Podcasts about leandata

Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEOIn this episode of the Sales Technology Podcast, host David Dulany interviews Evan Liang, CEO of LeanData, exploring the evolution of sales technology and go-to-market strategies. Liang shares his journey from experiencing sales and marketing data challenges to founding LeanData, highlighting the critical shift from individual lead management to sophisticated account-based and buying group approaches. The conversation delves into the complexities of enterprise sales, the role of SDRs, and the delicate balance between technological automation and human intelligence. Key insights include the importance of strategic technology integration, the value of human connections in sales, and the ongoing transformation of B2B sales processes through innovative data and workflow solutions.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

AI is revolutionizing every part of go-to-market strategy, and Nvidia's Kelly Goles is at the forefront of that transformation. As the Manager of Revenue Marketing Operations at Nvidia (and winner of LeanData's 2024 Ops Star of the Year award), Kelly has been tasked with using AI to accelerate commercial performance. In our conversation, Kelly shares how her team saved 1,500 sales hours per week and quadrupled the number of leads their reps can work, she walks us through Nvidia's AI-powered GTM framework, and explains how her team balances AI experimentation with real-world operational impact.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Synch. Synch isn't just a tool; it's your revenue co-pilot. To learn more about them, schedule a personalized demo at withsynch.com and tell them Sean sent you!

Episode Summary In this episode of the OnBase podcast, Chris Moody hosts Jeremy Schwartz, who shares insights on the seismic shift from MQL-based approaches to buying groups in Account-Based Marketing (ABM). Jeremy discusses his extensive background in marketing and the challenges of traditional lead-based systems, emphasizing inefficiencies like low conversion rates and misaligned metrics. He highlights the transformative potential of buying groups, explaining how they enable better targeting and personalized engagement across accounts. Jeremy delves into the importance of leveraging data science, marketing automation, and RevOps collaboration to identify and activate high-value opportunities, while sharing practical examples from his experience at Palo Alto Networks. This engaging conversation offers actionable strategies for aligning sales and marketing teams to drive opportunity creation and improve pipeline outcomes. About the guest Jeremy Schwartz is the Sr. Manager of Global Lead Management & Strategy at Palo Alto Networks. He is a seasoned Global RevOps Marketing Leader with over 25 years of experience driving growth and innovation for B2B organizations. Renowned for pioneering strategic buying group models, Jeremy specializes in optimizing demand generation and lead management to deliver measurable results. His expertise lies in architecting large-scale, integrated campaigns that enhance visibility, engagement, and revenue. Committed to fostering collaboration, Jeremy aligns marketing and sales to achieve operational harmony and shared objectives. By leveraging data-driven insights, he transforms complex challenges into strategic growth opportunities, creating long-term business impact and scalable success. Connect with Jeremy Key takeaways - Traditional MQL models lead to inefficiencies like low conversion rates, wasted resources, and engagement with low-priority contacts. Jeremy explains how these models fail to identify real opportunities within accounts. - Jeremy describes buying groups as the next evolution in ABM, focusing on identifying multiple stakeholders within an account and targeting them collectively to improve opportunity creation. - First-, second- and third-party intent signals are critical to identifying active buying groups within accounts. Understanding these signals allows for better allocation of resources and more targeted marketing and sales efforts. - Jeremy outlines how buying groups allow both marketing and sales to work together by using personalized tactics for different stakeholders, creating a seamless activation process. - By analyzing historical data, companies can identify key personas involved in successful deals and tailor their outreach to align with the needs of similar stakeholders in the future. - Jeremy highlights the importance of tools like Demandbase, LeanData, Marketo, and custom-built applications for implementing and scaling buying group strategies effectively. - Jeremy predicts that buying group adoption will accelerate, and technology will evolve to better support this motion, offering enhanced tools for targeting and collaboration. - The successful adoption of buying groups requires an iterative approach that starts with manual processes, develops clear workflows, and eventually integrates technology to scale. Quotes On Identifying Buying Groups: “Being able to see who's in a buying group and understanding their personas is the first step to transforming your account-based strategy.” On Optimizing Resources Based on Signals: “Don't spend money where you see low or no engagement. When you see a high signal account, throw everything, including the kitchen sink, at it.” Communities: - Buying group members (LinkedIn community):  A community dedicated to discussions and insights on buying group models in B2B marketing. He recommends this group for professionals seeking to deepen their understanding of buying groups and to engage with industry experts.

In this episode of the OpsStars podcast, Kevin Davis, Co-founder and CEO of BoogieBoard.ai, joins Don Otvos to discuss the challenges and solutions in territory planning. They explore Kevin's journey from sales to RevOps, the complexities of territory design, and how BoogieBoard.ai is revolutionizing the process with data-driven, equitable solutions.

In this episode of the OpsStars podcast, Camela Thompson, Head of Marketing at RevOps Co-op, joins Don Otvos to discuss her journey from finance to RevOps and her current role in shaping the future of revenue operations. They explore the challenges of breaking down silos, the importance of data-driven decision making, and strategies for effective board presentations.

In this episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins Don Otvos to discuss the transition from a traditional lead-based model to a contact-only approach in CRM systems. They explore the benefits, challenges, and best practices for implementing this significant shift in sales and marketing operations.

In this episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins Don Otvos to explore MongoDB's transition from a license-based model to a consumption-based go-to-market strategy. They discuss the challenges and opportunities in implementing this new model, its impact on forecasting, sales processes, and the overall organizational structure.

In this episode of the OpsStars podcast, Jeremy Steinbring, Founder of Revonix Consulting, joins Don Otvos to discuss his unique journey from audio engineering to RevOps. They explore the challenges of tech stack management, the importance of a human-centric approach in RevOps, and the impact of AI on the future of revenue operations.

In this episode of the OpsStars podcast, Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual," joins Don Otvos to discuss key insights from his book. They explore the qualities of great RevOps professionals, the balance between technology and human expertise, and strategies for effective goal-setting and prioritization in RevOps.

In this episode of the OpsStars podcast, Jessenia Francisco, Director of Marketing Operations at Lucid Software, joins Don Otvos to discuss her unconventional career path from finance to RevOps. They explore the challenges of data management, the importance of clean and reliable data, and strategies for effective change management in rapidly growing organizations.

"It's that fun balancing act of which one do we want to succeed versus which one is succeeding? And then taking a look and saying, do we need to promote more the one that we want to succeed?" says Matt Lyman, VP of Demand Generation at LeanDataIn this episode of The Content Cocktail Hour, Matt Lyman, VP of Demand Generation at LeanData, draws from his diverse background in marketing, project management, and theater to enhance his demand generation and brand-building strategies. We talk about his controversial views on Marketing Qualified Leads (MQLs), discussing why they shouldn't be the primary KPI, and the role of actionable playbooks in event management. Matt also share his insights on balancing demand generation with brand integration, highlighting effective content strategies, repurposing, and customer engagement.In this episode, you'll learn:Use MQLs as signals, not primary KPIs. Focus on leads, account interactions, pipeline, and revenue for better performance tracking.Efficient demand generation boosts brand visibility, and strong branding enhances demand efforts. Both should work together seamlessly.Continuous iteration and repurposing of content, informed by data, can significantly improve engagement. Try different formats to see what resonates best.Resources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/ Check out The Juice HQ: https://www.thejuicehq.com/ Connect with Matt on LinkedIn: https://www.linkedin.com/in/mattlyman/Check out LeanData's website: https://www.leandata.com/Timestamps:(00:00) How brand and demand gen work together for business growth(03:25) LeanData's approach to efficient marketing(13:43) The synergy between brand and demand generation(18:22) The importance of content in deal cycles(19:28) How to repurpose content for better engagement(23:24) Leveraging playbooks for strategic positioning(25:13) Why MQLs aren't dead in B2B marketing

In this episode of the OpsStars podcast, Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB, joins Don Otvos to explore the transformative impact of AI on Mongo DB's GTM teams. They discuss MongoDB's AI-first approach to go-to-market development, the creation of coachGTM, and how AI is optimizing various aspects of the sales process, from customer intimacy to sales enablement.

Especially in uncertain times, driving the right behaviors and outcomes is crucial for business success. But sustaining a high-performing GTM culture that consistently delivers revenue results, no matter the macroeconomic environment, is easier said than done. Join CaptivateIQ‘s Nate Broome, Brian Via and Tiffany Brown to hear real-world examples of how to keep your team energized and motivated by cultivating a GTM culture that's set up to thrive in any circumstance.

In this follow-up episode, sisters Rebecca Youngquist and Nicole Looker delve deeper into their Salesforce journeys. They discuss the misconception that certifications are necessary to land a Salesforce job, with Rebecca sharing how she secured her first role before being certified. The sisters offer valuable insights on how to stand out in a competitive job market, emphasizing the importance of translating existing skills to Salesforce roles and actively learning through platforms like Trailhead. Nicole, now a CRM Manager, provides an overview of the various systems she works with beyond Salesforce, including HubSpot, LeanData, and Data Cloud. She shares her experience implementing Data Cloud in a startup environment and offers advice for those aspiring to get Data Cloud certified. The sisters also discuss their upcoming presentation at Mile High Dreamin', revealing how they plan to share their unique story of growing up in a small town and finding success in the Salesforce ecosystem. They highlight the importance of mentorship, including the Salesforce mentorship program and the often-overlooked Salesforce for Military program for veterans. Looking to the future, both Rebecca and Nicole express their interest in expanding their development skills, particularly in Apex. They conclude with valuable advice for those entering the Salesforce ecosystem, emphasizing the importance of continuous learning, building soft skills, and finding genuine enjoyment in the work rather than merely chasing high salaries. This episode provides a wealth of practical advice and inspiration for anyone looking to start or advance their career in the Salesforce ecosystem. Contect with Rebecca Youngquist and Nicole Looker on LinkedIn: https://www.linkedin.com/in/rebecca-youngquist/https://www.linkedin.com/in/nicole-looker/ Watch here - https://youtu.be/WIfv2tXhPSI

Text us your thoughts on the episode or the show!In today's episode, we talk with Asher Mathew, Co-Founder and CEO of Partnership Leaders. Partnership Leaders is a private network built to elevate the role of partner teams in their companies. Prior to Partnership Leaders, Asher held senior leadership roles in partnerships and GTM,  including roles at Demandbase, Avalara and LeanData.  Tune in to hear: - Asher explain the concept of operational debt, its impact on businesses, and how it parallels technical debt.- The evolution and importance of partner go-to-market motions like co-sell, co-market, and co-serve.- The critical elements of building and funding communities, maintaining their ethos, and ensuring stakeholder support.- The unique role of partner marketers and the need for better internal support to enhance external effectiveness.- The benefits and challenges of strategic partnerships and co-building initiatives in today's business landscape.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MOps-Apalooza is back by popular demand in Anaheim, California! Register for the magical community-led conference for Marketing and Revenue Operations pros.Support the Show.

If you know you know — organizations that have a strong RevOps function achieve more success, drive results more consistently, and create a better experience for both buyers and sellers. How can you position your RevOps organization to create this impact? What is the secret to making the sales experience better for your revenue team? In this keynote session, you'll hear from Jake Goldfield, David Obrand, and Ellie Fields on how to understand the strategic role RevOps plays, offer great experiences to your customers, and get the visibility and common data set you need to make a positive impact on your business.

For years, the mantra was to book any deal, at any cost, and just show the revenue growth. That model is now outdated as Boards want to see quality, profitable revenue. All deals are not created equal, and you should incentivize your sales team to focus on quality.

Tech advancements, trends, and market shifts are happening fast (looking at you, AI) and organizations are doing their best to adapt. But the ability to translate business requirements to the ever-shifting IT side of the house isn't easy. During this session, Amanda Morrell (Senior IT Salesforce Leader at NCR Corporation) shares how she successfully navigates change amidst the dynamic IT environment across multiple industries — so you can, too.

This episode is a compilation of insightful clips from Season 2 of the OpsStars podcast, where industry leaders explore the transformative potential of AI in Revenue Operations (RevOps). Hear diverse perspectives on how AI can enhance human capabilities, drive efficiency, and unlock new possibilities in data analysis, process automation, and customer engagement. Gain practical strategies for integrating AI into your RevOps workflows while overcoming common fears surrounding its adoption.

Evan Liang is the co-founder and CEO of LeanData, a platform that helps revenue teams manage all go-to-market motions. Show Notes: https://saasclub.io/399 Join Email List: Get weekly SaaS learnings, new podcast episodes, and actionable insights right in your inbox: https://saasclub.io/email/ Join Community: SaaS Club is the community for early-stage SaaS founders and entrepreneurs: https://saasclub.co/join

In this episode, James McArthur, Director of Revenue Operations at Nue, shares his unconventional career journey from finance to the restaurant industry, and discusses how he eventually entered RevOps. He explains the valuable lessons he learned along the way, including the meaning of true burnout, the addictive nature of hustle culture, and the importance of ruthless prioritization. James also delves into his multi-faceted role at Nue, navigating complex sales environments, tailoring solutions for unique customers, and even contributing to product development.

In this episode of the OpsStars podcast, Kelly Jo Horton, Principal Consultant at RevOps Solutions and Founder of MOPsTalks, joins Don Otvos to explore the challenges of data management in RevOps. They discuss the importance of clean and reliable data in RevOps, how the cloud computing has transformed data management nightmares, and why one-size-fits-all cloud solutions could stifle your business growth.

What does a successful career path in revenue operations look like? Learn from three former RevOps pros who advanced their careers into VC, executive leadership, and COO roles as they share the hallmark tenets of great operators, important skills and competencies, and what translates to the next level in a RevOps career journey.

In this episode of the OpsStars podcast, Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos, joins Don Otvos to explore the expanding role of customer marketing, which requires a closer relationship to RevOps and customer data to succeed. They discuss the importance of maintaining a clean and accurate customer database for revenue-generating activities, including communications for net retention, running expansion campaigns, and tracking of your users and champions as they leave customer accounts.

In today's data-driven landscape, the CMO's dashboard is more than a collection of metrics; it's a strategic tool for growth. Learn the essential metrics and reports that top CMOs use to drive pipeline and revenue growth in 2024.

In this episode of the OpsStars podcast, Chloe Pott, Marketing Operations Leader, joins Don Otvos to share her journey into revenue operations, the importance of marketing automation, and the challenges of working in marketing operations.

When you have your marketing, sales, operations, and partnerships teams all marching in the same direction, you're sure to pull off an impressive show. In this session, you'll find hot takes, actionable takeaways, and thought-provoking answers that will help you innovate on your go-to-market strategy to deliver more personalized buying experiences, even amidst turbulent economic conditions.

In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura's journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimizing processes and achieving sustainable growth.

In this episode of "Women in B2B Marketing," host Jane Serra speaks with Alice Walker, Senior Product & Partnership Marketing Manager at LeanData, about her accidental entry into B2B marketing and her rise to a senior role. Alice discusses the challenges of breaking into a new industry, the synergy between product and partner marketing, and the importance of aligning with sales teams. They explore ecosystem-led growth, the value of partnerships, and competitive intelligence. Alice also touches on executive alignment, the impact of motherhood on her career, and the importance of networking. Alice walks us through:challenges of transitioning into the healthcare industryproduct and partner marketing roles, the customer-centric approach and the need for diverse skillsecosystem-led growth and the importance of understanding customer pain pointsthe insights gained from partners in terms of competitive intelligenceworking closely with sales, understanding their needs, and building a true partnershipthe impact of the down economy on partner marketing efforts and the importance of executive alignmenttracking metrics, executive alignment, and the need for concrete measurements in partner marketingaligning with revenue, gaining executive trust, and the role of revenue in solving problemsdifferent methodologies and processes used in partner marketingthe positive impact of motherhood on her career, including increased intentionality, time management, and identity awarenessnetworking and fostering a community and leveraging personal connections in job searchesKey Links:Guest: Alice Walker - https://www.linkedin.com/in/aliceawalker/Host: Jane Serra - https://www.linkedin.com/in/janeserra/

It's time to go from theory to action. In this session, you'll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft's Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft's unique perspective as an innovator in the category.

In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support offered by the Modern Sales Pros community. Pete also dives into remote working, measuring and managing performance to drive growth and accountability in sales organizations, and the AI impacts on RevOps.

In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment.

Are you prepared to incorporate generative AI into your Sales organization? Is now the best time to join the GenAI movement? Learn from Karan Singh and Craig Rosenberg, two experienced revenue leaders, as they share their investigation into the generative AI landscape.

In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success.

In this session hear how business leaders are reducing churn, getting ahead of risk, and cultivating a legion of loyal customers. The panelists cover topics such as automation, using the right customer data, renewals cadences, and more.

In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue operations.

Ari and Kelly, representing NVIDIA's Revenue Marketing team, take the OpsStars stage to share their experience in leveraging AI and data science for revenue play efficiency, scaling, and ROI. Learn how NVIDIA's team of data scientists interpret the signals that feed into tying all things to revenue for a clearer lens in identifying buying groups in ready-to-engage accounts. Ari and Kelly highlight the iterative process of collecting feedback, analyzing metrics, and making data-driven changes to optimize and align cross-org efforts. This session offers practical recommendations, addresses potential roadblocks, and highlights the role of a revenue team in enacting transformational change.

In this episode of the OpsStars podcast, Rachel Godfrey, Senior Marketing Operations Manager at BambooHR, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps.

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he's focused on this year, including the importance of maximizing marketing impact and budget efficiency.

Your website is filled with untapped pipeline potential. Every day, qualified buyers are landing on your site but if it isn't fully optimized for conversion – or worse, your operational processes have qualified leads falling through the cracks – then you are leaving money on the table.

In this OpsStars panel discussion, they'll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros today.

In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey.

Through a combination of account prioritization, digital advertising and highly targeted SDR prospecting, Snowflake experiences 2X to 4X increases in SDR efficiency. Hear from Travis and Hillary as they describe a unique approach to account-based marketing they've coined “One-Team GTM.” Learn from Travis and Hillary as they share plays and strategies from their recently published book, Busting Silos.

In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams.

With RevOps emerging on the scene in 2015, there have been no opportunities for history to repeat itself — no past corollaries for the downturn we've all been experiencing recently. RevOps is an ever-evolving practice with unlimited room for improvement as you connect people, processes, and technology. LeanData CEO Evan Liang takes the keynote stage joined by three noted revenue leaders, Jeff Serlin, Franco Anzini, and Christine Maxey, as they provide perspective and discuss the challenges and opportunities for RevOps during a downturn while keeping an eye on what the future holds for the practice.

In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps.

In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science in RevOps.

In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations and highlights the value of long-term thinking and the revolutionary trends in revenue operations, including the growing role of AI.

In this episode of the OpsStars podcast, Sean Frazer, VP of Revenue Operations at Dental Intelligence, joins Don Otvos to shed light on the art of growing into a leadership role in RevOps, the importance of building relationships with people and considerations to make when building scalable and dynamic systems in revenue operations.

With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through operational alignment strategies.