Podcasts about revenue operations

Text us your thoughts on the episode or the show!What is the best way to move from an in-house Marketing Operations role into consulting without immediately giving up the stability of your full-time job?In this episode of the Society of Marketing Technology Consulting Podcast, Courtney Makara and Grant Gregorian sit down with Alden Dale of Inverta to explore his journey from in-house Marketing Operations to moonlighting as a consultant, running his own independent practice, and eventually joining a larger agency. Alden shares how his interest in marketing technology began when he built his own automated email tool before discovering Eloqua, and how growing his Marketo expertise eventually created opportunities to take on consulting projects during nights and weekends.In this episode, we discuss:How Alden discovered Marketing Operations through Eloqua and marketing automationStarting a consulting side business while maintaining a full-time jobWhy getting your employer's permission before moonlighting can be importantHow Alden incorporated his ability to consult on the side into negotiations for his next roleManaging client expectations when you are only available during evenings and weekendsThe tradeoff between limited availability and more competitive freelance pricingHow Marketo user groups, industry events, and professional relationships generated consulting opportunitiesFor MarTech and Marketing Operations professionals considering freelancing, moonlighting, independent consulting, or agency life, this episode offers a practical look at the different paths available and the tradeoffs that come with each.If you enjoyed the episode, subscribe and rate the SMTC Podcast, and join the Society of Marketing Technology Consulting community through MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

We're back for Season 2 of The RevOps Review, where we sit down with the operators, innovators and revenue leaders shaping the future of go-to-market.In this episode, Steve Dinner, VP of Revenue Operations at Owner.com, joins Jeff Ignacio to unpack what it actually takes to rebuild a RevOps function around AI – not just bolt it on. Steve shares how his team governs LLM access to Salesforce, why he treats every workflow as a "nano-service" instead of one big automation project, and how they're rethinking sprint planning now that AI can ship changes daily. He also gets into the real friction points: managing token spend across the organisation, avoiding duplicate rep-built workflows, and using AI to gamify BDR performance without losing the human side of the job. He provides a practical look at what AI-native operations actually look like inside a fast-moving GTM organisation.

Text us your thoughts on the episode or the show!What does consulting teach you that working in-house cannot, and when does it make sense to leave agency life and return to an internal Marketing Operations role?In this episode of the Society of Marketing Technology Consulting Podcast, Courtney Makara and Grant Gregorian sit down with Mike Rizzo of WeWork to talk about his journey from in-house Marketing Operations to consulting at Digital Pi, then back into an internal enterprise role.Mike shares why agency life appealed to him in the first place, how working across different clients and projects changed his confidence as a consultant, and why realizing that consultants do not need to know every answer was such an important lesson. He also reflects on the skills he developed through consulting, from project management and stakeholder communication to emotional intelligence and relationship building.In this episode, we discuss:Why Mike moved from an in-house Marketing Operations role into agency consulting The initial hesitation he felt about calling himself a consultant Why consultants do not need to know every answer to provide value How agency support helped Mike build confidence in client-facing situations What working across multiple clients taught him about common Marketing Operations challenges How consulting improved his project management, communication, and people skills Why emotional intelligence matters as much as technical expertise The difference between building a system for a client and owning that system long termMike also explains why his time in consulting became a career-changing experience. Working with different clients, teams, and business problems gave him a broader perspective that he later carried back into an internal role.For Marketing Operations professionals deciding between agency consulting, independent consulting, and in-house work, this episode offers a practical look at the benefits and tradeoffs of each path, and how moving between them can help build a stronger, more versatile career.If you enjoyed the episode, subscribe and rate the SMTC Podcast, and join the Society of Marketing Technology Consulting community through MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Katy Loria, Chief Revenue Officer at GumGum, to dissect the harsh realities of executive revenue leadership. Too many newly minted leaders operate as glorified sales managers rather than true architects of a commercial system. Katy exposes the fatal error of blindly accepting a leadership title without aggressively defining the mandate upfront.Warren and Katy tackle one of the most hotly debated conflicts in the C-suite: the turf war between revenue and marketing. While many argue that modern systems demand marketing report directly to the revenue leader, Katy offers a contrarian take. She argues that absolute alignment, not hierarchical dominance, is the true unlock. When leaders share a unified view of the buyer, marketing can sit beside sales and win.The conversation then shifts to the brutal reality of private equity boards and the relentless pressure of quarterly targets. Katy unpacks the hardest part of the job: balancing short-term demands with long-term transformation. She shares her tactical approach to managing executive expectations and preventing an organization from sacrificing sustainable growth for the illusion of immediate, fleeting quarterly wins.Finally, Katy breaks down her survival framework for high-stakes roles, emphasizing the critical importance of ruthless prioritization. By forcing her chief executive to define exactly three core objectives, she eliminated systemic noise and protected her team's focus. She also highlights why high emotional intelligence is a non-delegable skill for executives who want their teams to run through brick walls for them.

Renewals are becoming a strategic revenue priority — but why do so many companies still manage them through disconnected systems, spreadsheets, emails, and partner portals? In this episode, Frank talks with Ram Rai, founder & CEO of Yagna iQ, and Manish Agrawal, Co-Founder & CTO, about how recurring revenue and renewal management are changing as companies move toward subscription and lifecycle-based business models. They discuss why renewals become particularly challenging in indirect sales channels, where OEMs, distributors, resellers, and end customers may all participate in the process.  Ram and Manish explain Yagna's approach to channel CPQ and renewal automation, including how renewal processes can extend beyond simple expiration reminders to customer onboarding, adoption monitoring, account health, value realization, quoting, and expansion opportunities. They also discuss how Yagna integrates with existing CRM, ERP, and CPQ environments rather than replacing them. The conversation also explores the growing role of agentic AI in renewals and quoting—from processing supplier quotes and automating RFQs to AI-assisted customer outreach—as well as where human oversight, data readiness, integration, and governance remain important.  In this conversation we cover: Why renewal management is moving from a transactional process to a strategic revenue discipline Why indirect channels create unique CPQ and renewal challenges across OEMs, distributors, and resellers How Channel CPQ can complement existing vendor-side CPQ systems Where agentic AI, voice agents, and automated quote processing can support renewal workflows Why data cleansing, CRM/ERP/CPQ integration, governance, and human-in-the-loop processes remain important How automation can help address the "Long-tail" of lower-value, high-volume renewals that are often uneconomical to manage manually If you work in CPQ, Revenue Operations, recurring revenue, channel sales, or partner management, this episode provides a useful look at how renewal automation is expanding beyond reminders and traditional quoting — and how AI may change the economics of managing recurring revenue at scale. Learn more: Yagna iQ Yagna iQ AI · Ram Rai on LinkedIn · Manish Agrawal on LinkedIn · Yagna iQ Customer Pulse Report – Recurring Revenue and Renewals in 2026 Don't forget to subscribe on YouTube and your favorite podcast platform. More CPQ research and resources at https://novuscpq.com

Peter Giordano, Head of DoorDash Ads at DoorDash, argues that retail media stopped being an ad channel the moment the gap between an impression and a delivered order collapsed to minutes. He and Greg Kihlström get into what that changes for enterprise brands.Commerce platforms are becoming full-funnel media, not a lower-funnel add-on. DoorDash isn't a traditional retailer, and Espinosa explains what its data shows about consumer intent that a retailer's doesn't — and what strains first in an enterprise media plan built around flighting and frequency when the purchase happens in minutes."AI" hides very different decisions inside an ad system. Giordano draws the line between where a model is genuinely making the call — bidding, ranking, creative assembly — and where a person is still setting rules that a system simply executes faster.Retail media's credibility problem is that the network grades its own homework. On the LiveRamp partnership, what an advertiser has to be able to verify independently before an incrementality number means anything, and where DoorDash draws the line on data collaboration.When an AI agent places the order, there's no creative to persuade it. What has to be true about a brand's product data, pricing, and availability to get selected by a machine acting on the customer's behalf.About Peter GiordanoPeter Giordano is GM of Platform & Growth Services for DoorDash Ads. In this role, he is responsible for a variety of initiatives including global expansion; agency partnerships; scaling platform operations and productivity; and developing external integrations and offsite expansion.Previously he was COO at Seva, a venture-backed enterprise software business, where he led go-to-market for their early stage knowledge automation SaaS platform. Before Seva, he held various positions in Revenue Operations and Marketing at Simulmedia, a video advertising technology company, eventually serving as SVP of Sales Operations & Strategy. He started his career in various facets of the media industry in New York – including positions in strategy and marketing at Time Inc.; and roles in the network news division at NBC Universal, including that of producer on the “TODAY” Show. Peter received his undergraduate degree in Government cum laude from Harvard University, and an MBA with honors from the Tuck School of Business at Dartmouth. He lives outside of New York City with his wife and two daughters.Peter Giordano on LinkedIn---------- Resources ---------- https://www.doordash.comThe Agile Brand podcast is brought to you by TEKsystems. We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! Reach your customers with Reddit. Spend $500 in ad spend, get $500 back in ad credit!Chaser is the only Slack-native project management platform that helps teams turn messages into tracked tasks, automate follow-ups, and maintain team-wide visibility, without adopting another tool. Now integrated with Claude and other GenAI tools. Learn more at trychaser.com and use code AGILEBRAND for a 3-month free trial (normal trial is 14 days).The most influential minds in software, AI, and engineering leadership will be at WeAreDevelopers World Congress North America, September 23-25 in San Jose.Start building your own apps with Replit and get $20 off. Enjoyed the show? Tell us more and give us a rating so others can find the show.Connect with Greg on LinkedInDon't miss a thing: get the latest episodes, sign up for our newsletter, and check out Martechipedia, the wiki for marketing technology.The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. Hosted on Acast. See acast.com/privacy for more information.

Peter Giordano, Head of DoorDash Ads at DoorDash, argues that retail media stopped being an ad channel the moment the gap between an impression and a delivered order collapsed to minutes. He and Greg Kihlström get into what that changes for enterprise brands.Commerce platforms are becoming full-funnel media, not a lower-funnel add-on. DoorDash isn't a traditional retailer, and Espinosa explains what its data shows about consumer intent that a retailer's doesn't — and what strains first in an enterprise media plan built around flighting and frequency when the purchase happens in minutes."AI" hides very different decisions inside an ad system. Giordano draws the line between where a model is genuinely making the call — bidding, ranking, creative assembly — and where a person is still setting rules that a system simply executes faster.Retail media's credibility problem is that the network grades its own homework. On the LiveRamp partnership, what an advertiser has to be able to verify independently before an incrementality number means anything, and where DoorDash draws the line on data collaboration.When an AI agent places the order, there's no creative to persuade it. What has to be true about a brand's product data, pricing, and availability to get selected by a machine acting on the customer's behalf.About Peter GiordanoPeter Giordano is GM of Platform & Growth Services for DoorDash Ads. In this role, he is responsible for a variety of initiatives including global expansion; agency partnerships; scaling platform operations and productivity; and developing external integrations and offsite expansion.Previously he was COO at Seva, a venture-backed enterprise software business, where he led go-to-market for their early stage knowledge automation SaaS platform. Before Seva, he held various positions in Revenue Operations and Marketing at Simulmedia, a video advertising technology company, eventually serving as SVP of Sales Operations & Strategy. He started his career in various facets of the media industry in New York – including positions in strategy and marketing at Time Inc.; and roles in the network news division at NBC Universal, including that of producer on the “TODAY” Show. Peter received his undergraduate degree in Government cum laude from Harvard University, and an MBA with honors from the Tuck School of Business at Dartmouth. He lives outside of New York City with his wife and two daughters.Peter Giordano on LinkedIn---------- Resources ---------- https://www.doordash.comThe Agile Brand podcast is brought to you by TEKsystems. We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! Reach your customers with Reddit. Spend $500 in ad spend, get $500 back in ad credit!Chaser is the only Slack-native project management platform that helps teams turn messages into tracked tasks, automate follow-ups, and maintain team-wide visibility, without adopting another tool. Now integrated with Claude and other GenAI tools. Learn more at trychaser.com and use code AGILEBRAND for a 3-month free trial (normal trial is 14 days).The most influential minds in software, AI, and engineering leadership will be at WeAreDevelopers World Congress North America, September 23-25 in San Jose.Start building your own apps with Replit and get $20 off. Enjoyed the show? Tell us more and give us a rating so others can find the show.Connect with Greg on LinkedInDon't miss a thing: get the latest episodes, sign up for our newsletter, and check out Martechipedia, the wiki for marketing technology.The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. Hosted on Acast. See acast.com/privacy for more information.

Host Sebastian Voigt spricht mit Arne Wolter, CEO von Appinio, über den neuen SaaS & AI Pricing Report 2027 von hy, OMR Reviews und Appinio. Wie letzte Woche geht es um denselben Report, diesmal jedoch aus einer anderen Perspektive. Bei der Monetarisierung von KI-Features herrscht in der Softwarebranche noch viel Unsicherheit: Laut dem Report packen rund 50 Prozent der befragten SaaS- und KI-Unternehmen ihre KI-Funktionen einfach ins Kernprodukt, weitere 20 Prozent monetarisieren KI bislang gar nicht, und 65 Prozent können die Bruttomarge ihrer KI-Angebote nicht beziffern. Appinio hat als Research-Partner des Reports die Befragung der über 150 SaaS- und KI-Unternehmen durchgeführt, entsprechend ordnet Arne die Befunde direkt aus der Marktforschungsperspektive ein. Seine These: "KI wird genauso wie PowerPoint zu einem Commodity-Feature, für das Kunden langfristig nicht extra zahlen werden. Das bedeutet, dass man sich von der Pricing Power der KI-Anbieter abhängig macht." Um sich unabhängig zu machen, braucht es laut Arne ein flexibles Modell-Gateway. Beim Packaging bleibt das klassische Good-Better-Best-Modell laut Report trotz aller Umbrüche der dominante Standard im Markt. Auch beim Outcome-Based Pricing bremst Arne die Erwartungen: Das Modell gelte vielen als Königsdisziplin der KI-Monetarisierung, lässt sich aber nicht immer reibungslos implementieren. Historisch habe sich das Preisrisiko zwar zunehmend vom Käufer zum Verkäufer verschoben, die gemeinsame Definition eines Erfolgsmaßstabs bringt jedoch auch Herausforderungen mit sich. Den vollständigen SaaS & AI Pricing Report 2027 gibt es zum kostenlosen Download unter hy.co/pricing-and-sales/saas-ai-report-2027. Über den Gast Arne Wolter ist seit rund dreieinhalb Monaten CEO von Appinio. Appinio ist ein Marktforschungsunternehmen mit Hauptsitz in Hamburg, rund 260 Mitarbeitenden, über 3.000 Kunden und aktiv in mehr als 190 Märkten. Davor war er als Chief Revenue Officer bei Statista verantwortlich für Overseeing Sales, Marketing, Client Success und Revenue Operations. Zuvor war er über 20 Jahre im Bertelsmann-Konzern in verschiedenen Managementfunktionen tätig, zuletzt als Chief Digital Officer bei Gruner + Jahr. Parallel dazu war er mehrere Jahre CEO und Managing Director von Chefkoch und baute Ligatus zum europäischen Marktführer für Native Advertising auf.

Invité: Alexandre Courbin l CMO & marketing freelancer | Ex-CMO Eskimoz, Malt, Seekube, BCG | 12y in B2B growth Comment mesurer le ROI du marketing B2B et améliorer l'alignement entre les équipes marketing et commerciales ?Dans cet épisode du podcast Marketing B2B, Alexandre Courbin partage ses méthodes pour structurer les Marketing Ops, optimiser la génération de leads et rendre la contribution du marketing au pipeline et au revenu plus visible.Fort d'une expérience en marketing B2B, CRM et acquisition digitale, notamment chez Malt, Eskimoz et PhotoRoom, Alexandre Courbin explique pourquoi le marketing devient parfois une « boîte noire » pour les dirigeants. Il présente les indicateurs permettant à un CMO, un CEO ou une équipe Revenue Operations d'évaluer concrètement la performance marketing.Au programme de cet épisode :Comment mesurer la performance et le ROI du marketing B2BComment aligner les équipes marketing, sales, SDR et BDRComment définir et qualifier un MQLComment construire un funnel marketing et commercial partagéComment segmenter et prioriser les prospects grâce au CRMComment améliorer le lead scoring et la qualité des leadsComment combiner inbound marketing, outbound B2B, publicité et événementsComment utiliser les signaux d'intention pour engager les prospectsComment mesurer l'attribution marketing et l'impact du brandingComment tester une stratégie marketing grâce aux groupes de contrôleAlexandre Courbin défend une approche fondée sur la qualité plutôt que sur le volume de leads. Une définition commune des prospects qualifiés, associée à une segmentation dynamique du CRM, permet de réduire le bruit, de mieux prioriser les comptes et de recréer de la confiance entre le marketing et les commerciaux.L'épisode aborde également l'efficacité de l'outbound en B2B. Les contenus, événements, publicités et signaux d'engagement peuvent servir de points d'entrée pour lancer des conversations commerciales plus pertinentes, sans recourir à une prospection générique ou excessivement insistante.Enfin, Alexandre Courbin analyse les limites de l'attribution marketing. En B2B, chaque vente ne peut pas toujours être rattachée à un canal unique. Il recommande donc de suivre la contribution globale du marketing au pipeline, aux opportunités et au revenu, tout en évaluant l'effet du branding sur le coût d'acquisition et la performance des autres canaux.Un épisode destiné aux CMO, responsables marketing B2B, Marketing Ops, responsables demand generation, équipes growth, sales et Revenue Operations, ainsi qu'aux dirigeants de startups et de scale-ups souhaitant construire une stratégie marketing mesurable, rentable et alignée avec les objectifs commerciaux.Au menu de cette conversation entre Alexandre et Mony :0:05 Début du parcours d'Alexandre1:45 Le marketing devenu illisible5:11 Les symptômes côté dirigeants8:29 Qualifier mieux les leads11:48 Définir le bon MQL16:45 Relancer sans être intrusif21:02 Aligner inbound, outbound et CRM24:14 L'outbound à froid en question28:14 Mesurer l'attribution marketingRéférences :LinkedIn d'Alexandrehttps://www.linkedin.com/in/alexandrecourbin/ – ⚡ Connecte-toi à Mony⁠ ⁠⁠⁠⁠ici⁠⁠⁠⁠⁠.Je suis Mony Chhim et je suis freelance LinkedIn Ads pour entreprises B2B (45+ clients accélérés)

Enterprise sales teams routinely let the majority of inbound leads go untouched simply because there isn't enough team bandwidth to work them all. In this episode, Vanessa Tabbert, VP of Agentic Transformation and Sales Development at Salesforce, breaks down how her own team deployed an AI SDR agent to recover leads that would otherwise go cold, without replacing the humans who convert the best ones. The conversation covers how to identify a low-risk first use case, why an AI agent should be coached and measured like a team member rather than launched and left alone, and how the same approach scales down to a small SMB sales team. This episode is sponsored by Salesforce. ​ To learn the exact strategies we use to help leading AI brands and startups connect with their ideal enterprise AI buyers, visit: emerj.com/AD1

“The AI data center build-out is already the biggest infrastructure project, inflation-adjusted, that we've ever undertaken as a society.”  That's Sebastian Schaal, co-founder and Managing Director of Luminovo, an AI software company specializing in electronics supply chain management. I wanted to talk to Sebastian about how executives respond when key components are seeing 20X the demand of pre-2022 levels.   What You'll Discover In This Episode  How 20-year old electronics have become a hidden risk for aerospace and defense companies How AI data centers are disrupting your electronics supply chain The model VC's pushed him to build…and what he built instead Leadership lessons from building a team of 100+ Why Sebastian turned down more VC money (and who's funding him now)   About the Guest Sebastian Schaal is the Co-Founder and Managing Director of Luminovo, an AI software company that aims to turn electronics supply chain into a competitive advantage. He is also the Revenue department lead, overseeing and aligning activities across Growth, Sales, Customer Success and Revenue Operations. Connect with Sebastian on LinkedIn or sign up for the Luminovo newsletter.   About Your Host Craig Picken is an Executive Recruiter, writer, speaker, and ICF Trained Executive Coach. He is focused on recruiting senior-level leadership, sales, and operations executives in the aviation and aerospace industry. His clients include premier OEMs, aircraft operators, leasing/financial organizations, and Maintenance/Repair/Overhaul (MRO) providers, and since 2008, he has personally concluded more than 400 executive-level searches in a variety of disciplines. Craig is the ONLY industry executive recruiter who has professionally flown airplanes, sold airplanes, and successfully run a P&L in the aviation industry. His professional career started with a passion for airplanes. After eight years' experience as a decorated Naval Flight Officer – with more than 100 combat missions, 2,000 hours of flight time, and 325 aircraft carrier landings – Craig sought challenges in business aviation, where he spent more than 7 years in sales with both Gulfstream Aircraft and Bombardier Business Aircraft. Craig is also a sought-after industry speaker who has presented at Corporate Jet Investor, International Aviation Women's Association, and SOCAL Aviation Association.    Resources For more aerospace industry news & commentary: https://craigpicken.com/insights/.  To learn more about Craig Picken, visit https://craigpicken.com/.  

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Jeff Perry, Chief Revenue Officer at Carta, to unpack the harsh realities of modern revenue leadership. Far beyond the standard industry playbook, they dissect how the traditional path of relying on massive sales headcounts has become a liability rather than a badge of honor. Jeff reveals why the modern revenue leader must prioritize extreme efficiency.Their conversation explores Carta's fascinating evolution from a singular equity tool into a multi-dimensional platform serving diverse stakeholders. Jeff explains the complex mechanics of scaling entirely new business units simultaneously without losing operational focus. By shifting away from standard growth metrics, he illustrates how true cross-functional alignment outpaces simply adding more quota-carrying representatives.Addressing the notorious turnover rate of modern revenue executives, Jeff shares hard truths about why the role is constantly misunderstood by boards and founders. The discussion highlights the dangers of resetting leadership repeatedly instead of fixing fundamental system flaws. By sharing his own long-term success strategy, he provides a contrarian blueprint for surviving and thriving when the organizational ground shifts.Finally, they tackle the polarizing impact of artificial intelligence on relationship-heavy go-to-market strategies. Rather than forecasting an automated apocalypse where software fully replaces human interaction, Jeff argues that trust-based selling is actually becoming far more valuable. He challenges leaders to relentlessly audit their technology stacks, favoring in-house innovation over unnecessary third-party sprawl.

Text us your thoughts on the episode or the show!After nearly 250 episodes and more than five years of conversations, Ops Cast is signing off, at least in its current form.In this final episode, Michael Hartmann is joined by longtime co-hosts Mike Rizzo and Naomi Liu to look back at how Ops Cast began, how the Marketing Operations profession changed alongside it, and what they learned from hundreds of guests who shared their experiences, ideas, challenges, and careers with the community.Rather than focusing on technology, analytics, or another Marketing Ops framework, this conversation reflects on the people behind the profession. The hosts revisit episodes that tackled leadership, career development, mental health, parenthood, workplace pressures, and the personal realities that inevitably become part of professional life.In this episode, we discuss: How Ops Cast grew from an experiment in 2021 to nearly 250 episodes  The conversations and guests that stayed with Michael, Mike, and Naomi  Why understanding human psychology remains an important Marketing Ops skill  Giving first-time podcast guests a platform to share their experiences and build confidence  Some of the more personal conversations around parenthood, mental health, career challenges, and life outside work  How remote work changed the separation between professional and personal life  The growth of Marketing Ops, RevOps, and the wider operations community during the life of the podcast  How the Marketing Ops podcast space expanded over the past five years  What the hosts learned from CMOs and other executives about how they view Marketing Operations The episode is also a reminder of what made Ops Cast work in the first place: there was never one prescribed path into Marketing Operations or one correct way to approach the work. Across hundreds of conversations, guests brought different backgrounds and opinions while repeatedly returning to the importance of curiosity, authenticity, human connection, and learning from one another.While this marks the end of Ops Cast in its current form, the conversations, relationships, and community built around it continue.Thank you to every guest who shared their story, every person who helped produce the show, and everyone who listened over the years.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Guilherme Larroyd, RevOps Manager na Lean Layer, para uma conversa sobre Revenue Operations, dados, automação e como as empresas mais maduras estão transformando suas operações de vendas B2B para gerar receita de forma previsível e escalável. Ao longo do episódio, Guilherme explica por que Revenue Operations deixou de ser apenas uma tendência para se tornar uma disciplina estratégica dentro das empresas. Ele mostra como dados, processos e tecnologia ajudam líderes comerciais a tomar decisões melhores, identificar gargalos de receita e construir máquinas de geração de pipeline mais eficientes.

Text us your thoughts on the episode or the show!AI is changing how people search for information, evaluate options, and make buying decisions. But what happens when customers stop searching for information themselves and start asking AI to solve the problem for them?In this episode of Ops Cast, Michael Hartmann is joined by Len Ward, Managing Partner and Head of AI at Commexis, to discuss the shift from a traditional “search and retrieve” model to a “solve my problem” model and what it could mean for Marketing Operations.Drawing on more than two decades of experience across traditional marketing, digital, analytics, and AI, Len explains why the rise of LLMs could challenge long-standing assumptions about websites, SEO, content, lead generation, and the customer journey.In this episode, we discuss:How Commexis evolved from traditional and digital marketing into analytics and AI What the shift from “search and retrieve” to “solve my problem” means for marketers How LLMs could change the role of websites, content, SEO, and owned channels Why traditional search and lead-generation models may come under increasing pressure Len's prediction about Google and what declining search dependence could mean for marketers What organizations should consider building as traditional acquisition models change How agent-to-agent marketing could reshape the way buyers and companies interactWhat Marketing Ops leaders should prioritize over the next 12 to 18 months The conversation also explores a much bigger question for Marketing Operations. If AI increasingly handles research, comparison, and decision support for customers, how should companies rethink the systems and processes they have spent years building around the traditional buyer journey?For Marketing Ops and RevOps leaders trying to prepare for what comes next without chasing every new AI development, this episode offers a thought-provoking look at where AI may have its biggest impact and why the goal should be solving customer problems better, not simply doing existing work faster.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

In this episode of the CRO Spotlight podcast, Warren Zenna hosts Matthew Darrow, CEO at Vivun, to discuss why slapping artificial intelligence onto legacy software is a dead end. Recognizing that specialized revenue teams will no longer work inside static SaaS portals, Vivun pivoted to build something entirely new. This bold move reflects a hard reality: revenue execution demands an expert teammate, not just surface-level automation.Generic foundational models fall short in complex enterprise deals because they lack domain-specific reasoning. Standard AI tools frequently produce mediocre outputs that fail in high-stakes selling. Darrow explains that true operational leverage requires an engine capable of modeling how top-tier experts evaluate deals, rather than relying on broad systems that merely regurgitate basic product documentation and text.Replacing human sellers with autonomous avatars is a flawed strategy that misunderstands buyer behavior. The real competitive advantage occurs live during actual customer calls, where execution makes or breaks a deal. By embedding real-time guidance directly into these critical moments, revenue leaders can discreetly assist sellers with accurate insights. This approach scales institutional knowledge without damaging organic human connections.This technological evolution alters what is required of the modern chief revenue officer. Executives can no longer rely solely on traditional top-down sales methodologies to drive growth. Success now requires partnering closely with product leaders to construct a cohesive motion that combines product-led accessibility with enterprise strategy. The future belongs to leaders who successfully augment their teams to accelerate execution at scale.

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Fabio Duran, cofundador e CEO da 8D Hubify, para uma conversa sobre Revenue Operations, integração entre marketing, vendas e pós-vendas, e os perigos de seguir fórmulas prontas vendidas por gurus do mercado.Ao longo do episódio, Fabio compartilha sua trajetória do Direito ao marketing digital e explica como descobriu o conceito de RevOps ao perceber que vender mais não significava necessariamente crescer de forma sustentável. Ele mostra por que empresas precisam abandonar a visão de departamentos isolados e começar a operar com foco em receita, eficiência e previsibilidade.Outro destaque do episódio é a crítica à cultura dos "gurus de vendas" e à crença de que ferramentas de IA resolvem problemas estruturais sozinhas.

In this episode of CRO Spotlight, host Warren Zenna sits down with Joey Gilkey, CEO at TitanX, to dismantle the outdated strategies infecting modern revenue organizations. The traditional outbound volume playbook is dead, and blindly throwing headcount at the problem is a losing game. Joey unpacks the urgent need to pivot toward precision and away from the morale-crushing grind of endless activity.Moving beyond surface-level tactics, the conversation shifts to a contrarian view on organizational design. Joey introduces the concept of temporary scaffolding—building dynamic, mission-specific structures rather than rigid hierarchies. This approach demands that chief revenue officers step out of traditional power struggles and prioritize functional agility over defending their departmental turf.The discussion also tackles the intense pressure modern revenue leaders face from investors and boards driven by short-term results. Joey shares blunt, actionable insights on how to build trust with a board while actively protecting the long-term vision of the company. It requires a rare combination of radical transparency, extreme accountability, and the courage to challenge quarterly-obsessed metrics.Finally, the episode explores why the early obsession with customer acquisition must eventually surrender to a rigorous focus on post-sales retention. Joey challenges leaders to identify their core internal motivations rather than allowing external market forces to dictate their behavior. This is a must-listen for executives determined to eliminate complexity and build highly efficient growth engines.

Text us your thoughts on the episode or the show!AI is becoming part of every Marketing Ops workflow. But what if the most valuable skills in the future aren't technical at all?In this episode of Ops Cast, Michael Hartmann sits down with Debby Mayen, Global Head of Marketing Operations and Analytics at Logitech, for a thoughtful conversation about balancing technology with humanity in the age of AI.Debby has spent her career leading global marketing operations teams through major shifts in technology, but her approach stands out because she intentionally creates space away from screens. Through reading physical books, exercising, creative pursuits, and meaningful human connection, she believes the best leaders strengthen the skills that AI cannot replace.Together, Michael and Debby explore how AI can expand human potential without replacing critical thinking, why creativity and communication are becoming even more valuable, and what today's Marketing Ops professionals should focus on to stay relevant in an AI-enabled workplace.Topics covered include: Why balance is essential in an AI-driven world  Using AI to challenge your thinking instead of replacing it  How AI amplifies both strengths and weaknesses  Why creativity, communication, and human connection are becoming competitive advantages  What hiring managers are seeing as AI becomes mainstream  Helping teams embrace AI without creating fear  Practical advice for early-career Marketing Ops professionals  Why stepping away from technology can make you a better leader Whether you're leading a team, building your career, or simply trying to use AI more intentionally, this episode offers a practical perspective on staying human while embracing the future.Be sure to subscribe, rate, and review Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Text us your thoughts on the episode or the show!AI is changing Marketing Ops. But the biggest change may have nothing to do with technology.In this episode of Ops Cast, Michael Hartmann is joined by Abby Koble, Vice President of Global Marketing Operations at Cornerstone OnDemand, and Ashley Langford, VP of Marketing Operations & AI Technology at Ashley Langford Marketing, for a timely discussion about how AI is transforming careers, hiring, leadership, and professional development.What began as a LinkedIn connection between Abby and Ashley evolved into a broader conversation about the realities of today's Marketing Ops job market. Ashley shares her data-driven approach to documenting her leadership job search, while Abby offers the perspective of a hiring executive navigating hundreds of applicants and an increasingly AI-influenced recruiting process.Together, they explore where AI helps, where it hurts, and why human skills may become the biggest differentiator for the next generation of Marketing Ops leaders.Topics covered include:• What today's Marketing Ops leadership job market really looks like• Why candidate ghosting happens and where the hiring process breaks down• How AI is changing recruiting, career growth, and professional development• The difference between using AI as a force multiplier versus a crutch• Why foundational experience still matters in an AI-assisted world• The growing importance of communication, confidence, and leadership skills• Whether hybrid and in-person work still play a role in developing future leadersWhether you're hiring, actively searching for your next opportunity, or thinking about how AI will shape the future of Marketing Ops, this episode offers perspectives from both sides of the table.Be sure to subscribe, rate, and review Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

In this episode of CRO Spotlight, Warren Zenna sits down with Sam Jacobs, the visionary Founder and CEO of Pavilion. They dive deep into Sam's extensive background as a revenue leader and trace the origins of Pavilion as a peer-led community. They explore the all-too-common challenges modern executives face regarding job security, shifting expectations, and the isolation of leadership in the evolving tech ecosystem.A major focus of their conversation revolves around the true definition and architecture of the Chief Revenue Officer role. Sam shares his candid perspective on past roles, emphasizing that product-market fit often dictates success more than any individual heroics. The discussion highlights the critical necessity of treating revenue generation as a highly collaborative, cross-functional team sport rather than a solo endeavor.Warren and Sam also tackle the vital, often misunderstood role of marketing within the broader go-to-market engine. They debate how short-term incentives and immense board pressures can force revenue leaders to sacrifice long-term brand building for immediate lead generation. Sam argues passionately that mastering the art of the meeting and cohesive storytelling are true organizational differentiators.Finally, they examine the growing importance of specialization in business strategy and the immense value of maintaining a distinct competitive edge. Sam details his current vision for the future of executive development, highlighting how intimate, peer-led group experiences create unparalleled opportunities for operators to solve complex problems without ever relying on outdated playbooks or isolated solo heroism.

Text us your thoughts on the episode or the show!Your GTM tech stack is probably costing you more than you think.Not because of software licenses alone, but because of underused tools, overlapping platforms, broken processes, and hidden revenue leakage that quietly compounds over time.In this episode of Ops Cast, Michael Hartmann sits down with Gaurav Palande, founder of Prune and a marketing and sales operations leader with more than 15 years of experience, to explore a different way of evaluating technology investments.The conversation explores how organizations can measure the business value of their GTM technology, identify hidden inefficiencies, uncover revenue leakage, and make smarter decisions about AI investments before difficulty spirals out of control.Topics covered include: • Why tech stack value matters more than tech stack cost • A practical framework for evaluating GTM technology investments • Common sources of waste, duplicate spend, and underutilized platforms • How neglected systems and broken processes contribute to revenue leakage • Where AI creates genuine value and where it simply adds complexity • How to approach the growing "buy vs. build" decision in the age of AIWhether you're managing a handful of platforms or an enterprise-scale ecosystem, this episode offers practical guidance for turning your tech stack from a cost center into a measurable business asset.Be sure to subscribe, rate, and review Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Text us your thoughts on the episode or the show!What does mid-2026 actually feel like for the people running marketing and revenue ops? And has AI made the work better, or just harder in new ways?Michael Hartmann is back with co-hosts Naomi Liu and Mike Rizzo for one of their rare three-amigos episodes, a wide-open conversation recorded at the halfway point of 2026. No guest, no agenda, just three ops practitioners talking honestly about what's happening in the field, what they're seeing in the community, and where things feel like they're heading.The conversation moves from the present state of AI in marketing ops to the bigger, harder questions underneath it. These questions are about the gap between AI hype and actual operationalisation, what it means to lead teams through expectations that keep changing, and what none of them know how to tell their kids about the world those kids are going to inherit.Topics covered in this episode:Whether AI has made marketing ops and revenue ops easier or harder, and why "harder" might be the more honest answerThe gap between how educated people are on what technology can do and how difficult it still is to actually operationaliseFindings (early) from the MO Pros AI assessment benchmark study, including how bots contaminated the data and what human intuition caught that the AI missedJensen Huang's pushback on CEOs blaming AI for layoffs, and what the ops community thinks about that framingHow the current AI moment is different from previous technology waves: it is changing who does things, not just how they get doneThe post-scarcity economy concept and what it might mean for the future of labour and valueEpisode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Nancy Harnett (Instantly) and Guy Yalif (Webflow) break down exactly how SaaS companies can grow their partner programs from single-digit contributions to 25% of pipeline and revenue. They cover partner ICP alignment, building a best-in-class partner experience, and why most programs stall before they ever scale.

Text us your thoughts on the episode or the show!Despite massive investment in AI, many organizations are struggling to generate meaningful business impact. Why? According to Paul Shirer, most companies are treating AI as a tooling problem when it's really a workflow and adoption problem.In this episode, hosts Michael Hartmann sit down with Paul, Founder & CEO of Infinite Ideas AI and Director of AI & GTM Technology at Bridge Partners. Together, they discussed where AI adoption goes wrong, how leaders should think about workflow design and decision-making, and what it actually takes to move beyond experimentation toward measurable value.In this episode:Why AI is a workflow and adoption problem, not a tooling problemWhat's really causing the high failure rate of AI initiativesHow to tell useful AI adoption apart from "agent sprawl"Why Paul moved away from end-to-end automated workflows, and what changed his mindWhat a connected workspace looks like in practiceBalancing flexibility and governance when every team wants a custom solutionWhy the data layer matters even more in an AI-driven environmentWhether you're being asked to justify AI investments or trying to turn experimentation into real results, this is a practical conversation for operators closing the gap between AI hype and AI impact.Learn more about MarketingOps and The MO Pros community at MarketingOps.com.If you enjoyed this episode, do subscribe, leave a review, and share it with someone in the ops community who would find it valuable.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Text us your thoughts on the episode or the show!What if the biggest marketing problem in your organization isn't the marketing team at all?In this episode, Michael Hartmann sits down with Charral Izhiman, Head of Marketing at Bayobab and author of The Marketing Movement, for a conversation about why so many organizations still misunderstand what marketing is supposed to do, and what it takes to fix that from both sides.Charral's perspective is refreshingly different. Her book isn't written to teach marketers how to market. It's written to help non-marketing leaders understand how to actually work with marketing. That framing opens up a rich discussion about the gap between strategy and execution, and why Ops professionals may be the best-positioned people in the business to close it. In this conversation, they discuss:The outdated assumptions organizations still hold about marketing, and how marketers unintentionally reinforce themWhy Ops teams sitting at the intersection of marketing, sales, finance, and leadership are uniquely positioned as translators across the businessThe SHAPE framework, and why "Activation" is the overlooked layer between planning and resultsWhy organizations romanticize strategy and celebrate execution but skip operational readiness in the middleThe Formula 1 metaphor for marketing leadership: everything that has to come together before you can even competeWhether you're in Marketing Ops, RevOps, or marketing leadership, this episode is full of ideas for anyone trying to bridge the gap between strategy, operations, and the rest of the business. The conversation doesn't end here. Explore the full SHAPE framework and more in Charral's book, The Marketing Movement: https://themarketing-movement.com/Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Anderson Munhoz, Diretor de Vendas Enterprise na Meu Copo Eco, para uma conversa sobre Revenue Operations, Sales Enablement e os desafios de criar uma operação comercial escalável, previsível e orientada por dados.Ao longo do episódio, Anderson explica por que RevOps e Enablement devem caminhar juntos desde os primeiros dias da empresa, mostrando como processos bem estruturados impactam diretamente a produtividade, a adoção de CRM e o crescimento da receita. Ele compartilha experiências práticas sobre onboarding de vendedores, construção de playbooks, monitoramento de performance e os erros mais comuns que impedem equipes comerciais de escalar.

In this episode of CRO Spotlight, Warren Zenna sits down with MK Marsden, CEO of Sales-Sleuth, to diagnose the root causes of the modern B2B sales crisis. They explore how the shift toward cheap, automated mass communication has eroded buyer trust and forced buyers to rely on independent research. As buyers become increasingly overwhelmed by digital noise, revenue leaders must fundamentally rethink their outbound approaches.The conversation tackles the systemic issues created by misaligned software solutions and arbitrary key performance indicators. MK argues that treating complex sales relationships as a series of isolated events—measured by clicks, opens, and call volumes—has detached sellers from true relationship building. When finance teams and software engineers dictate sales metrics, organizations lose sight of genuine buyer satisfaction.To counteract this dysfunction, leaders need to empower their teams with deep insights before a conversation ever occurs. The discussion shifts toward leveraging advanced sales intelligence platforms that analyze public buyer signals, eliminating the need for cold discovery calls. By equipping sellers with accurate data regarding a prospect's technical environment and immediate needs, companies can level the playing field.Ultimately, restoring effectiveness in sales requires a commitment to long-term value over instant gratification. Warren and MK highlight the challenges newly appointed revenue leaders face when balancing immediate expectations against the time required to genuinely turn a strategy around. They conclude by discussing how measuring long-term impact and sustained trust is the only sustainable path forward for modern businesses.

Text us your thoughts on the episode or the show!For years, the hard part of ops work was building the technology. Now the tech is getting easier while the people and process side is getting harder. So why are so many organizations still stuck debating AI instead of activating it?In this episode, host Michael Hartmann sits down with Andrea Tarrell, President of the Tech Services line at Trilliad and CEO of Sercante. Together, they discussed the human side of change in the AI world with speed, trust, risk tolerance, and the trade-offs GTM teams are making right now.In this episode:Why the technology got easier, but the people and process side got harderHow much of AI adoption is really a trust and change management problem, not a tech oneFear of job replacement vs. plain organizational inertiaAI may not replace your job, but someone using it well may outperform someone who refuses to adaptSolving the tension between "move faster with AI" and "watch out for the risks."What companies get wrong about risk management and tolerance for risk in the AI worldWhy old governance frameworks may not fit a world of fast experimentationAnd a lot more...Whether you lead an ops team or sit inside one, this is a timely conversation about innovation, speed, governance, and practical business reality.If you enjoyed this episode, subscribe, leave a review, and share it with someone in the ops community who would find it valuable.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Are you a pest control owner looking to grow? Join Our Facebook Group with 4,100+ Members: https://www.facebook.com/groups/pestcontrolmillionairesMat Rogers is the COO of Lizard Marketing: https://lizardmarketing.co/Check out his Youtube!: https://www.youtube.com/@searchanddestroyshowArticles:https://developers.google.com/search/docs/fundamentals/ai-optimization-guidehttps://web.dev/articles/ai-agent-site-uxhttps://blog.google/products-and-platforms/products/search/search-io-2026/AI Agents for Revenue Operations: https://www.runnai.com/arThe Pest Control Millionaire Podcast is all about helping small business owners scale their lawn and pest companies by talking to experts in the service industry.For business coaching and mentorship, visit pestcontrolmillionaire.com.Send your business and entrepreneurship questions to info@pestcontrolmillionaire.com and we'll answer them on the show!Produced by Sofia Salaverri and Dalton Fisher, Fisher Multimedia LLCFisherMultiMedia.com

Text us your thoughts on the episode or the show!Today, most teams aren't just struggling to build their AI strategies. The real struggle begins when they try to execute their strategies. In this episode of Ops Cast, host Michael Hartmann sits down with David York, Chief AI and Innovation Officer at Helix CXM, to get practical answers about what it really takes for GTM organizations to move from talking about AI to operationalizing it.David has spent years working at the intersection of marketing operations, RevOps, automation, and AI transformation. Together, he and Michael discovered an uncomfortable truth about how most teams are already overwhelmed by manual work, fragmented processes, shadow systems, and operational debt. Piling "figure out AI" on top of all that creates more chaos. In this conversation, you'll hear:Why the gap between AI strategy and implementation is so hard to closeWhat operational excellence actually looks like in practice, and why it has to come firstWhy mapping how work gets done today is the critical first step before introducing AIThe real difference between automation and "automation plus intelligence"How to identify low-risk, high-value AI use cases (like partially manual lead routing) versus harder onesThe hidden costs teams underestimate: tooling, LLM costs, maintenance, and human monitoringWhere human judgment is still absolutely requiredPractical advice on where to start if you're feeling overwhelmed by AI pressure right nowWhether you lead a scrappy SMB or a specialized team inside a large enterprise, this is a grounded discussion about the reality of AI in modern GTM, beyond the hype and the LinkedIn hot takes.David also published a new book this week, AI-Powered Growth: A 7-Step Adoption and Transformation Framework, which goes deeper into how Marketing Ops leaders can systematically prioritize and operationalize AI initiatives. Grab a copy here: https://www.amazon.com/AI-Powered-Growth-7-Step-Adoption-Transformation/dp/B0H2QCZG5M/Enjoy the episode!Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In this episode of the CRO Spotlight podcast, Warren Zenna hosts Kris Billmaier, EVP & GM of Agentforce Sales at Salesforce to discuss how the traditional CRM interface is rapidly evolving, shifting revenue teams from manual data entry to autonomous workflows. We explore the transition toward headless CRM and how AI agents are automating administrative tasks, allowing sales professionals to focus on direct customer engagement and high-leverage closing activities.Modern chief revenue officers must transcend traditional sales leadership to become comprehensive revenue architects. The conversation highlights the necessity of breaking down operational silos to integrate sales, marketing, and customer success into a unified engine. By leveraging conversational insights and predictive data, CROs can build highly predictable forecasts, accurately define ideal customer profiles, and design frictionless deal cycles.We examine the tangible deployment of AI within the sales funnel, specifically focusing on how automated prospectors are redefining the business development phase. By assigning agents to previously ignored leads and automating initial outreach, organizations drastically expand their pipeline capacity. This shift requires human representatives to transition into management roles, overseeing hybrid teams of both human talent and automated systems.Sustained business growth relies heavily on post-sale customer advocacy rather than endless top-of-funnel acquisition. We analyze why revenue leaders must prioritize retention and customer success as core growth mechanisms. By gathering intelligence from renewed accounts and deploying agents to follow up on deferred buying cycles, companies create a compounded data loop that continuously refines targeting and scales revenue efficiency globally.

Text us your thoughts on the episode or the show!What separates a marketing team that drives growth from one that just stays busy?Ondar Tarlow came into marketing from the business side rather than the traditional marketing path, and that lens changes how he reads a P&L, how he allocates budget, and how he earns credibility with finance and the executive team.In this episode of Ops Cast, host Michael Hartmann sits down with Ondar, marketing consultant and former CMO, for a practical conversation about thinking commercially. They get into why so many marketers struggle to articulate how their company actually makes money, how to translate strategy into a budget and investment plan, and how to secure buy-in from the people holding the purse strings without getting blindsided in the room.Michael and Ondar discussed:Why coming from the business side reshapes how you approach marketingThe reason so many marketers can't explain how their business makes moneyWhat separates growth-driving teams from teams stuck executing activityHow to turn strategy into a real budget and investment planThe biggest mistakes leaders make when seeking buy-in from finance and the boardBalancing spend across acquisition, retention, partnerships, and brandWhy minimizing surprises is a hallmark of strong operatorsWhere AI is already creating a practical advantage in research and learningHow cheap access to strategic knowledge changes career development, and its risksWhat community building (Fast Lane Drive, Worn & Driven Magazine) teaches about retentionWhat makes a brand partnership strategically valuable versus just promotionalIf you've ever wanted to be the marketer the executive team actually listens to, this conversation is a roadmap for getting there.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

Revenue leaders are under increasing pressure to grow without adding headcount at the same rate, and AI is forcing a deeper conversation about productivity, consistency, governance, and organizational design. Alex Bilmes, CEO of Endgame, joins John Kaplan and John McMahon to discuss what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams. The conversation moves beyond tool adoption and into the harder leadership questions: how to create a centralized intelligence layer, how to prevent inconsistent messaging at scale, how RevOps must evolve, where AI can accelerate ramp and account coverage, and why human judgment becomes more important as automation gets better. Alex Bilmes is the CEO and founder of Endgame, a revenue intelligence platform built for go-to-market teams. His work focuses on helping revenue organizations centralize customer, methodology, and account knowledge so both humans and AI agents can operate from a consistent foundation. Connect with Alex: LinkedIn Key takeaways from this episode:  00:00 - A look inside what happens when AI agents move from task automation to managing real revenue workflows. 06:02 - Why agent sprawl quietly creates new execution risks for CROs trying to scale AI across the revenue organization. 09:09 - What leaders often overlook about the knowledge foundation required to keep humans and AI working from the same truth. 29:29 - Why RevOps has to evolve from fulfilling requests to building systems that change how revenue teams operate. 35:04 - What it really takes for AI to improve productivity beyond simple headcount reduction. 48:28 - The governance risk many revenue leaders underestimate when AI adoption moves faster than controls. 51:26 - Why human judgment becomes more important, not less, as AI takes on more of the sales workflow. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Text us your thoughts on the episode or the show!Why is it so hard for teams to say what they actually think?We nod in meetings, then raise concerns in Slack afterward. We approve work, then reopen it at the last minute. We pile up version 20, 30, 40 of a deliverable, wondering why nothing ever feels finished.In this episode of Ops Cast, host Michael Hartmann sits down with Kira Troilo, founder of Art & Soul Consulting, who brings two decades of theater experience into the world of team collaboration. Her insight is that most teams are stuck in "performance mode," being careful and polite, when what they really need is "rehearsal mode," where it's safe to be messy, disagree early, and surface the truth before it gets expensive.Michael and Kira discussed:Why politeness is a hidden source of inefficiency, and what the "silence tax" actually costs organizationsThe real reason approval cycles balloon into endless rounds of revisionsHow theater's "first rehearsal" tradition translates to designing better team kickoffsWhy tools, workflows, and AI don't fix the underlying communication problemPractical tactics teams can adopt this week to give honest feedback earlierWhether AI and automation make these collaboration challenges better or worseHow leaders can shift from managing output to designing how their teams work togetherIf you've ever felt that rework, fire drills, and misalignment are symptoms of something deeper on your team, this conversation will give you a new lens and a starting point.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

Text us your thoughts on the episode or the show! Most RevOps advice assumes your organization is already halfway in your success journey. But what happens when you're starting from zero, with no clear blueprint, inconsistent data, and a team that can't agree on how revenue actually works? In this episode, host Michael Hartmann sits down with Chelsea Gill, CMO at Resultant, who recently expanded her role to include RevOps and Customer Experience. What started as a need for better data and process quickly revealed a full-scale management change challenge across the entire organization.Chelsea and Michael discussed:What Chelsea expected when stepping into RevOps and what she actually foundWhy most RevOps frameworks assume more maturity than most teams haveWhat a "beta" version of RevOps actually looks like in practiceHow to change behavior across sales, marketing, and leadership (not just process)The role of empathy and storytelling in building organizational trust around dataWhether marketing has contributed to its own credibility problem inside the businessIf you're going through the messy middle between marketing, sales, and operations, or trying to build RevOps without a roadmap, this episode is a must watch for you.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In this episode of the CPQ Podcast, host Frank Sohn sits down with Siva Rajamani, the Co-Founder and CEO of Everstage, to discuss the evolving landscape of Revenue Operations and the critical role of Configure, Price, Quote (CPQ) software in modern business. Siva shares his journey from managing Revenue Operations at Freshworks—where he witnessed the company scale from $10M to $100M ARR—to founding Everstage in 2020. Having seen firsthand how pricing changes can disrupt downstream operations, Siva built Everstage to empower RevOps and Finance teams with a strategic, no-code platform. What You'll Learn in This Episode: The Evolution of Everstage: How a platform with 300+ enterprise customers for incentive compensation expanded into a cutting-edge CPQ solution in October 2024. AI & Agent-Led Innovation: How Everstage is leveraging AI and intelligent agents to automate code creation and simplify the user experience for sales reps. Market Focus & Growth: Why Everstage is prioritizing the tech industry for its CPQ rollout and its ambitious goal to add 150 new CPQ customers this year. Complex Pricing & Integrations: A deep dive into the platform's ability to handle subscription pricing, ramp deals, usage-based models, and 100+ out-of-the-box integrations including Salesforce, HubSpot, NetSuite, and Stripe. The Human Side of Tech: Siva talks about his life as a "Girl Dad" and the importance of staying grounded while scaling a global startup. Whether you are a RevOps professional, a finance leader, or a CPQ enthusiast, this conversation offers a masterclass in building scalable systems that drive revenue growth.

Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction.  Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Key takeaways from this episode:  03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance 33:30 – What it really takes to build an outbound channel competitors can't easily replicate 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Stage 2 Capital General Partner Liz Christo joins the show to discuss the disconnect between venture expectations and reality in the software market. The conversation covers the hidden costs of the new build versus buy debate, the structural changes happening within modern sales organizations, and whether traditional B2B SaaS go-to-market strategies and moats still matter when AI coding tools make software replication cheaper than ever. Key Takeaways: -The shift toward building internal AI tools instead of buying SaaS products overlooks long-term technical debt, as Liz Christo points out that "there's like a huge amount of cost buried behind the scenes that we're not really talking about today because it's still like sexy and fun." -Founders are artificially inflating their Total Addressable Market to meet new venture capital baseline expectations, with Liz Christo noting that "pitch decks read like really ridiculous right now where everybody wants to tell the story of like a $10 billion outcome because that's the new milestone that got set." -Revenue Operations is becoming the most direct path to the Chief Revenue Officer seat in AI-first organizations, which Sam Jacobs explains is "because as we use fewer humans and more agents, the sort of the half technical, the semi-technical capabilities of most RevOps people will translate into orchestrating armies of agents." -Delegating analysis and writing to AI risks destroying strategic judgment across go-to-market teams, a trend Liz Christo summarizes by stating, "I think we are producing an incredible amount of content that's not getting consumed... I just think we're like losing the ability to think and we're not teaching junior employees how to do it." Connect with the Hosts & Guests: Host: Sam Jacobs - https://www.linkedin.com/in/samfjacobs/  Host: AJ Bruno - https://www.linkedin.com/in/ajbruno3/  Host: Asad Zaman - https://www.linkedin.com/in/azaman1/  Guest: Liz Christo - https://www.linkedin.com/in/lizchristo/   Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack   Chapters:  00:00 Intro and Cold Open 02:41 The New Build vs Buy Debate 06:10 Engineers in Every Department 10:48 Pitch Decks and 10B Dollar TAMs 17:53 Venture Capital Funding Quiz 23:43 AI Memos and Critical Thinking 42:41 Software Moats and Switching Costs 47:46 Bulls vs Bears Segment 48:23 RevOps as a Path to CRO 51:25 The Future of SDR Managers 55:14 Is Clay Actually Undervalued 59:12 Odds of Hitting 50M ARR  

AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups. Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts. Connect with Alex: LinkedIn Resources mentioned: "The Power of Myth" by Joseph Campbell "AI Superpowers" by Kai-Fu Lee “Leonardo da Vinci” by Walter Isaacson "No Country for Old Men" by Cormac McCarthy "The Road" by Cormac McCarthy “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni Key takeaways from this episode: 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Text us your thoughts on the episode or the show!In today's episode of Ops Cast by MarketingOps.com, we're breaking the misconception that digital accessibility is just a compliance issue. Instead, we're exploring why accessibility should be viewed as a strategic advantage, a lever for better customer experience, stronger performance, and sustained growth.Our guest is Mike Barton, the leader of Corporate Communications and Content Marketing at AudioEye. He shares how accessibility isn't just about ticking boxes or worrying about lawsuits; it's about enhancing the experience for all customers, creating more inclusive content, and ultimately driving business success.Key Topics Include: • The real definition of digital accessibility and why it's often misunderstood • How accessibility impacts revenue and growth opportunities when ignored • Why designing for accessibility improves the overall customer experience for everyone • Where Marketing and Revenue Ops teams should focus on accessibility through email programs, websites, campaigns, and more • Best practices for ensuring accessibility across different channels • Quick wins for Ops teams to implement accessibility changes without getting overwhelmedIf you haven't thought about accessibility in your workflows, this episode will show you exactly where to start and how to implement changes that will have a lasting impact.If you're ready to take actionable steps to make your marketing, web operations, and campaigns more accessible, tune in!Be sure to like, share, and subscribe to join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

How much revenue is lost because the systems behind pricing, quoting, billing, and finance still do not talk to each other properly? In today's episode, I'm joined by Tina Kung, CTO and Co-Founder of Nue, the quote-to-revenue platform helping AI and SaaS companies rethink how they sell, bill, and grow. Tina brings more than two decades of experience across enterprise software, CPQ, billing, and revenue operations, with previous roles at Oracle, Zuora, SteelBrick, and Salesforce. Tina shares the story behind Nue and why she saw a growing gap between the systems that handle selling and the systems that manage revenue. As SaaS companies move from traditional subscriptions into usage-based pricing, credit burn-down models, product-led growth, partner channels, and enterprise sales, the old way of stitching together tools with manual work and spreadsheets starts to break down. We discuss how AI is changing go-to-market operations and why transaction-level intelligence matters. Tina explains how Nue connects quoting, billing, usage, and revenue data into a single system, then applies AI so teams can understand what is happening, spot opportunities, and take action faster. One of the standout stories is OpenAI, which rolled out Nue in just eight weeks to support the rapid growth of its ChatGPT Enterprise business. Tina shares what that process revealed about the speed of modern AI companies and why flexible revenue infrastructure is now a serious advantage. We also talk about the rise of agentic AI in revenue operations, from creating quotes and orders to handling subscription changes and surfacing upsell opportunities. As the SaaS model comes under pressure from AI, Tina offers a practical view of what needs to change behind the scenes for companies to stay competitive. If SaaS is entering a new chapter, are your revenue systems ready for how customers now buy, use, and pay for software?  

For over two decades now, many marketers have built their careers on mastering Google and paid search. What if the playbook you spent your entire career perfecting is about to become obsolete?Agility requires not just adapting to new technologies, but a willingness to fundamentally question and reimagine the foundational channels you've built your business on. It demands that we look beyond incremental improvements and prepare for architectural shifts in customer behavior.For years, the search landscape has been relatively stable, but generative AI is rewriting the rules of how consumers find information and how brands can connect with them at the moment of intent. Today, we're going to explore what this means for the future of advertising, the new commercial opportunities emerging, and how brands can find customers on new surfaces beyond the traditional search engine results page.To help me discuss this topic, I'd like to welcome, John Nitti, Global Chief Business Officer at adMarketplace. About John Nitti John Nitti is a versatile and proactive change agent with 25+ years of experience working in the technology, telecom, financial services, media, sports, and entertainment industries. With a specialization in customer-centric marketing, asset monetization and business development strategies, he excels in boosting growth and enhancing brand equity. John is known for pioneering transformative marketing and tech models, driving competitive advantages, revenue growth, and organizational efficiency. His impressive track record includes managing relationships with top-tier executives in sports, entertainment, and technology sectors, including NFL, NBA, and NHL commissioners, as well as the CEOs of Google, Microsoft, The Walt Disney Company, Amazon, and Live Nation.Nitti has joined adMarketplace leadership team as their Global Chief Business Officer and recently pent time at xAi/ X Corp as their Global Head of Revenue Operations and Ad Innovation for the X media platform. In these roles, he has/will developed, drive and executed a comprehensive commercial and advertising innovation strategy to deliver business outcomes. Focusing on go-to-market strategy and monetization for ad/ search monitization, programmatic, data licensing , Ai implementation and new product offerings. John Nitti on LinkedIn: https://www.linkedin.com/in/johnnitti/ Resources adMarketplace: https://www.admarketplace.com/ The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://aglbrnd.co/r/2868abd8085a9703 Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://aglbrnd.co/r/d15ec37a537c0d74 We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! https://aglbrnd.co/r/7fe458ced0f04658 Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://aglbrnd.co/r/faaed112fc9887f3 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://aglbrnd.co/r/35ded3ccfb6716ba Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company Hosted on Acast. See acast.com/privacy for more information.

For over two decades now, many marketers have built their careers on mastering Google and paid search. What if the playbook you spent your entire career perfecting is about to become obsolete? Agility requires not just adapting to new technologies, but a willingness to fundamentally question and reimagine the foundational channels you've built your business on. It demands that we look beyond incremental improvements and prepare for architectural shifts in customer behavior. For years, the search landscape has been relatively stable, but generative AI is rewriting the rules of how consumers find information and how brands can connect with them at the moment of intent. Today, we're going to explore what this means for the future of advertising, the new commercial opportunities emerging, and how brands can find customers on new surfaces beyond the traditional search engine results page. To help me discuss this topic, I'd like to welcome, John Nitti, Global Chief Business Officer at adMarketplace. About John Nitti John Nitti is a versatile and proactive change agent with 25+ years of experience working in the technology, telecom, financial services, media, sports, and entertainment industries. With a specialization in customer-centric marketing, asset monetization and business development strategies, he excels in boosting growth and enhancing brand equity. John is known for pioneering transformative marketing and tech models, driving competitive advantages, revenue growth, and organizational efficiency. His impressive track record includes managing relationships with top-tier executives in sports, entertainment, and technology sectors, including NFL, NBA, and NHL commissioners, as well as the CEOs of Google, Microsoft, The Walt Disney Company, Amazon, and Live Nation.Nitti has joined adMarketplace leadership team as their Global Chief Business Officer and recently pent time at xAi/ X Corp as their Global Head of Revenue Operations and Ad Innovation for the X media platform. In these roles, he has/will developed, drive and executed a comprehensive commercial and advertising innovation strategy to deliver business outcomes. Focusing on go-to-market strategy and monetization for ad/ search monitization, programmatic, data licensing , Ai implementation and new product offerings. John Nitti on LinkedIn: https://www.linkedin.com/in/johnnitti/ Resources adMarketplace: https://www.admarketplace.com/ The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://aglbrnd.co/r/2868abd8085a9703 Drive your customers to new horizons at the premier retail event of the year for Retail and Brand marketers. Learn more at CRMC 2026, June 1-3. https://aglbrnd.co/r/d15ec37a537c0d74 We're proud to be a media partner for #MAICON26 - Oct. 13-15! Learn how AI can power your marketing and business and help you grow smarter. Use code AGILE150 to save! https://aglbrnd.co/r/7fe458ced0f04658 Enjoyed the show? Tell us more at and give us a rating so others can find the show at: https://aglbrnd.co/r/faaed112fc9887f3 Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://aglbrnd.co/r/35ded3ccfb6716ba Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

Text us your thoughts on the episode or the show!Welcome to another episode of Ops Cast by MarketingOps.com, powered by The MO Pros. Host Michael Hartmann is joined by co-hosts Mike Rizzo and Naomi Liu for a candid, no-guest conversation about one of the biggest questions in operations right now, which is what are we actually getting from AI?With massive funding announcements, rapid product releases, and constant noise around AI, it is easy to assume everyone is seeing results. But when you look closer, most teams are still struggling to measure real impact beyond surface-level efficiency gains.In this episode, we discussed the gap between hype and reality, exploring why ROI is so difficult to quantify, where AI is genuinely useful today, and the expectations that users have for what the technology can actually deliver.In this episode, you will learn:1. What OpenAI's massive funding signals for the future of AI and operations2. Why most teams cannot clearly measure ROI from AI initiatives3. The difference between time savings and real revenue impact4. Hidden costs of AI tools that make ROI harder to track5. Why AI adoption often fails without proper change management6. The belief gap, skill gap, and expectation gap are slowing teams down7. How fear and uncertainty are shaping AI adoption inside organizations8. Why the “AI gold rush” does not guarantee real business value9. What AI agents can and cannot do without human oversight10. Why strong operators become more valuable in an AI-driven worldThis episode challenges the assumption that AI automatically drives value and offers a more grounded perspective on how operators should think about adoption, measurement, and long-term impact.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

Designing for Excellence: How AI is Transforming Sales Enablement—Insights from Laura FuIn the rapidly evolving world of sales, the integration of artificial intelligence is no longer a futuristic concept—it is a present-day imperative for staying competitive. In a recent episode of The Thoughtful Entrepreneur Podcast, host Josh Elledge sat down with Laura Fu, Head of Revenue Operations and Strategy at DevRev, to discuss the intersection of mechanical engineering, culinary precision, and modern sales strategy. Laura, the author of Designing for Excellence: Sales Enablement in the AI Native World, shares how high-growth organizations can leverage AI to automate the mundane while doubling down on the human elements that actually close complex deals. This episode serves as a strategic roadmap for leaders who want to move beyond the hype and implement AI in a way that truly augments the expertise of their sales professionals.Systems Thinking: Balancing Michelin-Star Rigor with AI VelocitySales enablement is often mischaracterized as a series of disconnected training programs, but true excellence requires treating it as a holistic system that integrates every department from product to marketing. Laura Fu explains that much like a Michelin-star kitchen, a successful sales organization relies on absolute consistency and predictability; every customer interaction must meet a specific brand standard, regardless of which representative is leading the call. By applying "systems thinking," leadership can build repeatable workflows where AI handles the high-velocity, routine tasks—such as call summarization, prospect research, and note-taking—freeing up the human reps to focus on high-value activities like deal qualification and nuanced relationship building. This balance ensures that technology serves as a lever for productivity rather than a crutch that replaces foundational sales skills.The shift toward an AI-native sales environment also demands a fundamental change in leadership engagement and coaching ratios. Effective change management is as much about people as it is about technology, requiring transparent communication to address fears of job displacement while clearly defining where human judgment must remain the final arbiter. Organizations that thrive in this era maintain low rep-to-manager ratios—ideally six or seven to one—to ensure that managers can provide the personalized coaching necessary to interpret the nuances AI might miss, such as tone, context, and unspoken buyer cues. By focusing on leading indicators like the quality of meaningful conversations rather than just lagging revenue metrics, leaders can guide their teams through the discomfort of AI adoption and build a culture of continuous experimentation.Ultimately, future-proofing a sales organization involves establishing strong foundational processes before layering on complex technology. AI moves at the speed of human adoption, meaning that the most advanced tools in the world are useless without a team that is trained to validate AI outputs and prioritize authentic, empathy-based relationships. Leaders must champion this integration by piloting new solutions with small groups, soliciting frontline feedback, and celebrating early wins to build momentum. When AI is used to accelerate research and eliminate administrative debt, it allows the sales force to return to what they do best: building the deep, credible rapport that serves as the bedrock of trust in every high-stakes transaction.About Laura FuLaura Fu is the Head of Revenue Operations and Strategy at DevRev and a seasoned tech leader with an unconventional background in mechanical engineering and culinary arts. Her diverse career path has instilled a unique appreciation for discipline, structure, and creativity in business operations. She is the author of Designing for Excellence: Sales Enablement in the AI Native World and the host of the State of the AI Union podcast, where she explores the impact of artificial intelligence on buyers, sellers, and investors.About DevRevDevRev is an AI-native platform designed to bridge the gap between product development and customer growth. By connecting developers with end-users and sales teams, DevRev helps organizations build more customer-centric products and streamline their revenue operations. The platform leverages advanced AI to provide real-time insights and automate workflows, allowing businesses to scale their excellence while maintaining a deep focus on the customer experience.Links Mentioned in This EpisodeDevRev Official Website: laurafu.aiLaura Fu on LinkedIn: linkedin.com/in/laurazfu/Key Episode HighlightsCulinary Discipline in Sales: Applying the rigor of Michelin-star kitchens to create repeatable, high-quality sales processes.Enablement as a System: Why sales success requires breaking down silos between product, marketing, and sales leadership.Augmenting vs. Replacing: Using AI for research and summarization while keeping human judgment at the center of deal qualification.The Manager's Role in the AI Era: The importance of maintaining a low rep-to-manager ratio for high-impact coaching and nuanced deal oversight.Change Management Strategies: Leading teams through technology adoption by prioritizing transparent communication and experimentation.ConclusionThe conversation with Laura Fu highlights that while AI is fundamentally changing the sales landscape, the core tenets of discipline, consistency, and human empathy remain the primary drivers of success. By treating sales enablement as an integrated system rather than a one-off program, organizations can harness AI to eliminate "busy work" and empower their teams to focus on strategic, high-impact engagement.More from The Thoughtful Entrepreneur

In this weeks' Scale Your Sales Podcast episode, my guest is Mirjam Martin. Mirjam Martin has over 15 years of experience in Revenue Operations, encompassing the full spectrum of new business development, upselling and cross-selling, renewals, and marketing reporting. She has previously held positions as a Presales Manager and Lead Generation Manager before founding RevOps Transformation, a Fractional RevOps services & consulting business. Mirjam has played a key role in scaling B2B enterprise SaaS organisations, from a £4 million start-up to multinational public companies. In today's episode of Scale Your Sales podcast, Mirjam brings over 15 years of experience scaling global B2B enterprise SaaS organisations. The conversation explores how a lack of clarity and operational debt such as poor data quality and inefficient processes can hinder performance, and outlines the value of clear definitions, timely RevOps integration, and strategic planning. This episode offers practical guidance for CEOs and revenue leaders on building strong operational foundations and scaling effectively, particularly when introducing new tools and AI. Welcome to Scale Your Sales Podcast, Mirjam Martin.   Timestamps: 00:00 Clarity Is Key to Success 03:39 Clarifying Terms in RevOps 06:29 Clear Sales Stages Drive Success 10:49 Streamlining SaaS Contract Management 16:17 Go-To-Market Engineering Evolution 19:07 RevOps: Governance and Empathy 23:49 Manager-Led Change Drives Results 27:05 Address Revenue Leakages Early 31:17 Homework First: AI Needs Strategy 33:04 Validate Process Before Automation   https://www.linkedin.com/in/mirjammartin/   About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

Text us your thoughts on the episode or the show!Conflict is part of every operation's role, but most people avoid it. However, the best operators learn how to use it to their advantage.In this episode of Ops Cast, Michael Hartmann sits down with Anna Lecat, CEO and Founder of Bridging Global and author of the upcoming book Loving Conflict, to explore why conflict is not something to eliminate, but something to understand and navigate.If you work in Marketing Ops, RevOps, or any cross-functional role, you are constantly operating between teams with different priorities, incentives, and perspectives. The question from this conversation is whether you avoid it or learn how to work through it effectively.Anna brings more than 25 years of experience leading multicultural teams and working across global organizations. She shares practical ways to reframe conflict, build trust, and turn difficult conversations into productive outcomes.Topics covered include• Why conflict naturally shows up in operations roles• The concept of “loving conflict” and what it actually means in practice• How different teams operate with different “languages” and priorities• Why people feel stuck in the middle and how to shift that mindset• How to prepare for difficult conversations with stakeholders or leadership• Common mistakes that escalate conflict instead of resolving it• How strong operators and leaders handle tension differentlyThis episode is not about frameworks or tools. It is one of the most overlooked skills in operations, the ability to solve conflict in a way that builds alignment rather than breaks it.Loving Conflict by Anna Lecat If this conversation feels relatable, Anna's book goes deeper into the ideas discussed in this episode. This offers a practical framework for turning tension into trust, alignment, and stronger relationships across teams. Here's the link to buy the Loving Conflict: https://www.amazon.com/dp/1966629974Be sure to like, share, and subscribe to Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In today's conversation, former Chief Revenue Officer and private equity operating partner Bob Ranaldi shares why great revenue leaders focus less on static metrics and more on the trends behind them. In this segment, Bob explains why looking at a single month of pipeline or bookings can be misleading, and why CROs and CEOs need to study the progression of key metrics over time. He also breaks down how leading indicators like discovery meetings, pipeline growth, and conversion rates help leaders make better decisions before problems show up in the number. If you're a CRO, founder, or sales leader responsible for forecasting and revenue planning, this segment highlights why data trends, not snapshots, should guide your decisions. Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders. Connect with Bob: LinkedIn Resources mentioned: The Qualified Sales Leader by John McMahon Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter:  The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

If you treat AI as just tech or a tool, you're likely missing out on the true strategic benefit to your organization. Many leaders are waiting on IT, governance, or the “right stack” while competitors are already compounding gains through faster execution, better preparation, and tighter alignment. Marcy Stoudt returns to unpack why AI adoption starts with mindset, how productivity gains break without cross-functional integration, and why the next competitive edge will come from leaders who drive curiosity, coaching, and clarity in how their teams actually sell and hire. Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams. Connect with Marcy:  LinkedIn Website Get the Force Management framework for building AI-native revenue systems that drive repeatable execution and growth:  The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode: 04:00 – Why AI adoption breaks when leaders treat it like a tech stack decision instead of changing how work actually gets done 14:17 – What CROs get wrong when they wait on IT to lead AI strategy while competitors move faster 23:00 – The daily discipline that separates leaders who are compounding AI advantage from those falling behind 30:00 – What it really looks like to use AI to create space, reduce noise, and improve how you think 39:40 – Where your real inefficiencies actually live and why your frontline already knows the answer 49:30 – What hiring looks like when every resume sounds perfect and signal gets harder to find 59:15 – Why AI is increasing the value of leadership fundamentals like alignment, coaching, and culture Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management