Shows
RevOps FMAI, RevOps, and the Future of Sales - Jacco van der KooijIn this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant...
2024-07-0855 min
RevOps RockstarsStarting And Ending With RevOps - Doug Landis - RevOps Rockstars - Episode # 36Joining us for our season finale is a GTM genius who helped grow some of the biggest SaaS companies on the planet. With experience at Box, Salesforce, and Google, he has developed a well rounded expertise in all things RevOps. This week’s RevOps Rockstar is Growth Partner at Emergence Capital, Doug Landis!Doug sits down with David and Jarin for a potentially controversial conversation on the right time to implement RevOps teams. Doug dives into the importance of having a strong data plan, the areas of most impact for an early stage RevOps team, and why no...
2023-11-0357 min
RevOps RockstarsA Mighty Team Of One - Chris Hudson - RevOps Rockstars - Episode # 35When you operate a small ops team, you need to have your processes down. Joining the show this week is a professional who excels at all aspects of operations. Please welcome to the show, Director of Revenue Operations at Otter.ai, Chris Hudson!Chris sits down with David Carnes and Jarin Chu for a thoughtful discussion on the role of RevOps. Chris explores how Otter is using their own tool internally, how AI can help ops teams, the value of building a scalable dashboard, and why RevOps is a seller’s best friend. ...
2023-10-2735 min
RevOps RockstarsPrioritizing Quality First - Mandy Cole - RevOps Rockstars - Episode # 34When it comes to growing a young company, a RevOps team has their work cut out for them. With a background in VC, this week’s guest is here to help. She’s a visionary, results-driven GTM exec who excels at building multichannel teams. Please welcome to the show, Partner at Stage 2 Capital, Mandy Cole! Mandy joins David and Jarin to share her tips for RevOps teams. Mandy goes in depth on the importance of prioritizing quality over quantity, why sellers need to focus on buyer driven signals, and what the future holds for BDRs.
2023-10-2045 min
RevOps RockstarsEnabling Ops Teams With Collaborative Workspaces - Namrata Ram - RevOps Rockstars - Episode # 33Joining the show this week is an ops leader with experience leading global teams at scale. She’s a multi faceted ops pro, with experience in sales strategy, monetization, marketing, and business ops. Please welcome to the show, Head of Revenue Strategy and Operations at Notion, Namrata Ram! Nam sits down with David and Jarin to share how she leads Ops functions at Notion. She dives into the nuances of aligning cross functional initiatives as a PLG company, the balance between short and medium term initiatives, and how Notion’s AI is empowering teams around the world. Takea...
2023-10-1352 min
RevOps RockstarsAligning Teams For Success - Henry Mizel - RevOps Rockstars - Episode # 32This week’s RevOps Rockstar is a high caliber leader at a high growth company. From his many years of experience, he understands the power of a centralized ops team. Our guest this week is none other than SVP of Revenue Operations and Partnerships at Apollo.io, Henry Mizel! Henry sits down with David and Jarin to share his expertise as an Ops leader, and how he’s helped drive revenue at a unicorn company. Henry dives into the importance of alignment, how his team is utilizing an automated SDR, and why teams should embrace rather than fear AI. ...
2023-10-0640 min
RevOps RockstarsReshaping RevOps Through Generative AI - Hugo Robein - RevOps Rockstars - Episode # 31Joining us on today's podcast is an esteemed RevOps executive who has played a pivotal role in fostering the expansion of numerous generative AI companies. Welcome to the show, Director of Revenue Operations at Phrasee, Hugo Robein.Hugo joins hosts David Carnes and Jarin Chu to delve into the impact of generative AI in regard to the future of RevOps. Hugo shares his insights on the use cases of AI tools such as Phrasee and Chat GPT, and utilizing generative AI to create on-brand content for your company while optimizing your data with the...
2023-08-2547 min
RevOps RockstarsMastering Salesforce Reports and Dashboards - David Carnes - RevOps Rockstars - Episode # 30Joining the show this week is a certified Salesforce savant. He’s a three times Salesforce MVP who knows dashboards like the back of his hand. He regularly hosts Dashboard Dojo, a biweekly series focused on dashboard reporting best practices. Welcome to the show, Author of the newly released book “Mastering Salesforce Reports and Dashboards", Co-Host of the podcast “RevOps Rockstars”, and Founder and Chairman of OpFocus, David Carnes!On this special episode, David and Jarin take some time to discuss his new book, the process of writing it, and why OpFocus strives to be a hub of RevOp...
2023-08-1844 min
RevOps RockstarsData Tells A Story - Jeremy Curley - RevOps Rockstars - Episode # 29Joining the show this week is a SaaS growth and operations executive who’s supported multiple private equity-led mergers & acquisitions. As a seasoned advisor for his portfolio companies, he helps them implement strategic initiatives. Welcome to the show, Senior Director at JMI Equity, Jeremy Curley!Jeremy joins hosts David Carnes and Jarin Chu to discuss the ways he supports RevOps functions at multiple companies at the same time. Jeremy shares his tips for success and advice on how to make sense of data, the importance of having a common thread in your portfolio, and ho...
2023-08-1149 min
RevOps RockstarsTake Over Or Take A Seat? - Paul Stansik - RevOps Rockstars - Episode #28Private equity firms can seem to be demanding when it comes to implementing tactics for improving business performance. However, done right, this is not the case. Effective operating partners have different processes when communicating with the portfolio company. On today’s episode of RevOps Rockstars, we feature the experienced writer, process developer, and Operating Partner at ParkerGale Capital, Paul Stansik.Paul talks about the harm in too much research and data, the four jobs of an operating partner, and the way to create realistic and attainable budgets for the portfolio company. Learn the mistakes you may be ma...
2023-06-0943 min
RevOps RockstarsStrengthening RevOps in a Growing Industry - Yin Cheng - RevOps Rockstars - Episode #27RevOps isn’t a siloed process, it is constantly in collaboration with marketing, finance, and other departments. Being able to increase communication will improve the overall operation of your company. Discover the right strategic moves from a five time startup success story and VP of Sales Ops at Dutchie, Yin Cheng. Yin goes in depth on how to fine tune the priorities and projects of your team and adopt a forward thinking mindset in the beginning stages of operation. Yin also shares his insights into improving your Salesforce infrastructure, preparing for a potential IPO, and nurturing the Rev...
2023-06-0252 min
RevOps RockstarsBalancing Possibilities With Needs - Hoppy Maffione - RevOps Rockstars - Episode #26On this episode of RevOps Rockstars, we’re joined by an operations powerhouse. With over 12 years of experience in operations, she has perfected her expertise in building systems and teams. She is renowned for her exceptional ability to assist startups in their growth and scaling endeavors. Welcome to the show VP of Revenue Operations and Strategy at Harness, Hoppy Maffione! Hoppy, David, and Jarin share the mic to explore the importance of communicating the value of the work you do, ways to tailor presentations for execs, and the difference between being right and being effective. Takeaways:Bei...
2023-05-2648 min
RevOps RockstarsTalking With Top Stakeholders - Chris Glen - RevOps Rockstars - Episode #25Protecting revenue for a company is a delicate balancing act between getting new customers, serving existing customers, and handling operations work. This week’s guest is here to help make that balance easier. With over 9 years of experience in Business Systems he has built and led teams across a variety of departments. Joining the show this week is Head of Business Systems and Data Team at Invicti Security, Chris Glen! Chris sits down with hosts David Carnes and Jarin Chu to help teams revamp their change management strategies, strengthen relationships with company investors, and find their balance.
Tak...
2023-05-1255 min
RevOps RockstarsFinding The Right Solutions For Your Stakeholders - Michael Boardman - RevOps Rockstars - Ep #24Today's RevOps Rockstar is a Sales Ops specialist. He’s an expert in all things GTM, sales metrics, and forecasting. Joining the show this week is Director of Revenue Operations at Riskonnect, Michael Boardman! Michael sits down with hosts David Carnes and Jarin Chu to cover the risks of rushing tech implementations, why you need to account for your different stakeholders, and what the future of RevOps looks like.
Takeaways:
As a RevOps leader you need to be careful with the tech you implement. When looking for new options, pick ones that are asked for in...
2023-05-0547 min
RevOps RockstarsMoving Slow To Move Fast - Laura Wheeler - RevOps Rockstars - Episode #23This week’s RevOps Rockstar is a talented Ops leader who entered the tech industry while playing in a cover band working as an event coordinator. She’s a skilled salesperson and mentor who has seen every aspect of the sales and operations process. Joining the podcast this week is VP of Revenue Operations and Enablement at Spekit Laura Wheeler! Laura joins hosts David Carnes and Jarin Chu for an exploration of how Laura best enables her teams. In this episode we’ll cover the inherent cross functionality of RevOps, how outsourcing work can benefit startups, and what Laura’s go to...
2023-04-2857 min
RevOps RockstarsThe Evolution Of RevOps - Dustin Brown - RevOps Rockstars - Episode #22On this episode of RevOps Rockstars we’re joined by a RevOps revolutionary. He’s a motivated Ops leader, with over 7 years of experience across a wide variety of industries. Welcome to the show, Senior Director of GTM Operations at Flashpoint, Dustin Brown! Dustin joins hosts David Carnes and Jarin Chu for an in depth discussion on how he unifies teams at Flashpoint through RevOps. In this episode Dustin shares the importance of understanding how your different departments are intertwined, the challenges of avoiding tech debt, and how he organizes RevOps through a hub and spoke model.
Takea...
2023-04-2155 min
RevOps RockstarsGrowing RevOps With The Right People - Danny Schonfeld - RevOps Rockstars - Episode #21On this week’s episode of RevOps Rockstars, we’re delighted to feature a talented Ops pro with a lot to share. He’s an effective leader who is skilled at leading diverse, international teams. His early career involved working for both Deloitte and LinkedIn, allowing him to cut his teeth in the world of RevOps. Welcome to the show, VP of Revenue Operations at Glia, Danny Schonfeld. Hosts David Carnes and Jarin Chu interview Danny to uncover his strategies for leading teams across multiple time zones, striking a balance between strategy and operations, and using data to paint a narr...
2023-04-1452 min
RevOps RockstarsIntroducing Order to Chaos - Ali Seibel - RevOps Rockstars - Episode #20Today’s guest on RevOps Rockstars is an operations Swiss Army Knife. She has a passion for scalable processes, and a knack for keeping people on their toes. She is a constant innovator, who consistently goes above and beyond. Welcome to the show, Director of Revenue Operations at Groove, Ali Seibel! Ali joins hosts David Carnes and Jarin Chu to talk about what it really means to be a RevOps leader, how to effectively enable your teams, and the challenges faced when running a RevOps team.
Takeaways:
Not everyone truly appreciates the role that...
2023-04-0750 min
RevOps RockstarsThe 6 Pillars Of RevOps - Kay Dastgheib - RevOps Rockstars - Episode #19Today’s RevOps rockstar is someone who develops top performing teams, and has a passion for scalable and sustainable business growth. As a RevOps leader, he focuses on establishing a proactive data-driven culture. Joining David and Jarin this week for another amazing episode of RevOps Rockstars is the VP of GTM Strategy & Operations at Mural, Kay Dastgheib. David, Jarin, and Kay dive deep in to Kay’s 6 pillars of RevOps, how he empowers team members to utilize data, and the ways to use your RevOps skills to build an effective garden.
Takeaways:
Data is the lang...
2023-03-3145 min
RevOps RockstarsNail It And Scale It - Cody Guymon - RevOps Rockstars - Episode #18This week's guest on RevOps Rockstars is a strategic sales & operations leader who was recognized as one of Utah’s 2020 Business Executive 40-under-40. He helped Qualtrics go from a $1B unicorn to an $8B SAP acquisition and then through an IPO at a $20B+ valuation. Welcome to the show Chief Operating Officer, GTM Operations at Workato, Cody Guymon! David, Jarin, and Cody sit down this week to discuss the value a statistician brings to a ops team, why you should start preparing for board meetings as soon as the quarter ends, and the value of doing ride-alongs with sales re...
2023-03-2445 min
RevOps RockstarsPutting The Right People In The Right Places - Tyler Uteg - RevOps Rockstars - Episode #17On this week’s episode of RevOps Rockstars, we’re joined by someone who enjoys scaling teams and organizations to make them more efficient and productive. He’s a proven relationship builder, and an established leader who knows how to use data to drive decision making processes. Welcome to the show, VP of Revenue Operations at Muck Rack, Tyler Uteg! Tyler is a RevOps pro who joins hosts David Carnes and Jarin Chu to give them the scoop on how Muck Rack has built a successful RevOps department. In this episode we’ll discuss all things KPIs, the importance of a goo...
2023-03-1751 min
RevOps RockstarsGood Databases Need Good Data - Julia Kim - RevOps Rockstars - Episode #16She’s led go-to-market operations for award winning consumer and SaaS products mentioned in the Wall Street Journal, Forbes, Forrester and TechCrunch. She’s the Global Technology Chair for Harvard Alumni Entrepreneurs, and a member of Google Women Techmakers. Julia Kim, VP of RevOps at Electric, is this week's guest on RevOps Rockstars. Hosts David Carnes and Jarin Chu sit down with Julia to learn more about her experience as a RevOps leader, and dive into how she runs her teams. In this episode we’ll cover some pitfalls of AI data tools, why you need to create brand awaren...
2023-03-1056 min
RevOps RockstarsSpeaking All The Languages Of Business - Daniel Swimm - RevOps Rockstars - Episode #15On this episode of RevOps Rockstars, we’re joined by a GTM & Customer Leader with a deep experience guiding growth stage enterprise SaaS companies to hundreds of millions of dollars in revenue. He’s a senior global go-to-market and operations executive who has a proven record of delivering enduring value to shareholders. Staring on the show this week is VP RevOps at Formstack, Daniel Swimm. Hosts David Carnes and Jarin Chu sit down with Dan to learn about his role at Formstack, how he ties teams to metrics, and why Ops teams don’t need to always strive for perfec...
2023-03-0345 min
RevOps RockstarsNo Leads Left Behind - Olga Traskova - RevOps Rockstars - Episode #14Today's RevOps Rockstar is a highly effective strategy-to-action professional with 15 years of experience in marketing and sales operations. She’s a skilled leader who is passionate about creating alignment, partnership and operational efficiencies between Marketing, Sales and Revenue departments. Taking the stage this episode is the VP of Revenue Operations at Tiger Connect, Olga Traskova. Hosts David Carnes and Jarin Chu sit down with Olga to make sure no leads get left behind, discuss the future of RevOps, and learn how Olga manages 300 kpi’s.
Takeaways:
It’s hard to study RevOps in theory, most aspects requir...
2023-02-2444 min
RevOps RockstarsWhat A Unicorn Knows - Pablo Dominguez - RevOps Rockstars - Episode #13This week’s guest on RevOps Rockstars is someone who brings over 23 years of global sales operations experience. He’s the author of the upcoming book “What A Unicorn Knows,” coming out next week on Feb 21, 2023. Our guest this week is none other than Operating Partner, Sales and Customer Success at Insight Partners, Pablo Dominguez. David, Jarin, and Pablo take a deep dive into strategies Ops teams can implement to make their processes more efficient. We’ll cover how to utilize lean processes, Pablo’s new book, and how to make the perfect rack of smoked ribs.
Takeaways:
2023-02-1751 min
RevOps RockstarsManaging Global RevOps Teams - Gabriel Rustice - RevOps Rockstars - Episode #12Joining us for another great episode of RevOps Rockstars is a dad, an amateur Youtuber, and a global RevOps leader based in Barcelona. Bringing 15 years of experience in global organizations to the show is VP of Revenue Operations at DocPlanner Gabriel Rustice. Gabriel joins hosts David Carnes and Jarin Chu to discuss why being busy is not the same as being effective, how he’s led ops teams on a global scale, and when the right time to implement a BI tool is.
Takeaways:
Being busy is not the same as being effective. While RevOps can be...
2023-02-1053 min
RevOps RockstarsIt’s Ok To Change - Megan Heinz - RevOps Rockstars - Episode #11On this episode of RevOps Rockstars we talk with a guest who brings over 5 years of ops experience to the podcast. She is a proven leader who helps companies implement best practices and drive go-to-market efficiencies to support their growth. Joining hosts David Carnes and Jarin Chu is VP of Revenue Operations at Mainsail Partners, Megan Heinz. Megan shares her insights utilizing customer data to drive revenue, providing educational resources for your ops teams, and ways RevOps can support sales and customer support teams.
Takeaways:
Just because something is being done one way currently does not...
2023-02-0347 min
RevOps RockstarsTurning It Off And On Again - Stas Daszkiewicz - RevOps Rockstars - Episode #10When you think of IT, you likely think of a department that installs antivirus software rather than one that helps drive revenue. Stas Daszkiewicz is a seasoned RevOps professional, a Salesforce savant, and serves as the Senior Director of IT at Sisense. Stas joins hosts David Carnes and Jarin Chu for another insight packed episode of RevOps Rockstars where he breaks down some RevOps myths. In this episode we dive into his 12 years of Ops experience, the role that IT plays in RevOps, and how new RevOps pros can get a leg up in the industry.
Takeaways:
2023-01-2748 min
RevOps RockstarsWatching The Data - Samantha Richey - RevOps Rockstars - Episode #9Today’s guest is an expert in both quantitative and qualitative analytics, who specialized in translating raw data into actionable insights. She’s led marketing and revenue ops teams for over 8 years. Samantha Richey was most recently the Head of Global Revenue Marketing & Operations at HYCU inc. On this episode of RevOps Rockstars, Samantha joins hosts David Carnes and Jarin Chu to share her RevOps experience. Samantha teaches us why you have to watch the data, and provides ways that you can get a better understanding of the challenges your sales and marketing teams face.
Takeaways:
Whil...
2023-01-2048 min
RevOps RockstarsFiring Yourself From RevOps - Will Post - RevOps Rockstars - Episode #8Today's guest on RevOps Rockstars is a strategic B2B revenue leader who excels at forging C - Level relationships. He has a proven ability to lead teams that create, implement and optimize strategies that drive business. Joining us this week is Will Post, the VP of Revenue at VidMob. In this episode, Will highlights why RevOps needs to be a main focus of a company and not a side project, and how he “fired” himself from RevOps at his current company by bringing on someone to handle RevOps full time.
Takeaways:
RevOps is not a side...
2023-01-0646 min
RevOps RockstarsFinding The Balance - Matthew Amadea - RevOps Rockstars - Episode #7Today's guest is a SalesOps swiss army knife. He’s a results-oriented professional with over 5 years of experience, and a proven RevOps leader. Matthew Amadea is the Head Of RevOps at Tigera, and the guest on this episode of RevOps Rockstars. Listen in as hosts David Carnes and Jarin Chu interview Matt to learn about his PLG strategies, finding the balance between the many requests facing a RevOps team, and his 70/30 rule.
Takeaways:
As a RevOps leader it can be exciting to help people solve any problem you can, but it can quickly take up your ti...
2022-12-3040 min
RevOps RockstarsMoving The Needle - Brandon Bussey - RevOps Rockstars - Episode #6Leading a RevOps team can be difficult, but today’s guest is here to make it a bit easier. He’s a Strategy and Operations Executive with 15 years of diverse tech industry experience, and was honored as one of Utah Businesses’ 40 under 40 for 2022. Brandon Bussey is the SVP of Revenue Operations at Entrata. Brandon is a seasoned leader who joins the show this week to share some of the lessons he’s learned, tips for incoming RevOps leaders, and how he likes to build out his RevOps teams.
Takeaways:
When you are building a comp plan on behav...
2022-12-2353 min
RevOps RockstarsBuilding Successful RevOps Teams - Kaitlin MacKenzie - RevOps Rockstars - Episode #5Today's guest is a great friend of OpFocus. She's a sales and RevOps superstar, and an established leader with over 14 years of sales and revenue experience who has taken her career from rocketship to rocketship. Welcome to the show, VP of Revenue Operations at Onapsis Kaitlin MacKenzie! This week, David and Jarin chat with Kaitlin to learn how she likes to lead RevOps teams, her tips for interacting with the board, and find out her strategies for implementing tech.
Takeaways:
It can be exciting to make changes to a system to improve efficiency. It is important...
2022-12-161h 00
RevOps RockstarsCommunicating Cross Functionally - Lisa Daly - RevOps Rockstars - Episode #4RevOps works with many different teams, and cross department communication is difficult. Today’s guest is here to help. She's a fearless ops leader with over 20 years of experience. Joining the show this week is the VP of Revenue Planning and Operations at FloQast Lisa Daly. Hosts David Carnes and Jarin Chu chat with Lisa to learn more about her leadership experiences, the future of RevOps, and how to establish cross functional communication.
Takeaways:
Failure is ok. Many of the projects RevOps teams partake in are difficult and don’t always run smoothly. When...
2022-12-0946 min
RevOps RockstarsFinding Your Vision - Branden Baldwin - RevOps Rockstars - Episode #3On this episode of RevOps Rockstars, we sit down with a true RevOps professional who finds satisfaction in helping others and making lives easier. He's made a career from learning and improving the inner workings of revenue architecture in SaaS. Bringing over five years of experience in leading ops teams to the show is the VP of RevOps at Mavrck, Branden Baldwin. Co-hosts David Carnes and Jarin Chu chat with Branden to learn how Ops teams can find their vision, how to drive cross functional corporate initiatives, and tips for interacting with the board.
...
2022-12-0247 min
RevOps RockstarsPulling The Right Data - Ben Bryer - RevOps Rockstars - Episode #2Today’s guest is a great friend of OpFocus, who's worked in business operations the past eight years, across three companies. He has a passion for problem solving and removing barriers, and loves working with all facets of an organization to help them optimize their workflow. Let's welcome Ben Bryer, Vice President of Business Operations at Facet Wealth. In this episode Ben teaches us about the importance of properly generating data, managing beyond KPI’s, and why new sales reps should focus on interpersonal skills over technical skills.
Takeaways:
When implementing new systems, you...
2022-11-2539 min
RevOps RockstarsLeading Your RevOps Team To Success - Heidi Thompson - RevOps Rockstars - Episode #1Join us for our inaugural episode of OpFocus’s podcast RevOps Rockstars! Today’s guest has a history of working in hyper-growth SaaS companies. She’s a strong revenue leader skilled in Business Planning, Strategy, Operations Management, and Reporting & Analytics across the entire GTM funnel. Heidi Thompson is the VP of GTM Strategy & Revenue Operations at Unqork. Heidi joins hosts David Carnes and Jarin Chu to dive into some RevOps topics. On this episode we smash a RevOps myth, share Heidi’s strategies for RevOps leaders, and learn about her role at Unqork.
Ta...
2022-11-1836 min
2022-11-1000 min