Tanner converses with Blake Brock, the Chief Operating Officer of New Edge Growth, a diamond HubSpot partner renowned for their go-to-market agency prowess and deep technical knowledge in RevOps. Blake delves into the essence of technical integrations, emphasizing the significant role of CRM systems in enhancing business operations through strategic data utilization from ERP, ATS, and TMS systems. He introduces the concept of Value, Volume, Frequency, and Recency (V2FR) as critical for predictive analysis and operational efficiency. Furthermore, Blake outlines New Edge Growth's proprietary framework "SPORT" for executing seamless RevOps strategies and the importance of process optimization over technology. He shares insights into AI's role in RevOps, advocating for AI as a utility focused on solving specific business challenges. The discussion also highlights New Edge Growth's innovative product, RevHawk, designed to aid CROs in achieving accurate sales forecasting and operational effectiveness with AI integration.
[00:38] - Introduction to Blake Brock and New Edge Growth
[00:50] - Blake's Overview of New Edge Growth's Mission and Services
[01:24] - Exploring the Depth of Technical Integrations in CRM Systems
[02:24] - The Advantage of CRM Integration over Isolated Systems
[06:03] - Defining RevOps and the SPORT Framework for Operational Excellence
[10:08] - The Synergy between HubSpot's CRM and New Edge Growth's Processes
[10:38] - Tactical Solutions in RevOps: Beyond Silos to Customer-Focused Operations
[14:24] - Introduction of RevHawk: An AI-Powered Forecasting Tool
[15:38] - The Future of AI in RevOps: Focused Solutions over Generic Applications
[17:42] - Specific vs. General AI: Blake's Take on AI's Role in Business Optimization
[23:29] - Closing Remarks: The Importance of Specificity and Value in AI Integration
[23:57] - How to Connect with Blake Brock and New Edge Growth
This episode provides a comprehensive exploration of how New Edge Growth leverages technical expertise and innovative strategies to redefine RevOps, with a particular focus on AI's transformative potential in solving specific business challenges.
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