RevOps Champions

In this episode of RevOps Champions, John Plumley, Director of Revenue Operations at Tri State HVAC, joins Brendon Dennewill to discuss the intersection of technology and process in scaling a traditional B2B business. John provides insight into Tri State HVAC's unique position as a commercial HVAC manufacturers representative focused on large projects and key relationships within the Philadelphia region. With a mechanical engineering background and decades of sales experience, John shares how his long-standing fascination with CRMs led him to transition from sales into a full RevOps role, where he drives both digital transformation and cultural change within the organization.The conversation delves into the real-world challenges and triumphs of adopting new technologies like HubSpot CRM, integrating operations with accounting, and implementing smarter, data-driven processes. A significant focus is placed on the human side of change—navigating resistance, fostering buy-in, and the importance of mapping out and communicating process improvements before rolling out new solutions. John and Brendon explore how aligning people, data, and technology not only streamlines internal operations but creates a fresh competitive advantage in an industry that's traditionally slow to change.Looking ahead, the episode highlights opportunities for leveraging AI and knowledge management to enhance both customer and employee experiences. John discusses the value of sharing expertise through podcasts, video content, and smart knowledge bases, meeting evolving customer expectations and scaling relationships in a modern way. The key takeaway is clear: success with RevOps is about progress and learning, prioritizing customer experience, and empowering teams with the right tools and mindset—practical advice for any leader considering their own digital transformation journey.Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill sits down with Sean Steigerwald, a serial entrepreneur and the CEO of CustomerIQ. Sean brings a wealth of experience from founding and growing SaaS and analytics companies, with deep expertise in business development, sales, and RevOps strategy. The conversation kicks off with Sean introducing CustomerIQ—a platform designed to automate and enrich CRM data entry while simplifying email automation for companies with complex sales cycles, particularly those using HubSpot or Salesforce.The discussion dives into the operational challenges of B2B companies, especially those in enterprise SaaS, professional services, and manufacturing. Sean emphasizes that the main pain point for sales and revenue teams is updating and leveraging the CRM efficiently. He stresses the importance of removing tedious manual tasks, and automating processes only after they've been validated manually. Both Sean and Brendon highlight the need for strong RevOps leadership to ensure cross-team alignment and operational efficiency, and share their appreciation for business operating systems like EOS to help teams remain focused and empowered during growth phases.Throughout the episode, Sean champions the value of consistent execution (“lead bullets” over “silver bullets”) and warns against overcomplicating tech stacks with unnecessary tools. They agree that alignment—across people, process, data, and technology—is key to scaling and customer retention. Sean concludes with practical advice: focus on process clarity before automation, use your CRM as a central hub for alignment, and keep things simple. For further learning, he recommends business books like “The Hard Thing About Hard Things” and entrepreneurial podcasts such as “Invest Like the Best” and “Founders.”Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill sits down with Torben Rytt, a leader well-known for his success at Siteimprove and now as the founder of Gainbox. Torben brings a unique background, having moved from Europe to Minneapolis driven by both personal and professional opportunities. With deep roots in building and scaling data-driven businesses, Torben's journey reflects his ongoing commitment to leveraging technology, curiosity, and ownership as core tenets of leadership.The discussion centers around the pivotal role of data in driving organizational growth and effective sales strategies. Torben explains how, at Siteimprove, deliberate data collection and operationalization made a significant difference, allowing his teams to continually refine their approach and set themselves apart from competitors. Both speakers underscore the importance of not just amassing data, but actually using it to inform decisions, shape company culture, and define ideal customer profiles (ICP). Torben shares how curiosity pushed his teams to seek out unique data points and patterns, going beyond industry basics to truly understand why some customers thrive while others churn.As the conversation evolves, Torben outlines how emerging technologies like AI are transforming CRM and sales operations. He describes Gainbox as the toolset he wishes he had earlier in his career—a scalable, AI-powered platform for uncovering actionable data signals and keeping CRMs efficient and up-to-date. The episode wraps up with advice for RevOps leaders: remain open to experimentation, make bold leadership decisions rooted in company values, and focus on intelligent, targeted outreach rather than generic, high-volume tactics. The result is a refreshingly practical perspective on preparing businesses for the next wave of technological innovation in revenue operations.Find more at revopschampions.com

Find more at revopschampions.com

In this episode, Jackie Pfriender discusses the key updates from HubSpot's 2025 Spring Spotlight, focusing on the themes of unified experiences, fast ROI, and the importance of AI agents and workspaces.The episode highlights how these updates are designed to enhance customer experience, particularly for mid-market businesses, and how they streamline operations through features like multi-account management and improved collaboration tools.Find more at revopschampions.com

In this episode, Ken Babcock, co-founder and CEO of Tango, discusses the evolution of Tango from a documentation tool to a comprehensive platform that enhances sales team efficiency through process automation and AI. He emphasizes the importance of process in driving innovation and consistency within organizations, particularly in the context of revenue operations. Ken also shares insights on targeting sales teams, leveraging Tango internally, and the critical role of company culture in scaling businesses effectively.Ken discusses the essential components for scaling a business effectively, emphasizing the importance of culture, leadership, and process. He highlights the need for accountability and metrics to drive performance, as well as the significance of reinforcing communication within the organization. Ken also addresses the necessity of adapting to change and leveraging technology to enhance scalability, ultimately stressing that user adoption is a critical metric for success.Find more at revopschampions.com

In this episode, Dick Polipnick discusses the importance of leadership, communication, and core values in scaling businesses effectively. He emphasizes the role of frameworks and methodologies, such as EOS, in structuring organizations for success. The discussion also highlights the significance of technology and data in decision-making processes, using GoRoute as a case study for effective implementation. Finally, Polipnick draws parallels between SaaS metrics and practices that can benefit various industries, advocating for the adoption of these strategies to enhance business efficiency. In this conversation, Dick Polipnick discusses various strategies for enhancing productivity and performance in organizations, drawing on historical examples and modern applications. He emphasizes the importance of data-driven decision-making, competitive dynamics in workplace environments, and the implementation of technology to improve customer success. The discussion also covers the significance of structured decision-making processes and the use of monthly data reviews to facilitate growth and agility in scaling businesses.Find more at revopschampions.com

In this episode, Joe Sandin, president of OnSharp, discusses the intersection of technology, process, and data in business operations. He emphasizes the importance of having a clear understanding of business processes before implementing technology, the critical role of data in ensuring successful outcomes, and the necessity of a strong team to optimize these systems. Joe also highlights the growing trend of custom portals as a solution for businesses seeking to enhance efficiency and customer experience, while addressing the need for integration across various systems. Joe Sandin also discussed the development of a new customer portal called Core, designed to integrate seamlessly with HubSpot and provide a holistic experience for users. He emphasizes the importance of change management in technology implementations, particularly for larger companies, and highlights the need for businesses to adapt to the increasing velocity of change driven by technology and AI. Joe shares insights on entrepreneurship, the significance of patience and progress, and the importance of building a strong team to complement individual strengths. He also offers book recommendations that align with his journey towards transitioning from a service-based to a product-based business.Find more at revopschampions.com

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we're revisiting some of the most impactful conversations on leadership and company culture. From fostering high-performing teams to confidently navigating change, these expert insights will help you cultivate a workplace where people thrive.Whether you're leading a growing team or refining your company's culture, this curated collection of thought-provoking discussions will equip you with strategies to inspire, motivate, and drive success. Tune in for a fresh perspective on what makes great leaders and strong cultures!Find more at revopschampions.com

In this episode of RevOps Champions, we sit down with Alex Bratton, entrepreneur, technologist, and author of Practical AI for Leaders, to explore how AI is transforming the way businesses operate. From AI-powered sales coaching to digital team members and automation, Alex shares practical insights on leveraging AI to empower teams, streamline operations, and drive growth.We discuss the shift from traditional SaaS to AI-driven business models, the importance of AI readiness, and why the real competitive advantage lies in human and AI collaboration—not replacement. Alex also shares insights from his latest book and his approach to helping leaders integrate AI into their organizations in a meaningful way.If you want to stay ahead of the curve in AI and RevOps, don't forget to like, subscribe, and turn on notifications so you never miss an episode. You can also check out Alex's book and his AI leadership community to dive deeper into these topics.Find more at revopschampions.com

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we're diving into some of the most impactful discussions on processes, frameworks, and models that drive efficiency and success. We're revisiting expert insights from past episodes, exploring the structured approaches that help businesses streamline operations, scale effectively, and make data-driven decisions. Whether you're refining your RevOps strategy or looking to implement proven methodologies, this curated collection offers valuable takeaways to elevate your business. Tune in and rediscover the power of smart systems!Find more at revopschampions.com

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we're revisiting standout moments from past conversations, featuring expert insights on AI, technology, and innovation. From the evolving role of artificial intelligence in business to the latest tech trends shaping the future, this curated collection offers valuable perspectives on how innovation drives growth and transformation. Whether you're a tech enthusiast or a business leader looking to stay ahead, tune in for a fresh look at the strategies and ideas powering tomorrow's success!Find more at revopschampions.com

Welcome to another episode of our Podcast Flashback Compilation series!In this special edition, we're revisiting some of the most valuable insights on data and analytics, highlighting key takeaways that can transform the way you approach revenue operations. From leveraging data for smarter decision-making to optimizing analytics for business growth, this curated collection of expert conversations will help you harness the power of data to drive success.Whether you're refining your strategy or just getting started, these insights will give you the tools to make data-driven decisions with confidence. Tune in for a fresh perspective on the numbers that matter!Find more at revopschampions.com

Welcome to the latest episode of Podcast Flashback! In this special edition, we're revisiting key conversations on the power of revenue operations. Our expert guests share insights on improving data integrity, streamlining processes, and driving better alignment across teams.Whether you're looking to refine your automation strategies, enhance scalability, or get more out of your RevOps tech stack, this curated collection of insights will help you unlock new efficiencies. Tune in for a fresh perspective on the strategies that fuel operational success!Find more at revopschampions.com

Welcome to the first episode of our Podcast Flashback Compilation series! In this special edition, we're revisiting some of the most insightful moments from past episodes, highlighting key takeaways on business growth, customer-centric strategies, and the power of HubSpot partnerships. Whether you're new to the podcast or a longtime listener, this curated collection of expert conversations will help you optimize operations, choose the right tools, and solve for the customer. Tune in for a fresh look at the strategies that drive success!Find more at revopschampions.com

In our latest episode, we reflect on the valuable lessons shared by our incredible guests throughout 2024. From unplanned but recurring topics like customer experience, leadership and culture, and AI to deeper discussions on data and analytics, scalable technology, and revenue operations (RevOps), this year has been packed with insights to help drive growth and efficiency.Looking ahead to 2025, we're excited to explore these themes even further, bringing on more industry-specific guests to share how they optimize operations, enhance customer experiences, and fuel revenue growth.Tune in for a recap of 2024 and a glimpse of the transformative conversations to come in 2025!Find more at revopschampions.com

Here's a sneak peek of some of the 2024 podcast highlights from RevOps Champions, hosted by Brendon Dennewill! 2024 has been packed with insightful conversations, actionable strategies, and thought-provoking discussions that resonate with leaders in the RevOps space. But this is just the beginning—stay tuned as we dive deeper and share more of our favorite highlights from a variety of topics in upcoming episodes. Don't miss out on the inspiration and insights to come—subscribe now and join us for more!Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill and Paul Roetzer dive into the transformative power of AI and its impact on marketing, business, and the future of work. They explore the shift from traditional software to AI-driven systems, the urgency for organizations to adapt, and how to build an effective AI roadmap. Paul shares insights on driving personalization, scaling AI initiatives, and fostering AI literacy through education and training. Plus, learn about SmarterX, a bold initiative tackling societal challenges with AI. Tune in to discover how businesses and individuals can embrace AI to innovate, grow, and thrive in a rapidly evolving landscape.Find more at revopschampions.com

In this episode of RevOps Champions, host Therese Brinkman and guest Tina Bishop explore the ADKAR change management model, emphasizing the importance of personal connections and effective user adoption strategies in CRM implementations. Therese underscores the need for one-on-one conversations during the "Desire" phase of ADKAR to secure buy-in and build personal connections. They discuss the crucial role of change managers in identifying both engaged change champions and less enthusiastic team members, aiming to address resistance more effectively.Tina highlights the necessity of thorough knowledge analysis and gap identification during the "Knowledge" phase, stressing early involvement of change managers and training strategists. The conversation shifts to the "Ability" phase, focusing on the need for role-specific and process-oriented training to ensure users can effectively utilize the CRM platform. Tina advocates for practical and tailored training over generic approaches, urging that just technological features are insufficient without a structured user adoption strategy.The episode concludes by emphasizing continuous reinforcement and monitoring to sustain effective adoption, with Therese highlighting the importance of early communication and transparent information sharing. The discussion underscores the need to address individual motivations and personal ownership during the Desire phase to achieve high user adoption rates. Finally, both speakers, who are PROSCI certified, stress the critical role of dedicated change management personnel throughout the CRM implementation process, inviting listeners to connect with the Denamico team and explore more content at revopschampions.com.Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill sits down with Bill Himmelstein, CEO of Tenant Advisory Group, to explore the role of technology in commercial real estate and its impact on client relationships. Bill shares how technology has made information more accessible, enhancing customer experiences and fostering long-term, client-centric connections.The episode covers key elements of business success, including leadership, process, and culture. Bill and Brendon discuss the shift from hard work to working smarter, the lasting effects of COVID-19 on business strategies, and the importance of talent management. Bill also emphasizes the “giver's gain” philosophy and offers practical advice for business leaders preparing for the challenges of 2025. Find more at revopschampions.com

In this episode of RevOps Champions, host Therese Brinkman engages with sales expert Sam Annala to explore the transformative role of Customer Relationship Management (CRM) systems in modern sales operations. The main topics discussed include the importance of CRM in automating tasks and speeding up sales processes, the need for effective sales leadership and coaching backed by CRM insights, and the critical factor of user adoption in successful CRM implementation. The episode also highlights the ADKAR model for change management, emphasizing the importance of creating awareness and desire for new systems before training employees.Therese and Sam delve into misconceptions about CRMs, stressing that they are tools that require strategic change processes and clear objectives to drive business growth. They also discuss the importance of aligning people, processes, and technology to optimize CRM usage. Sam shares insights on leveraging data for personalized client interactions, particularly in the engineering, construction, and design sectors, and praises AI advancements for easing administrative burdens on salespeople.Sam Annala, an experienced sales leader, consultant, and trainer, emphasizes the importance of continuous coaching, data integrity, and clear CRM processes in achieving revenue goals. The episode concludes with both speakers expressing enthusiasm for AI and CRM systems' potential to enhance efficiency and foster better client relationships.Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill engage with David Pflum, an industry leader in the HVAC sector, to discuss how crises can drive innovation, the significance of robust business processes, and the role of people and technology in achieving scalable growth. Pflum highlights how market changes pushed his company, DriSteem, to develop a groundbreaking product and stresses the shift from custom to configurable products to enhance scalability. He shares valuable insights from his career in niche HVAC markets and underscores the importance of efficient, end-to-end business processes over purely custom solutions.The discussion also delves into team dynamics and the essential role diverse, skilled teams play in business success. Both speakers emphasize the importance of people as a company's greatest asset and the need for effective change management when implementing new technologies. Pflum explains how the integration of data tools like Zoho with ERP systems revolutionized their operations, highlighting the transition from paper reports to cloud-based IT systems for better data access and decision-making. This shift has allowed DriSteem to nearly double its revenue with minimal headcount increase, showcasing the power of leveraging technology for high ROI.Additionally, the episode touches on the importance of ISO certification in maintaining rigorous business standards, with Pflum discussing how ISO processes impact change management and overall operations. The conversation expands into the potential and risks associated with AI in marketing, sales, and customer service, emphasizing that clean, organized data is crucial for AI readiness. The hosts and Pflum agree on the critical need for strong data management practices to ensure technology benefits the business rather than becoming a costly liability. The episode wraps up with insights into decision-making and the need to align technological advancements with business strategies for sustainable growth.Find more at revopschampions.com

In this episode of RevOps Champions, Brendon Dennewill engage with Sangram Vajre for an insightful discussion on critical aspects of Revenue Operations (RevOps). The conversation delves into the common challenges companies face in selling and renewals, emphasizing issues like customer retention and the need for expanding into additional personas or product lines. Sangram highlights the importance of having business coaches and frameworks, such as the Entrepreneurial Operating System (EOS), to guide leadership teams through these challenges, ensuring organizational alignment and clarity.The discussion also brings to light the significant role that external advisors and frameworks play in providing the necessary strategic clarity and growth for businesses. Sangram stresses the impact of AI in enhancing business processes, noting that while AI won't replace jobs, those who effectively utilize AI will have a competitive advantage. He underscores the necessity of clean and organized data for effectively leveraging AI tools. The episode further covers customer retention strategies, the importance of managing change within organizations, and the evolving landscape of go-to-market strategies, including HubSpot's expansion and competition with larger players like Salesforce.Towards the end, Sangram and the hosts explore the Go-to-Market Operating System, which comprises various components like RevOps, and its critical role in organizational alignment and growth. They discuss the CEO's ownership of go-to-market decisions and why some companies scale better than others, introducing concepts like the "Five Valleys of Death." The episode concludes with a reflection on the importance of integrating brand and demand, improving pipeline velocity, and ensuring customer time to value and expansion—all essential for maintaining a healthy net revenue retention (NRR). This episode offers B2B leaders invaluable perspectives and actionable strategies to navigate the complexities of the modern business environment effectively.Find more at revopschampions.com

In Episode 34 of RevOps Champions, Brendon Dennewill sits down with Marc Hans from HubSpot Academy to delve into themes of business growth, technology adoption, and the critical importance of clarity and focus. Marc Hans, inspired by the podcast, speaks about a significant decision he's planning to execute, emphasizing the role of understanding your audience, identifying what makes your business unique, and maintaining a strong focus on your work and team. The discussion is rich with practical advice and anecdotes, highlighting how these principles can drive growth and effective leadership within any organization.The episode then shifts to the challenges and opportunities in adopting new technologies such as HubSpot. Brendon addresses the allure of the "shiny object syndrome," where businesses are tempted by the latest tools without customizing them to their needs. Marc underscores the necessity of clean, well-organized data to leverage AI effectively, drawing parallels between meal experiences and client interactions with technology. Both speakers agree that establishing clear expectations and regular evaluations are crucial for staying relevant and maintaining a customer-centric approach.Finally, Brendon and Marc explore broader themes such as the importance of an entrepreneurial mindset, the role of AI, and the four pillars of success: data, technology, process, and people. They emphasize the need for businesses to set clear objectives, understand their audience, and manage success metrics diligently. Brendon's insights into coaching and strategic planning, coupled with Marc's practical tips from HubSpot Academy, weave a narrative that stresses simplicity and clarity in achieving business success. This episode offers invaluable insights into making informed strategic decisions, effectively adopting new technologies, and maintaining a clear, customer-focused business strategy.Find more at revopschampions.com

In this episode of RevOps Champions, host Brendon Dennewill engages in a compelling conversation with guest John Aikin about the complexities of technology implementation in business. Aikin emphasizes that technology alone cannot solve business problems; it amplifies existing processes, whether they are effective or flawed. They discuss the crucial role of experienced service partners in this journey, stressing the importance of choosing the right partner from the start. They delve into the pitfalls of opting for cheaper solutions, which often results in clients returning for better service after encountering unsatisfactory outcomes. Furthermore, the conversation highlights the necessity of thoroughly vetting implementation partners, engaging with the actual team members instead of just sales representatives to ensure alignment and trust.A key topic is Aikin's leadership evolution, where he shares valuable lessons from his journey, moving from an operational focus to an ownership perspective. He speaks candidly about learning from past mistakes and the risks of hiring close friends, which led him to establish a personal rule against it. The importance of a positive organizational culture is discussed, with Aikin advocating for a work environment that balances well-developed systems with supportive, collaborative team dynamics. This perspective is underscored by their shared experiences with both failed and successful implementations, providing insights into the challenges and rewards of effective change management and technology adoption.The episode also touches on strategic planning and data analysis, with Aikin and Dennewill emphasizing the need for thoughtful, well-timed technology and data initiatives. They advocate for a platform-agnostic approach, focusing on business needs rather than specific tools. Brendon underscores the increasing role of CFOs in these strategic decisions, particularly in evaluating the return on investment (ROI) for technology purchases. They share stories about sector-specific CRM implementations, addressing unique challenges faced in industries like manufacturing and professional services. The conversation wraps with reflections on learning from past mistakes, the significance of staying current with technology updates, and the financial benefits of auditing and eliminating unnecessary software expenses. For more insights, listeners are encouraged to visit revopschampions.com.Find more at revopschampions.com

In Episode 32 of "RevOps Champions," guest Christopher Nault and host Brendon Dennewill delve deep into strategies for fostering company growth, leadership, and team culture as businesses scale from 50 to 500 employees. They underscore the importance of assembling diverse and talented teams to solve problems effectively, balancing the need for specialization with the benefits of versatility. Key discussion points include how to maintain motivation and intensity after achieving initial goals, with Christopher emphasizing that leaders should continuously focus on understanding and caring about their team's motivators to ensure collective growth alongside technological advancements.The conversation also covers the critical role of technology and processes in scaling an organization. Both speakers discuss the importance of integrating tools like Asana for project management and the strategic use of AI to enhance productivity. Brendon highlights the need for clean data practices to ensure AI applications are effective, while Christopher emphasizes the cautious, thoughtful adoption of AI to achieve realistic outcomes. HubSpot's unified CRM system and supportive partner program are praised for their positive impact on business operations, with particular attention to HubSpot's people-first culture and community that drive better implementation and customer solutions.Lastly, the episode explores the evolving landscape of AI and account-based marketing (ABM), drawing parallels between current AI adoption and early automotive industry growth. Christopher shares insights on the limited competition and significant market opportunities in AI enablement services. Both hosts agree that a strong company culture open to change is vital for successful technology implementations and ongoing business adaptation. They stress the importance of brand awareness and transparent marketing strategies in driving growth. Listeners are encouraged to explore further content on revopschampions.com for more insights and practical advice.Find more at revopschampions.com

In episode 51, host Brendon Dennewill and guest Brandon Wentland delve into the nuances of technology implementation and data management, focusing on how businesses can leverage these elements for strategic growth. They emphasize the necessity of understanding and manually testing new technologies before full-scale adoption to avoid operational disruptions. The conversation highlights the dual nature of data and technology as both assets and liabilities, emphasizing the significance of unified systems and reliable integrations to maintain data integrity and avoid accumulation of technology debt.The episode underscores the importance of a holistic data view across departments to gain comprehensive insights, citing examples of efficient data utilization from major companies like Amazon. Both speakers stress the importance of ensuring data readiness before implementing AI technologies, as poor data quality can lead to unfavorable outcomes. They advocate for regular 80/20 analyses to identify which efforts drive the most value and discuss Simon Sinek's "infinite game" concept, promoting long-term strategic thinking over rapid, unsustainable growth. Leadership also plays a crucial role, with the need for realistic timelines and proper adoption strategies to ensure successful technology integration.Brendon Dennewill and Brandon Wentland also reflect on the challenges of leading teams and transitioning business strategies, particularly under pressing circumstances like the COVID-19 pandemic. They discuss the significant pivot in Dennewill's business from a digital marketing agency to focusing on technology implementation and integration, driven by the increasing capabilities of platforms like HubSpot. Both speakers share insights on fostering a balanced organizational culture that integrates technology, processes, and people effectively. They highlight the critical role of leadership in articulating a vision, the importance of gradual change, and the need to focus on manageable initiatives to avoid stagnation and inefficiency.Find more at revopschampions.com

In this episode of "RevOps Champions", host Brendon Dennewill engages in an insightful conversation with Barb Stinnett, an experienced business leader and CEO of Timaron Group. The discussion centers around the strategic use of AI in business, emphasizing that understanding AI and integrating it into strategic goals can provide a competitive edge. Barb highlights the significance of clean, organized data for effective AI usage and discusses the transition her mid-sized company made from Salesforce to HubSpot, resulting in enhanced productivity and better integration with tools like ZoomInfo.The episode delves into the evolving nature of work-life balance and company culture, noting the generational shift towards prioritizing personal time, which contrasts with the workaholic tendencies of the past. Additionally, Barb talks about the modern work trends, such as the rise of the gig economy, where flexible roles are becoming more mainstream. The importance of aligning people, processes, data, and technology is underscored as key to successful Revenue Operations (RevOps), with practical examples of using frameworks like EOS and Six Sigma Lean to streamline processes and ensure team alignment.Brendon Dennewill and Barb Stinnett also discuss AI competency training for C-suite executives and the necessity of aligning AI initiatives with company culture and leadership commitment. They emphasize the need to avoid deploying technology without first understanding the specific needs and identity of the company. The episode concludes with a look at the future of data, tech, and AI, encouraging businesses to prepare for rapid advancements and to leverage historical data for current problem-solving and innovation.Find more at revopschampions.com

In Episode 29 of "RevOps Champions," hosted by Brendon Dennewill and featuring guest Therese Brinkman, the discussion zeroes in on the integral role of CRM technology and change management in improving marketing-sales collaboration within B2B organizations. Therese underscores that while CRMs like HubSpot can facilitate collaborative efforts, true change is driven by people and well-defined processes, rather than technology alone. The conversation highlights the Four Pillars of RevOps—People, Process, Data, and Technology—with a particular emphasis on the human element in successful CRM implementation.The episode delves deeply into the significance of change management, distinguishing it from project management. Project managers focus on technical details like budget, timeline, and scope, whereas change managers concentrate on helping people adapt and adjust, which is vital for realizing ROI. Therese elaborates on the need for a comprehensive discovery and design phase before configuring CRM systems to meet unique industry requirements, whether in architecture, engineering, nonprofits, or franchises. The discussion also covers practical strategies for effective communication, the role of middle management, and the importance of internal change champions in driving organizational transformation.Both Brendon and Therese stress the importance of customizing CRM tools to reduce data entry burdens and optimize efficiency for sales teams. They highlight the importance of regular feedback sessions, clear communication, and building resilience to adapt to rapid changes, such as the rise of AI technologies. By looking beyond technology and focusing on people, companies can streamline their processes, trust their data, and foster a collaborative environment that drives growth and delivers better ROI. This episode is an informative dive into the intricacies of CRM adoption and the critical role of change management in achieving successful business outcomes.Find more at revopschampions.com

In Episode 28 of the RevOps Champions podcast, Brendon Dennewill sit down with Emily Grotkin, an expert in product development and AI integration. The episode delves into the significant product announcements from HubSpot's Inbound 2024 event, focusing on Breeze AI, Breeze Intelligence, and the enhancements to Marketing Plus. Emily emphasizes the importance of these new tools in driving operational efficiency and increasing productivity for marketing and sales teams by embedding AI capabilities directly into their daily workflows. Breeze Intelligence, which leverages HubSpot's acquisition of Clearbit, aims to enrich data and provide buyer intent insights without relying on third-party integrations.The conversation also addresses the economic challenges businesses face, such as slowing sales processes and shrinking budgets. Emily discusses how these new HubSpot tools can help businesses navigate these uncertainties by providing fast, easy-to-use solutions that unify systems and improve data governance. This is particularly crucial as companies move away from cookies and need more robust data solutions. The hosts and Emily stress the importance of maintaining clean data to maximize the effectiveness of CRM and AI tools, highlighting how Breeze AI and Breeze Intelligence can help automate data cleaning and enrichment tasks.Additionally, a notable development from HubSpot's recent announcements is the capability to store sensitive and highly sensitive data, making HubSpot a viable CRM solution for industries like finance and healthcare. Emily suggests that businesses should take advantage of these new tools to improve productivity now and prepare for future economic recovery. The episode wraps up with a call to action for listeners to explore HubSpot's latest product releases and consider how these advancements can be integrated into their own business strategies for maximum benefit.Find more at revopschampions.com

In Episode 27 of RevOps Champions, host Brendon Dennewill welcome Luke Carlson, CEO and founder of Discover Strength, to delve into the complexities of scaling franchise businesses. Carlson underscores the necessity of viewing franchisees as partners rather than employees, given their financial stake and the imperative to uphold brand standards. Drawing from the successes of iconic franchises like McDonald's, Carlson and his team embarked on a journey to understand the franchise business thoroughly and define their own approach. Key success factors discussed include meticulous location analysis and the pivotal role of selecting suitable franchisees, though understanding this process is ongoing.Carlson shares the importance of building robust, simple systems that embody the brand's essence, ensuring they are teachable and usable by all levels within the franchise. He emphasizes the need for interconnected success among vendors, franchisees, and franchisors, drawing parallels from Ray Kroc's philosophy at McDonald's. The episode also highlights the critical balance between maintaining personal touch and leveraging technology, advocating for "rifle shot" testing of new systems before full-scale implementation to ensure efficiency and return on investment. Carlson stresses that franchisees must follow core processes and playbooks, as consistent consumer experience is paramount.In discussing the broader challenges of scaling, the conversation touches on financial and infrastructural demands that accompany growth, as well as the continuous effort needed to sustain organizational values and culture. Carlson and the hosts agree on the importance of sustaining long-term value, ensuring franchisees' success, and maintaining economic feasibility. They explore the idea of balancing revenue growth with infrastructure investment, and Carlson shares insights on keeping the franchise model flexible yet robust to accommodate new technologies and evolving market dynamics. The episode concludes with an emphasis on long-term customer satisfaction, vendor relations, and the necessity of attracting talented individuals for sustainable franchise growth.Find more at revopschampions.com

In this episode, Jaime Taets joins us to explore the four pillars of the RevOps framework: people, process, data, and technology. Jaime emphasizes the critical role of leadership and clarity in scaling organizations, while also highlighting the importance of strategy, understanding the external landscape, and leveraging technology and data effectively. We discuss setting smaller goals, using metrics to motivate teams, and the need for collaboration across marketing, sales, and customer service. Jaime also addresses the challenges of tech integration and the distinction between operational and strategic planning.Find more at revopschampions.com

In this episode, Brendon Dennewill and Ryan Tansom dive into the essential pillars of entrepreneurship, exploring ownership frameworks, financial KPIs, and the critical role of systems and technology in scaling businesses. They discuss the importance of understanding a business's purpose and how it delivers value to customers, emphasizing cash flow and equity growth as keys to achieving independence and freedom. The conversation also highlights the need for true ownership and leadership alignment, along with the value of revenue operations in aligning people, processes, data, and technology. Ryan Tansom shares his insights on measuring backwards, practicing gratitude, and clarifying personal goals, all while stressing the importance of having a clear vision and purpose in business.Find more at revopschampions.com

Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy. She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services firms - to protect existing revenue and grow existing accounts. Account expansion becomes easier when CS reps can articulate the value of their product or service. Daphne shares a few examples of CRMs and AI-powered solutions that enable CS teams to track and communicate value.    Other resources mentioned in the episode:--> Daphne's podcast, This is Growth, and the corresponding newsletterFind more at revopschampions.com

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Today's guest is George Hadjiyanis, SVP of Sales and Marketing at Parallax, a platform that helps digital agencies and software development companies improve their resource planning, margins, and utilization. He shares his approach to evaluating and implementing new technology, acknowledging the difficulties of transitioning from older systems to modern tools. He believes having the right tools and processes in place is worth the challenge and expense because it provides visibility into data. For leaders to make informed decisions that drive business growth, data must be clean, accurate, and accessible.  George urges companies to merge their ops roles in sales, marketing, and customer service into one revenue operations function. The revenue operations manager is responsible for data quality across those teams and their systems. This enables more holistic analysis from a 'single source of truth.'Find more at revopschampions.com

Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers. Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to stabilize the organization.She reflects on the highs and lows of running a company, the lessons she learned on her leadership journey, and the importance of developing a strategic plan based on mission, vision, and values. Amy is now a Board Member for Health Partners and Executive Chair of Avio Medtech Consulting. She is excited to be part of another entrepreneurial company that values workplace culture and building relationships.Find more at revopschampions.com

In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot. He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions. Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively. Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes. Find more at revopschampions.com

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts. Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes.  Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.Find more at revopschampions.com

Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" when implementing new systems or processes.The episode concludes with the importance of "doing the work," rather than expecting instant results without effort. For leaders, this work includes delegation, empowering team members, and focusing on high-value activities.Find more at revopschampions.com

Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training.She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find it challenging to track sales from traditional marketing efforts, they should still attempt to quantify these activities, because failing to do so could result in budget cuts. Find more at revopschampions.com

In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth. Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the company's mission and customer success stories into everyday work to motivate and inspire employees.Find more at revopschampions.com

Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack. Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology.  By incorporating feedback early on from these pilot groups, companies can identify process gaps or roadblocks before the full-scale implementation. This iterative approach enhances the effectiveness of new systems, boosts productivity for users, and fosters a culture of continuous improvement across the organization.Find more at revopschampions.com

Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time.He shares several specific use cases for process automation with HubSpot's Operations Hub, including supplementing free integrations with custom field mapping and running JavaScript and Python in workflows for data enrichment and deduplication checks. He also touches on the benefits of using HubSpot's AI tools for anomaly detection and data forecasting.Find more at revopschampions.com

Today's guest, John Marcus III, describes RevOps as "an internal service organization" that supports the executives, leaders, and individual reps in a company's go-to-market teams. He emphasizes the importance of cross-functional alignment and trust between sales, marketing, and customer success. The role of RevOps is to provide a shared resource that helps these departments adapt to the changes that come with each growth stage of the company.While technology is a key component of revenue operations, John encourages leaders to remain focused on the specific needs and goals of the organization, rather than get caught up in the latest trends.  Find more at revopschampions.com

Our conversation with Stephanie Schafer, President and Chief Growth Officer at The Social Lights, covers a range of topics including: the impact of social media and AI on human behaviorthe benefits of using a phased approach to technology implementationthe importance of using organizational frameworks or operating systemsthe evolving dynamics of company culture with remote workforcesFind more at revopschampions.com

Rob Dwyer, VP of Customer Engagement at Happitu, describes the contact center as a ‘critical touch point' in the full customer experience. The conversation covers the role of technology in empowering contact center reps and the challenges of technology adoption when scaling a customer service team. Rob emphasizes the importance of aligning technology purchasing decisions with business goals and shares his perspective on the use of AI in customer interactions. Find more at revopschampions.com

Our guest, Jim Sheehan, reflects on his experience building PowerObjects, the number one Microsoft Dynamics CRM partner globally. He emphasizes the importance of 'fanatical' focus to scale a company efficiently. This includes honing in on a particular specialty or niche in the market, as well as using some form of operating system like EOS to remain focused on the right priorities.  Jim also shares his current B2C venture, Wydaho Property Management, and how he is applying the lessons he learned from growing a B2B technology consulting firm to expand this business.  Find more at revopschampions.com

In today's episode, we chat with Peter Caputa IV, CEO of Databox, a software company that helps marketing agencies and professional services firms leverage data to drive growth for their clients. Prior to joining Databox, Pete built and scaled HubSpot's partner program to account for 40% of the company's revenue. Since his departure, companies like Denamico, and the solutions partner ecosystem as a whole, have had to evolve to keep up with the capabilities of HubSpot's software.In order for companies to scale efficiently, Pete stresses the importance of transparency and visibility across business functions. He explains how his teams use their data and reporting, as well as objectives and key results (OKRs) to solve problems and optimize their performance. Find more at revopschampions.com

Sales leader Jason Rosenblatt discusses the importance of a strong partnership between sales and marketing, as well as the value of a robust revenue operations (RevOps) function within an organization.He highlights the significance of data in decision-making and the challenges of working with unstructured or unreliable data. Jason also shares his approach to evaluating new job opportunities and how he has leveraged LinkedIn for networking and professional development.Find more at revopschampions.com

In this episode, Jim Tobin describes the team structure at Ignite Social Media and how they were able to maintain their company culture during a period of high growth. He acknowledges that implementing new technology can be risky, but is critical for scaling your business and adapting to the ever-changing marketing landscape. He discusses ways to leverage AI to gain efficiencies in the content creation process and he encourages companies to be useful and memorable in their social media and marketing efforts. Find more at revopschampions.com