Afleveringen
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This episode features an interview with Kieran Snaith, VP of Revenue Operations at Qualified, the pipeline generation platform for revenue teams that use Salesforce.
Kieran describes how, in a world of inbox overload, we can catch the attention of potential customers. He also explains how his team harnesses the power of real-time engagement to drive conversions.
Guest Bio
In his over two years at Qualified, Kieran was the Director of Revenue Operations before moving into the role of VP. He has previous experience at SurveyMonkey, LeadIQ, and GetFeedback. A skilled business developer and strategist, Kieran has experience driving teams to success. He lives in Belmont, California.
Guest Quote
âThis stuff is hard. There's a lot going on. You're going to be surrounded by challenges. Really work with the cross functional leaders to get that buy in on the top priorities. Focus on those. We've been in times where we've just had too much going on at a given time. And we're doing, you know, too many things at 95%. Really focus on the things that are going to impact the metrics that matter the most to you. Prioritize that, get the cross functional buy in and take those on.â
Time Stamps
**(01:05) Defining RevOps
**(01:30) Building a RevOps function
**(08:42) Creating a strategy
**(13:17) BDRs and SDRs
**(21:03) Why you have to respond quickly
**(25:15) RevObstacles
**(29:56) RevOops
**(38:10) The Tool Shed
**(42:16) Quick Hits
Sponsor
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links
Find Kieran on LinkedInFind Ian on LinkedinCheck out Qualifiedâs Website -
Today, weâre taking a look back on our most recent season. Weâve heard from some incredible minds in the Revenue Operations space, and one of our favorite parts of every conversation is hearing how guests define âRevOps.â Each definition is a little different, and each definition brings something new to the RevOps table.
Letâs take a quick look back at some of those conversations. How do our guests define RevOps? Why is RevOps important? And what do you need to know to make your RevOps team successful?
Guests featured:
Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicksTodd Thomas, Chief Revenue Officer at Aiden AutoScott Hoffman, Chief Revenue Officer of GFT USAKiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.Brian Tully, Chief Revenue Officer at GoldcastJamie Anderson, Chief Revenue Officer of EmburseCharles Lu, VP of Operations at LexCheckSaima Rashid, Senior Vice President of Revenue Analytics at 6senseJason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRMJohn Foong, CRO of Domain Group--
Time Stamps
(00:55) - Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks
(01:56) - Todd Thomas, Chief Revenue Officer at Aiden Auto
(04:09) - Scott Hoffman, Chief Revenue Officer of GFT USA
(05:07) - Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.
(07:38) - Brian Tully, Chief Revenue Officer at Goldcast
(09:49) - Jamie Anderson, Chief Revenue Officer of Emburse
(12:29) - Charles Lu, VP of Operations at LexCheck
(15:11) - Saima Rashid, Senior Vice President of Revenue Analytics at 6sense
(18:15) - Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM
(20:33) - John Foong, CRO of Domain Group
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Sponsor
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Jason on LinkedInCheck out QualifiedLearn more about Caspian Studios -
Zijn er afleveringen die ontbreken?
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Today Ian interviews John Foong, CRO of Domain Group. Domain is one of the largest property marketplaces and portals in the Southern Hemisphere. John tells us how to leverage metrics rather than drown in data, and how to demonstrate your businessâ value, even in a tight market. He also describes how you should treat frequent flyers; what John calls his best customers.
Guest Bio:
John joined Domain as CRO in September 2021, having previously held senior leadership roles at Uber, Google and McKinsey & Co. John has focused on accelerating Domainâs marketplace strategy leveraging Domain mantra of âBetter Togetherâ. Johnâs focus is helping agents build sustainable and effective businesses by offering a set of connected solutions to supercharge agents workflow to complete today's tasks in half the time. He was ranked #36 in Elite Agentâs âMost influential leaders in Australian real estateâ at the end of 2022.John has a Bachelor of Commerce Honours from degree UNSW and an MBA and Masters in Education from Stanford University, where he was the Class President.
Guest Quote:
âYou can easily spend a lot of time reviewing metrics, collating metrics, trying to clear out all the noise so those metrics are reasonable and comparable. And the useful question I find in trying to figure out that middle ground, that optimal point of metrics, is that question of, âso what?â Or put differently, if I have this metric, if I measure it, will it help me make a different management decision in a timely way? Whatâs the so what?â - John Foong
Time Stamps:
**(00:50) - Johnâs role at Domain
**(01:33) - Defining RevOps
**(06:48) - Building RevOps Strategy
**(11:45) - RevObstacles
**(14:28) - RevOops
**(25:10) - The Toolshed
**(36:41) - Quick Hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
Connect with John on LinkedInConnect with Ian Faison on LinkedinCheck out the Domain Group Website -
Go-to-market leaders have to fill a lot of roles. Todayâs guest says that, of many jobs, his most important role is fueling revenue success.
This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM. SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer.
Jason emphasizes the importance of doing your research and asking questions to set yourself up for success. He and Ian talk building pipeline, critical tools, and aligning cross-operational teams.
Guest Bio:
As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM â all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions.
Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On).
Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects.
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Guest Quote:
âWe're putting an emphasis on doing your research and qualification, asking the tough questions, because that sets the table for what a future successful outcome looks like. And there's so many data points around a customer or prospect. With a high degree of curiosity, with some structure around it, you can go into a meeting a lot more prepared to ask the hard questions by just understanding the general landscape of that company.â
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Time Stamps:
**(00:15 ) - Jasonâs start
**(01:45) - Defining RevOps
**(02:58) - Why RevOps is like a cake
**(05:49) - Building a RevOps Team
**(23:17) - RevObstacles
**(31:39) - The Toolshed
**(41:36) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links:
Connect with Jason on LinkedInConnect with Ian Faison on LinkedinCheck out the SugarCRM Website -
This episode features Charles Lu, VP of Operations at LexCheck. LexCheck accelerates contract review and streamlines negotiations by delivering redlines and issues lists in minutes while ensuring consistency across contracts. There, Charles is responsible for executing the C Suite's strategies to grow its product offerings and customer base.
Charles explains how he uses RevOps as a strategic tool for not only tracking revenue, but assessing performance and identifying areas for improvement. He also describes the biggest challenge in modern sales leadership: balancing creativity and process to empower teams while providing insights on performance.
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Guest Bio
Charles Lu is the VP of Operations at LexCheck where he is responsible for executing the C Suite's strategies to grow its product offerings and customer base. With a background in law, Charles has served as an M&A Associate at leading law firms such as Latham & Watkins and Goodwin. He holds a J.D. from the University of Michigan Law School and a BASc in Mechanical Engineering from the University of Waterloo. In his current position, Charles leverages his legal expertise and engineering knowledge to drive operational excellence at LexCheck. With a Juris Doctor degree, he possesses a comprehensive understanding of the legal intricacies. Additionally, his Bachelor of Applied Science in Mechanical Engineering equips him with a versatile skill set. Charles' multifaceted background makes him a valuable asset in executing growth strategies at LexCheck. His commitment to operational excellence and deep understanding of the legal industry contribute to advancing the company's impact on the legal tech industry.
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Guest Quote
âOne of the mantras that I live by is that time kills all deals, right? Inactivity kills all deals. Open decision points will kill a deal, right? And so the challenge that we solved was taking those exit criteria and boiling them down to can you write a proposal for this client. Not a proposal that they need necessarily to sign. But can you write a proposal that will basically set out something that we can provide them that will provide them value.â
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Time Stamps
00:24 - How Charles got started
01:54 - Defining Revenue Operations
06:46 - RevObstacles
15:14 - Scaling legal review
26:26 - RevOops
29:20 - The Tool Shed
35:56 - Quick Hits
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Sponsor
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Charles Lu on LinkedInConnect with Ian Faison on LinkedinCheck out LexCheck -
Welcome to Rise of RevOps. Weâre bringing you straight to a live interview at Dreamforce. In todayâs episode, Robert Zimmermann, CRO of Qualified, interviews Saima Rashid, Senior Vice President of Revenue Analytics at 6sense. Saima says that data helps us make our best, most informed decisions. She also describes which AI tools she uses to drive digital transformation and efficiency.
Guest Bio:
Saima 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. Sheâs currently the SVP of Revenue Analytics at 6sense.
Before 6sense, she worked at PTC as VP, Field Analytics & Insights and Director - Marketing Analytics. Before PTC, Saima worked at CVM Marketing Inc as a Consultant in business analytics. Saima has a Master of Business Administration (MBA) degree with a focus on Management Information Systems and Marketing. Saima also holds a Bachelor of Science degree in Economics, Statistics, and Mathematics.
Guest Quote:
âI'm Senior Vice President of Revenue Analytics, and I feel like I'm an accidental marketer. Because it all starts with the data, and really letting that inform what marketing strategies we should be putting our money in and investing in, and how do we quickly understand if itâs working. I'm a big believer in data to drive insights. Let's rely less on the gut.â
Time Stamps:
00:33 - How Saima got into her role
02:40 - Defining RevOps
08:08 - Solving marketing operations problems
09:50 - Using data to problem solve
12:03 - The Tool Shed
19:46 - Looking to the future
21:45 - Quick hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
Connect with Jamie on LinkedInConnect with Saima Rashid on LinkedinCheck out 6Sense -
This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions.
Jamie believes that revenue operations have been around for a long time, but we havenât always called it âRevOps.â He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line.
Guest Bio:
As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University.
Guest Quote:
âRevenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.â - Jamie Anderson
Time Stamps:
1:32 - How Jamie views RevOps
13:22 - The importance of specialization
15:23 - What makes a horrible client experience
21:58 - Making leaders better
25:47 - Why RevOps has a great ROI
29:26 - The tool shed
34:46 - Quick hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
Connect with Jamie on LinkedInConnect with Ian Faison on LinkedinCheck out Emburse -
Today we'll hear from Brian Tully, Chief Revenue Officer at Goldcast. Goldcast is a platform for enterprises to conduct meaningful and measurable digital events. Goldcast provides strong tools/dashboards for you, the marketer, to measure the ROI of the event and get strong lead qualification insights. Brianâs specialty is quickly growing SaaS companies year over year.
In this episode, Brian explains how to build a solid RevOps strategy and how to gather actionable data. He also describes how to expand enterprise, mid-market companies internationally.
Guest Bio:
Brian is a senior technology executive with 20 years of experience in Go To Market strategy, B2B Implementation, Sales, Operations, and Marketing at Startups and Fortune 500 technology companies. His specialty is rapidly growing SaaS companies 50%+ Year over Year.
Guest Quote:
âDon't go bankrupt expanding internationally. First of all, you need to have a base to know what works first. Full stop. You need to have the US and find a niche, find a persona, find an industry, find a problem that you solve better than anyone else. You're like, yes, this is working. Cuz if you don't have that yet and you think you're gonna solve it by going international, that's probably like getting married to solve the bickering that you have.â
Time Stamps:
**(01:12) Brianâs role at Goldcast
**(03:18) Brianâs RevOps strategy
**(06:52) What makes a horrible client experience
**(16:40) How to know your plan is working
**(20:18) Expanding internationally without going bankrupt
**(24:08) RevOops
**(28:58) What metrics matter
**(38:04) Quick hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
Connect with Brian Tully on LinkedInConnect with Ian Faison on LinkedinCheck out the GoldCast Website -
This episode features an interview with Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc. AlphaSense is a market intelligence and search platform used by the worldâs leading companies and financial institutions. There, Kiva oversees revenue operations, renewals, and referrals.
Kiva will describe the importance of breaking down marketing silos while building a strong RevOps team. Heâll dive into using data to tell an important company story to your investors, board, and the sales organization.
Guest Bio
Kiva is an experienced senior executive with over 25 years of experience building and leading high performance, cost-effective revenue organizations. Heâs a seasoned and disciplined executive, and an influential process improvement leader. Kivaâs a creative problem solver with the ability to deliver innovative customer-focused strategies that grow revenue, and generate long-term customer loyalty. Heâs been both presenter and facilitator, conference panelist and moderator.
Guest Quote
âThe other thing that rev ops does for me is help me use the data that I might find in Salesforce or Tableau or Gong or and tell a story with that data. I'm telling a story to an investor, to a candidate, to the board, to the broader sales organization. And so what they become are storytellers helping me tell stories with the data that they pull out. Really, really important.â
Time Stamps
**(00:27) - Defining RevOps
**(10:40) - Building a RevOps Team
**(15:49) - RevObstacles
**(25:39) - The Toolshed
**(37:01) - Quick Hits
Sponsor
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links
Connect with Kiva on LinkedInConnect with Ian Faison on LinkedinCheck out the AlphaSense Website -
In this episode of Rise of RevOps, we talk with Scott Hofmann, Chief Revenue Officer of GFT USA. GFT is a digital transformation IT professional services firm that develops sustainable solutions based on new technologies, including artificial intelligence and blockchain. As CRO, Scott manages the marketing, go-to-market strategy, and brand awareness strategy in the US.
Today, Scott describes the accountability aspect of RevOps, and building empathy between teams and clients. He also explains why tools canât replace thoughtful strategy and development in the industry.
Guest Bio
As of March 2023, Global digital transformation company GFT has named Scott Hofmann its Chief Revenue Officer (CRO) in the U.S. Hofmann joins GFT following the companyâs recently announced plans to unify operations in the Americas to serve companies both in the U.S. and throughout the region. In his most recent role as Senior Vice President and Managing Director at Globant, Hofmann led the digital transformation of U.S. businesses through nearshoring via Globantâs Latin American delivery centers. He also served as Vice President at Capgemini Invent, where he was responsible for a North American portfolio covering asset and wealth management.
Guest Quote
â[RevOps is] an accountability aspect. It's deriving empathy between these different, unique areas of skill to understand how we each impact the other. And it doesn't devolve into tools. Just lots of tools where we can automate all these things and we know everything about a client, and that's the end of it and you're done. The human aspect and that accountability aspect, I think is probably the most interesting and critical thing.â
Time Stamps:
00:34 - Scottâs start
02:06 - About GFT
08:16 - About DevOps
10:34 - Selling human capability
12:22 - RevObstacles
14:55 - RevOops
17:15 - The tool shed
24:19 - Areas of investment
29:11 - Data tips
32:11 - Quick hits
Sponsor
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links
Connect with Scott Hofmann on LinkedInConnect with Ian Faison on LinkedinCheck out GFT Group -
This episode features an interview with Todd Thomas, Chief Revenue Officer at Aiden Auto. Aiden integrates third-party digital services directly into your vehicle to elevate your driving experience. Todd has experience with startups to Fortune 100 companies across the industry. No matter where he is, he helps businesses and networks expand and grow.
In this episode, Todd describes how to organize your startup for success, and how to make RevOps reflect your go-to-market strategy. He also dives into which decision-makers are most important in his process.
Guest Bio:
Todd Thomas is an innovative and strategic thinker with the ability to build businesses and networks that deliver explosive growth. He has experience with startups to Fortune 100 companies across Connected Products & Services, SaaS, IoT, AI, and Emerging Tech. Heâs also a Google Android for Cars Open Innovation "Shark Tank" Champion.
Guest Quote:
âEvery startup has limited resources, so you're always trying to do everything you can with what you have. But how you structure your revenue ops really can be one of the keys to whether or not the startup makes it or not. So make sure that you're amplified and getting the most outta the resources you have available.â - Todd Thomas
Time Stamps:
**(00:47) - Toddâs journey to RevOps
**(01:48) - About Aiden Auto
**(03:13) - Defining rev ops
**(09:28) - RevObstacles
**(15:29) - RevOops
**(16:44) - The Toolshed
**(26:49) - Quick Hits
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
Links:
Connect with Todd Thomas on LinkedInConnect with Ian Faison on LinkedinCheck out the Aiden Auto Website -
In this episode of Rise of RevOps, we talk with Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks. 6clicks helps you reimagine and implement risk and compliance programs. There, Michelle leads the sales and marketing team and is responsible for revenue-generation strategy and execution. Today, Michelle describes the importance of cross-functional teams for optimizing revenue. She explains which structures and cadences have worked best for her in her career, and how sheâs found success in RevOps.
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âThat whole telemarketing concept, I think, is dead. It's a thing of the past. Buyers now buy self servicing through digital resources and education online. Most CSOs do not take cold calls. They don't wanna be reached out to via email⊠Understanding how buyers buy today and the need to develop digital assets that they'll consume prior to even having a conversation with you, I think is important.â - Michelle Torrey-Teunissen
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Time Stamps:
00:40 About 6Clicks
03:18 Defining RevOps
07:16 RevObstacles
13:16 RevOops
17:06 The Tool Shed
19:47 What Metrics Matter?
28:12 Thinking About Cybersecurity
32:03 Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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In this episode of Rise of RevOps, we talk with Mindy Fields, Vice President of Global Sales Operations and Enablement at LastPass. LastPass provides password and identity management solutions that are convenient, easy to manage and effortless to use, helping more than 33 million users organize and protect their online lives.
Today, Mindy will share how rev ops and sales should work together, using your team as a resource, and using important context clues to get the right information from your data.
Guest Quote
âSo much of what we do within rev operations or sales operations is absolutely just driving the strategy of the sales organization or of the company, and trying to align everyone across the organization.â
Time Stamps
01:47 Mindyâs role at LastPass
03:12 Defining RevOps
05:03 Organizing a team
08:16 Solving sales ops problems
13:59 The tool shed
21:06 Measuring blind spots
26:14 Quick hits
Links
Connect with Mindy Fields on LinkedInConnect with Ian Faison on LinkedinCheck out the LastPass Website -
This episode features an interview with Mahesh Kedia, Vice President GTM Operations and Revenue Strategy Marketer, New Market Entry, and Revenue Monetization at Marqeta. Marqeta brings speed and efficiency to card issuing and payment processing with the world's first open API platform. Mahesh is a digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners.
In this episode Mahesh discusses using rev ops to find your target audience, the biggest misconception about rev ops, and what happens when you combine strategy and execution.
Guest Bio:
Digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners. Led and managed consumer payment solutions, network and marketplace partnerships, and online small business digital platforms. Strategic and tactical expertise with strong understanding of the payments value chain and platform economics. Ability to drive cross functional ownership with internal and external stakeholders across product, marketing, sales, legal and finance. Currently managing a team of ~ 30 professionals across the globe and member of Executive Leadership Team.
Recipient of Key Talent Award at PayPal in 2020 AND 2021 (awarded to less than 0.1% of Top Talent Globally)
Diverse experience across Asia, Europe, and USA, working for Marqeta, PayPal, American Express, and Accenture. High degree of âDigital Passionâ to amplify growth and create innovative solutions.
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Guest Quote
âRev ops has been evolving and developing, and there's a misconception that Rev ops only for tech companies. I think, obviously, startups and tech companies kind of started using rev ops more as a prominent function and that engine of operational excellence. But the yield and the value of rev ops is relevant for any industry, whether it's healthcare, pharma, retail. Obviously the tech world is a little bit more matured and advanced on all the tech stacks processes and utilizing Rev ops. But I think the value of rev op Is amazing across any industry.â - Mahesh Kedia
â
Time Stamps:
**(01:52) - Maheshâs journey into RevOps
**(05:56) - How Mahesh organizes a RevOps team
**(10:59) - RevObstacles
**(14:56) - Tool Shed
**(34:12) - Quick Hits
â
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
â
Links
Connect with Mahesh Kedia on LinkedInConnect with Ian Faison on LinkedinCheck out the Marqeta Website -
This episode features an interview with Tim Richards, Head of Global Sales at Nextdoor. Neighbors around the world turn to Nextdoor daily to receive trusted information, give and get help, get things done, and build real-world connections with those nearby â neighbors, businesses, and public services. Tim is a strategic Business Leader with experience building exceptional teams and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor.
In this episode, Tim discusses his go-to-market fundaments, the importance of harnessing a learning mindset, and how to hit more bullseyes with fewer arrows.
Guest Bio:
Tim is a strategic Business Leader with experience building exceptional teams, and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor. He has spent five years at venture-backed firms, focused on the Distributed Creator Economy.
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Guest Quote
âMy job as a leader is to make sure that we're building trust with the team with how we're using that properly, we're using those assets, we're using those tools in an appropriate way. And not to pick you apart or be critical, but to learn and to grow and understand what our clients want, so we can kind of get more bullseye with fewer arrows on the solutions that we provide back to them.â - Tim Richards
Time Stamps
**(01:54) - Timâs journey to Rev ops
**(05:10) - Timâs definition of Rev ops
**(15:43) - RevObstacles
**(27:59) - The Toolshed
**(38:29) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Tim Richards on LinkedInConnect with Ian Faison on LinkedinCheck out the Nextdoor Website -
This episode features an interview with Joshua Maltz, Senior Vice President, Revenue Operations & Strategy at UserTesting. UserTesting enables organizations to understand what itâs like to be their customer with a video-first experience testing platform with a global opt-in network of contributors. Joshua is an accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency in companies ranging from private start-ups to Fortune 500 global corporations.
In this episode, Joshua discusses the importance of building deep relationships with leadership teams, avoiding tech stack pitfalls, and that a better customer experience begins with a better employee experience.
Guest Bio:
Accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency. Experienced as Head of Worldwide Sales/Revenue Operations, Go-to-Market Strategy, Financial Planning & Analysis for companies in the following industries: Application Software, Telecommunications, Networking & Communications, Professional Services, IT Outsourcing and Talent Management. Companies ranged from private start-ups to Fortune 500 global corporations. Expertise in planning and managing accelerated growth, leading companies out of financial challenges, quality process adoption, portfolio innovation (concept to market), and driving overall profitability. Living and working on different continents, developed skillsets that serve diverse cultures, corporate practices and customer priorities.
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Guest Quote
âI think a big misconception I see that's really emerged over the last few years is that automation and AI can solve all your problems. Taking the time to establish workflows that fit your business's needs, and being thoughtful in the way you feed your analytics tools with the right data sets and ask the right questions to understand risks and opportunities is critical. I worry sometimes with the breadth and the strength of the tech stock that's emerged, you know, it can make people lazy in some respect in taking a step back and asking the right questions for the business health.â - Joshua Maltz
â
Time Stamps:
**(01:43) - Joshua's unconventional journey into revops
**(05:03) - The revops team at Usertesting
**(15:53) - RevObstacles
**(18:38) - Biggest RevOops moment
**(21:04) - The Toolshed
**(35:59) - Quick Hits
â
Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
â
Links
Connect with Joshua Maltz on LinkedInConnect with Ian Faison on LinkedinCheck out the Usertesting Website -
This episode features an interview with Seth McGuire, Chief Revenue Officer at Galileo Financial Technologies. Galileo Financial Technologies is a financial technology company that enables fintechs, banks, emerging and established brands to build differentiated financial solutions that deliver exceptional, customer-centric experiences. Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the companyâs revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitterâs data and enterprise solutions business to support companies and developers using Twitterâs API platform to build new products and services.
In this episode Seth discusses the importance of working cross functionally to overcome obstacles, putting people first internally and externally, and his recipe for rev ops success.
Guest Bio:
Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the companyâs revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitterâs data and enterprise solutions business to support companies and developers using Twitterâs API platform to build new products and services. He also was responsible for overall go-to-market and partner strategies, including creating business-to-business partner solutions, and customer success.
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Guest Quote
âLeads are not the responsibility of one function. They're the responsibility of an overall org. You have to incentivize all them to accomplish against that. But helping to build objectives that they share, and then holding them jointly accountable and then giving them a language to speak to, to each other for collaboration. And then again, getting out of their way to let them do that, stepping in as needed to set direction or to help solve for specific issues. To me that's the recipe for success.â - Seth McGuire
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Time Stamps:
**(01:36) - Sethâs journey into RevOps
**(11:09) - A change in perspective
**(13:38) - RevObstacles
**(30:16) - The Tool Shed
**(40:45) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Seth McGuire on LinkedInConnect with Ian Faison on LinkedinCheck out the Galileo Financial Technologies Website -
This episode features an interview with Noah Marks, Vice President of GTM Strategy & Operations at Udemy. Udemyâs mission is to improve lives through learning by providing flexible, effective skill development to empower organizations and individuals. Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy.
In this episode, we talk to Noah about the importance of aligning leadership, harnessing your pipeline to track the predictive health of your business, and his advice for new Rev ops leaders.
Guest Bio:
Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy as Vice President, GTM Strategy & Operations.
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Guest Quote
âI have this picture I use on a lot of slide decks when I talk about my team, which is just a bunch of geese flying in alignment and then a bunch of geese running into each other. And that's fundamentally it, because there's no one right answer. I believe, and I'm not the first person to say that, that I think it's around the alignment of leadership. And the communication across those teams and making sure they're all working to the one communal goal.â - Noah Marks
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Time Stamps:
**(02:01) - Noahâs journey into Rev ops
**(08:06) - Noahâs approach to Rev ops
**(17:17) - RevObstacles
**(20:09) - The Tool Shed
**(27:05) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Noah Marks on LinkedInConnect with Ian Faison on LinkedinCheck out the Udemy's Website -
This episode features an interview with Volney Spalding, Vice President of Revenue Operations at Templafy. Templafy is the next-gen document generation platform that automates all business document creation across organizations to activate and protect brands. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more.
In this episode, we talk to Volney about creating an even playing field across your go-to-market teams, the blocking and tackling of selling, and enhancing your sales velocity.
Guest Bio:
Volney Spalding is the Vice President of Revenue Operations at Templafy, the next-gen document generation platform that automates all business document creation across organizations to drive governance, efficiency, and ultimately business results. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more. In addition to his work at Templafy, Volney also teaches a RevOps course with SaaSy Sales Leadership and is an MVP in the Modern Sales Pros community.
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Guest Quote
âI think a lot of SaaS companies have realized how important it is to have an operational machine supporting the sales effort because consistency across the team, access to data and insights, as well as, as much as we try to maybe hold back on the proliferation of the tools and the tech stack, it's just so important to have people there with some experience that can build with a strategy as opposed to simply, responding to requests in the organization without really knowing what direction to take the entire thing.â - Volney Spalding
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Time Stamps:
**(05:13) - Investing early in the tech stack
**(07:49) - How does Volney organize a revops team?
**(13:30) - RevObstacles
**(18:45) - RevOops Moments
**(20:35) - ToolShed
**(39:50) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Volney Spalding on LinkedInConnect with Ian Faison on LinkedinCheck out the Templafy's Website -
This episode features an interview with Stephanie Chang, Sr. Vice President of GTM Strategy & Operations at Okta. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time.
Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans.
In this episode, we talk to Stephanie about the importance of a learner mindset, why rev ops is essential to driving change within companies of any size, and how to put the infrastructure in place to enable growth and scalability.
Guest Bio:
Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. Her specialties include Sales & Channel Strategy, Partner Program Development, Project Management, and Client Management.
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Guest Quote
âChange often is driven with the data that a RevOps team can bring. Change is driven by having the right infrastructure and operational rigor in place, which RevOps helps, supports, and puts in place." - Stephanie Chang
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Time Stamps:
**(03:54) - Stephanieâs definition of RevOps
**(08:26) - How does Stephanie run a RevOps team?
**(09:16) - Rev Obstacles
**(20:17) - The Toolshed
**(24:31) - Quick Hits
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Sponsor:
Rise of RevOps is brought to you by Qualified. Qualifiedâs Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.
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Links
Connect with Stephanie Chang on LinkedInConnect with Ian Faison on LinkedinCheck out the Okta Website - Laat meer zien
