The Data Room

Scott shares his experience as a 5-time CEO as well as an independent Board director on multiple companies. Some highlights from this episode include: Challenges - Why is BOD reporting so challenging and cumbersome for VC/PE backed companies? Perspective - What are the responsibilities of the Board and what do they need to know to execute those responsibilities? Frequency - what to report on a monthly basis vs. quarterly basis Content - what to include (and not include) in your BOD meetings?

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT. In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes. Time Plan Benchmarks Relative Impact Journey Relationship

Here's what we cover in Episode 21: 3 choices for building a comphrensive RevOps function 5 factors to consider when choosing the right approach 

TL;DR - You can't build RevOps properly with just one person! In Episode 20 we'll cover: 2 core requirements for RevOps 5 skill sets you need in RevOps

B2B companies face an uphill climb when it comes to scaling. There's a sizable amount of risk that these companies must address in order to grow and potentially raise more funding. In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into the tough journey that startups face and how they can navigate this journey efficiently and effectively: The odds that startups face to get past the initial seed stage (0:48) Why product/market/message fit is important and how to find it (4:10) How to build a scalable and repeatable go-to-market engine after seed stage (9:07) The importance of RevOps when fighting the odds of scaling (15:31)

You're a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine? Ideally, you'd have enough capital to hire both, but that's rarely the case. In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst. He reviews: - The data that CEOs need when they're growing an early-stage business (1:17) - What data is useful for determining what strategies are most effective vs. least effective (2:42) - The core tech stack that B2B companies should invest in (6:07) - Why RevOps is so popular for managing your tech stack (7:07) - The differences between a RevOps leader and a business analyst (10:!2)

As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus. Once you build your sales and marketing teams, is it time to start building out a revenue operations function? Join Scott Stouffer, CEO and Co-Founder of scaleMatters, as he reviews the timing of investing in RevOps as a B2B startup: - When it's too premature to invest in RevOps (1:06) - Challenges that indicate that it's time to invest in RevOps (4:01) - Why you shouldn't leave it to sales or marketing teams to manage your tech stack (8:11)

Raising your Series A funding is an exciting time. You've gained traction in an initial customer market and investors are showing confidence that you can scale. But now what? Your first 100 days after completing a Series A round are crucial - it's time to get planning. Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing: - Common priorities to include in your 100-day plan (1:05) - Why a delay in investing in RevOps could be detrimental to your growth (5:20) - The specific skills CEOs should look for in a RevOps team (8:24)

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations. In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies: He covers: - The risk profile of a business related to the stage of funding (1:41) - The value of RevOps for seed stage companies (4:05) - The value of RevOps for Series A stage companies (6:05) - The value of RevOps for companies at Series B and beyond (12:53)

B2B startups might often hear the term “revenue operations” and think that they're too early to invest in an operational component of their business. In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth. In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup: - The impact of the RevOps function on B2B startups (1:17) - The type of expertise needed to manage a B2B tech stack (5:15) - How startup CEOs can use RevOps as a strategic asset (7:56) - The top 4 ways RevOps can underpin revenue growth (15:41)

All startup CEOs care about revenue. But if you're bootstrapped, do you need to care about revenue operations? In this episode, Dan Quirk, Head of Marketing at scaleMatters, shares the thought process behind investing in RevOps (revenue operations) at a bootstrapped B2B company. He covers: - His conversation with a bootstrapped B2B startup about RevOps (1:18) - Whether or not bootstrapped companies need to invest in RevOps (5:10) - The main responsibilities of a revenue operations leader or team (11:54) - 3 ways that RevOps helps startup companies grow (17:10)

How can RevOps leaders get a seat at the executive leadership table? Here's a secret: The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department. In this episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) explores tangible ways that RevOps leaders can provide such strategic value: - Identify friction in the go-to-market engine (1:35) - Optimize for product-market message fit (3:25) - Capture information about your prospects faster and more accurately (4:58) - Improve sales conversations and prospecting scripts (6:36) - Refine competitive positioning in an unbiased way (7:44) - Determine which sourcing strategies are most effective (9:06) - Calling out process breakdowns relatively quickly (10:20)

Have you ever had to clean up your CRM? If you're like most RevOps leaders, it's a regular chore to audit CRM data and ensure all the data is standardized. What if there was a better way to handle these cleanups - so you wouldn't have to do them at all? In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, shares the pitfalls of periodic CRM data cleanups: - The cycle of why the CRM never seems to stay clean (1:27) - How to use data integrity protocols to ensure better data integrity (3:59) - Tips to create a culture of data sanctity with your sales team (8:07)

Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary? For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting: - Reviewing the three goals of multi-touch attribution reporting (and which one is destructive to companies) (1:34) - Explaining why it's almost impossible to truly measure marketing influence (3:02) - The problems with multi-touch attribution with a longer sales cycles (5:55) - Introducing concept of multi-cycle attribution and how it can be more reflective of the true sales cycle (12:40)

An important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way to position yourself in relation to your perceived competition. In this 10-minute episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) reviews the importance of nailing your competitive positioning, including:   - The goals of strong competitive positioning (2:02)  - What early-stage companies should do when they don't have direct competitors (4:22)  - How to start building your competitive positioning (7:10)  - A pro tip to use Gong and Chorus to efficiently build understanding (9:10)

Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches. In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data: - The goal of using go-to-market data to improve customer acquisition (1:16) - Two types of data to track to improve your GTM process (3:19) - How to capture GTM data to easily aggregate and analyze it (5:28)

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data. In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews: - The reasons for product-market message fit issues when scaling (1:19) - The difficulties of ensuring high quality data in your CRM when scaling (4:26) - The complexities that arise when trying to analyze data when scaling (5:15) - How to capture data to refine product-market message fit (8:19) - Why investing in revenue operations can save your team headaches down the line (9:21)  Interested in more quick-hitting discussions about data integrity? Check out the other episodes of The Data Room on Apple, Spotify, or wherever you listen to your favorite podcasts.

Evaluating a company's go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth. In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation. The metrics that investors look for when evaluating a company (0:45) Why missing or poor quality go-to-market data adds perceived risk for investors (3:25) The type of data early-stage and growth-stage companies should start tracking to maximize their growth (5:34)

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe. In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues. - How go-to-market data impacts growth and scalability (1:03) - Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15) - What is a granular data model and examples of implementing it in your own company 4:51)

In this special episode of The Data Room, we're joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy. An overview of the MOVE framework, built out of interviews with hundreds of companies (1:25) The nuances between the business stages of problem fit, product fit, and platform fit (5:35) Two arguments why go-to-market is broken in many organizations (9:30) A look into revops at Terminus and why an unbiased scorecard makes executive meetings more productive (12:23) For more information on Sangram and MOVE: The 4-Question Go-to-Market Framework, visit themovebook.com Check out our additional conversation with Sangram on the Go-to-Market Excellence podcast (found wherever you listen to your favorite podcasts).

The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you're capturing a lot of data, doesn't mean you're data-driven. It doesn't mean you're using data to power your business decisions. In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there's a large misconception about being data-driven: Why companies are actually performance first and data second (1:33) How putting your data first puts you in position to impact outcomes faster (3:20) The trap of “fail fast mentality” without any rigorous data measurement (7:04) Actionable tips to evolve from falsely data-driven to data-first (9:14)

The data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data integrity seriously, you can accelerate your growth in ways that are significantly more efficient and cost-effective. In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder dives into the three components that growth-stage companies need to implement in order to have quality go-to-market data: A strategic data model with clear identifiers of metrics to measure (1:21) A cohesive sales and marketing customer acquisition tech stack (2:43) A continuous data integrity layer that identifies anomalies (3:22) This 10-minute breakdown provides guidance on layering these components together so your company can execute its GTM strategy.

The go-to-market data you capture is invaluable to your company's growth. But if it's not structured in a way that easily identifies ways to optimize your customer acquisition and revenue engine, your growth will be unnecessarily constrained. Have 15 minutes to spare? Jump into The Data Room with experienced CEO and tech founder Scott Stouffer as he shares tips for growth-stage companies currently overwhelmed by their CRM. We break down: The issues that arise without a data model and why companies treat data as an afterthought (0:28) The problem of keeping a data model siloed between teams (3:13) Reasons why poor data integrity and hygiene occurs (4:09) How a change in sales/marketing leadership can cause data integrity issues (5:11) Why we need to stop the over-reliance on salespeople to input CRM data (7:11) Where revenue leaders can start to clean up their CRM (10:29) The importance of a business analyst hire for a growth-stage company (12:28) Why there needs to be a “cultural sanctity” around data (14:36)