Shows
The RevOps RecruitersEP34 | Leveraging Revenue Operations for Strategic Advantage & GrowthIs your Revenue Operations function truly strategic, or stuck reacting to tactical demands? Elevate your approach and drive predictable, scalable growth.This episode features insights from Brett Honerkamp (CEO with over 20 years of CRO and sales leadership experience) on building a high-impact RevOps engine. This is a must-listen for CROs, PE Operating Partners, and leaders focused on maximizing revenue efficiency and value creation.Learn Brett Honerkamp's strategies for:+ Implementing core principles for RevOps success.+ Designing optimal and adaptive sales team structures.+ Transforming operational data into strategic growth drivers.+ Effectively justifying RevOps in...2025-04-2533 minThe RevOps RecruitersEP 33 | Building A World-Class Revenue OrganizationWant to build a revenue engine that fuels explosive growth and cultivates a customer-centric culture? Join us as we talk with Adam Tesan, CRO at Payrix, a seasoned revenue leader with extensive experience guiding companies through periods of rapid growth. Adam shares his insights on building a robust revenue organization, aligning sales, marketing, and customer success, and creating a go-to-market strategy that fuels expansion. He explores the challenges of managing rapid change, the importance of a customer-centric approach, and the critical role of strategic alignment. Tune in for a conversation filled with actionable insights for re...2025-02-2029 minThe RevOps RecruitersEP 32 | RevOps & GTM Excellence in Private EquityIn this episode, David and Adam from RevSearch sit down with Matt Gallagher, a portfolio CRO with extensive experience working with private equity firms to drive growth and operational efficiency in portfolio companies. Matt shares his insights on why Revenue Operations (RevOps) is crucial in today’s business landscape and breaks down the key benefits RevOps brings to forecasting, performance management, and sales/marketing alignment.Topics covered include:The importance of RevOps in providing visibility and predictability in sales and revenueHow to effectively manage forecasting, from bottoms-up to top-down approachesThe role of RevOps in su...2024-11-0639 minThe RevOps RecruitersEP 31 | Don't Hire A CRO... YetIn this episode, Toni Holhbein of Growblocks joins David and Adam to discuss everything from when to hire a CRO to skills needed for RevOps leaders. Highlights+ Understanding the full funnel is crucial for managing the commercial engine effectively.+ Having full-funnel visibility helps identify issues early on and take corrective actions promptly.+ Disjointed systems and lack of visibility lead to challenges in diagnosing gaps and optimizing performance. + Full-funnel visibility enables leaders to protect blind spots, make accurate decisions, and drive growth. + Real-time data insights allow for proactive problem-solving and...2024-06-1832 minThe RevOps RecruitersEP 30 | Strategic Business Bets Every Company Can Make In Any MarketConditions outside our control are constantly impacting our businesses. Sometimes for the better, and sometimes for the worse.And if we're honest, too often we take credit for the good times, but create excuses when things aren't going so well.However, the best companies know how to make the right strategic bets, regardless of the outside circumstances, to create the best chances to win.In this episode of The RevOps Recruiters podcast, we sit down with Justin Edwards, SVP of Revenue at Mercato Partners, to talk about the strategic bets he makes in...2024-05-2836 minThe RevOps RecruitersEP29 | Progressing from Functional Fiefdoms to Centralized GTM OpsLooking to make the progression from siloed operations to true centralized GTM operations and intelligence? Join us for our discussion with Scott McKenzie, an operating partner at Bain Capital as we discuss topic like functional data fiefdoms, CEO operating systems, and why the best RevOps leaders should be a "pain in the butt."Video Podcast: www.revsearch.io/29-- Chapters --00:00 - Introduction00:50 - Meet Scott04:33 - Siloed Functional Data vs. Full Company Business Intelligence07:39 - Functional Data Fiefdoms12:04 - Assessing Analytical Resources17:32 - CEO Operating System23:17 - I...2024-04-0941 minThe RevOps RecruitersEP28 | Must Have Skills for RevOps Leaders in PE Backed CompaniesWhat are the "must have" skills for RevOps leaders in PE backed companies? We sat down with Drew Bernstein, a RevOps leader and member of the LLR Partner value creation team to get his thought on this question.Video Podcast: www.revsearch.io/28-- Chapters --00:00 - Introduction 00:50 - Meet Drew 01:43 - How RevOps in PE is different06:18 - Key skill 1: Business IQ07:33 - Key skill 2: Ability to work Collaboratively09:32 - Key skill 3: EQ & Say/Do Ratio12:43 - Success factors for PE & Portfolio Company partnership18:41 - How PE fir...2024-03-1125 minThe RevOps RecruitersEP27 | The #1 Goal of Every GTM Leader Should Be...In this episode of the RevOps Recruiters podcast, David and Adam welcome Dan Perry, the Director of Sales and Commercial Excellence at Parthenon, a leading private equity firm. Dan brings a wealth of experience in sales and marketing, spanning over three decades with a significant focus on private equity for the last six years. His expertise lies in driving sales effectiveness and helping companies grow, making him a valuable resource for organizations aiming to enhance their commercial performance.Private equity-backed companies face unique challenges and goals, often different from other companies. As such, go-to-market leaders in PE...2024-02-1925 minThe RevOps RecruitersEP26 | Looking back at 2023 - Season 1 RecapWith 2023 almost in the book, Season 1 of The RevOps Recruiters podcast is a wrap. Over the course of the inaugural season, David and Adam covered a number of topics ranging from keys to success in a RevOps role to tips for companies looking to hire their first RevOps leader.In this episode, they categorize and summarize all 25 episodes. Below is a breakdown of the categories:Keys to Success in a RevOps RoleEP 1 - SkillsEP 3 - Pathways to RevOps RolesEP 8 - Preparing for your RevOps interviewEP 9 - LinkedIn...2023-11-3017 minThe RevOps RecruitersEP25 | Special Guest - Ted Grulikowski, CROIn this episode of the RevOps Recruiters podcast, we're joined by Ted GRulikowski, CRO at Clearstar, a human capital PE backed SaaS company. We explore ways to maximize the CRO and RevOps relationship in the high pressure environment of private equity. As a CRO, Ted values the partnership with his RevOps leaders and share insights on how he's build a winning formula. He draws from years of experience across public and private roles, as well as consulting and startups. Listen in as Ted discusses concepts like 1+1=3, less is more, and "Care, but not that much." 2023-11-0832 minThe RevOps RecruitersEP24 | Building a Growth Culture within Your OrganizationWhen it comes to maximizing the success of an individual, much of it comes down to mindset. While a growth mindset keeps us open to improving our intelligence, abilities, skills and talents through hard work, a fixed mindset limits those traits to those who either have it or don't have it.But what does this mean for an organization? In this episode of the RevOps Recruiters podcast, David and Adam explore four specific areas where organizations can focus to build a growth minded culture. 1. Thrive on Learning New Things2. Learn from Your Mistakes3. D...2023-10-1025 minThe RevOps RecruitersEP23 | RevOps as a Key to PortCo Value Creation with PE RevOps Leader Matt CallahanIn this episode of the RevOps Recruiters podcast, we sit down with Matt Callahan, a private equity Revenue Operations leader to discuss the role RevOps plays in increasing the value creation within portfolio companies.Matt's been a data nerd all his career, going back to his days with IBM. With decades of experiences using data to drive informed decision-making, he's brought his skills to the PE space, working with many portfolio companies to drive value creation. He works with a team of operational leaders to ensure the basic foundational processes, tools, and capabilities are in p...2023-09-2627 minThe RevOps RecruitersEP22 | Why Every RevOps Leader Needs High Emotional IntelligenceEmotional Intelligence (EQ) is one of the most valuable soft skills a RevOps leader can possess. Emotional Intelligence the ability to understand and manage one's own emotions while also recognizing and influencing the emotions of others. This includes self-awareness, self-management, social awareness, and relationship management. In this episode of The RevOps Recruiters, David and Adam explore EQ in depth, then focus on how RevOps leaders can benefit significantly from high EQ as it enhances their ability to influence, communicate, and impact.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-09-0725 minThe RevOps RecruitersEP21 | A Roadmap to CRO Success in the First 100 DaysA Chief Revenue Officer's (CRO) initial 100 days in a new role are critical. With the responsibility for elevating revenue growth and an average tenure of just 19 months, the first 100 days are immensely importance. In this episode of The RevOps Recruiters Podcast, David and Adam break down Sales Benchmark Index's article and explores the roles of RevOps in the first 100 days.First 30 Days: The CRO's focus lies in comprehending the company's Go-To-Market (GTM) position. This phase entails data-driven analysis encompassing marketing, sales, customer success, product, pricing, and more. Four pivotal questions drive this assessment: identifying what's working, what's...2023-08-2323 minThe RevOps RecruitersEP21 | A Roadmap to CRO Success in the First 100 DaysA Chief Revenue Officer's (CRO) initial 100 days in a new role are critical. With the responsibility for elevating revenue growth and an average tenure of just 19 months, the first 100 days are immensely importance. In this episode of The RevOps Recruiters Podcast, David and Adam break down Sales Benchmark Index's article and explores the roles of RevOps in the first 100 days.First 30 Days: The CRO's focus lies in comprehending the company's Go-To-Market (GTM) position. This phase entails data-driven analysis encompassing marketing, sales, customer success, product, pricing, and more. Four pivotal questions drive this assessment: identifying what's working, what's...2023-08-2355 minThe RevOps RecruitersEP20 | Characteristics for a Successful CRO & RevOps PartnershipWhether you're a Chief Revenue Officer (CRO), a Revenue Operations (RevOps) Leader, or someone curious about driving revenue growth, the partnership between the CRO and RevOps leader is critical. Over the years, we've observed several characteristics that make for a strong partnership, ultimately propelling the organization to growth.In this episode of The RevOps Recruiters podcast, David and Adam dive deep into the dynamic interplay between a CRO and a RevOps leader, exploring 6 important characteristics, including: + Trust+ Objectivity+ Adaptability & Curiosity+ Constant Collaboration+ Alignment+ Elevated EQCheck it out t...2023-08-0825 minThe RevOps RecruitersEP19 | People Evaluation for RevOps ReadinessThe people in your organization are essential to enhancing the success of your Go-To-Market (GTM) teams. No matter how strong the other parts of the system are (technology, data, processes), it fails if the organization isn't also focusing on the people in the system.Many organizations rely solely on "unicorn" employees, or individuals who have the ability to successful in any situation. The challenge is finding and retaining this very limited "resource." Building an organization solely on these individuals can lead to extreme highs and low, rather than steady and predictable growth.In this episode...2023-08-0127 minThe RevOps RecruitersEP18 | Process Evaluation for RevOps ReadinessProcess, the 3rd pillar of a business system, is a key component to the success of any business. Business processes help to streamlines operations, enhances efficiency, and ensures consistency across the entire organization. By mapping and optimizing workflows, businesses can identify and reduce bottlenecks, lower costs and save time. When organization focus on well-defined and clearly developed processes, they improve the customer experience, leading to higher satisfaction and loyalty. They enable teams to work cohesively, fostering collaboration and innovation. Additionally, process documentation facilitates knowledge transfer, preventing information loss when employees leave. Continuous process improvement keeps businesses agile an...2023-07-2528 minThe RevOps RecruitersEP17 | Data Evaluation for RevOps ReadinessIn today's businesses, data has emerged as the driving force behind successful decision-making, innovation, and sustainable growth. As companies strive to navigate the complexities of their go to market functions, harnessing the power of data has become an indispensable requirement for staying ahead of the competition.In the past, intuition and guesswork were sufficient to make informed business decisions. However, in the digital age, organizations have access to an abundance of data, both internal and external. This data must be harnessed to unlock valuable insights and transform operations. From customer preferences and market trends to operational efficiencies...2023-07-1821 minThe RevOps RecruitersEP16 | Technology Evaluation for RevOps ReadinessTechnology is a key component to a successful RevOps function in any organization. But how should an organization evaluate their technology as it relates to revenue operations?In this episode of The RevOps Recruiters podcast, David and Adam discuss five specific questions any organization can use to evaluate their RevOps readiness from a technology standpoint. We discuss Technology Roadmap, Centralized CRM, Technology Integration, Adoption, and Lean vs. Bloated Tech Stack.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-07-0628 minThe RevOps RecruitersEP15 | Utilizing Low Code/No Code Options in RevOpsA critical function of Revenue Operations is technology and the integration between the various tools. There are many tools that make this possible, but in scenarios where additional customization is needed, where do you turn. One powerful option is Low Code or No Code tools.In this episode, David and Adam sit down with Stefan Quartemont, the president of Qrew Technologies to discuss the ways RevOps leader can quickly and effectively build solutions utilizing Low Code or Now Code options. From defining Low Code/No Code to giving suggestions for where to begin, you don't want to...2023-06-2131 minThe RevOps RecruitersEP14 | RevOps... When Does it Make Sense?Is adding a RevOps function to your organization on your radar, but you're not sure if the timing is right? Are you looking for a way to evaluate if you organization is ready to take the next step into RevOps?In this episode of The RevOps Recruiters podcast, David and Adam discuss four specific criteria by which any organization can evaluate their Revenue Operations readiness. These four areas are Technology, Data, Processes and People.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-06-1417 minThe RevOps RecruitersEP13 | The Science of Hiring w/ Neil Morelli, PHD of I-O Psychology, Part 2Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments.Book Neil contributed to (coming Fall 2023): Data Driven Decision Making for the Entrepreneurial EcosystemRevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-06-0623 minThe RevOps RecruitersEP12 | The Science of Hiring w/ Neil Morelli, PHD of I-O Psychology, Part 1Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-05-3118 minThe RevOps RecruitersEP11 | CRM Admin vs. RevOps Leader... What's the difference? Part 2When it comes to hiring a professional to administer you CRM, you have many options. But before you hire a certified administrator, consider the long term need of your organization to determine if a RevOps leader may be a better fit.In this episode, Davi and Adam compare and contrast the skills of a typical CRM administrator and RevOps leader across four functions: CRM administration, data analysis, project management, and GTM system development.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-05-1715 minThe RevOps RecruitersEP10 | CRM Admin vs. RevOps Leader... What's the difference? Part 1When it comes to hiring a professional to administer you CRM, you have many options. But before you hire a certified administrator, consider the long term need of your organization to determine if a RevOps leader may be a better fit.In this episode, Davi and Adam compare and contrast the skills of a typical CRM administrator and RevOps leader across four functions: CRM administration, data analysis, project management, and GTM system development.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-05-1114 minThe RevOps RecruitersEP9 | Optimizing LinkedIn for RevOps LeadersLinkedIn is more than just a professional social media platform, it's a tool that give you access to opportunity like never before. But like any tool, the better you are at using it, the more benefit you get from it.In this episode of The RevOps Recruiters, David and Adam are joined by Simon Wilkins, director of recruitment for RevSearch. The three of them discuss how to optimize your LinkedIn profile.You'll learn about the "must haves" and the "nice to haves" of LinkedIn and take away practical tips to help you elevate your LinkedIn...2023-05-0320 minThe RevOps RecruitersEP8 | Tips to Ace your RevOps InterviewInterviewing for your next RevOps role is a crucial step in the job search process, and it is essential to prepare adequately for it. Being great at your job doesn't necessarily mean you're naturally great at interviewing. In this episode, David and Adam share tips and best practices to help you ace your next RevOps interview. Your preparation for an interview begins long before it's scheduled time. Get to know the company, work through the job description, and prepare answers to questions you might be asked during the interview.Then during the interview, present yourself w...2023-04-2621 minThe RevOps RecruitersEP8 | Tips to Ace your RevOps InterviewInterviewing for your next RevOps role is a crucial step in the job search process, and it is essential to prepare adequately for it. Being great at your job doesn't necessarily mean you're naturally great at interviewing. In this episode, David and Adam share tips and best practices to help you ace your next RevOps interview. Your preparation for an interview begins long before it's scheduled time. Get to know the company, work through the job description, and prepare answers to questions you might be asked during the interview.Then during the interview, present yourself w...2023-04-2521 minThe RevOps RecruitersEP7 | Optimizing the RevOps Candidate ExperienceCreating an excellent candidate experience during the hiring process can go a long way to helping your company find, hire, and ultimately retain top RevOps talent. In this episode, David and Adam discuss insights and best practices for Optimizing the RevOps Candidate Experience. The involvement from the hiring team looks a lot like a reverse bell curve. This mean more participation up front, from creating a compelling job description to performing a quality kickoff call with the candidate sourcing team. Then, the hiring team gets a bit of a break while the sourcing team works their magic. F...2023-04-1818 minThe RevOps RecruitersEP6 | Building a Killer RevOps TeamIn this episode, David and Adam discuss insights and best practices for Building a Killer RevOps Team. They emphasize there is no one-size-fits-all blueprint for building a successful RevOps team, as different companies have different needs and challenges.When looking to transition from an individual contributor to a team within RevOps, often this progression is driven by one of two scenarios: capacity planning or skills gaps. They discuss how to evaluate whether it's the right time to begin making the transition and what roles within the team should look like.RevSearch - https://revsearch.io/2023-04-1120 minThe RevOps RecruitersEP5 | Determining Who RevOps Should Report To"Who should our RevOps leader report to?" This is one of the most asked questions we receive from companies looking to hire their first Revenue Operations leader. And the answer is... it depends.In this episode, David and Adam share how to determine where RevOps should be placed within your organization. Listen in as we discuss titles, responsibilities, and key questions to explore to set your RevOps team up for success.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-04-0413 minThe RevOps RecruitersEP4 | Why Expectation Alignment in RevOps MattersThe RevOps hiring journey doesn't end when you find the right candidate. The goal is to keep them engaged and satisfied so they stay with you and make an impact. The truth is that one of the major contributing factor to employee dissatisfaction is unknown or changing expectations. In this episode, we explore ways to help align expectation between leadership and your RevOps team. We unpack expectation alignment through 3 stages: the hiring process, the first 90 day, and for the long haul. RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-03-2830 minThe RevOps RecruitersEP3 | Pathways to RevOpsRevOps is a relatively new function within many companies, so what background and experience do most RevOps leaders have? In this episode, David and Adam explore the career pathways into Revenue Operations.The good news is the pathway into Revenue Operations isn't linear. We've seen RevOps leaders come from a sales, marketing, operations, and finance, just to name a few. So whether you're looking for your next RevOps leaders, or you're looking to make a step into Revenue Operations, we hope you'll find this content to be helpful.RevSearch - https://revsearch.io/LinkedIn...2023-03-2122 minThe RevOps RecruitersEP2 | Preparing to Hire a RevOps LeaderDavid and Adam discuss 3 key areas where companies need to prepare as they look to hire a RevOps leader. From pre-hire preparation, through the recruiting process and into employee retention, it's critical that companies are intentional about each step of the hiring process. In this episode we explore each stage and offer insights to help your organization succeed in your next RevOps hire.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/2023-03-1023 minThe RevOps RecruitersEP1 | Key Ingredients to Success for RevOps LeadersDavid and Adam discuss 4 key ingredients of success they've observed after talking to hundreds of RevOps leaders. From hard skills to soft skills, this episode dives into 4 specifics skills most companies are looking for when evaluating top revenue operations leaders.Hosts:David Quartemont | CEO, RevSearch (https://www.linkedin.com/in/david-quartemont/)Adam Hoar | COO, RevSearch (https://www.linkedin.com/in/adamhoar1/)Subscribe to The RevOps Recruiter Podcast for more content on finding, hiring, and retaining top revenue operations talent.RevSearch - https://revsearch.io/LinkedIn - https://www...2023-03-0318 min