Afleveringen
-
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 AreasConnect with Derek Osgood
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
-
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 AIConnect with Thomas Hansen:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
-
Zijn er afleveringen die ontbreken?
-
How to align inbound and outbound strategies? What are the challenges with outbound sales? 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 roles
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 ResourcesConnect with Catie Ivey:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
-
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 RevOpsConnect with Pablo Dominguez:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
-
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 resourcesConnect with Carol Chen:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
-
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 marketers in 2024
47:55 Jeff's book recommendationConnect with Jeff Perkins:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
-
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 Shantanu's journey from engineering studies to RevOps
08:24 The role of conversational intelligence in changing GTM
11:19 Understanding 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 Creating content and playbooks for enterprise deals
38:07 RevOps resources: Shantanu's recommendationsConnect with Shantanu:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
-
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(This episode comes from our past summer webinar with Anastasiia Binns)
Connect with Anastasiia:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
-
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 RevOpsConnect with Jeppe:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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:
LinkedInConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 RightConnect with Matt:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 RevOpsConnect with Matt:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage -
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 researchConnect with Steffen:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage -
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 | WebpageConnect with Romeo:
LinkedIn | Webpage - Laat meer zien
