Podcasts about revops

Episode SummaryAlexander DeMoulin joins the OnBase Podcast to share his candid and inspiring journey from a failed salesperson to a respected RevOps leader. In this episode, he offers a behind-the-scenes look at how trust is built between sales and marketing teams—and why “bad data” is often the first and biggest barrier to collaboration.From his apartment (formerly his basement), Alexander details how he used scrappy problem-solving and tools like Clay and Clearbit to rebuild trust with sales by cleaning up data, operationalizing lists, and turning feedback into action. His story is not just about tools and processes, but about earning buy-in and enabling cross-functional teams to take confident action.Key TakeawaysFailure Fuels ClarityAlexander's early struggles in sales revealed his strengths in operations, eventually guiding him into GTM Ops.Trust Is EverythingYears of failed outbound efforts eroded sales trust. Only deep collaboration and transparency could repair it."Bad Data" Isn't Just a Problem—It's the ProblemNo enrichment tool fixes poor internal hygiene. Alexander tackled duplicates, rogue opportunities, and data mismatches at scale.Operational Alignment Enables Strategic FeedbackOnce trust was restored, sales, marketing, and ops could collaboratively address messaging, strategy, and execution with accountability in all directions.Quotes“There's never perfect data in Salesforce. What matters is if your team can trust it enough to act.”Best Moments (01:11) From Fired Salesperson to Ops Leader Alexander recounts the painful but transformative early career journey that shaped his specialization in ops.(06:11) Where Outbound Lists Fail The unsexy truth behind bad data, duplicate accounts, and trust breakdowns between marketing and sales.(11:44) The Turning Point A Slack message on a weekend sparks a rethinking of the entire outbound engine—led by Alexander.(14:06) Peanut Butter and Clay How Alexander turned wild sales criteria (“they need peanut butter on their site”) into scalable enrichment using Clay.(21:03) The 6-Column Salesforce Truth Test His most impactful solution: a system that ensured every account passed a rigorous check before reaching sales.(26:19) From Bad Data to Collaborative Gold With trust rebuilt, feedback loops expanded across ops, sales, and marketing, unlocking real collaboration.Tech RecommendationsClay – A web scraping and enrichment platform that empowered solo operators to iterate quickly, prototype creatively, and scale list building.Clearbit – The foundational enrichment layer that Alexander used for domain normalization and duplicate detection in Salesforce.Resource RecommendationsNewsletter:Growth Unhinged by Kyle Poyar – Offers practical go-to-market and pricing insights, especially relevant in the AI era.About the GuestAlexander DeMoulin is the Director of Go-To-Market Operations at Intercom. With a career that started in university fundraising and took a winding journey through failed sales roles and marketing operations, Alexander brings a grounded, hands-on perspective to operational strategy. He's led transformative work in sales and marketing alignment and is especially known for operationalizing outbound programs through innovative use of enrichment tools like Clay and Clearbit.Connect with Alexander.

In this episode, we're joined by Chris Tottman from Notion Capital. Before becoming a VC, Chris co-founded MessageLabs and helped grow it into a $700 million exit, so he's seen the startup journey from both sides of the table.We talk about what really happens when your product-market fit starts to slip—and why it quietly wrecks your entire go-to-market strategy. Sales start missing targets. Marketing can't get traction. Churn creeps up. But most teams keep pushing forward without realizing the core problem is the product just doesn't fit anymore.(00:00) - Introduction (09:55) - Common mistakes in Go-To-Market strategies (19:54) - Identifying a VC case (30:05) - Importance of Product Market Fit (39:38) - Transitioning from VC to PE (50:07) - Next week: pricing changes

In this episode, we sit down with Dr. Shashank Shekhar Sharma, the founder and CEO of Expedify, a conversational CRM powered by AI. Dr. Sharma shares his incredible journey from brand management at companies like Dabur and Nestlé to pioneering the future of sales and marketing with agentic AI.We dive deep into what "agentic AI" truly means and how it's creating autonomous systems that can handle complex sales tasks, from lead enrichment to sending personalized emails in minutes. Dr. Sharma explains why smaller, agile companies might have an edge over giants like Salesforce and HubSpot in this new AI-driven landscape and how they are tackling challenges like AI hallucination and failure rates.This is a must-watch for anyone in sales, marketing, or entrepreneurship who wants to understand the profound changes AI is bringing to the industry and what skills will be crucial to stay ahead of the curve.Chapters00:00 - Intro: Meet Dr. Shashank Shekhar Sharma, Founder of an AI-Powered CRM00:49 - From Healthcare Marketing to Entrepreneurship02:51 - The Spark of Interest in Data Analytics & AI05:37 - The Genesis of Expedify & Focusing on D2C Brands10:24 - Building a CRM From Scratch with Agentic AI at its Core12:21 - What is Agentic AI? A Real-World Sales Use Case18:54 - Why are HubSpot & Salesforce Lagging in the Agentic AI Race?24:42 - Tackling the Challenge of AI Errors and Hallucinations30:05 - Will AI Replace Sales and Marketing Jobs?35:32 - How Enterprises Can Prepare for the AI Revolution39:07 - The Most Powerful Use Cases for Agentic AI in Business42:53 - What Does Entrepreneurship Mean in the Age of AI?46:22 - Outro

This week on Topline, Sam Jacobs, Asad Zaman, and AJ Bruno dive into how AI-native companies are reorganizing go-to-market teams—with more investment in RevOps and post-sales, fewer traditional marketers, and agent-led outbound replacing SDRs. They break down new data from Iconiq, unpack Figma's S-1 through the lens of revenue quality, and explore what makes these orgs structurally different. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Introduction to Topline Podcast (01:44) - Social Media Attacks and Community Dynamics (10:08) - AI Native Companies vs Non-Native Companies (12:58) - Insights from Iconic Data on Go-To-Market Strategies (37:16) - Figma's S1 and Revenue Retention Metrics (53:02) - The Talent War: Meta vs OpenAI  

In this episode, Tom VanLangen, VP of RevOps at Quickbase, challenges the traditional idea of ops as gatekeepers. He shares why now is the time for ops leaders to embrace risk, carve out space for innovation, and say yes to calculated bets - especially when it comes to AI and evolving GTM playbooks.

In this episode of CRO Spotlight, Warren Zenna sits down with Bobby Morrison, Chief Revenue Officer at Shopify, to explore how the CRO role has evolved beyond traditional sales leadership. Bobby shares his approach to unifying marketing, sales, customer success, and support under a single revenue organization focused on the complete customer journey rather than siloed handoffs.Bobby reveals his philosophy of building revenue flywheels through aligned incentives and systems-first thinking, explaining how he restructured Shopify's go-to-market approach to eliminate friction. He discusses the importance of creating pods that bring together account executives, solution engineers, and customer success managers with shared objectives and territories to deliver better customer outcomes.The conversation shifts to how AI is transforming revenue operations, with Bobby predicting that traditional CRMs will be replaced by AI-enabled systems within months. He emphasizes that tomorrow's successful CROs must become more technically proficient, understanding data structures and AI capabilities to build competitive advantages through technology while maintaining the human relationships that drive trust.Warren and Bobby conclude by discussing the future of customer engagement, with Bobby sharing his belief that despite automation, human interaction remains essential in building trust. He emphasizes Shopify's commitment to helping customers navigate uncertain times through an anti-fragile platform that enables businesses to adapt quickly to changing market conditions.

Most GTM teams are stuck in a 10-year-old playbook — Anthony Enrico, Founder and CEO of LeanScale, shows how to break the cycle. Previously Head of RevOps at Boast.AI, where he helped scale the company past $20M ARR, Anthony now advises and enables dozens of founders and revenue leaders to engineer growth without burning headcount. He also shares how they help high-growth startups scale RevOps with a lean, efficient GTM motion. Specifically, Anthony discusses:(05:25) Startups replace brute-force growth with RevOps to boost revenue per FTE.(15:49) Most teams underinvest in the brand despite its long-term impact.(20:29) Use a data warehouse — not your CRM — for unified reporting.(25:18) Clay transforms RevOps with scalable, integrated data enrichment.(30:48) Default uses AI to route leads and trigger workflows across tools.(35:42) Amplemarket targets fundraisers and job changes with precise outreach.(40:28) AI is most effective when humans fine-tune for quality and authenticity.(44:44) Early days are easiest — scaling means harder niches and messaging.(54:46) Bootstrapping forced them to hire fewer, better people and build processes early.(01:03:33) A solo GTM dashboard tracks pipeline, ops and conversion rates.Resources Mentioned:Anthony Enricohttps://www.linkedin.com/in/anthonyenrico/LeanScale | LinkedInhttps://www.linkedin.com/company/leanscale/LeanScale | Websitehttps://www.leanscale.teamAmplemarkethttps://www.amplemarket.com/Clayhttps://www.clay.com/Ocean.iohttp://ocean.ioDefaulthttps://www.default.com/ChurnZerohttps://churnzero.com/Riversidehttps://riverside.fm/This episode is brought to you by:Leverage community-led growth to skyrocket your business. From Grassroots to Greatness by author Lloyed Lobo will help you master 13 game-changing rules from some of the most iconic brands in the world — like Apple, Atlassian, CrossFit, Harley-Davidson, HubSpot, Red Bull and many more — to attract superfans of your own that will propel you to new heights. Grab your copy today at FromGrassrootsToGreatness.comEach year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits, and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don't get paid until you do! Find out if you qualify today at https://Boast.AILaunch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.caContent Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com#RevOps #GTMstrategy #B2Bgrowth #Product #Marketing #Innovation #StartUp #GenerativeAI #AI

Not all consultants are worth it. Some drive real impact. Others just burn your time and budget.In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid.You'll learn why consulting is a real skill, what good execution support looks like, and how to think about pricing and value. (00:00) - Introduction (02:48) - Do you actually need consultants? (05:22) - The consulting relationship with startups (08:29) - Identifying red flags (10:41) - The hammer people (16:17) - Consulting is a skill (21:14) - Consultants as challengers (24:40) - Pricing and value in consulting (30:06) - Execution and enablement (33:38) - Summary (35:45) - Next week: Chris Tottman on VCs

In this episode of TECHtonic, TSIA's Executive Director and EVP Thomas Lah is joined by Chris Albro and Chad O'Connor, co-CROs at People.ai, for a frank and forward-looking conversation about how artificial intelligence is transforming modern sales organizations. With decades of sales leadership experience at companies such as Oracle, Siebel, and Outreach, Chris and Chad bring grounded, practical insight into what they call the "Four Sales Rituals": coaching, account planning, opportunity management, and forecasting. These essential processes are often still run on outdated, manual routines, leaving revenue teams inefficient and reactive. But AI is upending that status quo. From automating CRM data capture to uncovering hidden deal risks and enhancing forecast accuracy, this episode examines how forward-thinking sales teams are leveraging AI to work smarter—and win more.But this isn't just an efficiency story. It's about reimagining the role of the sales professional in a world where data and AI augment every decision. The guests explain how AI enables more meaningful customer interactions by freeing reps to focus on strategic, human-driven work, and why clinging to “gut instinct” is becoming a liability. Thomas, Chris, and Chad explore the cultural resistance to AI adoption, the leadership mindsets required to overcome it, and the career-defining opportunities salespeople have if they choose to embrace AI now. Whether you're a CRO, RevOps leader, or quota-carrying AE, this episode is a must-listen wake-up call for anyone in tech sales today.

Nicole Looker, Director of RevOps at Rebuy, shares how she scaled from solo operator to strategic leader - with a focus on stakeholder trust, soft skills, and team development.She breaks down why RevOps success isn't just about tooling, but about communication, prioritisation, and relationships.Expect insights on:Hiring for trust over technical perfectionManaging up (and out) across exec teamsBuilding autonomy and capability in new hiresCommunicating priorities without chaosWhether you're building your first RevOps team or managing one solo, this episode is a must.

On this episode of RevOps Unboxed, Sandy sits down with Ethan Lippman, VP of RevOps at Alkami Technologies. The pair discuss the pros and cons of having a product background like Ethan's in RevOps, the challenges and opportunities that come with tech implementation, and more.

In this episode of Revenue Insights, Adam Roberts chats with Popl VP of Sales Dieter Heren about evolving from RevOps to sales leadership, using AI without losing human connection, consolidating tech stacks, and building data-driven, efficient revenue teams.

Scrappy ABM host Mason Cosby welcomes Alexander Goodwin, Director of Demand Generation at Fingerprint, to unpack the early success of his one-to-one ABM pilot. Within just a few months—and a fast, scrappy launch—Alex was able to generate early wins, create sales alignment, and secure executive buy-in for a scaled version two of the program.Alexander shares how starting with a small cohort of 20 high-profit, previously engaged accounts made it easier to prove quick value. He also breaks down his simple segmentation model, how he templated landing pages in HubSpot, and how embedding rep-recorded videos made the experience feel personal and relevant. Throughout the episode, Mason and Alex highlight the importance of clarity in account planning, shared measurement models, and practical ways to prioritize accounts that drive real revenue—not just clicks.

SaaStr 809: Why Enterprise AI Adoption Is Moving 5-10X Faster Than Cloud with Box's CEO and Co-Founder, IBM's VP for AI and SaaStr's CEO and Founder This conversation between Aaron Levie, CEO & Co-Founder of Box, Raj Datta, Global Vice President for Software and A.I. Partnerships at IBM and Jason Lemkin, CEO and Founder of SaaStr, covers the evolution from chat interfaces to digital labor models, the integration of AI to automate complex tasks, and the emergence of new paradigms for businesses deploying AI agents. Key topics include the distinction between AI agents and assistants, the development of proprietary data models, and the rapid pace of AI adoption. With real-world examples from companies like IBM and Box, this session offers insights into how AI is reshaping software ecosystems, enhancing enterprise capabilities, and potentially redefining market moats. ------------------ This episode of the SaaStr podcast is sponsored by: Attention.com   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   ------------------   Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London! On December 2nd and 3rd, we're bringing SaaStr AI to the heart of Europe. This is your chance to connect with 2,500+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI.   Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI. And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London. SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there!

In this special anniversary episode, Doug and Jess celebrate one year since the release of Doug's book, The Revenue Acceleration Framework–and they're bringing the real talk. From behind-the-scenes lessons to big client wins, they reflect on what's changed, what still holds true, and where RevOps is heading next.If you're leading a team, navigating change, or just curious about what's next in the RevOps world, this episode's for you.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person.In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approaches fail, what it really means to play the long game, and how founders and revenue leaders can drive growth without relying on cold outreach.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:53) - The Importance of In-Person (06:01) - The Role of Pavilion (08:08) - Building Relationships (12:09) - Building for Long Term (16:41) - Modern Networking Tactics (21:58) - Evaluating Event Success (24:57) - Common Misconceptions in Event Strategy (26:34) - Effective Event Strategies (31:39) - The Power of Personal Branding (32:13) - Comparing Rev Ops Events (36:28) - Next Week: What You Need to Know About Consultants  

In this episode, we're joined by Tina Kung, Co-Founder and CTO of Nue.io, a rising CPQ & Billing platform redefining the quote-to-cash experience for modern SaaS businesses. With a career spanning Ariba, Oracle, Zuora, Salesforce, CA Technologies, and more, Tina brings over two decades of experience building and evolving four generations of CPQ and Billing systems.

This week on GTM Live, Carolyn and Trevor walk through a practical, step-by-step breakdown of how companies should be measuring GTM performance—beyond the outdated funnel reports and measurement models that most teams are still relying on.This episode is structured like a mini masterclass: You'll learn the real stages of the GTM revenue factory, what metrics to track at each one, and how to spot the signals that lead to qualified pipeline before opportunities even exist.They also cover how most common GTM measurement systems fail, and what leading companies are doing instead, and why this shift helps teams make better, faster decisions across Marketing, Sales, and RevOps.Whether you're struggling to prove impact, spot performance issues early, or get your execs aligned on what's actually driving growth—this one's for you.Key topics in this episode:Why funnel reports and common Marketing metrics often give a false sense of progressThe disconnect between GTM activity and what leaders actually want to knowHow to rethink pipeline measurement and what metrics to rely on as your north starWhat high-performing companies are tracking at each GTM stageHow to evolve your dashboard into a true Revenue Command CenterThis episode is powered by ⁠⁠Passetto⁠⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠⁠passetto.com⁠.

Elliot Greenwald, Head of Go-to-Market Operations at Sierra, joins the ZoomInfo Labs Podcast to talk about what it takes to build modern GTM infrastructure from the earliest days at Google to scaling systems at Salesforce and beyond.Elliot shares his journey from customer support to RevOps, why accidental operators make some of the best GTM architects, and how to use AI without losing the critical thinking that drives real pipeline impact.In this episode, you'll learn:Why clear funnel visibility is still a superpower for GTM teamsHow to build GTM systems that scale—from startup to enterpriseThe right way to balance automation with human judgment in salesElliot brings sharp insights, real operator experience, and plenty of tactical takeaways for RevOps pros, GTM leaders, and anyone thinking about what the next generation of sales systems looks like.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

In this episode, Gabe Rothman (VP of Operations at Rescale) joins to unpack one of the biggest challenges facing RevOps leaders today: navigating the explosion of AI tools, deciding where to consolidate tech stacks, and figuring out how to truly drive efficiency - without simply chasing shiny objects. From AI's evolving role in account planning to redefining what a “customer” actually means inside complex businesses, Gabe shares real-world lessons on making smarter decisions in an increasingly noisy market.

SaaStr 808: AI and Cybersecurity: Scaling Rubrik to a Billion Dollar Enterprise with Rubrik's Co-Founder and CTO In this episode, Kit Colbert, former CTO of VMware and Platform CTO at Invisible, sits down with Arvind  Nithrakashyap, Co-founder and CTO of Rubrik, to discuss the company's journey and innovations over the last 11 years.    Arvind  shares insights into Rubrik's platform for cyber resilience, their approach to scaling with multiple product pillars, and their unique use of hackathons to spark innovation. The conversation also delves into customer satisfaction strategies, the implementation of AI in both their products and internal processes, and how they measure the ROI of AI initiatives. With highlights of Rubrik's 39% year-over-year growth, a Net Promoter Score (NPS) of 80, and the launch of their AI product Ana, this episode offers valuable takeaways for businesses looking to scale and innovate.   ------------------ This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr   ------------------ This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr ------------------ Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London! On December 2nd and 3rd, we're bringing SaaStr AI to the heart of Europe. This is your chance to connect with 2,500+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI. Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI. And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London. SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there!

In this episode of RevOps Champions, Brendon Dennewill is joined by Mike Kaput, Chief Content Officer at Marketing AI Institute and strategic leader at SmarterX, to talk about breaking down the real-world barriers to AI adoption—and how teams can take small, practical steps that drive big results.Mike shares the evolution of the Marketing AI Institute, which launched in 2016 to help marketers build AI literacy. Today, through SmarterX, that mission has expanded to support cross-functional teams—marketing, sales, HR, legal, and beyond—in adopting AI in a way that's grounded in strategy and education.Together, Brendon and Mike explore what often holds organizations back. While many invest in tools, they skip the critical first step: ensuring their people understand AI and how it can support their work. Mike warns against chasing the “next big thing” without a clear plan and instead recommends starting with what you have—documenting workflows, identifying use cases, and building a culture of experimentation.They also highlight how RevOps plays a vital role in enabling AI readiness—from clean, connected data to structured processes. Legal, IT, and change management aren't just back-end concerns—they're foundational to scaling AI responsibly.Whether you're just beginning your AI journey or looking to optimize your approach, this episode offers actionable takeaways. The message is simple but powerful: AI doesn't require a massive overhaul to make an impact. Start small. Stay consistent. And build toward smarter, more scalable operations—one step at a time.Find more at revopschampions.com

We sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn't a “how I built this” highlight reel. It's what actually happens when you're juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it's like to be the person everyone expects answers from, even when you're not sure yourself. And why founders need less hype—and way more empathy.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts

Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!Today, we're taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo. After spending time with some of the world's top GTM leaders, one consistent theme stood out: no matter how the function evolves, RevOps leadership is the force multiplier. It's what drives GTMt alignment and revenue efficiency, especially across the famously strong personalities of marketing, sales, and executive teams.

Sales enablement often focuses on reps — but what about the managers? In this episode of B2B Sales Trends, Andy Kodner, VP of Revenue Operations and Enablement at Bazaarvoice, joins Harry Kendlbacher for a candid conversation about what it really takes to turn strategy into execution. They talk about: - Why sales managers are the key to sustained behavior change - How enablement can support frontline leadership without overwhelming them - The critical difference between one-off training and long-term capability building - What to measure — and how — to know if it's working Whether you're in RevOps, enablement, or leading a sales team yourself, this episode is packed with insights on leading through change and turning ideas into action.

Nick Hill is the Director of Sales Enablement at Crunchbase, with a track record of building performance-driven coaching programs at Miro, Sprinklr, and beyond. In this episode of Make It Happen Mondays, John Barrows and Nick dive deep into all things enablement—from structure and timing to coaching reps and aligning with RevOps for real impact.They explore when companies should actually invest in enablement, how to differentiate training vs. coaching vs. enablement, and how to hold frontline managers accountable in the process. Nick shares practical ideas for simplifying call coaching (without listening to 50 hours of recordings) and lays out his vision for how AI will transform sales enablement in the years ahead.If you're in sales leadership, enablement, or just trying to scale a winning team, this conversation is a must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Visit our sponsor Website: https://otter.ai/Connect with Nick on LinkedIn: https://www.linkedin.com/in/nicholasahill Check out Nick's Website: https://about.crunchbase.com/

In this special solo episode, Jeff dives deep into what happens when rapid growth hits a wall - and how RevOps leaders can untangle the complexity. From system sprawl to siloed teams and redundant tech, this is a practical guide to retooling your operating model, rebuilding governance, and making RevOps a strategic growth engine again.

On this episode of CRO Spotlight, host Warren Zenna sits down with lighting-rod revenue leader Jessica Robertson, Chief Revenue Officer at Orbb. After first connecting at a lively CRO roundtable, they unpack a conversation that could have lasted hours—touching on business philosophy, sales innovation, and the evolving role of relationships in growth. Tune in to discover why Jessica's intelligence and empathy make her a standout leader in today's noisy market.Jessica traces her rise from a teenage sales development representative to spearheading revenue as Orbb's CRO, reflecting on a decade spent mastering sales leadership across multiple industries. From navigating complex enterprise cycles to running thousands of monthly transactions, she explains how a puzzle-shaped mind fueled her creativity before sharpening it with data-driven rigor. Learn how empathetic listening, agile experimentation, and strategic analytics blended in her approach to drive authentic growth.They dive into the nuts and bolts of designing scalable revenue operations: defining an ideal customer profile, segmenting ICP tiers, mapping clear funnel stages, and choosing a flexible CRM that grows with you. Jessica emphasizes starting with precise targeting over mass outreach, building functional pipelines grounded in relationship intelligence, and iterating relentlessly by capturing first-party email and calendar data to combat peak noise, maintain data hygiene, and prioritize real connections.In the final segment, they explore the future of outbound outreach: leveraging email and calendar metadata to surface genuine champions and establish a relationship funnel that complements traditional channels. Jessica unpacks Orbb's smart career overlap technology—how it uncovers verified networks to fuel warm introductions, reduce wasted touches, and unlock untapped pipelines. Host Warren Zenna closes with actionable insights to help current and aspiring CROs stay ahead in revenue intelligence.

SaaStr 807: Snowflake's CEO on the AI Data Cloud, Partner Strategy, and What's Next Join Sridhar Ramaswamy, CEO of Snowflake, and Jeremy Burton, CEO of Observe, in a comprehensive discussion led by SaaStr CEO & Founder, Jason Lemkin. Discover the inner workings of Snowflake's Board, the dynamics of strategic partnerships, and the evolving role of AI in data management. Learn how Snowflake aims to be the AI Data Cloud and how Observe integrates with Snowflake to provide scalable analytics. With detailed insights into the partnership strategies, future technological trends, and success stories, this conversation offers a blueprint for leveraging AI and data to drive business value. Don't miss out on the valuable lessons and future predictions shared by these industry leaders. ----------------- This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr  ------------------ This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr ------------------ Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London! On December 2nd and 3rd, we're bringing SaaStr AI to the heart of Europe. This is your chance to connect with 2,500+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI. Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI. And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London. SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there!  

In episode #288 of SaaS Metrics School, Ben Murray tackles a frequent mistake SaaS operators make when calculating Lifetime Value (LTV) — treating it as an aggregate rather than the point-in-time metric. Ben breaks down the correct formula, shares how to align it with gross revenue retention, and explains when LTV (and LTV to CAC) should be used SaaS businesses. What You'll Learn: Why LTV is a point-in-time estimate, not a company-wide average The correct formula for LTV in SaaS: Cohort ARPA × Gross Margin ÷ Churn How to choose the right churn input using gross revenue retention When LTV to CAC is reliable vs. misleading based on your sales motion (SMB, Mid-Market, Enterprise) Common pitfalls when using LTV in low-volume enterprise models Key SaaS Metrics Covered: LTV (Lifetime Value) LTV to CAC Ratio Gross Revenue Retention (GRR) Cohort ARPA / ACV Churn measurement strategy (trailing 3 vs. 6 months) Who Should Listen: SaaS CFOs, founders, marketers, and RevOps professionals looking to improve financial modeling and SaaS efficiency metrics — especially if you rely on paid acquisition or track LTV to CAC closely. Resources Mentioned: SaaS Metrics Foundation Course: https://www.thesaasacademy.com/the-saas-metrics-foundation Free SaaS Metrics Tools: TheSaaSCFO.com Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page Like What You Hear? Please leave a rating and review to help this podcast reach more SaaS professionals who want to build metrics-driven businesses.

Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one's for you.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO

Configure-Price-Quote (CPQ) platforms have come a long way from the days of spreadsheet formulas. In this conversation, host Chris Strom and RevOps strategist Joanne Cheng unpack where CPQ fits in a modern go-to-market stack, the problems it actually solves, and how new developments, such as AI-driven guidance, usage-basedbilling, and low-code extensibility, are reshaping the space.Listen in for:A clear-spoken CPQ primer: what it is, what it isn't, and the tipping points that signal it's time to adopt.Real-world patterns that demand more than manual quoting—think multi-currency deals, complex product bundles, or fast-moving self-serve funnels.Emerging trends for 2025, from composable quote-to-cash architectures to the rise of predictive discount recommendations.Candid lessons from recent rollouts—what sped things up, what slowed things down, and how alignment between the involved stakeholders make or break success.A myth-busting round (yes, spreadsheets can still play a supporting role).Whether you're revenue-ops-curious or knee-deep in a CPQevaluation, this episode offers a balanced, jargon-light look at the tech and the tactics behind smoother quoting flows.Grab your headphones, hit play, and enjoy the chat!

Why you should listenLearn how Kathryn scaled from solo freelancer to a strategic RevOps firm serving VC-backed SaaS companiesDiscover the real impact of AI on RevOps—and why data hygiene is more critical than everHear how Kathryn balances strategy, tech, and team building to retain clients for 18+ monthsSaaS companies grow fast—and Kathryn Castle knows how to keep their revenue operations from falling apart along the way. In this episode, she shares how she went from independent contractor to founder of Candybox, a RevOps and tech strategy firm serving B2B SaaS companies backed by VCs and PE firms.We talk about niching down, what's changed in RevOps over the last six years, and how AI is pushing more strategic conversations about data, integration, and platform selection. Kathryn also opens up about team building, long-term retainers, and the realities of consulting in fast-paced environments.About Kathryn CastleKathryn Castle is the founder of Candybox CRM, a RevOps consultancy that helps B2B tech scale-ups build clean, scalable go-to-market systems around Salesforce and HubSpot. Kathryn works remotely from Mexico, where she spends her free time catering to her five cats' whims and learning to dance salsa.Resources and LinksCandyboxcrm.comKathryn's LinkedIn profilePrevious episode: 615 - How to Use Twitter DMs to Book More B2B Sales Calls with Alex PeñuñuriCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

SaaStr 806: How The Smartest Founders Are Already Winning with AI: SaaStr CEO Jason Lemkin on My First Million  SaaStr CEO and Founder Jason Lemkin recently returned to HubSpot's My First Million Podcast with Sam Parr and Shaan Puri to do a deep dive on AI and SaaS. It was a fun one because we approached it more from a content creator and end-user perspective than from a software builder perspective. Together they discuss various applications of AI in content creation, customer support, and business advice, highlighting unexpected use cases and the potential for AI to surpass human capabilities. Jason also provides a candid look at the future of startups, the challenges of VC investment, and the evolving landscape of tech-driven by AI. Whether you're a startup founder, investor, or tech enthusiast, this episode is packed with valuable lessons and forward-thinking perspectives. ------------------   This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr   --------------------   This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

In this episode, Justin Humphreys, Head of RevOps at Bright Network, explains why foundational RevOps decisions - like which CRM to use - can make or break a startup's growth. He shares insights from his telco roots, his move into marketing and CS ops, and why he's now offering early-stage companies free advice through RevOps Hub.

You've launched your CRM and the excitement for the new system is starting to fade. The honeymoon phase is over…now what? In this episode, Jess and Doug dive into the challenges that arise after the initial excitement of a new CRM launch fades. The discussion highlights practical strategies for maintaining user engagement, optimizing CRM usage, and ensuring sustained effectiveness within the sales and marketing processes.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!

SaaStr 805: CRO Confidential - 5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity's CBO Dmitry Shevelenko. Hosted by Sam Blond. Join Sam Blond in the latest episode of CRO Confidential live from SaaStr Annual, featuring Dmitry Shevelenko, Chief Business Officer at Perplexity. Dive deep into how cutting-edge AI can transform your go-to-market strategies, sales processes, and organizational efficiency. Explore key topics like leveraging AI for demand generation, advanced meeting preparation, pipeline management, and more. Learn from Dmitry's expertise on integrating AI to accelerate business growth and gain insights into Perplexity's innovative approach to AI-powered sales. Perfect for tech founders, sales leaders, and AI enthusiasts looking to stay ahead in the rapidly evolving sales and customer acquisition landscape. ------- Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London!   On December 2nd and 3rd, we're bringing the SaaStr AI to the heart of Europe. This is your chance to connect with 2,000+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI.   Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI.   And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London.   SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there! --------------------------------------------------------------------------------------------   This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr -------------------------------------------------------------------------------------------- This episode of the SaaStr podcast is sponsored by: Attention.com   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

We got our hands on Jacco van der Kooij's latest GTM playbook. The one he's only been sharing behind closed doors at high-ticket, invite-only events. And yes, we're leaking it. This isn't just a few new tactics. It's a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at scale. Instead, it's about turning your users into your biggest growth engine. We dig into what's changing, what companies like Notion and Snowflake are doing differently, and why this approach might be the healthiest way to grow in B2B right now. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:24) - Exploring the New Playbook (08:04) - Activating Your User Base (23:01) - The tiered users ecosystem (29:43) - Cohort-Based Events (36:56) - Human-Led Growth: The Power of Real Connections (43:21) - The New Playbook: Integrating Sales and Success (51:23) - Up next: The SDR Playbook

In this episode of RevOps Champions, John Plumley, Director of Revenue Operations at Tri State HVAC, joins Brendon Dennewill to discuss the intersection of technology and process in scaling a traditional B2B business. John provides insight into Tri State HVAC's unique position as a commercial HVAC manufacturers representative focused on large projects and key relationships within the Philadelphia region. With a mechanical engineering background and decades of sales experience, John shares how his long-standing fascination with CRMs led him to transition from sales into a full RevOps role, where he drives both digital transformation and cultural change within the organization.The conversation delves into the real-world challenges and triumphs of adopting new technologies like HubSpot CRM, integrating operations with accounting, and implementing smarter, data-driven processes. A significant focus is placed on the human side of change—navigating resistance, fostering buy-in, and the importance of mapping out and communicating process improvements before rolling out new solutions. John and Brendon explore how aligning people, data, and technology not only streamlines internal operations but creates a fresh competitive advantage in an industry that's traditionally slow to change.Looking ahead, the episode highlights opportunities for leveraging AI and knowledge management to enhance both customer and employee experiences. John discusses the value of sharing expertise through podcasts, video content, and smart knowledge bases, meeting evolving customer expectations and scaling relationships in a modern way. The key takeaway is clear: success with RevOps is about progress and learning, prioritizing customer experience, and empowering teams with the right tools and mindset—practical advice for any leader considering their own digital transformation journey.Find more at revopschampions.com

Sales Enablement in staffing is no longer a tactical side function, it's the engine of your entire go-to-market strategy. In this eye-opening episode, Avner Baruch (Author of Project Moneyball) shares how top staffing and recruiting firms are transforming enablement from “content dumping” into measurable impact through coaching, role practice, and feedback loops. This video will inspire you to re-evaluate your GTM systems and explore enablement through the lens of performance coaching and strategic execution. In This Episode: What Sales Enablement in Staffing really means today How to build a go-to-market strategy aligned with sales motion The hidden cost of relying solely on content (and what to do instead) Why role practice and feedback loops are critical for sales acceleration How elite teams reinforce skills—without blowing their budget The enablement tech stack that makes it all possible Avner's Project Moneyball methodology for enabling outcomes across the customer lifecycle Whether you're launching a new GTM motion or trying to reverse stagnant revenue, the insights here are built to drive impact across your customer lifecycle. Timestamps: 00:43 - What is sales enablement? A Moneyball analogy 02:57 - Sales enablement in startups vs. enterprises 03:45 - Why the best companies go beyond content 04:55 - The economic pressure fueling enablement evolution 06:43 - Common pitfalls: Content without context 08:51 - Why content is only half the battle 10:53 - The power of role practice and daily sales routines 12:55 - Real-world staffing challenges and playbook creation 16:29 - Why leaders avoid role practice—and how to fix it 20:52 - Leveraging AI for sales coaching 22:30 - Shifting outdated staffing habits 25:12 - Consistency beats intensity in sales enablement 27:26 - Misalignment of seller skills and roles 31:59 - Coachability and cultural fit in hiring 34:17 - The ideal sales enablement hire 37:01 - Content graveyards vs. actionable insights 41:36 - Meet Avner Baruch and Project Moneyball 44:26 - Moneyball methodology for enablement ROI 46:30 - Avner's favorite book: Crossing the Chasm   About the Speakers: Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry. As an executive GTM and Enablement leader, Avner Baruch has built and led GTM, Sales Enablement and RevOps functions from the ground up for leading Startups such as Walkme, Imperva-Incapsula, Rapyd and more notable SaaS businesses. As a consultant, member of Advisory Boards and Design Partners, he has helped entrepreneurs and scaling startups implement and reinforce their sales methodologies, fine-tune their Product-Market Fit, design, build and scale their selling motion. In 2020 he founded Project Moneyball (a GTM consulting firm) to help early-stage startups and scaling businesses overcome growth challenges. He is a certified sales trainer holding a B.Eng with Honors in Electrical Engineering & Physics from Coventry University (UK) and the Max Planck Institute (France).   Offers Heard in this Episode: 30 minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30 Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer What if your back office fueled your growth instead of holding it back? TRICOM makes it happen! From payroll and billing to accounting and asset based lending, they clear the roadblocks and power your path forward. Your team gets paid, your cash flow stays steady and your business scales like never before. TRICOM doesn't just support you, they set you up to soar. Visit https://www.TRICOM.com to learn more. 

Our host, Jeff Ignacio, sits down with Rich Bishop, founder of Midgame Consulting, to talk all things RevOps. From his unexpected leap into consulting to transforming go-to-market strategies at PE-backed and traditional companies. Rich shares what makes change management stick, how to win over skeptical sales teams, and why CRM adoption is about more than just data hygiene. If you're navigating complex orgs, outdated processes, or just trying to make RevOps less of a “flavour of the month,” this one's for you.

SaaStr 804: AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan Join us as HubSpot's CEO Yamini Rangan delves into the dynamic landscape of SaaS, discussing the rapid transformations driven by AI. In this insightful session, Yamini shares her experience with pivoting HubSpot's roadmap after the advent of ChatGPT, the increasing role of AI in product development, and the evolving customer expectations. Gain valuable insights into creating urgency, leveraging AI to enhance productivity, and the importance of a unified partner ecosystem. Perfect for entrepreneurs and SaaS founders, this episode underscores the necessity of adaptability, curiosity, and a growth mindset in today's tech industry. -------------------------------------------------------------------------------------------- This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr -------------------------------------------------------------------------------------------- -------------------------------------------------------------------------------------------- This episode of the SaaStr podcast is sponsored by: Attention.com Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

Get 90 days of Fellow's AI meeting assistant at fellow.app/cooIn this episode, Doug and I cover:Why “AI agent” is more than just a buzzwordThe difference between deflection and resolution in AI-powered supportHow Kustomer structures RevOps, GTM, and forecastingWhat it means to operate with high-context vs. generic playbooksHow Doug thinks about team structure, ownership, and cross-functional clarityPredictions for agent-to-agent communication: “Your AI agent will talk to my AI agent—and we'll both just read the summary.”Timestamps:(02:00) Defining agentic AI in customer service(06:30) From deflection to resolution: Kustomer's AI in action(10:15) How AI is changing the org chart and team design(14:00) The problem with low-context playbooks(17:45) RevOps structuring and ownership(22:00) Forecasting: visibility vs. execution(27:00) AI tooling, integration, and buyer psychology(31:00) Agent-to-agent interactions and AI futurecasting(34:30) What Doug's watching next in ops and AI LinksDoug Hanna on LinkedIn - https://www.linkedin.com/in/douglashanna1/Kustomer - https://www.kustomer.com/Michael Koenig on LinkedIn - https://linkedin.com/in/michael-koenig514Between Two COO's - https://betweentwocoos.com 

In this episode of "The Death of Vanilla Podcast," host Stephen Burkhart sits down with Katarina, a revenue operations expert who recently launched her own consulting firm after years in Silicon Valley startups. Discover how she's helping SaaS startups implement enterprise-level revenue strategies without the enterprise-level costs.Katarina shares her journey from immigrant to tech startup veteran to founder, and explains her unique approach to RevOps that includes bringing product teams into the revenue conversation—a game-changing perspective most early-stage companies miss. Learn why your accounting and CRM should tell the same story, how to identify which 20% of efforts will give you 80% of results, and why she focuses on delivering "painkillers" that solve immediate problems before introducing "vitamins" for long-term growth.The conversation explores surprising insights about LinkedIn's effectiveness for B2B lead generation (it's where 100% of her clients come from!), why authentic networking still matters, and her biggest revelation since launching: RevOps systems are completely useless without a culture of accountability. If you're a founder looking to accelerate revenue growth, avoid costly mistakes, and make data-driven decisions about your product roadmap, this episode offers practical strategies you can implement immediately.Connect with Katarina on Linkedin: https://www.linkedin.com/in/katarina-lujic-advisor/Reach out to him on Linkedin https://www.linkedin.com/in/stevenburkhart/or by email Steven@stevenburkhart.comBurkhart Creative AgencyHttp://www.burkhartcreativeagency.comSpotlight Socialhttp://www.thespotlightsocial.com

Why are so many SaaS executives struggling to get hired?In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what's really going on in the market, how layoffs and short stints are damaging even top-tier CVs, and why CROs are applying for AE roles just to stay in the game. We also talk mental health, the rise of “consulting” as a placeholder, and whether now might be the time to walk away from SaaS altogether. If you're a founder, CRO, or GTM leader, this one's for you. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (02:18) - 25% of Pavilion execs "on the bench" (03:41) - The SaaS recession (09:08) - Job hunting and mental health issues (13:48) - Going into consulting (18:26) - Leave tech behind? (22:01) - Private equity and VC roles (24:48) - Rethinking CV evaluations (28:09) - Conclusion (29:31) - Up next: Jacco's new playbook

This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies.They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth. Spoiler: it's not the people. It's the system.You'll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system.Trevor breaks down the real role of RevOps (and why it's failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth.If you're questioning whether your CAC is sustainable or your GTM truly aligned, this one's for you.Key topics in this episode:The 9 biggest GTM dysfunctions hurting growthWhy RevOps struggles to drive real impactHow to align GTM and finance on a shared data modelThe danger of over-investing in top-of-funnelWhy teams fix symptoms, not systemsWhat it actually takes to build a full-funnel growth engineThis episode is powered by Passetto.We help high-growth companies build the GTM system they should've had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what's working, what's not, and what to do next.Part platform, part advisory. All about clarity.Learn more at passetto.com.

SaaStr 803: AI, Sales + GTM in 2025/2026: This Really Changes Everything with SaaStr CEO and Founder Jason Lemkin and Owner CRO Kyle Norton In this engaging session, we dive deep into how AI is transforming the sales landscape, featuring a conversation between SaaStr CEO and Founder Jason Lemkin and Kyle Norton, the Chief Revenue Officer of Owner, a company recently valued at over a billion dollars. The discussion covers Kyle's background and his insights into implementing AI in sales operations, the challenges and benefits of using AI tools, and the critical importance of a curiosity-driven approach to technology among sales leaders. Key topics include the integration of AI in SMB sales, the future of sales professional roles, and the necessity of continuous improvement and adoption of AI tools. The conversation also touches on the need for creating a seamless customer journey through AI and human interface, managing hybrid teams of AI and sales reps, and the potential for AI to close deals. Essential for anyone interested in the intersection of AI and sales, this session offers practical strategies and forward-looking perspectives. --------------------------------------------------------------------------------------------   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   -------------------------------------------------------------------------------------------- --------------------------------------------------------------------------------------------   Do you know what would make your customer service helpdesk dramatically better? Dumping it and switching to Intercom.  But, youʼre not quite ready to make that change. We get it!   Thatʼs why Fin, the worldʼs leading AI customer service agent, is now available on every helpdesk.   Fin can instantly resolve up to 80% of your tickets,  Which makes your customers happier. And you can get off the customer service rep hiring treadmill.   Fin by Intercom. Named the #1 AI Agent in G2ʼs Winter Report.      Learn more at : inter.com/saastr   --------------------------------------------------------------------------------------------

This week on GTM Live, Carolyn sits down with Nick Flamini, host of the Sales Architecture Podcast, to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget. They dig into the myth of “more BDRs = more pipeline,” and why most organizations are missing the data, architecture, and cross-functional alignment required to scale efficiently.Carolyn explains why “go-to-market bloat” is a symptom of deeper system issues, not bad people. She shares how Passetto is helping companies rethink how they connect marketing, sales, finance, and RevOps through a unified GTM data layer. Nick challenges the hype around AI in outbound, and the two unpack why trust, process, and measurement (not volume) are the levers that matter most.If you've ever questioned whether your CAC is actually sustainable, or felt stuck trying to prove marketing's impact, this episode is your blueprint.Key topics in this episode:Why most CRM data is unusable, and what to do about itThe epidemic of go-to-market bloat and over-hiringHow AI is flooding outbound and eroding trustWhy finance must own more of GTM efficiencyThe trap of MQL targets and performance by teamWhat it takes to build a real full-funnel revenue factoryThis episode is powered by ⁠Passetto⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠passetto.com

SaaStr 802: SaaS + AI: It's Time to Move Much Faster with SaaStr CEO and Founder Jason Lemkin Join SaaStr CEO and Founder Jason Lemkin in this compelling podcast that was recorded live from SaaStr Annual, as he discusses the rapid transformation in the SaaS industry driven by AI advancements. Reflecting on changes since last September, Jason emphasizes the necessity for SaaS leaders and companies to move faster, re-skill their teams, and adopt AI-first strategies to stay competitive. Hear real-world examples of how AI is revolutionizing sales, customer support, and coding productivity, leading to significant industry shifts. This session is a call to action with a message of tough love: adapt quickly, be relentless, and work harder to navigate the evolving landscape and ensure continued success. --------------------------------------------------------------------------------------------   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------   Do you know what would make your customer service helpdesk dramatically better? Dumping it and switching to Intercom.  But, youʼre not quite ready to make that change. We get it!   Thatʼs why Fin, the worldʼs leading AI customer service agent, is now available on every helpdesk.   Fin can instantly resolve up to 80% of your tickets,  Which makes your customers happier. And you can get off the customer service rep hiring treadmill.   Fin by Intercom. Named the #1 AI Agent in G2ʼs Winter Report.      Learn more at : inter.com/saastr   --------------------------------------------------------------------------------------------  

When cybersecurity companies are racing to outpace evolving threats, innovation often starts in an unexpected place: revenue operations. In this episode of Tech Talks Daily, I sit down with John Queally, Senior Director of Revenue Operations at Clari, to explore why RevOps has become a vital engine behind the performance and resilience of cybersecurity leaders. John brings a unique perspective from his journey through banking, analytics, and enterprise tech. What stands out is how rapidly the RevOps function has matured from a back-office support role to a central, strategic force. Especially in the cybersecurity space, where innovation requires ongoing investment and risk is measured in seconds, the pressure to run efficient, scalable revenue processes has never been greater. We delve into why clean, trusted data is the backbone of any AI strategy and how 67% of revenue leaders still don't trust the data they're using. It's a staggering insight, and one that underscores the urgent need for cross-functional alignment. John explains how RevOps can serve as the connective tissue across sales, marketing, customer success, and finance, moving companies from a place where they're debating the accuracy of dashboards to making real decisions in real time. He also shares a behind-the-scenes look at Clari's work with cybersecurity firms like Okta, where implementing balanced pipeline strategies and streamlining task prioritization has unlocked measurable improvements. We discuss the rise of AI, but John doesn't just repeat industry headlines. He calls out the "unsexy" truth that real AI advantage requires the hard work of data cleanup first and those who do it will pull ahead. From operational transparency to building trust within revenue teams, this episode challenges assumptions about how data, AI, and RevOps intersect. And for anyone in cybersecurity or enterprise tech wondering how to scale effectively while preparing for what's next, this conversation offers a grounded and insightful starting point. Is your company still debating data? Or are you ready to turn trusted insights into action?