Transforming the Customer Journey with Consumption Selling ft. Santosh Sahoo

This episode dives into what it takes to transform customer success with consumption based selling. We will unpack actionable strategies and best practices to help you monetize your customer success efforts and maximize the value you deliver to your customers. Our guest is Santosh Sahoo. Santosh is the Global Leader of Consumption Selling at Mulesoft. Santosh is a technology leader with over 20 years of experience in sales, customer success, professional services and engineering.

Overcoming Data Challenges in Marketing: Navigating Privacy, Silos, and Insights ft. Liana Dubois

This episode dives into the complexities of overcoming marketing data challenges. It also discusses the future of personalized marketing in a privacy-first world and the evolving role of first-party data in shaping effective strategies. Our guest is Liana Dubois. Liana is the Chief Marketing Officer at Nine where she has been a leader for the past 12 years. She is also an advisory member in the growth committee for Women in Media Australia and a member of the board of advisors of Inclusively Made.

Growth Without Borders: Scaling GTM in a Fully Remote Organization ft. Patrick MacKelvie

This episode dives into the intricacies of scaling a global GTM strategy within a fully remote organization. Join us as we explore how remote-first organizations are rewriting the playbook for global expansion. Our guest is Patrick MacKelvie. Patrick is the Vice President – America Sales & GTM at Remote. Prior to Remote, he was the VP of Commercial Sales at Cornerstone on Demand.

Driving Revenue Growth with Strategic RevOps Alignment ft. John Hultman

This episode explores how aligning your RevOps strategy can drive substantial revenue growth. We’ll dive into the challenges of unifying engagement metrics, the role of data in ensuring team alignment, and the tools that can help optimize this process. Joining us is John Hultman, the Chief Revenue Officer at Druva. John has spent his professional career of 27+ years in technology sales and sales leadership positions.

RevOps Reporting: From Strategy to Execution ft. Tyler Will

This conversation explores the journey from strategic planning to the execution of RevOps reporting. Dive into the common challenges teams face, the key steps to turning data into action, and the different phases of maturity in RevOps reporting. And joining us today is Tyler Will, the Vice President of Revenue Operations at Intercom. Prior to Intercom, he led the Global SMB Sales Strategy & Operations team for LinkedIn Talent Solutions.

Data Driven Decision Making: Mastering the Art of Strategic Action ft. Sarah Flaccavento

In this episode of the Revenue Lounge, host Randy Likas interviews Sarah Flaccavento, SVP of Strategic Initiatives at AlphaSense, about using data to drive business decisions and growth. They discuss strategies for identifying impactful initiatives, translating data into actionable insights, managing organizational change, and more.

Proactive Strategies for Growth Customer Success Engagement ft. Daniel Silverstein

This episode dives into actionable strategies that can help Customer Success teams take a more proactive role in accelerating growth and engagement, ensuring that revenue becomes a natural outcome of deep, meaningful relationships. And joining us today is Daniel Silverstein. Daniel is the VP of Customer Success and Head of Business at Carta.

Crafting a Data-Driven Customer Journey Roadmap ft. Cinthia Silva

This conversation delves into how to design and execute a data-driven customer journey roadmap that delivers real results. From segmentation and risk mitigation to leveraging customer health indexes and developing actionable playbooks, we’ll explore strategies for crafting a roadmap that leads to stronger relationships, increased upsell opportunities, and sustained revenue growth.

Crafting a Data-Driven Customer Success Strategy ft. Sam Slevin

This episode explores how to align your customer success efforts with the reasons customers chose your product in the first place, ensuring that every digital touchpoint reinforces their decision. It also discusses the critical role of data and business intelligence in crafting a strategy that not only retains customers but drives growth and enhances the overall customer experience.

30-60-90 Day Guide for Director of Revenue Operations ft. Hassan Irshad

This episode dives into a comprehensive 30-60-90 day guide to building a high-impact RevOps engine. We’ll explore the critical phases of setting up the foundation, auditing and optimizing the tech stack, designing scalable processes, and ensuring alignment across sales, marketing, and customer success teams.

Scaling RevOps in High-Growth SaaS: Key Strategies for Success ft. Josh Pudnos

This episode explores the critical strategies and insights needed to successfully scale RevOps, from overcoming operational challenges to implementing the right tools and metrics that drive growth.

Scaling GTM with a Data-First Mindset ft. Roee Hartuv

In this episode, we delve into the intricacies of a data-first methodology, exploring the key components that make it successful. We’ll discuss the concept of a “Revenue Factory” and how Bow-Tie Metrics can revolutionize your GTM strategy.

Strategic Revenue Operations: Harnessing Data for Maximum Impact ft. Kelley Jarrett

In this episode, we delve into the intricacies of Strategic Revenue Operations and explore how RevOps can harness data for maximum impact. From identifying growth opportunities to quantifying their contribution to the business, we’ll uncover key strategies and real-world examples that showcase the power of data-driven RevOps.

Decoding the Buying Groups Model: Strategies for Success ft. Evan Liang

In this episode of the Revenue Lounge, host Randy Likas interviews Evan Liang, founder and CEO of LeanData. They have an in-depth discussion around buying groups – why they are becoming more popular, how companies are implementing buying group strategies, challenges with transitioning to a buying group model, and operational considerations. Listeners can expect to learn the benefits of buying groups, tips for getting executive buy-in, and key steps for starting a buying group pilot program.

Driving GTM Scalability with GenAI ft. James Underhill

In this episode of The Revenue Lounge, host Randy Likas interviews James Underhill, Senior Director of Sales Innovation at MongoDB, about leveraging GenAI to enhance go-to-market strategies. They discuss assessing organizational priorities before implementing AI, determining use cases focused on guiding decisions rather than just saving time, considerations around data readiness, and more. Listeners can expect to learn best practices for building effective AI applications.

Scaling RevOps: Strategies for Enterprise Success ft. Shantanu Mishra

As organizations grow, the need to optimize revenue processes becomes essential for sustaining and accelerating business growth. It’s critical to know the strategies that can be employed to build and expand a RevOps team within the large enterprise, the skills required for success, and the main components of an effective operating model. This episode discusses the best practices for leveraging tools and technologies, the importance of metrics and KPIs, and the challenges of integrating disparate systems. Joining us today is Shantanu Mishra. Shantanu is the Senior Vice President, Revenue Strategy and Operations at Pluralsight. He has more than 20 years of experience in leading large, multi functional global teams for sales strategy and operations, inside sales and customer service while carrying out transformation. Let’s hear it from Shantanu! 

Empowering Customer Success Through Data & AI ft. Aditya Vasudevan

Customer success teams often grapple with the challenge of transforming vast amounts of customer data into actionable insights. How is data and AI revolutionizing customer success, empowering teams to enhance customer satisfaction and drive long-term loyalty? Let’s find out. This episode uncovers strategies to effectively leverage data, automate customer journeys, and identify growth opportunities, helping you elevate your customer success efforts to new heights in this data-driven era. Joining us is Aditya Vasudevan. Aditya is the Vice President of Customer Success at Cohesity. As a leader in customer success, Aditya specializes in orchestrating transformative initiatives that elevate customer satisfaction and drive business growth. With a strong focus on innovation and alignment with sales strategies, he has reshaped customer success delivery models. Let’s hear it from Aditya! 

Data Science & Business: Partnership to Drive Better Decisions ft. Elliott Star

In the current business climate, data science is no longer just about generating insights; it’s about fostering smarter decision-making through powerful applications and close collaboration between data teams and business leaders. Today we’ll explore how data science leaders can move beyond traditional roles to create impactful, application-driven solutions that empower business teams to make better, data-informed decisions. Joining us today is Elliott Star. Elliott is the head of data science, business at Asana. He leads data science and machine learning efforts, enabling data-driven decisons and insights across the company. Elliott has over ten years of experience in the tech industry. He is passionate about applying his skills and knowledge to solve complex and impactful problems, and to create innovative and scalable solutions.

Revenue Forecasting Strategies: How They Work & Evolve at Different Company Sizes ft. Keith Rabkin

This episode unpacks the complexities of forecasting and predictability in different sized companies. We discuss the unique challenges and expectations faced by revenue leaders in each context, and explore effective strategies to reduce deal slippage and enhance revenue predictability. Additionally, we touch on the importance of a customer-centric approach and how it influences forecasting and revenue operations across different organizational structures. Joining us today is Keith Rabkin. Keith is the Chief Revenue Officer at Pandadoc. He has over 20 years of technology operating experience owning P&Ls and leading teams in GTM, product and business operations. He has led teams of over 350 individuals in global roles, drove self-serve sales for four SaaS businesses, and helped deliver Adobe’s $9B Digital Media ARR. Let’s hear it from Keith! Want to learn more…

Driving an Inbound-Led Outbound Motion ft. Adam Robinson

In this episode, Adam Robinson, CEO of Retention and RB2B talks about an issue we are all struggling with. No matter the size of your company, which is the abysmal reply rates that our team’s face when trying to generate pipeline, and why outbound B2B is broken. With all the popularity in the market right now around signal and intent based selling, Adam’s company, RB2B, is taking on some of the big Intent platforms with a differentiated approach, and based on the early success he’s seen in such a short amount of time, is turning some heads as he’s blazing this trail. Let’s hear it from Adam! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Unlocking the Power of Buying Committees ft. Nandini Karkare

In today’s business environment, B2B buying is never just one person. According to Forrester Research, more than half of global business buyers purchase in complex buying scenarios that include more people, more departments, and generally higher price points. And this group can be made up of 7 to 20 people! Unlocking the power of buying committees is a crucial aspect of the B2B landscape. Join us as we navigate through the realms of Revenue Operations (RevOps) and uncover the strategies, insights, and best practices that constitute a comprehensive guide to mastering the dynamics of buying committees. Joining us today is Nandini Karkare. Nandini is a revenue leader who heads EBD’s strategic initiatives to ensure profitable growth, and execution at velocity with a customer-centric approach. Let’s hear it from Nandini! Want to learn…

Data-Driven Strategies to Prevent Customer Churn ft. Mahesh Motiramani

In an environment where competition is fierce and customer expectations are constantly evolving, businesses must leverage data effectively to anticipate, address, and mitigate churn risk. Today we will explore actionable techniques, real-world examples, and expert insights to empower your organization with the tools needed to proactively retain customers and foster long-term success. Joining us today is Mahesh Motiramani. Mahesh is currently the Head of Enterprise customer success at Workato. He is a revenue-focused customer success leader with a track record of building successful teams and hiring great people to drive business growth. Let’s hear it from Mahesh! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

How to Retain and Expand Customers with the Self-Serve Motion ft. Navneet Loiwal

In this episode, we are speaking with a leading expert in the field of customer success. We dive deep into the world of customer retention and expansion, specifically through the lens of a self-serve motion. Our guest today is Navneet Loiwal, the Co-Founder and CEO of Coefficient. We are going to dive deep into the world of customer success and explore how Coefficient has been successfully retaining and expanding customer relationships through the self-serve motion. Let’s hear it from Navneet! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Creating a Strategic Partnership Between Sales & Customer Success ft. Jagroop Gill

The alignment between Sales and Customer Success has become more crucial than ever. How can Sales and Customer Success teams work hand-in-hand to not only acquire customers, but also ensure their long-term satisfaction and loyalty? And how can they leverage data and insights to contribute towards a sustainable revenue growth strategy? This episode unravels the secrets to creating a seamless collaboration between these two departments. And joining us today is Jagroop Gill. Jagroop is the Director of Enterprise Customer Success at Dataiku. Jagroop has years of leadership experience in forging strong alliances between sales and customer success teams. Let’s hear it from Jagroop! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Improving Customer Experience by Knowing your Data ft. Steffen Hedebrandt

Data is the lifeblood of any successful B2B marketing strategy. It’s not just about collecting information; it’s about knowing how to extract actionable insights from it and, most importantly, how to use those insights to improve the overall customer experience. This episode explores how to harness the power of data to better understand your customers, anticipate their needs, and ultimately, create a more meaningful and engaging customer experience. And joining us today is Steffen Hedebrandt. Steffen is the Chief Marketing Officer & Co-Founder of Dreamdata. He is data-driven revenue leader and has a successful track record of scaling businesses and building teams at Upwork and Airtame. Let’s hear it from Steffen! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Improving Sales Forecasting with RevOps

Forecasting plays a pivotal role in strategic decision-making. Accurate sales forecasting can be the key to unlocking growth, optimizing resources, and ensuring your business thrives in an ever-evolving marketplace. And that’s precisely what we’re here to explore today – the best practices for improving your sales forecasting, all from the lens of Revenue Operations. Joining us today is Navin Persaud. Navin is the Vice President of Revenue Operations at 1Password. He has over 20 years of experience in sales and marketing operations. He is an expert in leveraging data, technology and best practices to optimize revenue performance and growth. Let’s hear it from Navin! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

How RevOps Can Partner With Sales to Drive Forecasting Accuracy ft. Kevin Mulrane

The ability to accurately forecast sales numbers has become tablestakes for any business to survive. The platforms, processes, skills and knowledge to drive an accurate forecast might be available. But without the right kind of collaboration between departments, driving accurate forecasts can be challenging. This episode is about the partnership that needs to exist between two such functions – Sales and RevOps to drive accurate forecasts. And joining us today is Kevin Mulrane. Kevin is currently the VP of Sales at BioCentury. He is a revenue leader who has built and scaled revenue teams across sales development, new business acquisition, retention & expansion, sales ops and sales enablement. Let’s hear it from Kevin! Want to learn more about Nektar? Talk to us – https://bit.ly/3MishjZ

Using AI to Supercharge RevOps ft. Stephen Smith

The age of AI is here. Artificial intelligence has entered every function in a business. And revenue operations is no different. AI in RevOps can help elevate the function and help businesses prevent several revenue leaks. So what are the ways in which AI can make the RevOps function more efficient and effective? We have Stephen Smith joining us today. Stephen is the former Vice President of RevOps at Daily Pay. He is currently the CEO of The RevOpz Group. He has been helping companies drive top-line revenue and create world-class operations for more than 25 years. Let’s hear it from Stephen! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Removing Friction from the B2B Buying Process ft. Mary Grothe

Whether you’re a consumer looking to make a purchase or a business trying to streamline your sales processes, friction can be the enemy that slows everything down. It’s important to understand the buying process, the frictions that exist in it – and how they can be addressed. In this episode, we are going to dive deep into the strategies, innovations and insights that can help us identify, and eliminate friction from the buying process. And joining us today is Mary Grothe. Mary is the Chief Revenue Officer at PNI.HCM. She is a revenue leader, entrepreneur, global keynote speaker, the host of the podcast ‘Destination Remarkable’ and former contributor to the podcast, ‘Revenue Radio.’ Let’s hear it from Mary! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Raising the Bar for RevOps Strategy and Planning ft. Dana Therrien

What’s one common theme running across high performing organizations? They have a vision and everyone is aligned and committed to making it a reality. However, most organizations lack uniform standards for strategy and planning excellence that can help them create this vision. How can RevOps leaders achieve that? This is what we are going to cover in today’s episode. We have Dana Therrien joining us. Dana is the Vice President of Sales Performance Management And Revenue Operations Advisory Practice at Anaplan. Dana is a globally recognized sales and revenue operations leader with a history of driving double-digit growth and profitability. Let’s hear it from Dana! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Essential Strategies for Mastering RevOps ft. Colin Gerber

Revenue Operations, or RevOps, is the engine that drives revenue growth by aligning all revenue facing departments and ensuring they work together seamlessly. Our guest today has navigated this complex landscape of revenue operations, and we’ll be diving into a range of topics that touch upon the core challenges and strategies that keep them at the forefront of their industry. We have Colin Gerber, the Vice President of Revenue Operations and Strategy at Socure. He has over 12 years of experience in revenue operations, sales operations, and business operations. He is passionate about building and scaling operations and strategy functions that deliver value and impact to the business and the customers. Let’s hear it from Colin! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ #whatisrevops #revenueoperations…

Hosted by Team Nektar

Empowering B2B Revenue Teams With Actionable Insights ft. Saima Rashid

In an era where data reigns supreme, the ability to harness valuable insights can be the key differentiator for organizations striving to maximize their revenue potential. Staying ahead requires more than just traditional strategies. It demands a holistic approach that aligns marketing, sales, and customer success seamlessly. And clean and complete data can help you achieve that, and more! Joining us today is our guest Saima Rashid. Saima is the SVP Marketing & Revenue Analytics at 6Sense. She is a five-time Industry award winning Marketing and RevOps leader with a demonstrated history of driving change and adoption of a data and insights driven approach towards decision making Let’s hear it from Saima! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Ep 13: RevOps vs SalesOps: Key Differences ft. Lorena Morales

Often times we hear revenue leaders cringe when revenue operations is considered an extension of sales operations. But that’s really not the case in reality. These two functions might have their similarities, but it’s important to understand their core differences. That’s what we are going to explore in this episode.It’s a pleasure to have Lorena Morales with us today. Lorena is the Director of Global Digital Marketing Revenue Operations at JLL. She is a RevOps expert and counted among the top RevOps voices in the industry. Let’s hear it from Lorena! Want to learn more about Nektar? Talk to our team – https://nektar.ai/contact-us/

Ep #12: Driving Revenue With Clean CRM Data ft. Jacki Leahy

CRM is a steep investment for companies. But getting ROI from CRM remains a challenge for revenue leaders. We all know that CRM data needs to be better. But how can we make it better in a way that helps sales win more deals? Let’s ask our guest today! We have Jacki Leahy, who is a Fractional RevOps Leader and Founder at Activate the Magic. Jacki has had an interesting career path, from being a kindergarten teacher, a Manhattan apartment broker to a RevOps leader today. Let’s hear it from Jacki! Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ

Ep #11: Turning Data into Actionable Insights With RevOps ft. Vinny Poliseno

Bad data hygiene is a nightmare for RevOps teams. On one hand we have a challenge of converting our existing data into actionable insights. On the other hand, there is the problem of not having the right data in the first place.     For example, systems like CRM are often infested with bad quality data like duplicates, incorrect or incomplete information. How can companies tackle issues such as bad data quality and duplication in their systems? And how can they use clean data to drive actionable insights?     In this episode, Vinny Poliseno educates us on not just how to access the right kind of data, but to also drive actionable insights from it to inform strategy.   Vinny is the co-founder and VP, RevOps strategy and architecture at…

Ep #10: Using Customer Data to Drive Efficient Revenue Growth ft. Mollie Bodensteiner

Revenue leaders have been asked to drive efficient and effective revenue growth in the current economic environment. And to be able to reach this goal requires an uncontested access to all the customer data that companies have. First-party customer data, if captured in a complete and accurate manner, and kept updated with automations – can grant powerful insights to revenue teams to increase pipeline. Unfortunately, most organizations don’t have access to clean, complete and updated customer data in core systems like CRM. They are drawing insights from data that is getting stale at rocket speed, is incorrectly entered, or incomplete. As a result – they miss out on countless revenue opportunities. This is where the role of RevOps becomes crucial. They can not only identify these data gaps, but also…

Ep #9: Championing Data Hygiene With RevOps ft. Trent Allen

The amount of data facing organizations today is overwhelming. Most of this data is siloed and trapped in multiple systems. Data trapped in disconnected systems does not help in creating a seamless experience across the customer journey. RevOps can help with untangling this messy data web, and keep data clean and unified – so that the entire organization understands and looks at data the same way. Our guest today is passionate about this topic and will help us understand some nuances around how RevOps can take a lead in making data work for organizations. Trent Allen is with us today, Trent is a RevOps manager at Maxio, financial operations platform for B2B SaaS. Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ #datahygiene #datahygienebestpractices

Ep #8: Setting Up a Successful CRM Implementation Process ft. Craig Handy

A bulky and complex tool – the CRM is a steep investment for companies. But deriving ROI from a CRM can be quite challenging. As there are several factors that are always at play to make CRM implementation fail such as a lack of vision, poor planning, bad data, siloed functioning of departments, poor user adoption. To make CRMs actually deliver value for revenue leaders, it needs to have an implementation strategy that takes care of all things that can go wrong. And RevOps teams can own this task end to end and make sure their CRMs give them the ROI and the value that it was originally purchased for. In today’s episode, we are going to talk to a CRM implementation expert who will take us through how RevOps…

Hosted by Abhijeet Vijayvergiya

Ep #7: Driving Efficient Growth With RevOps ft. Eric Welsh

Growth at all costs is dead. With budget freezes being implementated across organizations, revenue leaders have been asked to drive efficient growth. This means doing more with less, and using effective ways to drive productivity while keeping costs at a minimum. But what does this really mean? How can revenue leaders pave the way towards sustainable revenue growth that withstands uncertain times? Let’s discuss with our guest today. We have Eric Welsh who is the Director of RevOps at Demostack. Eric is passionate about driving efficient growth. He will help us understand the nuances of sustainable growth and what it really means for RevOps in the current times. Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ #efficientgrowth #revopsguide

Ep #6: Using Customer Data to Improve the B2B Customer Journey ft. Leore Spira

Succeeding in current times requires B2B businesses to have a maniacal focus on the customer. This means revenue leaders driving businesses must have full visibility into the various stages of the customer journey. And meet them where they are, in the medium of their choice and with the exact kind of information they might be looking for. This is possible by having access to customer data. Business leaders need to be able to capture this critical customer data, the insights from which can be used to run predictable revenue engines. So how can RevOps teams approach customer data in a way that helps them generate more revenue for their business? Let’s explore with our guest today. We have Leore Spira who is currently heading Revenue Operations at Buildots. She is…

Ep #5: Building the Right Revenue Operations Team Structure ft. Darren Fay

When is the best time to start a RevOps function? And what should an ideal revenue operations team structure look like? Let’s hear it from Darren Fay, Director of Revenue Operations & Intelligence at Instructure. Want to learn more about Nektar? Talk to our team – https://bit.ly/3MishjZ #revenueoperationsteamstructure #buildingrevenueoperationsteam

Ep #4: Moving from a Siloed GTM Structure to a RevOps Structure ft. Dan Jiao

According to Gartner, 75% of the highest-growth companies in the world will deploy a RevOps model by 2025. Many organizations are realizing the value that a revenue operations function can bring to their revenue, especially in an uncertain market. A lot of RevOps leaders we have spoken to over the last year have highlighted how having a RevOps function is critical to survive any kind of uncertainty and running a right GTM ship.In this episode, you will hear the story of a company that moved from a siloed GTM Ops structure to a RevOps structure. Let’s hear it from Dan Jiao, Senior Director of RevenueOperations at Signifyd, on the BTS story of this transition, advantages and learnings for the rest of us to follow. Dan is a data-driven business leader…

Ep #3: Combating the Perils of Bad Data ft. Melissa McCready

Messy data in systems like CRM is a huge challenge for RevOps teams. Siloed, incomplete and inaccurate data prevents organizations from leveraging the full value of the tools in their tech stack, and ultimately leads to revenue leakage. Maintaining this data hygiene has emerged as one of the highest priority for RevOps leaders. Let’s understand why clean data has emerged as a top RevOps trend, and what the new world of B2B demands from its data. And most importantly, how clean, accurate and complete data is the foundation to running a successful revenue operations function. And to answer our questions today is our guest Melissa McCready. Melissa is the founder and CEO of Navigate Consulting Group. She has over 20+ years of experience and is a veteran in CRM, marketing…

Ep #2: Measuring Revenue Operations Metrics That Matter ft. Cliff Simon

If you are in revenue operations, you already must have a ton of data within your arm’s reach. But which data is most crucial to track and gain insights from? And which numbers, if tracked right, can exponentially impact your revenues? You can find an answer to this million-dollar question with the right metrics. Tracking the right metrics can help you redefine your current processes and devise strategies to increase revenue.In today’s episode, we will talk about Metrics that RevOps should track as an organization scales up this function. And to answer our questions today is our guest Cliff Simon, the CRO at Carabiner Group. Cliff Is an advisor and fractional executive for several high-growth start-ups where he utilizes his expertise in all things GTM and RevOps, and is an…

Hosted by Abhijeet Vijayvergiya

Ep #1: Hubspot Customer Retention With RevOps ft. Sid Kumar

Customer retention has always proved to be an excellent way to boost revenue growth. Acquiring new customers can be expensive and time consuming. There are studies that have found that retaining existing customers can cost 5-10 times less than acquiring new customers. While new customers are important, in current times when revenue leaders are being asked to “do more with less”, focusing on existing customers can prove as a survival tactic in current times of uncertainty. And RevOps plays a crucial role in driving this retention and reducing customer churn. Let’s explore more on this topic with our guest today. We are joined by Sid Kumar who is the SVP of RevOps at HubSpot. Sid has been cited among the Top 100 RevOps Leaders of our times. He has more…

Hosted by Abhijeet Vijayvergiya

The Revenue Lounge: Season 3

Hosted by Abhijeet Vijayvergiya

Ep #13: Driving RevOps Growth With Contact Data

Buyer Contact data continues to be one of the most complex challenges for revenue operations teams to solve. According to Gartner, an average of 7 people are involved in most buying decisions in a typical sales cycle. And quite a few of these stakeholders might be outside the department your sellers are targeting. GTM Teams lose out on several opportunities in the absence of accurate data of the buying committee which in turn also creates visibility gaps around the relationship and engagement. Let’s try and understand how revenue leaders can deal with this challenge. Our guest today is Shantanu Shekhar, the Senior Director, Sales Strategy & Operations at Gong. Shantanu has scaled, optimized, and transformed businesses across several geographies, including Europe, the Middle East, Africa, and Asia-Pacific. He is currently…

Hosted by Abhijeet Vijayvergiya

Ep #12: Aligning Cross-Functional Teams to Deliver Excellent Customer Experience

Driving revenue is no longer just the responsibility of sales. Revenue generation is like a relay – where sales, marketing, and customer success teams have to work towards common goals – and be completely aligned in this pursuit. Several advantages of this cross-functional alignment include improved customer experience, higher productivity among teams, better utilization of tech stack, and improved data usage. But in reality, how aligned are these teams? Research says not so much. Only 29% of business leaders, for instance, said that their teams are fully aligned toward achieving common revenue goals. Without alignment, a lot of opportunities to generate revenue are missed. The budgets, time, and effort of these teams get wasted, leading to revenue leakage across the customer journey. The good news is that most companies are…

Hosted by Abhijeet Vijayvergiya

Ep #11: Components of a Modern Sales Tech Stack

Over the last five years or so the sales tech market has exploded, with a rising number of tools getting added to the already crowded market. There’s just so much tech out there that it can be an overwhelming experience for any buyer. While there is this proliferation of sales tools that we are seeing across the tech stack, the reality is half of the sales teams fail to see user adoption and a clear ROI from these investments. According to a recent survey of 330 sales professionals, 86% of reps get confused about which tool to use for which task. 82% of sales leaders say that trying to get reps to use the provided sales tools feels like a second job. So what components should we look at in…

Hosted by Abhijeet Vijayvergiya

Ep #10: Setting Up RevOps at a Startup

RevOps now has a seat at the table. Even if you are a seed stage company, it’s not too early to think about setting up a RevOps function. But how do you start? What is that first step to take? And who even takes responsibility for this? Let’s hear from someone who has been there and done that. We have Jen Bergren, who has been the Head of Operations at Remotish – a Hubspot Revops and Webops agency. She was one of the first hires at Remotish and has set up processes and systems from scratch since then. We will hear her perspective on what her experience has been like in starting a RevOps function at a start-up, her learnings and advise for something in a similar role. Want to…

Hosted by Abhijeet Vijayvergiya

Ep #9: Navigating the Sales Tech Landscape

Extracting value from a sales tech stack continues to be a frustrating challenge for revenue leaders. The market has a plethora of tools spread across a number of categories. How do you select the best tools for your tech stack? How can you ensure you’ll derive value from this investment? Our guest today will help us decode some of these mysteries around sales tech stack. We have Caroline Holt with us who is a sales tech enthusiast and expert. She has been a star sales performer – generating nearly $8M in revenue across 5 years of direct sales. She gets both the direct sales and sales coaching/enablement world intimately. She is a top-notch sales professional who is passionate about sales enablement, training, and reducing friction in the sales process. Let’s…

Hosted by Abhijeet Vijayvergiya

Ep #8: Setting Up a RevOps Team From Scratch

This episode is an attempt to uncover the A-Z of setting up a revenue operations team from scratch. It answers questions like: When is the best time to build RevOps in an organization? What are those first steps? How do you go from that first step to implementing a RevOps function and start deriving value from it? Demar Amacker helps unravel these mysteries as the guest in this episode. He is an organizational thought leader in the field of business operations and sales strategy. His expertise lies in successfully managing strategic operational processes, monitoring and managing project effectiveness, and leveraging internal systems to drive improved efficiency and elevated performance. Let’s hear it from him! Want to learn more about Nektar? Talk to our team – https://bit.ly/3zyCmlU

Hosted by Abhijeet Vijayvergiya

Ep #7: Orchestrating Siloed Data to Drive Business Decisions

Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their annual revenue. Clean, reliable and trustworthy data is the key to making GTM efforts successful. And having a single source of truth for data to keep all cross-departments aligned on similar revenue goals is key to making revenue operations a successful function.  But how can RevOps teams carry out this critical data orchestration? We have Mahesh Kumar, Senior RevOps leader at AppViewX to guide us through this topic. Mahesh is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines. Let’s hear it from him! Want to learn more about Nektar? Talk to…

Hosted by Abhijeet Vijayvergiya

Ep #6: Building a GTM Data Governance Framework

Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their annual revenue. Clean, reliable and trustworthy data is the key to making GTM efforts successful. The significance of clean & unified data increases even more as organizations scale and add more tools to their revenue tech stack. But how can RevOps teams carry out this critical system audit? This episode discusses data integrity and its significance in running a tight GTM ship. We have Asia Corbett, Senior Revenue Operations Manager at Bread Financial to guide us through this topic. She is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines. Let’s hear…

Hosted by Abhijeet Vijayvergiya

Ep #5: Using RevOps to Help Reps Succeed

Sales is getting tougher by the day. Reps are finding it hard to close deals in the midst of massive competition, digital buying, and crunched budgets right now due to a downturn. 87% of them are feeling burned out from work (Gartner CSO survey 2022). Sales quota attainment rates continue to dwindle. This is despite a massive proliferation of sales tools in the market that come with the promise of enabling reps to crush their quotas. RevOps comes in with a lot of hope in simplifying sales for reps. What are the broad areas in which RevOps enable sales reps to perform better? Our guest Eddie Reynolds will help us answer some of these questions in this podcast. Counted among the top RevOps leaders, Eddie has spent the last 20…

Hosted by Abhijeet Vijayvergiya

Ep #4: Creating a Successful RevOps Roadmap

More than half of chief sales officers are executing or considering developing a RevOps function in their organization. There have been several studies that have proven the impact a RevOps model can have in aligning teams and driving predictable revenue. But where does one start? What is the first step? We’d like to cover some basics to help those who are just starting out. Let’s hear it from our guest – Briana Yarborough. Counted as one of the top RevOps leaders of 2022, Briana serves as an advisor and an executive leader for several high-growth start-ups. She is a speaker, educator, and mentor, with proven success in helping start-ups scale. She has over 15 years of expertise and her core specialties include driving predictable revenue growth, tech stack augmentation &…

Hosted by Abhijeet Vijayvergiya

Ep #3: Using Activity Data to Drive Sales Productivity

Capturing seller activities can be Achilles’ heel. Adding more admin work on the rep’s plate and not having any meaningful impact on actual sales motion ends up helping no one. So how can leaders do it right? This podcast highlights how sales operations leaders can effectively measure sales productivity through sales activity tracking. Tracking seller activity plays a crucial role in understanding the productivity levels of sellers for managers and sales leaders. We have Michael Parry, head of sales operations at Observe.ai, who will help us answer some questions around how tracking seller activity the right way can help in generating more revenue. Tune in to learn more.

Hosted by Abhijeet Vijayvergiya

Ep #2: How to Win in Times of Uncertainty

2020 affected businesses and altered the way we work. The pandemic is still not completely over, and the economy is currently undergoing one of the most challenging downturns. We are seeing massive layoffs, investor skepticism and other cost-cutting initiatives across the tech industry. Seems like uncertainties have been the only constant. How can business leaders prepare prevent themselves from such shocks? Our guest today can help us find some answers. Ben Stroup is the Chief Growth Architect and President at Velocity Strategy Solutions where he helps leaders design, develop, and deploy smarter business growth strategies. Ben is a data champion who assists leaders in bridging the gap between ideas, innovation, and revenue—taking ideas from mind to market. He is also the author of the book “Master the Pivot: How to…

Hosted by Abhijeet Vijayvergiya

Ep #1: Navigating the Downturn with a Hyperfocus on Productivity

The mantra of “growth at all costs” that defined the last decade of business expansion is dead. This downturn has forced revenue leaders to look at more sustainable ways to conduct business that can withstand any turbulent tides that might arise in the future. The new mantra is achieving “productivity at all costs.” This episode covers how this productivity can be achieved to shock-proof revenue generation for businesses. And what are the elements that are a necessary pre-requisite to successfully deploy the “productivity at all costs” mantra. The guest for this session is Rosalyn Santa Elena. Rosalyn is an advisor to several high-growth start-ups on all things GTM and Operations, an active leader of Revenue operations in multiple communities and platforms, and the founder of OpsTherapy. She is also the…