 2024 • 27 MIN

Ari and Kelly, representing NVIDIA’s Revenue Marketing team, take the OpsStars stage to share their experience in leveraging AI and data science for revenue play efficiency, scaling, and ROI. Learn how NVIDIA’s team of data scientists interpret the signals that feed into tying all things to revenue for a clearer lens in identifying buying groups in ready-to-engage accounts. Ari and Kelly highlight the iterative process of collecting feedback, analyzing metrics, and making data-driven changes to optimize and align cross-org efforts. This session offers practical recommendations, addresses potential roadblocks, and highlights the role of a revenue team in enacting transformational change.

Curiosity and Creativity in Ops: Navigating Challenges and Shaping the Future with Rachel Godfrey, Senior Marketing Operations Manager at BambooHR

January 9, 2024 • 33 MIN

In this episode of the OpsStars podcast, Rachel Godfrey, Senior Marketing Operations Manager at BambooHR, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps.

[Greatest Hits] Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt

January 2, 2024 • 36 MIN

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.

Route Your Way to More Website Pipeline

December 19, 2023 • 23 MIN

Your website is filled with untapped pipeline potential. Every day, qualified buyers are landing on your site but if it isn’t fully optimized for conversion – or worse, your operational processes have qualified leads falling through the cracks – then you are leaving money on the table.

OpsStars Unplugged: Navigating the Revenue Engine in Turbulent Times

December 12, 2023 • 28 MIN

In this OpsStars panel discussion, they’ll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros today.

Navigating Changes in RevOps: The Customer Journey, Collaboration, and Communication with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation

December 5, 2023 • 39 MIN

In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey.

Busting Silos: Snowflake’s Unified, Account-Based Motions at Scale

November 28, 2023 • 22 MIN

Through a combination of account prioritization, digital advertising and highly targeted SDR prospecting, Snowflake experiences 2X to 4X increases in SDR efficiency. Hear from Travis and Hillary as they describe a unique approach to account-based marketing they’ve coined “One-Team GTM.” Learn from Travis and Hillary as they share plays and strategies from their recently published book, Busting Silos.

Maximizing ROI: Building and Scaling Your Tech Stack for Revenue Growth with Josh Hill, GTM Operations & Technology Leader

November 21, 2023 • 36 MIN

In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams.

2023 OpsStars Keynote: RevOps - Past, Present and Future

November 14, 2023 • 43 MIN

With RevOps emerging on the scene in 2015, there have been no opportunities for history to repeat itself — no past corollaries for the downturn we’ve all been experiencing recently. RevOps is an ever-evolving practice with unlimited room for improvement as you connect people, processes, and technology. LeanData CEO Evan Liang takes the keynote stage joined by three noted revenue leaders, Jeff Serlin, Franco Anzini, and Christine Maxey, as they provide perspective and discuss the challenges and opportunities for RevOps during a downturn while keeping an eye on what the future holds for the practice.

Bridging the Gap: The Role a Fractional RevOps Consultant Can Play in Early-Stage Organizations with Anne Pao, Founder and CEO of Ignite Consulting

November 7, 2023 • 38 MIN

In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps.

Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu

October 24, 2023 • 31 MIN

In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science in RevOps.

RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99

October 10, 2023 • 33 MIN

In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations and highlights the value of long-term thinking and the revolutionary trends in revenue operations, including the growing role of AI.

Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence

September 26, 2023 • 31 MIN

In this episode of the OpsStars podcast, Sean Frazer, VP of Revenue Operations at Dental Intelligence, joins Don Otvos to shed light on the art of growing into a leadership role in RevOps, the importance of building relationships with people and considerations to make when building scalable and dynamic systems in revenue operations.

The What and How of Revenue Orchestration

September 12, 2023 • 49 MIN

With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through operational alignment strategies.

Core vs. Context: The Most Important Components of Any Tech Stack

September 11, 2023 • 58 MIN

Building a solid tech stack foundation is synonymous with building a solid house. You must have a solid foundation to build upon. Without that foundation, adding on can turn your tech stack into a house of cards. You can't add curtains before you have windows much like you can't add on intent tools without having your CRM and MAP processes implemented and running. This panel discusses what is core versus context in your tech stack, how to plan, and considerations when adding new components.

Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census

September 5, 2023 • 33 MIN

In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making.

Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb

August 22, 2023 • 25 MIN

In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similarweb, joins Don Otvos to discuss her award-winning workforce management project, harnessing the power of data for effective workforce management, and the role of workforce management in driving growth.

Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies

August 8, 2023 • 32 MIN

In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, and the opportunities to leverage AI to improve the sales process and enhance the customer experience.

Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt

July 25, 2023 • 36 MIN

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.

Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases

July 11, 2023 • 38 MIN

When Cat was laid off from her RevOps role in January, she submitted her resume to 203 companies. In her 4.5-month job search, she took to LinkedIn to share the numbers behind her journey, something to help keep her sane but also help others in a similar situation. Today she joins Don to share more about her search and her new role!

How to Help Sales Help You Help Them with Nicholas Lansberry, Go-To-Market Operations Manager at Expedient

June 27, 2023 • 36 MIN

In this episode of the OpsStars Podcast, Nicholas Lansberry, Go-To-Market Operations Manager at Expedient, joins Don Otvos to explore how RevOps becomes a driving force for breaking down silos, leveling up internal operations, and enhancing customer success.

Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio

June 13, 2023 • 32 MIN

In this episode of the OpsStars Podcast, Trent Allen, RevOps Manager of Automation and Systems at Maxio, joins Don Otvos and discusses the importance of RevOps being the source of truth and aligning with all business functions to enable efficient growth.

[Greatest Hits] Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad

May 30, 2023 • 28 MIN

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share his skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.

[Greatest Hits] SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound

May 16, 2023 • 34 MIN

David Dulany, Founder and CEO of Tenbound, joins Rachael to share his best strategies, tactics, and tools on how you can optimize and build successful sales development teams.

[Greatest Hits] Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast

May 2, 2023 • 42 MIN

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

[Greatest Hits] Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce

April 18, 2023 • 36 MIN

Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, shares how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful.

[Greatest Hits] How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift

April 4, 2023 • 30 MIN

Sean Lane, VP of Field Operations at Drift, joins us to share how operations can play an instrumental role in designing and ensuring a great customer experience.

[Greatest Hits] Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting

March 21, 2023 • 36 MIN

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.

[Greatest Hits] Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase

March 7, 2023 • 34 MIN

In this episode of the OpsStars Podcast, Rachael McBrearty is joined by Jon Miller, CMO at Demandbase. They discuss why using data to drive account intelligence can help sales and marketing teams be more relevant, different types of data, and how to apply the data strategically.

[Greatest Hits] Designing a Buyer-Centric Seller Experience with TJ Macke, former SVP of Strategy at Sapper Consulting

February 21, 2023 • 28 MIN

TJ Macke, former SVP of Strategy at Sapper Consulting, shares his thoughts on the current inflection point sales teams are experiencing. He also talks about how the best-sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience, and earn customer trust.

[Greatest Hits] Reimagining Marketing Operations to Amplify User Experience with Crissy Vetere-Saunders, CEO and Co-Founder of CS2 Marketing

February 7, 2023 • 45 MIN

Crissy Vetere-Saunders is the CEO and Co-Founder of CS2 Marketing, an agency focused on the three P’s of digital marketing, people, processes, and performance. Crissy shares her insight on the evolution of the marketing operations role in a dynamic environment.

[Greatest Hits] Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense

January 24, 2023 • 38 MIN

In this episode of the OpsStars Podcast, Kerry Cunningham, Research and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales, including why now is the time to move past MQLs as a measurement of success and how to better leverage opportunities to support buying groups.

[Greatest Hits] Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2

January 10, 2023 • 26 MIN

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

[Greatest Hits] Perspectives on the Modern RevTech Stack with Evan Liang, CEO & Co-Founder at LeanData

December 27, 2022 • 24 MIN

In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack - because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?

[Greatest Hits] The Dawn of a New Sales Era with Mary Shea, Global Innovation Evangelist at Outreach

December 13, 2022 • 40 MIN

Mary Shea, Global Innovation Evangelist at Outreach, joins us to share insights on the new era of digital sales transformation and how leaders are leveraging new strategies, technology, training, diversity, equity, and inclusion to drive success at their organizations.

[Greatest Hits] The Playbook for Transitioning From SMB to Enterprise Clients with Pat Oldenburg, Vice President of Demand Generation Operations at Motive

November 29, 2022 • 35 MIN

Pat Oldenberg, Vice President of Demand Generation Operations at Motive, joins us in today’s episode of the OpsStars podcast to share his insights on scaling business processes while transitioning from small and medium-sized clients to account-based enterprise-level customers.

[Greatest Hits] Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights

November 15, 2022 • 41 MIN

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us in today’s episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team.

[Greatest Hits] Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight

November 1, 2022 • 44 MIN

Seth Wylie, Director of CS Ops and Admin Community at Gainsight, shares how customer success operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and the team looks like and what capabilities and skills are required to become a high-performing CS Ops team.

Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2

October 18, 2022 • 26 MIN

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast

October 4, 2022 • 42 MIN

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

Perspectives on the Modern RevTech stack with Evan Liang, CEO & Co-Founder at LeanData

September 20, 2022 • 24 MIN

In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack - because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?

Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad

September 6, 2022 • 28 MIN

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share the skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.

Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting

August 23, 2022 • 36 MIN

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.

SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound

August 9, 2022 • 34 MIN

David Dulany, Founder and CEO of Tenbound, joins Rachael to share his best strategies, tactics, and tools on how you can optimize and build successful sales development teams.

Building and Measuring Success for an Account-Based Framework with Pat Oldenburg, Vice President of Demand Generation at Motive

July 26, 2022 • 35 MIN

Pat Oldenburg, Vice President of Demand Generation at Motive, joins Rachael McBrearty to discuss how to set up the foundation for an account-based framework, what metrics you should measure, and why marketers need to work closely with sales to succeed.

Designing a Buyer-Centric Seller Experience with TJ Macke, SVP of Strategy at Sapper Consulting

July 12, 2022 • 28 MIN

TJ Macke, SVP of Strategy at Sapper Consulting shares his thoughts on the current inflection point sales team are experiencing and how the best sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience and earn customer trust.

Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase

June 28, 2022 • 34 MIN

In this episode of the OpsStars Podcast, Jon Miller, CMO at Demandbase, shares why using data to drive account intelligence can help sales and marketing teams be more relevant by aligning go-to-market motions and messages to the buyer journey.

Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce

June 14, 2022 • 36 MIN

Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, joins the conversation today to share how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful. Karen is the author of four books: “Success From Anywhere: Create Your Own Future of Work from the Inside Out,” “Working From Home: Making the New Normal Work for You,” “Success With Less: Releasing Obligations and Discovering Joy,” and “Listen Up!: How to Tune In to Customers and Turn Down the Noise.” Karen is also an internationally-recognized thought leader whose TEDx appearance, keynotes, blogs, and books reach hundreds of thousands of business leaders each year. She is a prolific blogger and sought-after media interviewee, featured in Forbes, and regularly contributes to Thrive Global and ZDNet.

Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights

May 31, 2022 • 41 MIN

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us on this episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team. Previously, Chris was the Director of Global Revenue Operations for Uniphore, Director of Sales Operations for Honor and NextHealth, and Senior Analyst of Sales Operations and Pricing at ServiceSource. His experience is heavily focused on providing sales teams with insightful and actionable recommendations about product offerings, consultative selling tactics, customer retention, and pricing strategy. Today, Chris will share some of that experience to provide you with practical insights and advice you can apply to your business and RevOps team.

Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense

May 17, 2022 • 38 MIN

Kerry is a Featured Thought Leader at Sales Assembly, the industry’s only Scale-as-a-Service platform that leads B2B Tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team. Kerry brings over twenty-five years of experience in B2B demand generation and management, spanning a broad array of industries and markets. Prior to his current roles, he was an analyst at SiriusDecisions and Forrester, where he authored and co-authored a wide range of key models and frameworks. In this episode of the OpsStars Podcast, Kerry Cunningham, Researcher and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales including why now is the time to move past MQLs as a measurement of success and how to better leverage Opportunities to support buying groups.

Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight

May 3, 2022 • 44 MIN

Seth is a self-proclaimed “unredeemable CS Geek,” passionate about creating human first connections. He brings over fifteen years of experience in various analyst and customer success roles and leadership positions. Before his current role at Gainsight, Seth was the Director of Customer Success Operations at InsightSquared, where he managed various swaths of their CS. He saw the organization grow from fewer than ten employees to the largest company he had ever worked for. Today, Seth shares how CS Operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and the team looks like and what capabilities and skills are required to become a high-performing CS Ops team.

The Emerging Role of a Pipeline Strategist with Krystal Diel, Pipeline Strategist at Panther

April 19, 2022 • 34 MIN

Krystal is a Pipeline Strategist at Panther, a cloud-scale security analytics platform that alleviates the pain of traditional SIEM with detections-as-code and a scalable security data lake. She initially got into sales operations as a personal trainer. Krystal brings over seven years of experience in various Sales and RevOps roles and leadership positions. Before her current role, she was the Director of Revenue Operations at Capacity and the Manager of Sales Development at BizLibrary. She also ran a fitness and wellness business for over seven years, having helped hundreds of people improve their quality of life, both physically and emotionally. Today, Krystal joins us to share her career journey from Sales to RevOps and into Pipeline Strategy and how this new role collaborates with the go-to-market teams to optimize strategies and processes to increase revenue.

The Case for a Unified RevOps Org to Align Sales and Marketing and Drive Revenue with Justin Schmidt, VP of Marketing at Capacity

April 5, 2022 • 42 MIN

In this episode, Rachael is joined by Justin Schmidt, VP of Marketing at Capacity, an enterprise artificial intelligence SaaS company focused on helping teams do their best work. He is also the host of the Support Automation Show, where he hosts conversations with leaders in customer or employee support who are using technology to answer questions, automate processes, and build innovative solutions to any business challenge. Justin brings over twenty years of experience in various marketing leadership roles, mainly in digital marketing and publishing. Before his current position, he was the VP of Publishing Operations in Marketing at Multiply, where he led a thirty-member team. Today, Justin shares his thoughts and the advantages of having Marketing and Sales Ops on the same team.

Aligning Sales Development to Bigger Picture Business Goals with Ryann Morrow, Senior Director, Sales Development at Cybrary

March 22, 2022 • 27 MIN

In this episode, Rachael is joined by Ryann Morrow, Senior Director, Sales Development at Cybrary, a cyber security professional development platform that provides IT and security professionals with the knowledge and skills to achieve their career goals. Ryann joined Cybrary in 2019 and in 2020, Cybrary won an OpsStars Award for Highest ROI Program of the Year for driving a 133% increase in pipeline in just one quarter after a major project to automate their go-to-market processes. In this episode, Ryann shares how she took her sales development team from survival mode to a thriving organization, by aligning with big picture business goals.

It’s Here - The New Era of Sales! with Mary Shea, Global Innovation Evangelist at Outreach

March 8, 2022 • 40 MIN

In this episode, Rachael is joined by Mary Shea, Global Innovation Evangelist at Outreach, the first and only sales execution platform that helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit forecasts with confidence. Previously she was a Principal Analyst at Forrester, where she led research and authored the inaugural Forrester Wave for the Sales Engagement category. Now with Outreach, Mary conducts thought-provoking research on the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2B sales organization. She is also the co-host of the Revenue Innovators podcast. She joins us today to share insights on the new era of sales and why leaders are focused on new strategies, technology, training, diversity, equity, and inclusion to set their organizations up for success.

Building Automated Revenue Dashboards with Elizabeth Medlicott, the Director of Marketing Operations at Model N

February 22, 2022 • 31 MIN

In this episode, Rachel is joined by Elizabeth Medlicott, Director of Marketing Operations at Model N. Elizabeth has over a decade of experience in marketing operations, primarily in B2B software, for enterprise, mid-market, and start-up businesses, including public and unicorn companies. She is skilled in Marketo, SFDC, ABM, data migration, data management, and various marketing/sales tech stack tools. Model N was also a finalist for a 2021 OpsStars Award for Digital Transformation. In today's episode, Elizabeth shares how to build a revenue dashboard. In doing so, removing huge operational burdens on MOPs by automating reports and improving the speed and access to critical business information.

How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift

February 8, 2022 • 30 MIN

In this episode, Rachael is joined by Sean Lane, VP of Field Operations at Drift, a conversational marketing platform that combines chat, email, video, and automation to remove the friction from business buying. Sean started his career in customer success and later led a sales development team. It was there that he learned how important operations were to all the GTM teams’ success. Sean has spent the last four years in operations at Drift, leveraging his experience across the customer journey, working across all the different parts of the operations spectrum — marketing ops, sales ops, and CS ops. Sean is also the host of the podcast “Operations with Sean Lane,” where he goes under the hood of how hyper-growth companies operate and gives operational tactics needed to scale growth and drive results at your company. Sean shares how operations can play an instrumental role in designing and ensuring a great customer experience.

How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast

January 25, 2022 • 19 MIN

In this episode, Rachael is joined by Jeff Ignacio, host of The Revenue Architect Podcast, a podcast for anyone deeply interested in building go-to-market capabilities, revenue operations, and revenue enablement. Jeff brings a breadth of knowledge learned from his experience across various sales and revenue operations positions. Before his current role, he was the head of revenue and growth operations at UpKeep where he built and developed a team composed of marketing operations, business systems, customer success operations, and revenue enablement. Jeff will share why it’s a great time for Ops to move from order taker to valued partner to sales – a shift that will earn them a seat at the decision making table and enable them to be leaders in their own right.

Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle

January 11, 2022 • 40 MIN

In this episode, Rachael is joined by Greg Poirier, the CEO and founder of CloudKettle, a company specializing in improving operations and revenue growth for large enterprises through marketing automation, lead generation, sales management, and renewals. He is also an advisor at Salesforce Accelerate, a three-month virtual program powered by Salesforce for Startups. Greg is a sought-after speaker and advisor that specializes in marketing and sales operations for SaaS companies with many industry awards to his credit, notably the EY Entrepreneur of the Year (2018) and Atlantic Business Top 50 CEOs. Today he shares his advice on how Revenue Operations professionals can build effective dashboards, including ones that the C-Suite will adore.

Closing the Customer Experience Gaps with Jason Reichl of Breadcrumbs and Go Nimbly

December 21, 2021 • 48 MIN

In this episode, Rachael is joined by Jason Reichl, the CRO at Breadcrumbs, a revenue acceleration platform based on a co-dynamic lead scoring and routing engine living at the intersection of marketing and sales. He also co-founded Go Nimbly, a Revenue Operations consultancy, where he currently serves as a board member, advisor, and RevOps Evangelist. He joins us to discuss how today’s customers expect a personalized buying experience and how RevOps can use data and analytics to close the experiential gaps in their GTM processes to maximize revenue.

Design Your Operations With the End (User) in Mind with Chelsea Katich, Director of Marketing Operations at McGraw Hill

December 7, 2021 • 34 MIN

In this episode, Rachael is joined by Chelsea Katich, Director of Marketing Operations at McGraw Hill, an American learning company and one of the “big three” educational publishers that provides customized educational content, software, and services for pre-K through postgraduate education. Chelsea is a 5x Marketo Champion, Fearless 50 member, MUG Co-Leader, 2019 Champion of the Year Revvie Finalist, 2020 Adobe Experience Maker Award Winner, and a 2021 OpsStars of the Year finalist. Today, she reveals best practices for marketing operations professionals to help them become more strategic and successfully manage complex projects.

Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett, Head of Revenue and Community Operations at RevGenius

November 23, 2021 • 36 MIN

In this episode, Rachael is joined by Asia Corbett, Head of Revenue and Community Operations at RevGenius, a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow. Asia joined RevGenius because of its mission to educate, empower, and inspire all revenue professionals and operators. Asia is passionate about putting processes and structures in place to ensure everyone’s workflow is optimized so that they all execute better together. She’s here to give her perspective on how RevOps teams organize this journey and outlines the steps that you can take to get your team operationally organized.

Operationalizing the Customer Experience: The role of MOPs with Crissy Vetere-Saunders, CEO and Co-founder at CS2 Marketing

November 2, 2021 • 45 MIN

In this episode, Rachael is joined by Crissy Vetere-Saunders, CEO and Co-founder of CS2 Marketing, a B2B SaaS marketing agency started in the heart of Silicon Valley, now supported by a remote team across the US. With over a decade of experience in marketing operations and demand generation, she is still striving to learn the best ways to optimize the three P’s of tech marketing: people, process, and performance. They discuss the opportunity for marketing operations to take on the role of leading the customer experience, operationalizing the customer journey, orchestrating the digital experience, and why adopting team coalitions is key to successfully orchestrating cross organization. They also dive into some advice for early in career MOPs professionals.

True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson, Senior Director of Revenue Operations at ringDNA

October 19, 2021 • 32 MIN

In this episode, Rachael is joined by Jordan Henderson, Senior Director, Revenue Ops at Revenue.io (formerly ringDNA), a revenue acceleration platform that uses AI to transform sales teams into high-performing revenue engines. His background is spread across revenue operations, sales enablement, sales operations, strategic planning, and project management. He also hosts the RevOps Podcast. This episode provides a detailed look at what a RevOps team looks like from the inside. We also look at how metrics fit into the RevOps equation, promising technologies leading the way for the future of RevOps, and the key skills needed to become a successful RevOps professional.

What It Means To Be An OpsStar with Kimberly Galitz, Senior Manager Marketing Operations at F5 Networks

October 4, 2021 • 18 MIN

In this episode, Rachael is joined by Kimberly Galitz, Senior Manager, Marketing Operations at F5. Kimberly was hired to clean up the Marketo architecture at F5 and apply her expertise with marketing tech stacks to help F5 grow. She’s also a 2x Marketo Champion and the 2020 OpsStar of the Year. They discuss the confidence issues Ops professionals face and how being a part of a community of Ops professionals helps overcome them. They also talk about the importance of being visible by working to build connections across organizations and highlighting accomplishments to the right stakeholders. Finally, this very first episode of the Podcast includes advice for newbie Ops professionals on how to approach their new jobs with confidence.

Trailer

October 4, 2021 • 1 MIN

In this trailer, Rachael shares what to expect from the OpsStars Podcast, and why we are doing this...