Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One)

The RevOps & ABM Alignment

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תוכן מסופק על ידי Romeo Mann. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Romeo Mann או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/profits-through-podcasting">Profits Through Podcasting</a></span>

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Profits Through Podcasting

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לפני 8 hoursלפני 8h ago

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Profits Through Podcasting is your go-to resource for turning engaged listeners of your health-focused podcast into paying clients. Learn from health and wellness entrepreneurs who successfully employ a podcast as their main marketing tool, generating quality leads and growing their business. Whether you're a doctor, chiropractor, clinician, health business coach, therapist, or an entrepreneur in any other health or wellness related field, so long as you have a podcast, Profits Through Podcasting is for you! Host Joel Oliver, owner of East Coast Studio, has assisted hundreds of entrepreneurs in producing successful podcasts. Hear their stories and strategies and find out how to turn your health-focused podcast into a lead-generating machine while growing your authority.

לפני שנה 32:44

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HIGHLIGHTS:
00:00 Intro and Background
02:31 Intent-Based Revenue Ops Framework
06:24 Change Management
13:43 The Power of Well-Defined Mission Statement
16:15 Driving Impact with Intent-Based RevOps
25:28 Skills and Competencies for RevOps Team

Learn more about the Intent-Based Revenue Ops Framework here:

https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impact

Connect with Darren Fay

LinkedIn | Webpage

Connect with Romeo Mann:

LinkedIn | Webpage

***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.

36 פרקים

#Entrepreneur #Business #Marketing #Romeo Mann #RevOps #ABM #GTM #B2B #SaaS #Tech #Sales #Customer Success

Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One)

The RevOps & ABM Alignment

published לפני שנה

שתפו

MP3•בית הפרקים

סדרה בארכיון ("עדכון לא פעיל" status)

When? This feed was archived on May 20, 2025 14:11 (6d ago). Last successful fetch was on October 10, 2024 13:11 (8M ago)

Why? עדכון לא פעיל status. השרתים שלנו לא הצליחו לאחזר פודקאסט חוקי לזמן ממושך.

Learn more about the Intent-Based Revenue Ops Framework here:

https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impact

Connect with Darren Fay

LinkedIn | Webpage

Connect with Romeo Mann:

LinkedIn | Webpage

***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.

36 פרקים

#Entrepreneur #Business #Marketing #Romeo Mann #RevOps #ABM #GTM #B2B #SaaS #Tech #Sales #Customer Success

כל הפרקים

The RevOps & ABM Alignment

1
How To Build Your Revenue Factory (w/ Roee Hartuv, Head of Revenue Architecture Practice in Winning by Design) 33:16

לפני 33 weeks33:16

33:16

In this episode, Roee from Winning by Design explains how to build a scalable "revenue factory" for SaaS companies. Learn the essentials of revenue architecture, and driving recurring revenue. We cover: - How to build a revenue factory using six-core models. - Importance of product-market fit, pricing, and data modelling. - Shifting from founder-led sales to structured growth. - Customer retention's role in long-term success. Connect with Roee Hartuv LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

The RevOps & ABM Alignment

1
Latent Buyers vs. Active Buyers: Why You Need Different Sales Procesess (with Frank Nardi, CRO at Cin7) 1:00:08

לפני 34 weeks1:00:08

1:00:08

Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same. HIGHLIGHTS: 00:00 Intro 02:34 Inventory management 08:18 The role of a Chief Revenue Officer 14:00 Breaking Silos 23:38 Creating a smooth handoff process 29:05 Latent buyers vs. active buyers 37:07 Personalization in the customer journey 49:44 Moments that matter 55:02 Applying ABM and PLG Connect with Frank Nardi LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

The RevOps & ABM Alignment

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Scaling SaaS: Insights from 188 founders (with Anna Nadeina, Head of Growth at SaaS Group) 1:23:08

לפני 36 weeks1:23:08

1:23:08

In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies. HIGHLIGHTS: 00:00 Intro 03:19 What is SaaS Group 15:56 SaaS market trends 21:50 Niching down for SaaS 25:07 Founders' mental health, AI, growth 39:00 Exploring SaaS niches 46:00 Targeting the US market 48:09 Cultural differences in GTM 59:31 Should everyone have a podcast? 01:12:51 Anna's recommendations Connect with Anna Nadeina LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

The RevOps & ABM Alignment

1
Building a Successful GTM Strategy for Software Development (with Jan Zborowski, Co-Founder at SoftwareMill) 59:27

לפני 42 weeks59:27

59:27

In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships. HIGHLIGHTS: 00:00 Intro and background 02:00 The evolution of Software Mill 09:40 The influence of business people on technical decisions 15:11: Building a new strategy 19:24 Hiring a Chief Growth Officer 29:17 The challenges of hiring in a specialized field 31:00 The importance of networking 33:26 Understanding the market 36:40 Investing in sales and partnerships 40:38 Specializing in new areas of technology 45:17 The power of content marketing 48:39 The future of the tech market Connect with Jan Zborowski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.…

The RevOps & ABM Alignment

1
Building High-Performing RevOps Team (with Sam Sutton, RevOps Director at Pearson) 1:00:08

לפני 43 weeks1:00:08

1:00:08

In this episode, Sam Sutton covers building a successful RevOps team, key skills for this role, and tips on talent development. HIGHLIGHTS: 00:00 Intro & Background 03:16 Sam's Journey into RevOps 07:37 Attracting talents to RevOps 11:05 The Structure and Roles in RevOps Teams 14:22 Balancing Firefighting and Planning in RevOps 20:10 The Evolution of RevOps from SalesOps 24:08 Essentials Skills for RevOps Talent 27:48 Saying NO in RevOps 31:11 Finding Talent in Unexpected Places 35:09 Power of RevOps Communities Connect with Sam Sutton LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Strategic Role of Positioning: How STX Next Became a Python Powerhouse (w/ Ronald Binkofski, CEO) 48:16

לפני 44 weeks48:16

48:16

In this episode, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today. HIGHLIGHTS: 00:00 Intro and background 07:23 Economic Uncertainty 20:06 AI revolution 25:24 Challenges for CTOs 27:48 Processes with Business Impact 29:31 Technology with Industry Expertise 37:35 DeepNext: System for building AI use cases 44:01 Success Competencies in Tech Connect with Ronald Binkofski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One) 32:44

לפני 45 weeks32:44

32:44

In this episode, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role. HIGHLIGHTS: 00:00 Intro and Background 02:31 Intent-Based Revenue Ops Framework 06:24 Change Management 13:43 The Power of Well-Defined Mission Statement 16:15 Driving Impact with Intent-Based RevOps 25:28 Skills and Competencies for RevOps Team Learn more about the Intent-Based Revenue Ops Framework here: https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impact Connect with Darren Fay LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Navigating Forecasting in RevOps (with Jeremey Donovan, VP of RevOps at Inishgt Partners) 47:48

לפני 49 weeks47:48

47:48

Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline. Connect with Jeremey Donovan LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Setting up GTM operations (with Roee Hartuv, Head of Revenue Architecture at Winning by Design) 59:48

לפני 49 weeks59:48

59:48

Launching GTM Ops requires a strategic first step. Confused about where to start? Romeo chats with Roee Hartuv from Winning by Design about how to set up and improve GTM operations by creating a clear data model to track the customer journey. HIGHLIGHTS: 00:00 Intro 03:01 Product Market Fit vs Go-To-Market Fit 08:30 Implementing GTM Ops 26:41 GTM Ops for B2B SaaS Companies 28:24 Revenue architecture 37:13 Growth challenges and strategies 45:13 Business algorithm for growth Connect with Roee Hartuv LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Nearbound: New GTM for sustainable growth? (with Jill Rowley, GTM advisor & expert) 50:13

לפני 50 weeks50:13

50:13

GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved. HIGHLIGHTS: 00:00 Intro and background 06:29 Partnerships in modern GTM 13:22 Nearbound strategy 27:32 Sales and marketing alignment 48:49 Partnerships for sustainable growth Connect with Jill Rowley LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Building Successful Product Studio with Railsware (Yaroslaw Lazor and Sergiy Korolov) 59:51

לפני 51 weeks59:51

59:51

Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success. HIGHLIGHTS: 00:00 From IT outsourcing to product studio 35:59 Team management 38:18 Achieving Product-Market Fit 59:36 Balancing product and service offerings Want to get more fresh insights into product management? Discover the top 5 podcasts recommended by Yaroslaw and Sergiy! https://railsware.com/blog/product-podcasts/ Connect with Yaroslaw Lazor: LinkedIn | Webpage Connect with Sergiy Korolov: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Growth strategies that made Netguru Europe's top Software House (with Radek Zaleski) 1:00:14

לפני 1 year1:00:14

1:00:14

Landscape in the Software Development Industry is getting harder. Less demand, more competitors. Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses. All B2B professional services companies can learn much about growth from this episode. HIGHLIGHTS: 00:00 Intro 03:23 NetGuru's growth journey 10:33 Changes in the market 27:40 The impact of content on Netguru's success 31:03 Building a strong brand 36:21 Gaining industry understanding 46:28 Identifying profitable niches 53:15 Couching young professionals 57:26 Avoid general business advices Connect with Radek Zaleski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Leveraging Person-Based Ads in ABM with CEO and Co-Founder at Influ2, Dmitri Lisitski 45:49

לפני 1 year45:49

45:49

What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies? Why should C-level executives be involved in building ABM strategy early on? Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions. HIGHLIGHTS: 00:00 Intro and Reflections on the Market Condition 08:30 Person-Based Ads in ABM 16:19 Advanced Marketing Tactics 36:21 C-level Executives in ABM Strategy Connect with Dmitri Lisitski LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Creating a Go-To-Market Roadmap with Co-Founder & CEO at Ignition, Derek Osgood 53:38

לפני 1 year53:38

53:38

What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies? Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions: HIGHLIGHTS: 00:00 Intro and Background 01:23 GTM Roadmapping 09:27 Customer Feedback and Insights 20:38 Entering a New Market 31:47 Message Customization for Different Regions 34:40 GTM Execution Plan 41:23 Internal Competencies vs Outsourcing 44:45 GTM Maintenance and Optimization 48:23 Post Launch Phase 50:55 Neglected GTM Areas Connect with Derek Osgood LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Optimizing Go-To-Market Efficiency with President at Amplitude, Thomas Hansen 47:40

לפני 1 year47:40

47:40

How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance? Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions. HIGHLIGHTS: 00:00 Introduction and Background 03:11 The Uncertainty in the B2B SaaS Market 05:32 Optimizing GTM efficiency 08:31 Consolidating the GTM Tech Stack 12:03 The Benefits of Product-Led Growth 15:03 Surviving as a Smaller B2B Company 23:00 The Art and Science of Sales and Marketing 26:19 Advanced Segmentation and Targeting 29:42 Benchmarking GTM metrics 33:23 Critical Role of GTM Strategy 42:25 Adapting to Technological Changes and AI Connect with Thomas Hansen: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Going From Start-Up to Acquisition with the CEO & Co-Founder of the RevOps Co-op, Matt Volm 50:48

לפני 2 years50:48

50:48

In this episode, Romeo is joined by Matt Volm, CEO and Co-Founder of RevOps Co-op. Matt's journey into Revenue Operations (RevOps) began as a VP at ALLY.io, an early-stage startup focused on developing OKR software. As one of the initial ten employees, he managed various aspects, including accounting, legal, finance, and revenue operations. Despite his extensive finance and strategy background, Matt was new to RevOps. In just two years, the company expanded to 150 employees, experienced increased revenue, and was eventually acquired by Microsoft, becoming what we know today as Viva Goals. Subsequently, Matt ventured into building his own company in the RevOps space, founding RevOps Coop—a global community of 10,000 individuals passionate about revenue operations. The main RevOps challenges, according to Matt, include its evolving nature, the transition to a more strategic approach, and resource allocation. On the other hand, Romeo emphasizes RevOps professionals' need to understand various business processes, such as sales ops, marketing ops, funnels, sales processes, customer success, and finance. Matt elaborates that RevOps is an evolving field, with its scope aligned with revenue-supporting operations like marketing, sales, post-sales, customer success, and customer support. The guest stresses the importance of identifying revenue drivers and investing resources strategically. When hiring a RevOps candidate, Matt suggests looking for adaptability and a willingness to tackle new challenges. Established companies may prefer specialists, while early-stage ones benefit from versatile generalists. To cultivate strategic thinking in RevOps professionals, Matt suggests constantly asking "why" and learning from internal and external sources, such as team meetings and communities like RevOps Coop. Continuous improvement is crucial in this broad field. The initial period in a RevOps role, Matt advises, should be focused on understanding problems, prioritizing them by impact, and delivering quick wins to gain trust. Building internal relationships and aligning with business goals is essential. Matt also underscores the importance of reporting structure, recommending that RevOps reports to a Chief Revenue Officer, COO, or VP of Business Ops rather than sales or marketing leaders. Tune into the full episode to learn more on how to go from a start-up to an acquisition! HIGHLIGHTS 01:00 Introducing Matt 05:00 Pitfalls of RevOps 12:00 The evolving role of RevOps 19:35 The perfect internal RevOps candidate 23:15 Becoming a strategist 26:30 Hiring internal vs external candidates 30:15 Resource allocation in RevOps 35:45 The big buckets of projects in RevOps roadmaps 40:40 RevOps resource allocation and priorities 44:00 Reporting in RevOps Connect with Matt: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
Cracking the Code of Revenue Attribution with the CMO & Co-Founder of Dreamdata, Steffen Hedebrandt 48:52

לפני 2 years48:52

48:52

In this episode, Romeo is joined by Steffen Hedebrandt Co-Founder and CMO of Dreamdata.io - a company that Automatically extracts, cleans and simplifies your B2B go-to-market data, and empowers your team through revenue impact. Steffan's journey into the world of B2B marketing and growth began shortly after graduating from university in the early 2010s. Throughout his career, he has honed his skills in various marketing and growth-related roles, gaining invaluable experience in the B2B go-to-market landscape. His professional path has consistently led him to startups and scale-up companies, where a digital focus reigns supreme. By applying a deep-rooted growth mindset and a data-driven approach, he has successfully scaled businesses and built teams at companies like Upwork and Airtame. At DreamData, Steffen and his team empower customers to understand their customer journeys, optimize costs, and strategically allocate resources. His role as Chief Marketing Officer underscores his commitment to solving the challenges of scaling marketing and growth. Steffen's journey exemplifies his dedication to helping businesses thrive in the dynamic B2B landscape, making him a notable figure in the field of marketing and growth. Steffen's perspective on Chris Walker's self-made attribution approach emphasizes its low implementation cost and the additional data points it provides that aids in understanding customer journeys. He recommends its adoption in most companies, drawing from his own company's experience with a sample of 100 demo calls, revealing that people often don't remember their funnel entry points, highlighting the inconsistency of self-reported answers. While it appears easy to implement, Steffen cautions against viewing it as a universal cure for businesses. The self-reported attribution, which involves open-field questions about referral sources, is relevant in B2B SaaS companies. Still, DreamData offers a more comprehensive solution that goes beyond merely asking customers how they heard about a product or service. Steffen suggests that self-reported attribution can help identify instances where marketing stands out, though it risks confirmation bias, potentially exaggerating the impact of certain marketing efforts. Tune in to the full episode to learn how to approach revenue attribution in 2023! HIGHLIGHTS 01:00 Introducing Steffen 02:25 Take on self-made attribution 08:50 Navigating a cookie-less world 11:25 Addressing attribution challenges 19:09 The usual missing components for prospect accounts 25:00 The road from trial to winning 30:10 The challenge of evengalazing clarity in the customer journey 36:20 Learnings from GTM campaigns 41:45 Communities for B2B SaaS, RevOps and ABM research Connect with Steffen: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
Creating a Unified RevOps System with the Director of Growth Marketing at Syncari, Evan Dunn 49:06

לפני 2 years49:06

49:06

In this Episode, Romeo is joined by Evan Dunn, Director of Growth Marketing at Syncari. Evan's career spans linguistics, marketing, analytics, and AI. He began in linguistics, transitioned to marketing and social listening consulting, and later entered analytics consulting for TV shows. Evan excelled in digital and growth marketing, having worked with unicorns and collaborating with CMOs and IT leaders across his career. Evan embraced Account-Based Marketing (ABM) at Syncari, where he is the Director of Growth Marketing, emphasizing the impact of data alignment. Evan's versatile experience makes him a valuable asset in data-driven marketing and technology, demonstrating adaptability and various insights from across diverse industries. In B2B service and software, the reliance on sales conversations is crucial, even as the SaaS market evolves. Evan points out that research from PeerSignal suggests that even PLG companies are reintroducing sales teams to maintain customer stickiness and create effective feedback loops. The guest shares two main challenges which emerge in the B2B domain: the need to track conversations and the intricate relationship between companies and individuals within them. Historically, Salesforce initially structured its data model like accounting software, leading to a mismatch in data needed for Account-Based Marketing (ABM). This misalignment created a necessity of lead-to-account matching to cater to ABM's focus on turning leads into accounts. However, smaller companies without strict procurement processes face challenges when shifting towards company targeting. In contrast, HubSpot adopted a different data architecture, reflecting their pioneering vision of cloud CRM. For growing companies, data alignment might not be a priority, but it becomes crucial as businesses scale and seek greater productivity. Data sets and IT play pivotal roles in B2B organizations, with early-stage startups needing systems that support experimentation and rapid adaptation. Accurate data alignment across systems, called operational data, is essential for effective campaigns, while analytical data is used for strategic dashboards and strategic decisions made by top level management. Creating systems that foster alignment across RevOps and ABM functions is crucial. Data and IT solutions can help these teams work towards a common goal of revenue generation. Syncari, a potential solution, emphasizes the importance of business-wide alignment facilitated by efficient systems and instrumentation. As businesses shift their focus away from high-tech sectors, data-driven insights become essential for targeting new industries. Data in the hands of front-line teams is critical for feedback loops and informed strategies, as relying solely on communication tools like Slack can result in inadequate sample sizes for strategic decision-making. HIGHLIGHTS: 01:04 Introducing today's guest 02:40 Connecting the customers 09:28 Relevant data structuring 15:20 RevOps and ABM alignment 21:25 Educating SDR's 29:30 Superstar culture vs OKR culture 37:15 The importance of data accuracy 43:40 Learning resources on ABM and data Connect with Evan: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
Navigating Intent Data with the Head of RevOps at N.Rich, Anastasiia Binns 35:38

לפני 2 years35:38

35:38

In this episode, Romeo is joined by Anastasiia Binns, Head of RevOps at N.Rich - an ABM and buyer intent platform. The episode focuses on how she has implemented Account-Based Marketing (ABM) and how Revenue Operations (RevOps) plays a crucial role in enabling ABM within their organization. The guest takes a no-nonsense approach to RevOps and proudly identifies as a HubSpot enthusiast. Drawing from experience building the RevOps function from scratch in four different companies, she shares insights into the world of revenue operations. The guest's expertise lies in establishing RevOps from the ground up, often stepping into organizations with minimal operational support. Anastasiia recounts her journey at N.Rich, highlighting the introduction of ABM as a new concept. While emphasizing and adapting to GDPR compliance in her approach, she notes the differences between the US and EU players in the space such as terminals and demand base. Anastasiia introduces herself as a team of one at N.Rich, responsible for RevOps. Her expertise lies in building RevOps functions from scratch, and she shares her journey of joining the company with the goal of setting up the RevOps function and implementing ABM. Anastasiia explains that the platform combines intent data and ABM advertising. The company targets accounts, not individual prospects, and uses advertising to engage these accounts. N.Rich's platform optimizes campaigns, focusing on clicks, conversions, and significant engagements rather than mere impressions. The platform also helps segment the audience based on intent data, making content more relevant. The guest clarifies that the company captures IP addresses and tracks cookies to understand which companies are engaging with content. They focus on company-level intent data, which is GDPR compliant. She distinguishes this approach from some US-based companies that use person-level intent data, which can raise GDPR compliance issues. At N.Rich, the company defined their ICP and categorized accounts into three tiers. The decision-making process for tiering involved aligning sales and marketing goals and ensuring consistency in targeting. RevOps played a facilitating role in these decisions.Anastasiia mentions that the company leverages HubSpot's integration to monitor account activity and engagement. The data captured in HubSpot helps the SDR team understand when accounts demonstrate first-party intent. The team uses campaign analytics for additional insights. They also modified their attribution mechanism to accommodate the changes made during the ABM implementation. HIGHLIGHTS: 00:30 N.Rich's Approach to Implementing ABM 10:43 Creating A-Tier Lists for Ad Campaigns 13:20 The Role of RevOps in ABM 17:42 Overlooking Early Stage ABM Priorities 24:53 Becoming Relevant to Targeted ABM Companies 28:05 Top 3 Ideas for a RevOps Roadmap 31:04 Resources for RevOps and ABM Learning Connect with Anastasiia: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

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Creating a Winning Revenue Strategy with the VP of Operations at Nylas, Mallory Lee 47:09

לפני 2 years47:09

47:09

In this episode Romeo is joined by Mallory Lee, VP of Operations at Nylas. Their platform gives developers universal access to email, calendar, and contacts providers through a single integration. Mallory graduated in 2009, when the economy was in a dreadful shape. She was determined to stay in Indianapolis, and during that time one of the only growing companies in her region was ExactTarget (acquired by Salesforce in 2020), where she began her career as a Marketing Business Analyst and stayed for 4 years, climbing up to the title of Marketing Budget & Operations Manager. During her time in ExactTarget she learned Salesforce and had the chance to work on marketing automation projects right at the time when marketing automation started to gain ground. After ExactTarget, Mallory held a variety of roles at Salesforce, Formstack, Bluebridge and Cheetah Digital until she found Terminus where she stayed for 3 years, climbed the ranks, and ultimately found her true calling in the customers journey specialty. Mallory attributes the recent popularity of RevOps to the major advancements that we’ve seen in RevOps tech and the defining of the category. Her passion in RevOps is all about connecting the dots end to end, driving efficient growth, creating enterprise value and approaching growth in the right way. When it comes to building a working GTM motion, Mallory mentions that the key need for any strategy is the need for clear and aligned communication between stakeholders. If your operations team is not on the same page, you’ll be fighting an uphill battle. One of the caveats that Mallory has noticed is that in some environments the ones who hold the Salesforce key are the ones who dictate the rules, which is not a healthy environment. Both Romeo and Mallory agree that early stage startups often try to implement a functional RevOps motion and fail due to rushing the process, often influenced by factors such as impatient investors, pressure from the market and incompetent leadership. This seems sustainable while investor money is coming in, but once that well dries up - the true damage of a misaligned GTM team shows. Tune into the full episode to learn how to create a winning revenue strategy! HIGHLIGHTS: 01:05 Mallory’s Career Beginnings 05:42 Finding Her Calling in Improving The Customer’s Journey 07:00 Why RevOps Became Popular 10:52 Quick History Lesson in RevOps 13:05 B2C vs B2B Revenue Strategies 17:45 Seeing The Big Picture in Revenue 19:17 Why RevOps & ABM Work Well Together 23:32 Early Stage Startups and Bad RevOps Models 27:52 Forrester and RevOps in 2023 33:10 How To Become a Winning RevOps Specialist 37:32 Shiny Object Syndrome Connect with Mallory: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
Get To Know Your Host, Romeo Mann 21:16

לפני 2 years21:16

21:16

Welcome To The RevOps & ABM Alignment In this inaugural episode of The RevOps & ABM Alignment, guest host Ed Purmalis interviews the Co-Founder & CRO of MAN Digital - Romeo Mann. Romeo loves to ask questions to absolutely everyone, learn the why behind complex issues, and break down complicated concepts to present them in a simple manner. This weekly podcast will bring a specialized and strategic approach to a variety of topics in the B2B Go-To-Market space, with a heavy emphasis on two effective and often misinterpreted motions - Account-Based Marketing and Revenue Operations. You can expect to hear from subject matter experts that work with data on a regular basis and walk the walk - CFO’s, RevOps Leaders, VC’s and CRO’s. You can also expect newer adapters that have seen the magic behind a truly effective GTM strategy. So WHY? Both RevOps & ABM are getting more and more popular due to the amazing pace at which GTM technology is evolving. The goal of the show is to dissect why you need to implement these motions, how to properly do it, and to make sure you’re doing what really matters - gaining net new revenue. The aim of this show is to answer some hard-hitting questions such as: Are you correctly interpreting the data? Is your data even correct? How do you set the right KPI’s for revenue teams? How do you achieve alignment between Marketing, Sales and Customer Success? How do you target your prospects with true relevance? How do you empower executives to be self-sufficient when looking for answers? What technology should you prioritize and implement? ..and much more! Speaking of technology - this episode highlights the importance of connector tools like Zapier, data enrichment tools such as LeadMagic, and of course - ChatGPT with all of its wonderful plugins. We look forward to hearing your feedback. If you love listening to this show, please subscribe, share, and give us a 5 star rating on Apple Podcasts - it truly helps lock in higher profile guests for you to hear from! *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

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Allbound: A new way to reach buyers? (with CRO at Walnut, Catie Ivey) 39:58

לפני 1 year39:58

39:58

What is Allbound? What are the challenges with traditional inbound and outbound? How to improve the B2B buying process? Romeo Mann sits down with Catie Ivey, CRO at Walnut, to answer these and more questions. HIGHLIGHTS: 00:00 Introduction and Background 03:15 Developing Outbound Motion 06:00 The Difference Between CRO and Sales Leader 08:00 Aligning Inbound and Outbound Strategies 11:44 When to invest in ABM platform 15:29 Essential skills for marketers today 21:09 Challenges with Outbound Sales 27:12 What should CRO prioritize in a Series B Company? 35:11 Improving the B2B buying process 37:27 Recommended Resources Connect with Catie Ivey: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Driving Sustainable Growth: ABM and RevOps Tips W/ Advisory Leader at Insight Partners, Pablo Dominguez 41:09

לפני 1 year41:09

41:09

How does Lean methodology factor into go-to-market strategies? What are the key considerations before adopting an ABM strategy? How does RevOps' role shift before and after an IPO? Romeo sits down with Pablo Dominguez, Advisory Leader at Insight Partners, to answer these and more questions. 00:00 Introduction and background 06:54 Applying Lean Methodology in GTM 9:33 How Insight Partners Work with Companies 15:45 Finding GTM Fit 25:19 The Ultimate Metric in ABM 28:14 Experimentation and Iteration in ABM 29:33 RevOps Pre-IPO vs Post-IPO 37:45 Leveraging AI in Marketing and RevOps Connect with Pablo Dominguez: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Understanding Revenue Operations w/ VP of RevOps at Flywire, Carol Chen 45:09

לפני 1 year45:09

45:09

What drove the shift from SalesOps to RevOps? What are the key functions in RevOps and how do they evolve with company growth? When should a company start RevOps and what are the initial steps? Romeo Mann sits down with Carol Chen, VP of Revenue Operations, to answer these and more questions. HIGHLIGHTS: 00:00 Introduction and background 04:22 How SalesOps shifted to RevOps 07:17 When to implement RevOps 10:22 Focus areas in RevOps 16:49 RevOps blueprint 19:33 Internal RevOps vs Agency 23:01 Pre-IPO and Post-IPO dynamics 25:52 Shift from growth at any cost to retention 29:59 Tools consolidation and ROI 33:58 Investing in RevOps 35:28 How ABM aligns with RevOps 42:32 RevOps Inspirations and resources Connect with Carol Chen: LinkedIn | Webpage Connect with Romeo Mann: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
How Not To Suck At Marketing w/ CMO at Greenlight Guru, Jeff Perkins 49:13

לפני 1 year49:13

49:13

What are the marketing fundamentals many B2B marketers overlook or neglect? What does alignment between sales and marketing look like in practice? What the CMO should focus on during the first 90 days? Romeo sits down with Jeff Perkins, CMO at Greenlight Guru, to answer these and more questions. HIGHLIGHTS: 00:00 Introduction and background 03:09 The basics of marketing and ABM 10:20 Transition to B2B marketing 15:11 Key focus areas for marketers in 2024 21:33 Understanding the customer journey| 25:37 Creating a 90-day plan as a CMO 33:27 What the CEO expects from the CMO 37:11 Sales and marketing alignment in practice 41:23 Habits for marketeers in 2024 47:55 Jeff's book recommendation Connect with Jeff Perkins: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Strategies for Event-Driven Revenue Growth (w/ Director of GTM Ops at Gong, Shantanu Shekhar) 39:59

לפני 1 year39:59

39:59

In this episode Romeo sits down with Shantanu Shekhar, Senior Director of GTM operations at Gong.io, to explore creative go-to-market strategies, from exclusive events to community building. Additionally, our guest sheds light on Gong's AI strategy, highlighting the importance of understanding data volume, relevance, and compliance. Drawing from Gong's experience, he illustrates how conversational intelligence helps revolutionize sales processes and Account-based marketing. During the conversation, Shantanu also shares practical tips for engaging with target personas in a crowded market, especially in enterprise deals. HIGHLIGHTS: 00:00 From engineering studies to RevOps 08:24 Conversational intelligence in GTM 11:19 Gong's conversational intelligence tool 15:10 Using accounts' insights in ABM 19:08 Targeted events for building thought leadership 30:37 Challenges in enterprise deals and how to overcome them 35:09 Content and playbooks for enterprise deals 38:07 RevOps resources Connect with Shantanu: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Why Companies Fail With ABM With Former Head of RevOps at N.Rich, Anastasiia Binns 50:50

לפני 1 year50:50

50:50

This time, Romeo together with Anastasiia Binss (now RevOps Head at Semble) discusses the 5 most common pitfalls of ABM in organizations and how to fix them. What you'll learn from this episode: 00:00 Journey from Anthropology to ABM and RevOps 5:28 What is Account-based marketing 7:28 Changing to ABM is scary 17:41 Common misconceptions about ABM 21:21 Pitafll #1: We don't understand what ABM is 25:75 Pitafll #2: We set ourselves the wrong KPIs 31:26 Pitafll #3: We set it and forget it 36:25 Pitafll #4: Our sales team is not part of the process 41:33 How to get sales buy-in for ABM 44:50 Pitafll #5: We underestimate the size of the project 49:27 Treat ABM as a strategy, not a project Connect with Anastasiia: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
From Tactical To Strategic RevOps with Head of Biz. Architecture & Technology at Pleo, Jeppe Wienziers Stenbæk 56:24

לפני 1 year56:24

56:24

Today, Romeo is joined by Jeppe Wienziers Stenbæk - Head of Business Architecture & Technology at Pleo. They offer smart company cards that enable employees to buy the things they need for work, all while keeping the company's finance team in control of spending. From this episode, you will learn the difference between tactical and strategic RevOps, the "domain model" for operations teams, how RevOps in Pleo helps in optimizing GTM, the role of AI in RevOps, and more. HIGHLIGHTS: 00:00 Jeppe's journey into RevOps 06:54 Overview of Plio and evolution of the RevOps team 18:05 Organizing RevOps teams 23:09 RevOps - Marketing cooperation 29:56 Attribution and reporting 35:02 Data integration and usage 37:44 Data consolidation 39:22 Roles and competencies in RevOps 41:25 The pricing team as a part of RevOps 44:48 RevOps strategic projects 47:02 Adapting to changing market conditions 51:26 Changing competency metrics in hiring 52:48 The Role of AI in RevOps *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue. Connect with Jeppe: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
How Not To Land In Spam: E-mail Deliverability With Founder of Lead Magic, Jesse Oullette 1:08:37

לפני 1 year1:08:37

1:08:37

In this episode, Romeo sits down with Jesse Ouellette, founder of LeadMagic, discussing insights on email deliverability, technology setup, and pitfalls of conventional outreach. Together with Romeo, they explore challenges in data and tools for modern outbound strategies and ABM. They also address GDPR concerns with tools like ZoomInfo and Apollo, and the usefulness of 3-rd party data. Tune into the full episode for insights into optimizing email outreach with a focus on data and tooling. Connect with Jesse: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Make it Easy to Buy You: The Insider's Approach to GTM with the VP Revenue, Kubilay Sengun 43:38

לפני 1 year43:38

43:38

Kubilay, VP of Revenue at Insider, guides listeners through the global impact of overseeing sales, marketing, and customer success for a company with over 1000 employees and 26 offices. Serving clients like Singapore Airlines, Estelada, Samsung, Adidas, and Nike, Insider's technology, illustrated through the New Balance example, enhances conversion rates and customer value. Kubilay reminisces about the "Crocodile Approach" strategy, focusing on unexplored markets, and the hard work behind building a European presence. He describes Insider.'s unique approach to outbound based on personalized gap analysis and use cases tailored to every client. Discussing the influence of COVID-19 on e-commerce, Kubilay emphasizes the importance of over-serving customers, retention strategies, and the evolving market dynamics. He explores the trend of B2B consolidation and unveils Insider's strategy to generate one in four new businesses from existing clients. In the final segment, Kubilay recommends game-changing books: "The Hard Thing About Hard Things" by Ben Horowitz and "Principles" by Ray Dalio. Explore more insights for revenue leaders, entrepreneurs, and business strategists on the evolution of revenue operations and the impact of personalization in the full episode. Connect with Kubilay: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Using AI in Go-To-Market Operations with Nicholas Lansberry, GTM Operations Manager of Expedient 52:31

לפני 1 year52:31

52:31

In this episode, Romeo is joined by Nicholas Lansberry - GTM Operations Manager at Expedient. They are a data center and cloud services provider for digital transformation. Nick together with Romeo discusses the role of AI as a teammate. Nick explains a few use cases, eg. using AI to assist salespeople in crafting tailored messages for target accounts, using CRM data and industry insights. They also envision the future of AI in roles like revenue architects, focusing on customizing and refining AI blueprints to align with specific business needs. The discussion also covers Ai importance in reporting, especially in tools like HubSpot. Watch the full episode to learn more about using AI in your go-to-market operations. Connect with Nick: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Role of Niching Down for Software House Success with Leopold van Oosten, CEO & Founder of Amsterdam Standard 1:11:29

לפני 2 years1:11:29

1:11:29

In this episode, Romeo is joined by Leopold van Oosten, the CEO and Founder of Amsterdam Standard - a Software House providing team augmentation for product companies. Leo describes Amsterdam Standard's journey from referral-based business to scaling marketing and sales motions in the red ocean of the IT market. He agrees with Romeo, that to stand out as a Software House, you must have a clear ideal customer profile, a unique point of view, and an expertise-based value proposition for the chosen industries you're targeting. As an example, Leo tells how his LinkedIn strategy became one of the main sources of leads for the company. Connect with Leo: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
Creating "Moments of Impact" for SaaS Growth with the CRO of Catalyst Software, Mark Kosoglow 34:10

לפני 2 years34:10

34:10

In this episode, Romeo is joined by Mark Kosoglow, the CRO of Catalyst Software - a Customer Success Platform that helps CS managers proactively take the right actions to prevent churn. During the conversation with Romeo, Mark challenges the traditional focus on top-of-funnel acquisition and advocates for prioritizing post-sales efforts. He explains the crucial role of creating a recurring impact for customers after the initial sale for SaaS growth. He introduces the concept of "moments of impact" as critical experiences within the customer journey that contribute to the overall value creation. In a nutshell, they're a series of impactful moments for customers. Additionally, Romeo's guest explains the operational rhythm and philosophy necessary for effective post-sales management. He details how Catalyst.io deploys specific solutions aligned with customers' business initiatives, constantly delivering value through a structured approach. For dessert, Mark challenges the reliance on lagging metrics like churn and advocates for measuring success through metrics tied to specific business initiatives. Tune into the full episode to learn more ways to create recurring impact for customers and increase business growth. Connect with Mark: LinkedIn Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
The Critical Role of Subject Matter Expertise for ABM Success with CRO of AiDen Auto, Todd Thomas 55:46

לפני 2 years55:46

55:46

Romeo and Todd Thomas, CRO of Aiden Automotive Technologies, touch upon the essential nature of subject matter expertise in B2B and targeted ABM. No matter how advanced technology becomes, knowing the nuances of a specific industry or field remains critical. True ABM requires a deep understanding of the target audience, precise messaging, and tailored approaches. All that should come from identifying the unique needs and challenges of different stakeholders in target accounts. Businesses should also not underestimate the role of data in refining strategies. Understanding what works and what doesn't is crucial in iterating for better outcomes. Tune into this episode to delve deep into the blend of technology, data science, and its impact across various industries. If you've ever wondered about the true value of subject matter expertise in marketing, this episode is a must-listen! Connect with Todd: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

The RevOps & ABM Alignment

1
Embracing RevOps In Modern Business With HubSpot Legend Dan Tyre 25:46

לפני 2 years25:46

25:46

In this episode, Romeo delves deep into the world of Revenue Operations (RevOps) alongside Dan Tyre, a seasoned veteran from HubSpot, with a robust entrepreneurial background spanning over 42 years. From the very beginning, Dan takes listeners on a journey through his impressive career. He recounts his pivotal roles in five startups - with the first one starting at a valuation of two million dollars and eventually soaring to a staggering 1.4 billion dollars. His subsequent ventures led him from Phoenix to Microsoft, eventually crossing paths with Brian Halligan and Dharmesh Shah, the co-founders of HubSpot. Now, 16 years into his tenure at HubSpot, Dan finds himself deeply entrenched in the marketing world, gaining invaluable insights into the growing importance of RevOps. During their conversation, both Romeo and Dan touch upon the transformational shift in the perception of RevOps. From being a role relegated to "fire extinguishing", RevOps is now envisioned as the Spider-Man of the corporate world, connecting different strands to ensure seamless operational synergy. Dan brilliantly captures its essence, quoting the HubSpot RevOps overview: "RevOps is a strategic integration of sales, marketing, and service to provide a better end-to-end view of administration and management, thereby enhancing day-to-day processes across these departments." But why has RevOps become so essential in recent times? Dan believes that it's the rapid scaling of companies that pushes them towards a metaphorical "bottleneck". When growth becomes too quick to handle, companies run the risk of diluting their customer experience. Herein lies the true power of RevOps - its ability to consolidate data and offer insights that propel companies toward sustainable and intentional growth. Romeo also introduces listeners to the intricacies of setting up an effective RevOps framework within tools like HubSpot. From understanding the lifecycle stages to defining lead statuses, Romeo emphasizes the need for clarity and visibility in data management. This episode dives deep into practical steps, including the usage of lucid charts and the maturity model, which helps businesses understand their stage in the RevOps journey - be it crawling, walking, or running. Before wrapping up, Dan shares a potent takeaway. He underscores the immense competitive advantage businesses can gain by embracing RevOps. With the right data, understanding, and efficiency, businesses can not only delight customers but also solidify their position in the market. Tune into the full episode to learn how RevOps can revolutionize your growth strategy and why it's quickly becoming an indispensable facet of modern businesses. Connect with Dan: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage *** This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.…

The RevOps & ABM Alignment

1
HubSpot as Your Ultimate RevOps Advantage with the Co-Founder & CEO of Supered, Matt Bolian 50:13

לפני 2 years50:13

50:13

In this episode, Romeo is joined by Matt Bolian, the Co-Founder of RevPartners and the Co-Founder/CEO of Supered - a company that helps turn CRM adoption into your superpower by providing training and guidance for revenue teams. Matt’s background is in the US military, where at the end of his 6 year tenure he held the title of Director of Analytics: Battalion Intelligence Officer. A lot of his daily tasks were similar to the duties of a RevOps professional - he needed to synthesize information to help people make the right calls, which is exactly how RevOps aides their revenue teams. Once he left the military, Matt found his next role at C Spire as their Chief of Staff. Initially he had thought of going into sales, but he noticed that the structure that C Spire had made for their sales team was inefficient, so he took it upon himself to fix their CRM and go from chaos to clarity. Matt’s journey to becoming the Co-Founder of RevPartners started in 2019, when the President who hired him at C Spire became a CEO of Connectivity Wireless and took him along for the ride. Initially it was planned that Matt would lead their business operations/marketing and be in charge of their ERP, although they had a Microsoft Suite, which Matt is not a fan of. During that time the CEO who brought him over left, and then everybody who he brought along for the ride got laid off - except Matt. Matt realized that his role was a quintessential part of the business, even though he didn’t have the name for it, and so his journey into RevOps began. His A-HA moment was when he realized that RevOps was a very difficult role to hire for, so upon meeting Brendan Tolleson, who at the time was a CRO, they began to brainstorm on how to effectively help companies outsource this function and avoid the trial and error that is required to successfully build a RevOps function in-house. And so - RevPartners was born. It’s no secret that Salesforce is an expensive, and often overly complex tool for most businesses. When Matt discovered Hubspot, he came to the conclusion that this was the right CRM for him to hone his specialty in, as it does all the base functions he needed than any other platform, so he went all-in. Romeo and Matt take a deep dive into how to correctly analyze your Go-To-Market strategy and what common mistakes are making revenue teams inefficient. Matt says that every company is doing RevOps in one way or another - even if they don’t realize it - and mentions that a company's revenue maturity is not an indicator of their RevOps maturity. The first things to look at are if your sales team is following a process and if your success team is all on the same platform, otherwise you’re approaching RevOps backwards. Tune into the full episode to learn more ways to turn HubSpot into your ultimate RevOps advantage! HIGHLIGHTS: 02:25 Matt’s Military Background 05:15 How Matt Became Chief of Staff 06:49 The RevPartners Journey 10:42 How Matt Started With Hubspot 15:50 RevOps Role in the Current Market Turmoil 20:36 How to Analyze Your GTM Approach in 2023 28:52 First Steps for RevOps Adoption 36:03 Does Supered Collaborate with the Hubspot Team? 37:54 What Changes Hubspot is Making to Help RevOps Teams 43:15 Building Sales Playbooks & Processes Right Connect with Matt: LinkedIn | Webpage Connect with Romeo: LinkedIn | Webpage…

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The RevOps & ABM Alignment « » Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One)

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Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One)

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The RevOps & ABM Alignment « »
Intent-Based RevOps Framework (with Darren Fay, Sr. Director of RevOps at Henry Schein One)