Rise of RevOps

This episode features an interview with Kieran Snaith, VP of Revenue Operations at Qualified, the pipeline generation platform for revenue teams that use Salesforce.Kieran describes how, in a world of inbox overload, we can catch the attention of potential customers. He also explains how his team harnesses the power of real-time engagement to drive conversions. Guest BioIn his over two years at Qualified, Kieran was the Director of Revenue Operations before moving into the role of VP. He has previous experience at SurveyMonkey, LeadIQ, and GetFeedback. A skilled business developer and strategist, Kieran has experience driving teams to success. He lives in Belmont, California.Guest Quote“This stuff is hard. There's a lot going on. You're going to be surrounded by challenges. Really work with the cross functional leaders to get that buy in on the top priorities. Focus on those. We've been in times where we've just had too much going on at a given time. And we're doing, you know, too many things at 95%. Really focus on the things that are going to impact the metrics that matter the most to you. Prioritize that, get the cross functional buy in and take those on.”Time Stamps**(01:05) Defining RevOps**(01:30) Building a RevOps function**(08:42) Creating a strategy**(13:17) BDRs and SDRs**(21:03) Why you have to respond quickly**(25:15) RevObstacles**(29:56) RevOops**(38:10) The Tool Shed**(42:16) Quick HitsSponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Find Kieran on LinkedInFind Ian on LinkedinCheck out Qualified's Website

Today, we're taking a look back on our most recent season. We've heard from some incredible minds in the Revenue Operations space, and one of our favorite parts of every conversation is hearing how guests define “RevOps.” Each definition is a little different, and each definition brings something new to the RevOps table. Let's take a quick look back at some of those conversations. How do our guests define RevOps? Why is RevOps important? And what do you need to know to make your RevOps team successful?Guests featured:Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicksTodd Thomas, Chief Revenue Officer at Aiden AutoScott Hoffman, Chief Revenue Officer of GFT USAKiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.Brian Tully, Chief Revenue Officer at GoldcastJamie Anderson, Chief Revenue Officer of EmburseCharles Lu, VP of Operations at LexCheckSaima Rashid, Senior Vice President of Revenue Analytics at 6senseJason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRMJohn Foong, CRO of Domain Group--Time Stamps(00:55) -  Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks(01:56) - Todd Thomas, Chief Revenue Officer at Aiden Auto(04:09) - Scott Hoffman, Chief Revenue Officer of GFT USA(05:07) - Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.(07:38) - Brian Tully, Chief Revenue Officer at Goldcast(09:49) - Jamie Anderson, Chief Revenue Officer of Emburse(12:29) - Charles Lu, VP of Operations at LexCheck(15:11) - Saima Rashid, Senior Vice President of Revenue Analytics at 6sense(18:15) - Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM(20:33) - John Foong, CRO of Domain Group—SponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Jason on LinkedInCheck out QualifiedLearn more about Caspian Studios

Today Ian interviews John Foong, CRO of Domain Group. Domain is one of the largest property marketplaces and portals in the Southern Hemisphere. John tells us how to leverage metrics rather than drown in data, and how to demonstrate your business' value, even in a tight market. He also describes how you should treat frequent flyers; what John calls his best customers. Guest Bio:John joined Domain as CRO in September 2021, having previously held senior leadership roles at Uber, Google and McKinsey & Co. John has focused on accelerating Domain‘s marketplace strategy leveraging Domain mantra of “Better Together”. John's focus is helping agents build sustainable and effective businesses by offering a set of connected solutions to supercharge agents workflow to complete today's tasks in half the time. He was ranked #36 in Elite Agent's “Most influential leaders in Australian real estate” at the end of 2022.John has a Bachelor of Commerce Honours from degree UNSW and an MBA and Masters in Education from Stanford University, where he was the Class President.Guest Quote:“You can easily spend a lot of time reviewing metrics, collating metrics, trying to clear out all the noise so those metrics are reasonable and comparable. And the useful question I find in trying to figure out that middle ground, that optimal point of metrics, is that question of, ‘so what?' Or put differently, if I have this metric, if I measure it, will it help me make a different management decision in a timely way? What's the so what?” - John FoongTime Stamps:**(00:50) - John's role at Domain**(01:33) - Defining RevOps**(06:48) - Building RevOps Strategy**(11:45) - RevObstacles **(14:28) - RevOops**(25:10) - The Toolshed **(36:41)  - Quick Hits Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with John on LinkedInConnect with Ian Faison on LinkedinCheck out the Domain Group Website

Go-to-market leaders have to fill a lot of roles. Today's guest says that, of many jobs, his most important role is fueling revenue success. This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM. SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer. Jason emphasizes the importance of doing your research and asking questions to set yourself up for success. He and Ian talk building pipeline, critical tools, and aligning cross-operational teams.Guest Bio:As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM – all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions.Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On).Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects.—-----Guest Quote:“We're putting an emphasis on doing your research and qualification, asking the tough questions, because that sets the table for what a future successful outcome looks like. And there's so many data points around a customer or prospect. With a high degree of curiosity, with some structure around it, you can go into a meeting a lot more prepared to ask the hard questions by just understanding the general landscape of that company.”-----Time Stamps:**(00:15 ) - Jason's start**(01:45) - Defining RevOps**(02:58) - Why RevOps is like a cake**(05:49) - Building a RevOps Team**(23:17) - RevObstacles **(31:39) - The Toolshed **(41:36)  - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links:Connect with Jason on LinkedInConnect with Ian Faison on LinkedinCheck out the SugarCRM Website

This episode features Charles Lu, VP of Operations at LexCheck. LexCheck accelerates contract review and streamlines negotiations by delivering redlines and issues lists in minutes while ensuring consistency across contracts. There, Charles is responsible for executing the C Suite's strategies to grow its product offerings and customer base.Charles explains how he uses RevOps as a strategic tool for not only tracking revenue, but assessing performance and identifying areas for improvement. He also describes the biggest challenge in modern sales leadership: balancing creativity and process to empower teams while providing insights on performance.---Guest BioCharles Lu is the VP of Operations at LexCheck where he is responsible for executing the C Suite's strategies to grow its product offerings and customer base. With a background in law, Charles has served as an M&A Associate at leading law firms such as Latham & Watkins and Goodwin. He holds a J.D. from the University of Michigan Law School and a BASc in Mechanical Engineering from the University of Waterloo. In his current position, Charles leverages his legal expertise and engineering knowledge to drive operational excellence at LexCheck. With a Juris Doctor degree, he possesses a comprehensive understanding of the legal intricacies. Additionally, his Bachelor of Applied Science in Mechanical Engineering equips him with a versatile skill set. Charles' multifaceted background makes him a valuable asset in executing growth strategies at LexCheck. His commitment to operational excellence and deep understanding of the legal industry contribute to advancing the company's impact on the legal tech industry.---Guest Quote“One of the mantras that I live by is that time kills all deals, right? Inactivity kills all deals. Open decision points will kill a deal, right? And so the challenge that we solved was taking those exit criteria and boiling them down to can you write a proposal for this client. Not a proposal that they need necessarily to sign. But can you write a proposal that will basically set out something that we can provide them that will provide them value.”---Time Stamps00:24 - How Charles got started01:54 - Defining Revenue Operations06:46 - RevObstacles15:14 - Scaling legal review26:26 - RevOops29:20 - The Tool Shed35:56 - Quick Hits---SponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. ---Links Connect with Charles Lu on LinkedInConnect with Ian Faison on LinkedinCheck out LexCheck

Welcome to Rise of RevOps. We're bringing you straight to a live interview at Dreamforce. In today's episode, Robert Zimmermann, CRO of Qualified, interviews Saima Rashid, Senior Vice President of Revenue Analytics at 6sense. Saima says that data helps us make our best, most informed decisions. She also describes which AI tools she uses to drive digital transformation and efficiency.Guest Bio:Saima is a five-time Industry award winning Marketing and RevOps leader with a demonstrated history of driving change and adoption of a data and insights driven approach towards decision making. She's currently the SVP of Revenue Analytics at 6sense.Before 6sense, she worked at PTC as VP, Field Analytics & Insights and Director - Marketing Analytics. Before PTC, Saima worked at CVM Marketing Inc as a Consultant in business analytics. Saima has a Master of Business Administration (MBA) degree with a focus on Management Information Systems and Marketing. Saima also holds a Bachelor of Science degree in Economics, Statistics, and Mathematics. Guest Quote:“I'm Senior Vice President of Revenue Analytics, and I feel like I'm an accidental marketer. Because it all starts with the data, and really letting that inform what marketing strategies we should be putting our money in and investing in, and how do we quickly understand if it's working. I'm a big believer in data to drive insights. Let's rely less on the gut.”Time Stamps:00:33 - How Saima got into her role02:40 - Defining RevOps08:08 - Solving marketing operations problems09:50 - Using data to problem solve12:03 - The Tool Shed19:46 - Looking to the future21:45 - Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Jamie on LinkedInConnect with Saima Rashid on LinkedinCheck out 6Sense

This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions. Jamie believes that revenue operations have been around for a long time, but we haven't always called it “RevOps.” He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line.Guest Bio:As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University.Guest Quote:“Revenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.” - Jamie AndersonTime Stamps:1:32 - How Jamie views RevOps13:22 - The importance of specialization15:23 - What makes a horrible client experience21:58 - Making leaders better25:47 - Why RevOps has a great ROI29:26 - The tool shed34:46 - Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Jamie on LinkedInConnect with Ian Faison on LinkedinCheck out Emburse

Today we'll hear from Brian Tully, Chief Revenue Officer at Goldcast. Goldcast is a platform for enterprises to conduct meaningful and measurable digital events. Goldcast provides strong tools/dashboards for you, the marketer, to measure the ROI of the event and get strong lead qualification insights. Brian's specialty is quickly growing SaaS companies year over year. In this episode, Brian explains how to build a solid RevOps strategy and how to gather actionable data. He also describes how to expand enterprise, mid-market companies internationally.Guest Bio:Brian is a senior technology executive with 20 years of experience in Go To Market strategy, B2B Implementation, Sales, Operations, and Marketing at Startups and Fortune 500 technology companies. His specialty is rapidly growing SaaS companies 50%+ Year over Year.Guest Quote:“Don't go bankrupt expanding internationally. First of all, you need to have a base to know what works first. Full stop. You need to have the US and find a niche, find a persona, find an industry, find a problem that you solve better than anyone else. You're like, yes, this is working. Cuz if you don't have that yet and you think you're gonna solve it by going international, that's probably like getting married to solve the bickering that you have.”Time Stamps:**(01:12) Brian's role at Goldcast**(03:18) Brian's RevOps strategy**(06:52) What makes a horrible client experience**(16:40) How to know your plan is working**(20:18) Expanding internationally without going bankrupt**(24:08) RevOops**(28:58) What metrics matter**(38:04) Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Brian Tully on LinkedInConnect with Ian Faison on LinkedinCheck out the GoldCast Website

This episode features an interview with Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc. AlphaSense is a market intelligence and search platform used by the world's leading companies and financial institutions. There, Kiva oversees revenue operations, renewals, and referrals. Kiva will describe the importance of breaking down marketing silos while building a strong RevOps team. He'll dive into using data to tell an important company story to your investors, board, and the sales organization. Guest BioKiva is an experienced senior executive with over 25 years of experience building and leading high performance, cost-effective revenue organizations. He's a seasoned and disciplined executive, and an influential process improvement leader. Kiva's a creative problem solver with the ability to deliver innovative customer-focused strategies that grow revenue, and generate long-term customer loyalty. He's been both presenter and facilitator, conference panelist and moderator.Guest Quote“The other thing that rev ops does for me is help me use the data that I might find in Salesforce or Tableau or Gong or and tell a story with that data. I'm telling a story to an investor, to a candidate, to the board, to the broader sales organization. And so what they become are storytellers helping me tell stories with the data that they pull out. Really, really important.”Time Stamps**(00:27) - Defining RevOps**(10:40) - Building a RevOps Team**(15:49) - RevObstacles **(25:39) - The Toolshed **(37:01)  - Quick Hits SponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Connect with Kiva on LinkedInConnect with Ian Faison on LinkedinCheck out the AlphaSense Website

In this episode of Rise of RevOps, we talk with Scott Hofmann, Chief Revenue Officer of GFT USA. GFT is a digital transformation IT professional services firm that develops sustainable solutions based on new technologies, including artificial intelligence and blockchain. As CRO, Scott manages the marketing, go-to-market strategy, and brand awareness strategy in the US.Today, Scott describes the accountability aspect of RevOps, and building empathy between teams and clients. He also explains why tools can't replace thoughtful strategy and development in the industry.Guest BioAs of March 2023, Global digital transformation company GFT has named Scott Hofmann its Chief Revenue Officer (CRO) in the U.S. Hofmann joins GFT following the company's recently announced plans to unify operations in the Americas to serve companies both in the U.S. and throughout the region. In his most recent role as Senior Vice President and Managing Director at Globant, Hofmann led the digital transformation of U.S. businesses through nearshoring via Globant's Latin American delivery centers. He also served as Vice President at Capgemini Invent, where he was responsible for a North American portfolio covering asset and wealth management.Guest Quote“[RevOps is] an accountability aspect. It's deriving empathy between these different, unique areas of skill to understand how we each impact the other. And it doesn't devolve into tools. Just lots of tools where we can automate all these things and we know everything about a client, and that's the end of it and you're done. The human aspect and that accountability aspect, I think is probably the most interesting and critical thing.”Time Stamps:00:34 - Scott's start02:06 - About GFT08:16 - About DevOps10:34 - Selling human capability 12:22 - RevObstacles14:55 - RevOops17:15 - The tool shed24:19 - Areas of investment 29:11 - Data tips32:11 - Quick hitsSponsorRise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Connect with Scott Hofmann on LinkedInConnect with Ian Faison on LinkedinCheck out GFT Group

This episode features an interview with Todd Thomas, Chief Revenue Officer at Aiden Auto. Aiden integrates third-party digital services directly into your vehicle to elevate your driving experience. Todd has experience with startups to Fortune 100 companies across the industry. No matter where he is, he helps businesses and networks expand and grow.In this episode, Todd describes how to organize your startup for success, and how to make RevOps reflect your go-to-market strategy. He also dives into which decision-makers are most important in his process.Guest Bio:Todd Thomas is an innovative and strategic thinker with the ability to build businesses and networks that deliver explosive growth. He has experience with startups to Fortune 100 companies across Connected Products & Services, SaaS, IoT, AI, and Emerging Tech. He's also a Google Android for Cars Open Innovation "Shark Tank" Champion. Guest Quote:“Every startup has limited resources, so you're always trying to do everything you can with what you have. But how you structure your revenue ops really can be one of the keys to whether or not the startup makes it or not. So make sure that you're amplified and getting the most outta the resources you have available.” - Todd ThomasTime Stamps:**(00:47) - Todd's journey to RevOps**(01:48) - About Aiden Auto**(03:13) - Defining rev ops**(09:28) - RevObstacles **(15:29) - RevOops**(16:44) - The Toolshed **(26:49) - Quick Hits Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Todd Thomas on LinkedInConnect with Ian Faison on LinkedinCheck out the Aiden Auto Website

In this episode of Rise of RevOps, we talk with Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks. 6clicks helps you reimagine and implement risk and compliance programs. There, Michelle leads the sales and marketing team and is responsible for revenue-generation strategy and execution. Today, Michelle describes the importance of cross-functional teams for optimizing revenue. She explains which structures and cadences have worked best for her in her career, and how she's found success in RevOps.—“That whole telemarketing concept, I think, is dead. It's a thing of the past. Buyers now buy self servicing through digital resources and education online. Most CSOs do not take cold calls. They don't wanna be reached out to via email… Understanding how buyers buy today and the need to develop digital assets that they'll consume prior to even having a conversation with you, I think is important.” - Michelle Torrey-Teunissen—Time Stamps:00:40 About 6Clicks03:18 Defining RevOps07:16 RevObstacles13:16 RevOops17:06 The Tool Shed19:47 What Metrics Matter?28:12 Thinking About Cybersecurity32:03 Quick Hits—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

In this episode of Rise of RevOps, we talk with Mindy Fields, Vice President of Global Sales Operations and Enablement at LastPass. LastPass provides password and identity management solutions that are convenient, easy to manage and effortless to use, helping more than 33 million users organize and protect their online lives.Today, Mindy will share how rev ops and sales should work together, using your team as a resource, and using important context clues to get the right information from your data.Guest Quote“So much of what we do within rev operations or sales operations is absolutely just driving the strategy of the sales organization or of the company, and trying to align everyone across the organization.”Time Stamps01:47 Mindy's role at LastPass03:12 Defining RevOps05:03 Organizing a team08:16 Solving sales ops problems13:59 The tool shed21:06 Measuring blind spots26:14 Quick hitsLinks Connect with Mindy Fields on LinkedInConnect with Ian Faison on LinkedinCheck out the LastPass Website

This episode features an interview with Mahesh Kedia, Vice President GTM Operations and Revenue Strategy Marketer, New Market Entry, and Revenue Monetization at Marqeta. Marqeta brings speed and efficiency to card issuing and payment processing with the world's first open API platform. Mahesh is a digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners.In this episode Mahesh discusses using rev ops to find your target audience, the biggest misconception about rev ops, and what happens when you combine strategy and execution.  Guest Bio:Digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners. Led and managed consumer payment solutions, network and marketplace partnerships, and online small business digital platforms. Strategic and tactical expertise with strong understanding of the payments value chain and platform economics. Ability to drive cross functional ownership with internal and external stakeholders across product, marketing, sales, legal and finance. Currently managing a team of ~ 30 professionals across the globe and member of Executive Leadership Team.Recipient of Key Talent Award at PayPal in 2020 AND 2021 (awarded to less than 0.1% of Top Talent Globally)Diverse experience across Asia, Europe, and USA, working for Marqeta, PayPal, American Express, and Accenture. High degree of ‘Digital Passion' to amplify growth and create innovative solutions.—Guest Quote“Rev ops has been evolving and developing, and there's a misconception that Rev ops only for tech companies. I think, obviously, startups and tech companies kind of started using rev ops more as a prominent function and that engine of operational excellence. But the yield and the value of rev ops is relevant for any industry, whether it's healthcare, pharma, retail. Obviously the tech world is a little bit more matured and advanced on all the tech stacks processes and utilizing Rev ops. But I think the value of rev op Is amazing across any industry.” - Mahesh Kedia —Time Stamps:**(01:52) - Mahesh's journey into RevOps **(05:56) - How Mahesh organizes a RevOps team **(10:59) - RevObstacles **(14:56) - Tool Shed**(34:12) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Mahesh Kedia on LinkedInConnect with Ian Faison on LinkedinCheck out the Marqeta Website

This episode features an interview with Tim Richards, Head of Global Sales at Nextdoor. Neighbors around the world turn to Nextdoor daily to receive trusted information, give and get help, get things done, and build real-world connections with those nearby — neighbors, businesses, and public services. Tim is a strategic Business Leader with experience building exceptional teams and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor.In this episode, Tim discusses his go-to-market fundaments, the importance of harnessing a learning mindset, and how to hit more bullseyes with fewer arrows.  Guest Bio:Tim is a strategic Business Leader with experience building exceptional teams, and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor. He has spent five years at venture-backed firms, focused on the Distributed Creator Economy.—Guest Quote“My job as a leader is to make sure that we're building trust with the team with how we're using that properly, we're using those assets, we're using those tools in an appropriate way. And not to pick you apart or be critical, but to learn and to grow and understand what our clients want, so we can kind of get more bullseye with fewer arrows on the solutions that we provide back to them.” - Tim Richards Time Stamps**(01:54) - Tim's journey to Rev ops **(05:10) - Tim's definition of Rev ops**(15:43) - RevObstacles **(27:59) - The Toolshed **(38:29) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Tim Richards on LinkedInConnect with Ian Faison on LinkedinCheck out the Nextdoor Website

This episode features an interview with Joshua Maltz, Senior Vice President, Revenue Operations & Strategy at UserTesting. UserTesting enables organizations to understand what it's like to be their customer with a video-first experience testing platform with a global opt-in network of contributors. Joshua is an accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency in companies ranging from private start-ups to Fortune 500 global corporations.In this episode, Joshua discusses the importance of building deep relationships with leadership teams, avoiding tech stack pitfalls, and that a better customer experience begins with a better employee experience.  Guest Bio:Accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency. Experienced as Head of Worldwide Sales/Revenue Operations, Go-to-Market Strategy, Financial Planning & Analysis for companies in the following industries: Application Software, Telecommunications, Networking & Communications, Professional Services, IT Outsourcing and Talent Management. Companies ranged from private start-ups to Fortune 500 global corporations. Expertise in planning and managing accelerated growth, leading companies out of financial challenges, quality process adoption, portfolio innovation (concept to market), and driving overall profitability. Living and working on different continents, developed skillsets that serve diverse cultures, corporate practices and customer priorities.—Guest Quote“I think a big misconception I see that's really emerged over the last few years is that automation and AI can solve all your problems. Taking the time to establish workflows that fit your business's needs, and being thoughtful in the way you feed your analytics tools with the right data sets and ask the right questions to understand risks and opportunities is critical. I worry sometimes with the breadth and the strength of the tech stock that's emerged, you know, it can make people lazy in some respect in taking a step back and asking the right questions for the business health.” - Joshua Maltz —Time Stamps:**(01:43) - Joshua's unconventional journey into revops **(05:03) - The revops team at Usertesting **(15:53) - RevObstacles**(18:38) - Biggest RevOops moment **(21:04) - The Toolshed **(35:59) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Joshua Maltz on LinkedInConnect with Ian Faison on LinkedinCheck out the Usertesting Website

This episode features an interview with Seth McGuire, Chief Revenue Officer at Galileo Financial Technologies. Galileo Financial Technologies is a financial technology company that enables fintechs, banks, emerging and established brands to build differentiated financial solutions that deliver exceptional, customer-centric experiences. Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the company's revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitter's data and enterprise solutions business to support companies and developers using Twitter's API platform to build new products and services. In this episode Seth discusses the importance of working cross functionally to overcome obstacles, putting people first internally and externally, and his recipe for rev ops success. Guest Bio:Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the company's revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitter's data and enterprise solutions business to support companies and developers using Twitter's API platform to build new products and services. He also was responsible for overall go-to-market and partner strategies, including creating business-to-business partner solutions, and customer success. —Guest Quote“Leads are not the responsibility of one function. They're the responsibility of an overall org. You have to incentivize all them to accomplish against that. But helping to build objectives that they share, and then holding them jointly accountable and then giving them a language to speak to, to each other for collaboration. And then again, getting out of their way to let them do that, stepping in as needed to set direction or to help solve for specific issues. To me that's the recipe for success.” - Seth McGuire—Time Stamps:**(01:36) - Seth's journey into RevOps **(11:09) - A change in perspective**(13:38) - RevObstacles **(30:16) - The Tool Shed **(40:45) - Quick Hits—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Seth McGuire on LinkedInConnect with Ian Faison on LinkedinCheck out the Galileo Financial Technologies Website

This episode features an interview with Noah Marks, Vice President of  GTM Strategy & Operations at Udemy. Udemy's mission is to improve lives through learning by providing flexible, effective skill development to empower organizations and individuals. Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy.In this episode, we talk to Noah about the importance of aligning leadership, harnessing your pipeline to track the predictive health of your business, and his advice for new Rev ops leaders.  Guest Bio:Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy as Vice President, GTM Strategy & Operations. —Guest Quote“I have this picture I use on a lot of slide decks when I talk about my team, which is just a bunch of geese flying in alignment and then a bunch of geese running into each other. And that's fundamentally it, because there's no one right answer. I believe, and I'm not the first person to say that, that I think it's around the alignment of leadership. And the communication across those teams and making sure they're all working to the one communal goal.” - Noah Marks —Time Stamps:**(02:01) - Noah's journey into Rev ops **(08:06) - Noah's approach to Rev ops **(17:17) - RevObstacles **(20:09) - The Tool Shed **(27:05) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Noah Marks on LinkedInConnect with Ian Faison on LinkedinCheck out the Udemy's Website

This episode features an interview with Volney Spalding, Vice President of Revenue Operations at Templafy. Templafy is the next-gen document generation platform that automates all business document creation across organizations to activate and protect brands. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more.In this episode, we talk to Volney about creating an even playing field across your go-to-market teams, the blocking and tackling of selling, and enhancing your sales velocity. Guest Bio:Volney Spalding is the Vice President of Revenue Operations at Templafy, the next-gen document generation platform that automates all business document creation across organizations to drive governance, efficiency, and ultimately business results. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more. In addition to his work at Templafy, Volney also teaches a RevOps course with SaaSy Sales Leadership and is an MVP in the Modern Sales Pros community.—Guest Quote“I think a lot of SaaS companies have realized how important it is to have an operational machine supporting the sales effort because consistency across the team, access to data and insights, as well as, as much as we try to maybe hold back on the proliferation of the tools and the tech stack, it's just so important to have people there with some experience that can build with a strategy as opposed to simply, responding to requests in the organization without really knowing what direction to take the entire thing.” - Volney Spalding —Time Stamps:**(05:13) - Investing early in the tech stack**(07:49) - How does Volney organize a revops team?**(13:30) - RevObstacles **(18:45) - RevOops Moments **(20:35) - ToolShed **(39:50) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Volney Spalding on LinkedInConnect with Ian Faison on LinkedinCheck out the Templafy's Website

This episode features an interview with Stephanie Chang, Sr. Vice President of GTM Strategy & Operations at Okta. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time.Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. In this episode, we talk to Stephanie about the importance of a learner mindset, why rev ops is essential to driving change within companies of any size, and how to put the infrastructure in place to enable growth and scalability.   Guest Bio:Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. Her specialties include Sales & Channel Strategy, Partner Program Development, Project Management, and Client Management.—Guest Quote“Change often is driven with the data that a RevOps team can bring. Change is driven by having the right infrastructure and operational rigor in place, which RevOps helps, supports, and puts in place." - Stephanie Chang —Time Stamps:**(03:54) - Stephanie's definition of RevOps **(08:26) - How does Stephanie run a RevOps team?**(09:16) - Rev Obstacles**(20:17) - The Toolshed **(24:31) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Stephanie Chang on LinkedInConnect with Ian Faison on LinkedinCheck out the Okta Website

This episode features an interview with Art Harding, Chief Operating Officer at People.ai. People.ai delivers the industry's leading revenue operations and intelligence platform.Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. He has an energetic, hands-on leadership style with a proven track record of establishing and altering organizational momentum for the purpose of building results-orientated high-performing sales, services, and operations teams. In this episode, we talk to Art about crafting your rev ops roadmap, the importance of leadership alignment, and Art breaks down his rev ops swim lanes for us.  Guest Bio:Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. He has an energetic, hands-on leadership style with a proven track record of establishing and altering organizational momentum for the purpose of building results-orientated high-performing sales, services, and operations teams. Responsibilities and experience include P&L, responsibility for global teams, and international operations. Art is a regular speaker and evangelist at customer and corporate public speaking events. He has experience with organizational re-design and KPI-based performance improvements with a focus on sales and customer success services and leadership team experience with businesses from $50 million to $1 billion in annual revenues.—Guest Quote“I think the rev ops function is a derivative of those two large rocks, right? Like what product or service are we bringing to market? What is the go-to-market motion that best fits our buyers' buyer journey in the sales cycle, your operating function, really, ironically enough, the most common piece of advice I give rev ops leaders is they should think of themselves as product managers for go-to-market capabilities.” - Art Harding—Time Stamps:**(01:49) - Art's intro to rev ops**(09:00) - Tech spend **(15:16) - Building your rev ops team**(21:49) - RevObstacles **(32:07) - The Tool Shed**(44:51) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Art Harding on LinkedInConnect with Ian Faison on LinkedinCheck out the People.ai Website

This episode features an interview with Adam Clay, Chief Revenue Officer at Tomorrow.io. Tomorrow.io is the world's leading Weather and Climate Security Platform, equipping humanity with the weather intelligence needed to thrive and adapt in an era of climate crisis.Adam brings experience leading and scaling revenue teams for growth-oriented SaaS organizations. Prior to joining the company, he was CRO at Beyond Identity and Logz.io. Before that, he served as Vice President of Worldwide Sales at Black Duck Software. He has held VP of Worldwide Sales positions at Mendix and Shunra. Adam holds a Bachelor's degree from Skidmore College and a Master's degree from Brown University.In this episode, we talk to Adam about optimizing your go-to-market strategy, aligning on the meaning of opportunity, and harnessing your technical drive. —Guest Quote“I think to not be technically driven in the decisions that you're gonna make and therefore the strategy you're gonna execute, particularly for a SaaS company, just does a disservice to shareholders. All the data is there. You just have to have the discipline to look at it, the discipline to gather it, and the discipline to pull the right people together to make a thoughtful decision.” - Adam Clay —Time Stamps:**(04:57) - Adam's definition of rev ops **(11:27) - Changes to being a CRO**(14:00) - RevObstacles **(30:21) - Tool Shed **(37:40) - Adam's advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Adam Clay on LinkedInConnect with Ian Faison on LinkedinCheck out the Iterable Website

This episode features an interview with Bobby Jaffari, Chief Revenue Officer at Iterable.  Iterable is a cross-channel marketing platform that powers unified customer experiences and empowers you to create, optimize and measure every interaction across the customer journey.Bobby is a highly accomplished revenue leader with more than 20 years experience in sales and business development for SaaS and cloud software companies. He joined Iterable from Freshworks, where he helped the company transform from a startup to a publicly traded organization. As CRO, Bobby leads Iterable's Sales, Customer Success, and Revenue Operations functions. He also works to refine and grow the customer-focused sales structure across the organization.In this episode, we talk to Bobby about aligning executive leadership around revops, the importance of understanding the company and customer journey as a whole, and why revenue operations is the glue within an organization.  Guest Bio:20 Year history of accomplishment in Sales, Business Development and executive leadershipLed teams selling complex enterprise deals to CIO, CISOs and LOB sales and marketingGo-To-Market focused on IT with emphasis on Productivity, Mobility, security, visibility and complianceExperienced in early growth stage as well as large organization developing scalable processes and repeatable sales modelSaaS, Cloud computing and Enterprise leaderCross functional partnership with product and marketing to bring enterprise products to marketWorldwide revenue responsibilities with direct and indirect channelsField Sales, Inside Sales and Channel Sales Management experience with F500, Mid-Market and SMB tiersRecruit, train and motivate high impact leadership and sales teams that surpass sales objectivesComprehensive experience designing and implementing management and sales processes that generate consistent results.Specialties: Vision, Strategy & ExecutionEffective leader, team builder, communicator and planner.Leadership and Strategy, Strategic CIO relationships at F500, Cloud Computing, Collaboration and Unified Communications—Guest Quote“My personal belief is, revenue under one leader does make a significant difference. And so I think that's the starting point of getting the executive leadership team aligned around why that's important. And then obviously the revenue operations is the glue that brings it all together.” - Bobby Jaffari—Time Stamps:**(04:06) - How Bobby builds a revops team **(08:08) - Aligning around revops **(13:58) - RevObstacles **(27:50) - The Tool Shed**(37:48) - Quick Hits—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Bobby Jaffari on LinkedInConnect with Ian Faison on LinkedinCheck out the Iterable Website

This episode features an interview with Sid Kumar, SVP of RevOps at HubSpot. HubSpot is a leading CRM platform that provides software and support to help businesses grow better.Over the past 20 years, Sid has been at the forefront of the technology industry and has held senior leadership roles with responsibility for driving revenue growth, increased profitability, and new customer acquisition. At HubSpot, Sid is responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to succeed.In this episode, we talk to Sid about aligning your organization around the customer journey, using data to drive efficiency, and keeping a focused eye on the ripple effects of RevOps.  Guest Bio:Over the past 20+ years, Sid has been at the forefront of the technology industry and have held senior leadership roles with responsibility for driving revenue growth, increased profitability and new customer acquisition. I have a passion for building, scaling and leading high velocity go-to-market organizations to accelerate revenue growth and customer acquisition. Currently, I lead GTM Strategy & Operations for HubSpot where I'm responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to grow better. Previously, I was the COO of Sales for Cloud Sales Centers and Greenfield at Amazon Web Services (AWS), where I led the design and launch of the worldwide high velocity go-to-market model to accelerate revenue growth and new customer acquisition at scale. Prior to AWS, I led the digital go-to-market transformation at CA Technologies and built an inside sales, demand generation, partner sales and presales organization with over 300 people. I have been featured as a guest speaker and cited across numerous publications as a subject matter expert in high velocity go-to-market models. I thrive on solving complex problems which can deliver real business impact, underpinned with a relentless focus on hiring and developing the best team on the planet. It all starts with the data and analytics to formulate my initial points of view but ultimately harness the collective knowledge and wisdom of my team and my colleagues to arrive at the best decisions.—Guest Quote“So I do think there's always gonna be some element of how do you look out in the horizon and see what's the opportunity, how do you go get it, and then an element of how do you plan to capitalize on that opportunity and what is the execution that's underneath it? So that's the way we've organized it here.” - Sid Kumar —Time Stamps:**(02:09) - Sid's definition of RevOps **(06:39) - Evolving with your data **(06:13) - RevObstacles **(12:49) - The Toolshed **(25:04) - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Sid Kumar on LinkedInConnect with Ian Faison on LinkedinCheck out the HubSpot Website

Welcome to Rise of Revops. In Season One of our podcast, we've talked to some of the brightest minds and key voices in revenue operations. Today we're bringing you a bonus episode where our recent guests spotlight the best tools in their tech stacks and how they're using them to automate and evolve their organizations.—Time Stamps:**(00:58) - Sean Hiss **(03:15) - Mark Shockley **(05:28) - Marr Buren**(06:56) - Mary D'Alessandro **(08:54) - Daniel Gray **(11:28) - Karan Singh **(14:16) - Asia Corbett **(17:39) - Adam Tuttle **(21:56) - Renee Psenka **(23:42) - Pete Angstadt **(26:00) - Daniel Bornstein **(31:41) - Justin Gray —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Listen to EP. 1 with Sean Hiss, VP of GTM Operations at WekaListen to EP. 2 with Matt Buren, VP of Global Sales and CX Operations at BomboraListen to EP. 3 with Mark Shockley, Head of Revenue Operations at EmbraceListen to EP 4. with Mary D'Alessandro, VP of Revenue and Revenue Operations at InfobipListen to EP. 5 with Daniel Gray, Chief Revenue Officer at Blend LocalizationListen to Ep. 6 with Karan Singh, Partner, Revenue Excellence at Sapphire VenturesListen to EP. 7 with Asia  Corbett, Senior Revenue Operations Manager, GTM at Bread FinancialListen to Ep. 8 with Adam Tuttle Director of Revenue Operations at ActiveCampaignListen to EP. 9 with Renee Psenka, Head of Revenue Operations at RudderStackListen to EP. 10 with Pete Angstadt, Chief Revenue Officer at ForgeRockListen to EP. 11 with Daniel Bornstein, Vice President, Head of Growth, Technology Vertical at GenpactListen to EP. 12 with Justin Gray, CCO at Shift ParadigmConnect with Ian Faison on Linkedin 

This episode features an interview with Justin Gray, CCO at Shift Paradigm. Shift Paradigm, is a consultancy that executes like an agency, and represents an end-to-end shift in the way organizations align around growth. Justin is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin slotted into a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.In this episode, Justin discusses facilitating the client journey, the importance of finding alignment at the executive level, and looking through the revenue operations lens.  Guest Bio:Justin Gray is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin landed in a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.Justin is also a strong voice for pragmatic entrepreneurship, modern marketing, and building intentional organizational culture. As a recognized speaker, Justin has been published over 500 times in industry publications and maintains a regular column in Inc., while also contributing to Entrepreneur, Tech Crunch and others.—Guest Quote“If we think about how we serve our clients, how that buyer buys and how they progress along that path, you have to be aligned at that executive level, right?Do they understand their goal, their KPIs, their area of influence? And if you don't have that alignment at the top it's almost impossible to get that alignment from within the team. So I think that that relationship at the executive level and just how they view the necessity of their peers and their counterparts there is very indicative of how successful you will be in a revs role.” - Justin Gray—Time Stamps:**(02:46) - Justin's journey into RevOps **(13:14) - How would you organize a RevOps team?**(20:41) - RevObstacles**(22:52) - RevOops moments**(31:38) - The Toolshed**(43:25) - Quick hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Justin Gray on LinkedInConnect with Ian Faison on LinkedinCheck out the Shift Paradigm WebsiteTake your Revenue Technology Stack Assessment

This episode features an interview with Daniel Bornstein, Vice President, Head of Growth, Technology Vertical at Genpact. Genpact is a global professional services firm that makes business transformation real. Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact, he oversees growth for the technology verticals. Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. In this episode, Daniel discusses the importance of fostering organic lead flow, the secret sauce of service lines, and why RevOps is an invention of the SaaS model.  Guest Bio:Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact he oversees growth for the technology verticals. Before joining Genpact, he held senior positions within high-growth startups and publicly traded companies. Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. Daniel's domain expertise has been centered in business development within digital advertising, online marketplaces, and data companies. Daniel holds a bachelor's degree in international relations and a master's degree in economics from the London School of Economics.—Guest Quote“How can we have those conversations? How can we illuminate that dark funnel before you get to that point? I know that's very important to our marketing group. It's very important to me.” - Daniel Bornstein—Time Stamps:*(03:39) - Daniel's controversial view on RevOps *(11:35) - Genpact's secret sauce *(14:40) - Quality vs quantity *(19:15) - RevObstacles *(23:34) - The Toolshed *(35:26) - Prioritizing the funnel *(38:23) - Quick Hits—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Daniel Bornstein on LinkedInConnect with Ian Faison on LinkedinCheck out the Genpact Website

This episode features an interview with  Pete Angstadt, Chief Revenue Officer at ForgeRock. ForgeRock, the leader in digital identity, delivers modern and comprehensive Identity and Access Management solutions for consumers, employees and things to simply and safely access the connected world. Pete is a growth and execution-oriented leader with a particular focus on new customer acquisition and customer success. Before his role at ForgeRock, he served as Group Vice President of Cloud Security and Management at Oracle where he was responsible for all cloud security & cloud management solutions for North America.On this episode, Pete discusses avoiding surprises by being data driven, maintaining client security in a growing digital industry, and why RevOps is a necessity to develop and execute a successful go-to-market strategy.  Guest Bio:Senior Executive and proven leader with the experience to build and drive high-performing teams, foster collaboration across multiple disciplines, acquire and retain top talent. Growth and execution-oriented leader with particular focus on new customer acquisition and customer success. Before his role at ForgeRock, Pete served as Group Vice President of Cloud Security and Management at Oracle where he was responsible for all cloud security & cloud management solutions for North America.—Guest Quote“It's really central to becoming a consistent predictable revenue engine that ForgeRock has to be as a public company, but it's critical that we have Rev Ops every step of the way as we do planning and make those decisions on how and why we're gonna get maximum value for those investments.” - Pete Angstadt—Time Stamps:*(03:28) - Tell us about ForgeRock*(06:20) - The importance of digital security *(07:45) - How ForgeRock does RevOps*(13:27) - Partnering with Marketing *(15:27) - RevObstacles *(25:49) - RevOops Moments*(27:36) - The ToolShed *(39:42) - Quick Hits*(45:14) Best Advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Pete Angstadt on LinkedInConnect with Ian Faison on LinkedinCheck out the ForgeRock Website

This episode features an interview with Renee Psenka, Head of Revenue Operations at RudderStack. As the leading open source Customer Data Platform, Rudderstack provides data pipelines that make it easy to collect data from every application, website and SaaS platform, then activates it in your warehouse and business tools. Before joining the team at Rudderstack as Head of Revenue Operations, Renee worked in Sales Operations at Bolt, and as a Business Architect at Cisco. Renee has a degree in Business Administration and Management from the University of North Carolina at Chapel Hill.On this episode, Renee discusses the importance of knowing the key players in your organization, going from zero to one in a tech start-up, and being right vs being a good partner.    —Guest Quote“Ask questions, listen, and don't don't try to come with an answer. If you want to get to that point where you're leading, your perspective needs to not be about, you know, being right. It's about being a good partner. And sometimes that means being wrong.” - Renee Psenka—Time Stamps:*(02:02) - Renee's transition to RevOps *(07:45) - First six months on the job…*(09:33) - RevObstacles *(13:40) - Biggest RevOops moment*(15:34) - The Tool Shed *(17:44) - Metrics that matter*(20:25) -  Spreadsheets and Fantasy Football *(23:29) - RevOps blindspots*(25:59) - Rapid Fire *(29:06) - Parting advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Renee Psenka on LinkedInConnect with Ian Faison on LinkedinCheck out the Rudderstack Website

This episode features an interview with Adam Tuttle, Director of Revenue Operations at ActiveCampaign. ActiveCampaign's category-defining Customer Experience Automation Platform (CXA) helps over 180,000+ businesses in 170 countries meaningfully engage with their customers. Adam joined ActiveCampaign 10 years ago as the ninth employee at the company. Starting as the first Account Manager, Adam worked his way up to Sales Director opening the first international office in Sydney before returning to the US to transition into RevOps. On this episode, Adam discusses the importance of defining RevOps within an organization, the challenge of making good decisions with bad data, and why it's imperative to create a unified language across operational teams within a company.   —Guest Quote“Where is the data? How does it live and what is painting the story that you need to make a good decision? I think that what happens sometimes is we think we're making a good decision, but it's predicated on bad information and that ends up being just a bad decision at the end of the day.” - Adam Tuttle—Time Stamps:*(02:04) - Adam's unexpected transition to RevOps *(07:15) - Bringing other departments into the RevOps fold*(11:30) - Spend more time planning *(14:34) - What is your source of truth?*(19:35) - The Tool Shed *(24:33) - Metrics that matter*(33:51) - RevOps blindspots*(36:47) - Rapid Fire *(40:39) - Parting advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Adam Tuttle on LinkedInConnect with Ian Faison on LinkedinCheck out the ActiveCampaign Website

This episode features an interview with Asia Corbett, Senior Revenue Operations Manager, GTM at Bread Financial. Bread Financial is a leading provider of simple, personalized payment, lending, and saving solutions. Asia graduated from California State University, East Bay, in Economics and Statistics. She has worked as a financial analyst and business intelligence analyst, was leader of RevOps at multiple SaaS companies, and most recently served as Head of Revenue and Community Operations at RevGenius. On this episode, Asia discusses the importance of internalizing RevOps frameworks, the strategy behind her tech stack, and why developing your management style is a game-changer.   Guest Bio:Asia Corbett graduated from California State University, East Bay, in Economics and Statistics. She has worked as a financial analyst, business intelligence analyst, and was leader of RevOps at multiple SaaS companies, and most recently served as Head of Revenue and Community Operations at RevGenius. She is currently Senior Revenue Operations Manager at Bread Finance.—Guest Quote“I see companies starting to really internalize the RevOps framework, because that's the important piece, right? The process, the systems, the insights, the enablement, that's the pillars. And you have to have and understand those. And the leadership has to be bought into those pillars that support all of the revenue generating functions. If not, you're not setting your team or your organization up for success.” - Asia Corbett —Time Stamps *(02:03) Asia's Team *(05:23) Laying groundwork during a merger *(07:49) Segment 1: RevObstacles*(12:51) Segment 2: The Tool Shed*(21:32) RevOps blindspots *(25:23) Spreadsheet tips*(27:59) Segment 3: Quick Hits*(30:36) Asia's RevOps predictions *(31:14) Some final advice—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Asia Corbett on LinkedInConnect with Ian Faison on LinkedinCheck out the Bread Financial Website

This episode features an interview with Karan Singh (CURREN), Partner, Revenue Excellence at Sapphire Ventures. Sapphire Ventures is a VC Firm focusing on investing in companies of consequence. Based in the San Francisco Bay Area, Karan is responsible for providing strategic GTM advisory services to Sapphire portfolio companies to help scale their revenue engines. In addition, he is a Limited Partner at GTM Fund, focusing on B2B SaaS startups. Karan is an experienced Ops leader. Prior to joining Sapphire Ventures, Karan was the VP of Revenue Operations at Procure Technologies. He has also held the title of COO at SalesSource LLC and Head of Sales Strategy, Program and Analytics at Cloudera. On this episode, Karan discusses RevOps' unique perspective on data, why he thinks spreadsheets can be dangerous, and why he thinks RevOps is the connective tissue of a company.—Guest Quote“I am a big believer in a center of excellence and field operations model. This is probably more relevant for later stage mid stage companies. When you have really large organizations that need a lot of help, but the way to think about it is that your centers of excellence are the teams that need to go deep, not wide.” - Karan Singh—Time Stamps *(02:11) Karan's Background*(05:07) Investing in companies of consequence*(09:16) Karan's RevOps Framework*(20:22) Starting as a small team*(22:46) Segment 1: RevObstacles*(29:16) Segment 2: The Tool Shed*(32:20) Karan's problem with spreadsheets*(38:30) Segment 3: Quick Hits*(39:55) The tool Karan can't live without*(41:18) Some final advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Karan Singh on LinkedInConnect with Ian Faison on LinkedinCheck out the Sapphire Ventures Website

This episode features an interview with Daniel Gray, Chief Revenue Officer at Blend Localization. Blend is a global localization service provider empowering global brands to establish a native presence in fundamentally different markets, worldwide.Daniel is an experienced sales leader, having previously held the title of Chief Commercial Officer at Deluxe Entertainment Services. Prior to that, he was the Senior Vice President of IT Infrastructure Sales at The Hut Group and Sr. Director of US Enterprise Sales at Welocalize. On this episode, Daniel discusses how to escape the RevOps vacuum, the importance of data taxonomy, and how to keep up with your customers' growing needs. —Guest Quote“Technology by itself doesn't solve anything. It's a means to an end and if you give revops folks the opportunity to be truly connected to the 30,000 foot view where the organization is trying to head, I have found they actually enjoy their work much better and you give them the creative flexibility to solve the technical challenges to accomplish those business goals.” - Daniel Gray—Time Stamps *(01:18) Meet Daniel / What is Blend?*(04:50) How Daniel's Team is Organized*(08:39) Segment 1: RevObstacles*(11:11) Balancing Sales, Marketing, and CS*(15:40) Segment 2: The Tool Shed*(24:45) Daniel's Blind Spots*(29:20) New Things Daniel Loves*(21:56) Pay attention to where your data is sourced*(32:00) Segment 3: Quick Hits*(32:50) The Biggest RevOp Misconception*(34:06) Some Final Advice —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Daniel Gray on LinkedInConnect with Ian Faison on LinkedinCheck out the Blend Localization WebsiteCheck out the Qualified Website

This episode features an interview with Mary D'Alessandro, VP of Revenue and Revenue Operations at Infobip, a global communication platform for businesses and developers. Mary is an expert in the global mobile experience. She began her career at Vodafone, followed by operations roles at Mblox, Sinch, and Syniverse. On this episode, Mary discusses leveraging new industry trends, accelerating pipeline growth, and diagnosing revenue operations pain points.—Guest Quote“So I would say accelerating the growth of our pipeline has always been one of our main priorities. And we have done that by first implementing processes to better segment our customer base, then prioritizing the highest ROI opportunities and finally creating a focus based team to go after those opportunities. But also leveraging specific functions, like partnership and professional services to add more value and better differentiate our offering.” - Mary D'Alessandro—Time Stamps *(01:16) Meet Mary *(01:33) What is Infobip?*(05:45) What makes Mary's Team Unique*(06:37) Mary's first 90 days in the role*(08:04) Segment 1: RevObstacles*(13:19) Segment 2: The Tool Shed*(15:42) Let's talk spreadsheets*(19:15) How Mary leverages LinkedIn*(21:56) Pay attention to where your data is sourced*(22:42) Segment 3: Quick Hits*(23:30) The Biggest RevOp Misconception*(25:17) Some Final Advice from Mary—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Mary D'Alessandro on LinkedInConnect with Ian Faison on LinkedinCheck out the Infobip WebsiteCheck out the Qualified Website

This episode features an interview with Mark Shockley, Head of Revenue Operations at Embrace: the first and only observability and data platform built for mobile. Mark is an experienced revenue operations professional with a background in quantitative research. Prior to Embrace, Mark was an operations analyst at Interactions LLC, Sailpoint, and Ten-X.On this episode, Mark talks about being the sole RevOps team member at his startup, how he collaborates with sales and marketing teams, what metrics he cares about most, and much more. —Guest Quote“If it's not in Salesforce, it doesn't exist. Salesforce is the record of truth, and we want it to be the record of truth. But this requires a few things. It requires reps to input information. But we also don't want to burden the reps at the same time. And we want to be able to ensure that the information that we're leveraging can be useful and beneficial to us.” - Mark Shockley—Time Stamps *(01:50) What is Embrace?*(02:25) Being the sole RevOps team member*(03:03) Mark's first 90 days in the role*(03:37) Segment 1: RevObstacles*(05:03) How Mark makes sure Marketing, Sales, and CX are aligned*(06:52) Segment 2: The Tool Shed*(09:24) Mark's favorite metrics*(11:46) Interesting metric insights Mark has found*(15:19) Mark's spreadsheet tips*(18:57) Segment 3: Quick Hits*(19:40) Mark's RevOps Prediction*(21:20) Some Final Advice from Mark—------Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —-----Links Connect with Mark Shockley on LinkedInConnect with Ian Faison on LinkedinCheck out the Embrace WebsiteCheck out the Qualified Website

This episode of Rise of Rev Ops features an interview with Matt Buren, VP of Sales and CX Operations at Bombora, the leading provider of intent data for B2B sales and marketing. Matt Buren is an experienced SaaS revenue operations & sales development leader. Before his promotion to Vice President of Sales and CX Operations in May, he was the Sr Director of GTM Operations. Prior to Bombora, he worked in sales and revenue growth at SheerID.On this episode, Matt talks about why you should do everything you can to avoid department silos, the importance of being prescriptive rather than reactive, and his secret sauce for success in RevOps.—Guest QuoteIt's not about reporting line. It's not about title. It's how do sales and marketing need to interact? And how can we improve those processes? The data management and hygiene processes and tools, like outreach. Maybe that's not somewhere where marketing lives, but we can be taking some of our marketing strategy and building it into those tools to help that alignment between sales and marketing. - Matt Buren—Time Stamps *(01:20) Meet Matt Buren*(01:50) What is Bombora?*(03:18) How Bombora's RevOps team is different*(04:38) Sean's first 90 days in the role*(06:00) Segment 1: RevObstacles*(6:21) How Matt aligns his team*(11:10) Matt's advice on avoiding miscommunication*(12:58) Segment 2: The Tool Shed*(14:42) Matt's favorite Metrics*(26:24) Matt's Spreadsheet Tips*(27:47) Tools Matt can't live without*(30:58) Segment 3: Quick Hits*(33:03) The Biggest RevOp Misconception*(33:57) Some Final Advice from Matt—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Matt Buren on LinkedInConnect with Ian Faison on LinkedinCheck out the Bombora WebsiteCheck out the Qualified Website

This episode features an interview with Sean Hiss, VP of Go-to-Market Operations at Weka, a venture-backed data platform for AI. Sean is an expert in go-to-market strategy and revenue marketing, having previously held multiple senior leadership roles at technology and data powerhouses like Cisco Systems, Equinix, Datastax, and Hitachi Vantara.On this episode, Sean talks about prioritizing efficiently during growth, what he thinks are important qualities in GTM teams, and how he balances data driven decisions with gut instincts.—Guest Quote“I think fundamentally, most of us who go into operations, we do it because we're helpers and doers. I think my whole team is this way. And I would imagine that most of our industry is like this ‘we before me,' kind of a scenario.” - Sean Hiss—Time Stamps *(01:13) Meet Sean Hiss*(01:37) What is Weka?*(03:10) Go-to-Market (GTM) vs RevOps*(05:40) How Weka's GTM team is different*(07:54) Sean's first 90 days in the role*(10:04) Segment 1: RevObstacles*(12:22) Setbacks Sean has faced*(17:52) Segment 2: The Tool Shed*(20:45) Sean's favorite Metrics*(26:58) Sean's Spreadsheet Tips*(30:33) Segment 3: Quick Hits*(32:11) The Biggest RevOp Misconception*(33:37) Some Final Advice from Sean—Sponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Sean Hiss on LinkedInConnect with Ian Faison on LinkedinCheck out the WEKA Website

86% of executives say RevOps is important to meet their goals. But only 41%  are confident they even understand what it is.RevOps is still extremely new. And the best RevOps leaders are already transforming their companies. It feels like they're miles ahead while other companies are trying to take the first step.  On this podcast, we'll bring you interviews from the world's top RevOps leaders. They'll share insights from the cutting edge, talking about the toughest challenges they're facing. And they'll detail the tools they're using to maximize revenue potential. And of course, we'll talk spreadsheets. The good, the bad, and the ugly. Welcome to Rise of RevOps. Powered by the team at Qualified.