The RevOps Recruiters

Is your Revenue Operations function truly strategic, or stuck reacting to tactical demands? Elevate your approach and drive predictable, scalable growth.This episode features insights from Brett Honerkamp (CEO with over 20 years of CRO and sales leadership experience) on building a high-impact RevOps engine. This is a must-listen for CROs, PE Operating Partners, and leaders focused on maximizing revenue efficiency and value creation.Learn Brett Honerkamp's strategies for:+ Implementing  core principles for RevOps success.+ Designing optimal and adaptive sales team structures.+ Transforming  operational data into strategic growth drivers.+ Effectively justifying RevOps investment and understanding its ROI.+ Building proactive operations that prevent fires, not just fight them.Ready to implement these strategies?Visit our website at revsearch.io/readiness for a free 20-question assessment to evaluate your current state of RevOps.Timestamps:(00:00) Intro (1:43) Brett Honerkamp's Background and RevOps Principles (6:01) Optimal Team Structure Insights (11:11) Personal Connections and Team Enablement(16:38) Justifying RevOps Investment (ROI) (22:20) Moving the Middle and Skill Development (29:44) Revenue Growth and Strategic VisionConnect with Brett Honerkamp:LinkedIn: www.linkedin.com/in/bretthonerkamp/Learn More & Connect with Us:Our Website: www.revsearch.io/Free RevOps Assessment: www.revsearch.io/readinessRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Want to build a revenue engine that fuels explosive growth and cultivates a customer-centric culture? Join us as we talk with Adam Tesan, CRO at Payrix, a seasoned revenue leader with extensive experience guiding companies through periods of rapid growth. Adam shares his insights on building a robust revenue organization, aligning sales, marketing, and customer success, and creating a go-to-market strategy that fuels expansion. He explores the challenges of managing rapid change, the importance of a customer-centric approach, and the critical role of strategic alignment. Tune in for a conversation filled with actionable insights for revenue leaders at all levels. #revenuegrowth #salesexcellence #marketing #customersuccess #GTM  #CRO #Payrix #Chargebee #Worldpay #revops #revenueoperations #customerexperience #customercentric Free Resource: Ready to assess your own RevOps readiness? Visit our website at revsearch.io/readiness for a free 20-question assessment to evaluate your current state of RevOps.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode, David and Adam from RevSearch sit down with Matt Gallagher, a portfolio CRO with extensive experience working with private equity firms to drive growth and operational efficiency in portfolio companies. Matt shares his insights on why Revenue Operations (RevOps) is crucial in today's business landscape and breaks down the key benefits RevOps brings to forecasting, performance management, and sales/marketing alignment.Topics covered include:The importance of RevOps in providing visibility and predictability in sales and revenueHow to effectively manage forecasting, from bottoms-up to top-down approachesThe role of RevOps in supporting sales and marketing alignment for stronger resultsChallenges in building and maintaining a strong RevOps function, including data integrity and tech  stack managementPlus, Matt gives practical examples of how RevOps can streamline operations and improve team performance. This episode is packed with valuable takeaways for revenue leaders aiming to build or optimize their RevOps function.Free Resource: Ready to assess your own RevOps readiness? Visit our website at revsearch.io/readiness for a free 20-question assessment to evaluate your current state of RevOps.Connect with Matt on LinkedIn: https://www.linkedin.com/in/mattgallagher2/RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode, Toni Holhbein of Growblocks joins David and Adam to discuss everything from when to hire a CRO to skills needed for RevOps leaders. Highlights+ Understanding the full funnel is crucial for managing the commercial engine effectively.+ Having full-funnel visibility helps identify issues early on and take corrective actions promptly.+ Disjointed systems and lack of visibility lead to challenges in diagnosing gaps and optimizing performance. + Full-funnel visibility enables leaders to protect blind spots, make accurate decisions, and drive growth. + Real-time data insights allow for proactive problem-solving and continuous improvement in organizational performance. Key Insights+ Full-funnel visibility provides a comprehensive view of the commercial engine, enabling effective management and decision-making. + The lack of visibility due to disjointed systems leads to challenges in diagnosing gaps and optimizing organizational performance. + Protecting blind spots and making accurate decisions are key benefits of having full-funnel visibility for organizational leaders. + Real-time data insights facilitate proactive problem-solving and continuous improvement, driving growth and success. RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Conditions outside our control are constantly impacting our businesses. Sometimes for the better, and sometimes for the worse.And if we're honest, too often we take credit for the good times, but create excuses when things aren't going so well.However, the best companies know how to make the right strategic bets, regardless of the outside circumstances, to create the best chances to win.In this episode of The RevOps Recruiters podcast, we sit down with Justin Edwards, SVP of Revenue at Mercato Partners, to talk about the strategic bets he makes in portfolio companies, regardless of what's happen around him.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Looking to make the progression from siloed operations to  true centralized GTM operations and intelligence? Join us for our discussion with Scott McKenzie, an operating partner at Bain Capital as we discuss topic like functional data fiefdoms, CEO operating systems, and why the best RevOps leaders should be a "pain in the butt."Video Podcast: www.revsearch.io/29-- Chapters --00:00 - Introduction00:50 - Meet Scott04:33 - Siloed Functional Data vs. Full Company Business Intelligence07:39 - Functional Data Fiefdoms12:04 - Assessing Analytical Resources17:32 - CEO Operating System23:17 - Inspecting the Business24:52 - RevOps Should be a "Pain in the Butt"31:27 - Why RevOps is Critical to Private Equity Success34:04 - Evolution of the RevOps Org Structure38:22 - Future of GTM StrategyRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

What are the "must have" skills for RevOps leaders in PE backed companies? We sat down with Drew Bernstein, a RevOps leader and member of the LLR Partner value creation team to get his thought on this question.Video Podcast: www.revsearch.io/28-- Chapters --00:00 - Introduction    00:50 - Meet Drew    01:43 - How RevOps in PE is different06:18 - Key skill 1: Business IQ07:33 - Key skill 2: Ability to work Collaboratively09:32 - Key skill 3: EQ & Say/Do Ratio12:43 - Success factors for PE & Portfolio Company partnership18:41 - How PE firms can support their RevOps leaders22:07 - Advice for companies hiring their first RevOps leaderRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode of the RevOps Recruiters podcast, David and Adam welcome Dan Perry, the Director of Sales and Commercial Excellence at Parthenon, a leading private equity firm. Dan brings a wealth of experience in sales and marketing, spanning over three decades with a significant focus on private equity for the last six years. His expertise lies in driving sales effectiveness and helping companies grow, making him a valuable resource for organizations aiming to enhance their commercial performance.Private equity-backed companies face unique challenges and goals, often different from other companies. As such, go-to-market leaders in PE backed companies should be focused on this one thing... increasing the valuation of the company. Dan shares how GTM leaders must think strategically to enhance company value and align with the financial goals of their PE investors.Further, this episode discusses the strategic role of Revenue Operations in private equity settings, where optimizing data accuracy, defining KPIs, and aligning operational processes are essential. Explore the dynamic relationship between go-to-market leaders and RevOps leaders in driving revenue growth and achieving success.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

With 2023 almost in the book, Season 1 of The RevOps Recruiters podcast is a wrap. Over the course of the inaugural season, David and Adam covered a number of topics ranging from keys to success in a RevOps role to tips for companies looking to hire their first RevOps leader.In this episode, they categorize and summarize all 25 episodes. Below is a breakdown of the categories:Keys to Success in a RevOps RoleEP 1 - SkillsEP 3 - Pathways to RevOps RolesEP 8 - Preparing for your RevOps interviewEP 9 - LinkedIn ProfileEP 22 - High EQ for RevOps LeadersKeys to Organizational success for a RevOps leaderEP 4 - Expectation AlignmentEP 5 - Who Should a RevOps Leader report toEP 6 - Building a RevOps TeamEP 10/11 - CRM Admin vs. RevOps LeaderEP 24 - Building a Growth CultureHiring for RevOpsEP 2 - Preparing to HireEP 7 - Candidate ExperienceEP 14 - Hiring, when does it make sense?RevOps Readiness AssessmentEP 16 - Data AssessmentEP 17 - Technology AssessmentEP 18 - Process AssessmentEP 19 - People AssessmentMaximizing the CRO/RevOps relationshipEP 20 - Characteristics of a successful CRO/RevOps PartnershipEP 21 - Roadmap to CRO successSpecial GuestsEP 12/13 - I/O Psychologist, Neil MorelliEP 15 - Low Code/No Code, Stefan QuartemontEP 23 - PE Operational Leader, Matt CallahanEP 25 - CRO in PE backed SaaS, Ted GrulikowskiRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode of the RevOps Recruiters podcast, we're joined by Ted GRulikowski, CRO at Clearstar, a human capital PE backed SaaS company. We explore ways to maximize the CRO and RevOps relationship in the high pressure environment of private equity. As a CRO, Ted values the partnership with his RevOps leaders and share insights on how he's build a winning formula. He draws from years of experience across public and private roles, as well as consulting and startups. Listen in as Ted discusses concepts like 1+1=3, less is more, and "Care, but not that much." RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

When it comes to maximizing the success of an individual, much of it comes down to mindset. While a growth mindset keeps us open to improving our intelligence, abilities, skills and talents through hard work, a fixed mindset limits those traits to those who either have it or don't have it.But what does this mean for an organization? In this episode of the RevOps Recruiters podcast, David and Adam explore four specific areas where organizations can focus to build a growth minded culture. 1. Thrive on Learning New Things2. Learn from Your Mistakes3. Drive Innovation and Iteration4. Stay HumbleRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode of the RevOps Recruiters podcast, we sit down with Matt Callahan, a private equity Revenue Operations leader to discuss the role RevOps plays in increasing the value creation within portfolio companies.Matt's been a data nerd all his career, going back to his days with IBM. With decades of experiences using data to drive informed decision-making, he's brought his skills to the PE space, working with many portfolio companies to drive value creation. He works with a team of operational leaders to ensure the basic foundational processes, tools, and capabilities are in place to drive world class sales and marketing excellence. This foundation is built across the technology, data, and people, as well as the management system, ICP, and coverage model. RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Emotional Intelligence (EQ) is one of the most valuable soft skills a RevOps leader can possess. Emotional Intelligence the ability to understand and manage one's own emotions while also recognizing and influencing the emotions of others. This includes self-awareness, self-management, social awareness, and relationship management. In this episode of The RevOps Recruiters, David and Adam explore EQ in depth, then focus on how RevOps leaders can benefit significantly from high EQ as it enhances their ability to influence, communicate, and impact.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

A Chief Revenue Officer's (CRO) initial 100 days in a new role are critical. With the responsibility for elevating revenue growth and an average tenure of just 19 months, the first 100 days are immensely importance. In this episode of The RevOps Recruiters Podcast, David and Adam break down Sales Benchmark Index's article and explores the roles of RevOps in the first 100 days.First 30 Days: The CRO's focus lies in comprehending the company's Go-To-Market (GTM) position. This phase entails data-driven analysis encompassing marketing, sales, customer success, product, pricing, and more. Four pivotal questions drive this assessment: identifying what's working, what's broken, what's confusing, and what's missing. Beyond numbers, the evaluation integrates an understanding of the team's strengths, weaknesses, and gaps in pivotal roles.Next 70 Days: The CRO pivots toward formulating a robust revenue growth strategy anchored in a well-defined GTM framework with effective resource allocation of people, time, and money. This stage includes clarifying the Ideal Customer Profile (ICP) and customer segmentation, identifying new potential sales channels, and advocating for the establishment of a dedicated Revenue Growth Office (RGO) to ensure persistent alignment and adaptability.The potential of collaboration with the RevOps function often amplifies the CRO's impact during this critical period. We discuss three successful models including: partnering with private equity's operational excellence departments, engaging consulting firms, or hiring a RevOps leader concurrently with the CRO.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Whether you're a Chief Revenue Officer (CRO), a Revenue Operations (RevOps) Leader, or someone curious about driving revenue growth, the partnership between the CRO and RevOps leader is critical. Over the years, we've observed several characteristics that make for a strong partnership, ultimately propelling the organization to growth.In this episode of The RevOps Recruiters podcast, David and Adam dive deep into the dynamic interplay between a CRO and a RevOps leader, exploring 6 important characteristics, including: + Trust+ Objectivity+ Adaptability & Curiosity+ Constant Collaboration+ Alignment+ Elevated EQCheck it out to discover the secret sauce that makes this partnership thrive.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

The people in your organization are essential to enhancing the success of your Go-To-Market (GTM) teams. No matter how strong the other parts of the system are (technology, data, processes), it fails if the organization isn't also focusing on the people in the system.Many organizations rely solely on "unicorn" employees, or individuals who have the ability to successful in any situation. The challenge is finding and retaining this very limited "resource." Building an organization solely on these individuals can lead to extreme highs and low, rather than steady and predictable growth.In this episode of The RevOps Recruiters podcast, David and Adam discuss how organizations can create an environment in which many individuals can successful in a role, including leading measures, clear expectations, and strong feedback loops.  Check out this episode for 5 specific questions any leader can use to identify opportunities to strengthen the organization's relationship with their people.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Process, the 3rd pillar of a business system, is a key component to the success of any business. Business processes help to  streamlines operations, enhances efficiency, and ensures consistency across the entire organization. By mapping and optimizing workflows, businesses can identify and reduce bottlenecks, lower costs and save time. When organization focus on well-defined and clearly developed processes, they improve the customer experience, leading to higher satisfaction and loyalty. They enable teams to work cohesively, fostering collaboration and innovation. Additionally, process documentation facilitates knowledge transfer, preventing information loss when employees leave. Continuous process improvement keeps businesses agile and adaptable in a dynamic marketplace.In this episode of The RevOps Recruiters podcast, David and Adam delve into the essential components of Process by asking 5 important questions aimed at optimizing your Go-to-Market (GTM) strategies across the entire customer journey. RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In today's businesses, data has emerged as the driving force behind successful decision-making, innovation, and sustainable growth. As companies strive to navigate the complexities of their go to market functions, harnessing the power of data has become an indispensable requirement for staying ahead of the competition.In the past, intuition and guesswork were sufficient to make informed business decisions. However, in the digital age, organizations have access to an abundance of data, both internal and external. This data must be harnessed to unlock valuable insights and transform operations. From customer preferences and market trends to operational efficiencies and risk analysis, data plays a critical role.In this episode of The RevOps Recruiters podcast, David and Adam provide five critical questions each organization can use to evaluate the role data plays within the organization.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Technology is a key component to a successful RevOps function in any organization. But how should an organization evaluate their technology as it relates to revenue operations?In this episode of The RevOps Recruiters podcast, David and Adam discuss five specific questions any organization can use to evaluate their RevOps readiness from a technology standpoint. We discuss Technology Roadmap, Centralized CRM, Technology Integration, Adoption, and Lean vs. Bloated Tech Stack.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

A critical function of Revenue Operations is technology and the integration between the various tools. There are many tools that make this possible, but in scenarios where additional customization is needed, where do you turn. One powerful option is Low Code or No Code tools.In this episode, David and Adam sit down with Stefan Quartemont, the president of Qrew Technologies to discuss the ways RevOps leader can quickly and effectively build solutions utilizing Low Code or Now Code options. From defining Low Code/No Code to giving suggestions for where to begin, you don't want to miss this conversation with Stefan.Visit www.qrewtech.com to learn more about Qrew.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Is adding a RevOps function to your organization on your radar, but you're not sure if the timing is right? Are you looking for a way to evaluate if you organization is ready to take the next step into RevOps?In this episode of The RevOps Recruiters podcast, David and Adam discuss four specific criteria by which any organization can evaluate their Revenue Operations readiness. These four areas are Technology, Data, Processes and People.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments.Book Neil contributed to (coming Fall 2023): Data Driven Decision Making for the Entrepreneurial EcosystemRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

When it comes to hiring a professional to administer you CRM, you have many options. But before you hire a certified administrator, consider the long term need of your organization to determine if a RevOps leader may be a better fit.In this episode, Davi and Adam compare and contrast the skills of a typical CRM administrator and RevOps leader across four functions: CRM administration, data analysis, project management, and GTM system development.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

When it comes to hiring a professional to administer you CRM, you have many options. But before you hire a certified administrator, consider the long term need of your organization to determine if a RevOps leader may be a better fit.In this episode, Davi and Adam compare and contrast the skills of a typical CRM administrator and RevOps leader across four functions: CRM administration, data analysis, project management, and GTM system development.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

LinkedIn is more than just a professional social media platform, it's a tool that give you access to opportunity like never before. But like any tool, the better you are at using it, the more benefit you get from it.In this episode of The RevOps Recruiters, David and Adam are joined by Simon Wilkins, director of recruitment for RevSearch. The three of them discuss how to optimize your LinkedIn profile.You'll learn about the "must haves" and the "nice to haves" of LinkedIn and take away practical tips to help you elevate your LinkedIn profile.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Interviewing for your next RevOps role is a crucial step in the job search process, and it is essential to prepare adequately for it. Being great at your job doesn't necessarily mean you're naturally great at interviewing. In this episode, David and Adam share tips and best practices to help you ace your next RevOps interview. Your preparation for an interview begins long before it's scheduled time. Get to know the company, work through the job description, and prepare answers to questions you might be asked during the interview.Then during the interview, present yourself well and read the room. Be specific and give enough details when answering questions, but don't eat up all the time with just one answer.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Creating an excellent candidate experience during the hiring process can go a long way to helping your company find, hire, and ultimately retain top RevOps talent. In this episode, David and Adam discuss insights and best practices for Optimizing the RevOps Candidate Experience. The involvement from the hiring team looks a lot like a reverse bell curve. This mean more participation up front, from creating a compelling job description to performing a quality kickoff call with the candidate sourcing team. Then, the hiring team gets a bit of a break while the sourcing team works their magic. Finally, as the process nears completion, the hiring team needs to be fully engage in the interview process to help secure the best possible talent for the role.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode, David and Adam discuss insights and best practices for Building a Killer RevOps Team. They emphasize there is no one-size-fits-all blueprint for building a successful RevOps team, as different companies have different needs and challenges.When looking to transition from an individual contributor to a team within RevOps, often this progression is driven by one of two scenarios: capacity planning or skills gaps. They discuss how to evaluate whether it's the right time to begin making the transition and what roles within the team should look like.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

"Who should our RevOps leader report to?" This is one of the most asked questions we receive from companies looking to hire their first Revenue Operations leader. And the answer is... it depends.In this episode, David and Adam share how to determine where RevOps should be placed within your organization. Listen in as we discuss titles, responsibilities, and key questions to explore to set your RevOps team up for success.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

The RevOps hiring journey doesn't end when you find the right candidate. The goal is to keep them engaged and satisfied so they stay with you and make an impact. The truth is that one of the major contributing factor to employee dissatisfaction is unknown or changing expectations. In this episode, we explore ways to help align expectation between leadership and your RevOps team. We unpack expectation alignment through 3 stages: the hiring process, the first 90 day, and for the long haul. RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

RevOps is a relatively new function within many companies, so what background and experience do most RevOps leaders have? In this episode, David and Adam explore the career pathways into Revenue Operations.The good news is the pathway into Revenue Operations isn't linear. We've seen RevOps leaders come from a sales, marketing, operations, and finance, just to name a few. So whether you're looking for your next RevOps leaders, or you're looking to make a step into Revenue Operations, we hope you'll find this content to be helpful.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

David and Adam discuss 3 key areas where companies need to prepare as they look to hire a RevOps leader. From pre-hire preparation, through the recruiting process and into employee retention, it's critical that companies are intentional about each step of the hiring process. In this episode we explore each stage and offer insights to help your organization succeed in your next RevOps hire.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

David and Adam discuss 4 key ingredients of success they've observed after talking to hundreds of RevOps leaders. From hard skills to soft skills, this episode dives into 4 specifics skills most companies are looking for when evaluating top revenue operations leaders.Hosts:David Quartemont | CEO, RevSearch (https://www.linkedin.com/in/david-quartemont/)Adam Hoar | COO, RevSearch (https://www.linkedin.com/in/adamhoar1/)Subscribe to The RevOps Recruiter Podcast for more content on finding, hiring, and retaining top revenue operations talent.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/