Every two weeks, we host authentic conversations with OpsStars at the top of their game…. to empower you to create a great buyer experience, drive growth for your organization and ultimately: succeed in your operations career.
The OpsStars Podcast is a fantastic resource for operations professionals in the Sales, Marketing, and Ops industry. It provides a platform for individuals to share their learning, challenges, and successes in their respective organizations. The podcast creates a strong sense of community and allows newcomers to feel welcome and included. As the modern architects of growth in B2B, it's great to have a podcast that helps ops professionals and their companies thrive.
One of the best aspects of this podcast is the diverse range of guests and topics covered. Listeners can learn from industry thought leaders about revenue operations, sales operations, marketing operations, demand generation, and more. The insights shared are insightful and actionable, providing valuable advice for optimizing GTM motions and staying ahead in the field. It's a great way to connect with OpsStars who are doing innovative things to transform businesses.
While there are no major downsides to this podcast, some listeners may find that certain episodes cater more towards specific areas of operations or industries. However, with a growing community and upcoming episodes on various topics, there will likely be something for everyone.
In conclusion, The OpsStars Podcast is an excellent resource for operations professionals looking to learn and grow in their careers. The sense of community fostered by this podcast is invaluable as it allows individuals from all backgrounds to come together and share their knowledge and experiences. With its informative content and engaging format, this podcast is definitely worth listening to for anyone involved in revenue operations or seeking insights into the field.
In this episode of the OpsStars podcast, Kevin Davis, Co-founder and CEO of BoogieBoard.ai, joins Don Otvos to discuss the challenges and solutions in territory planning. They explore Kevin's journey from sales to RevOps, the complexities of territory design, and how BoogieBoard.ai is revolutionizing the process with data-driven, equitable solutions.
In this episode of the OpsStars podcast, Camela Thompson, Head of Marketing at RevOps Co-op, joins Don Otvos to discuss her journey from finance to RevOps and her current role in shaping the future of revenue operations. They explore the challenges of breaking down silos, the importance of data-driven decision making, and strategies for effective board presentations.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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!
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.
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