Shows
The Revenue FormulaWhy you shouldn't internationalize (w/ Shantanu & Koen from Personio)Everyone dreams about taking their company global. But most teams have no idea how hard it really is.In this episode, Toni sits down with Shantanu and Koen from Personio to talk about why expanding into new markets can easily sink your go-to-market strategy. They’ve both helped companies like Gong, LinkedIn, and Personio grow across borders, and they’ve got the scars to prove it.They dig into what founders get wrong about international expansion, how to tell if your product actually fits a new geography, and why “just translating the website” is never en...
2025-10-2850 min
RevOps Lab#57 How to get Annual Planning right - with Shantanu Shekhar, Head of RevOps at PersonioShantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table.
We cover:
- The importance of the partnership between RevOps and finance
- Using KPI trees to align teams and set clear goals
- How to integrate financial metrics with operational realities
- Effective planning strategies to break silos between revenue...
2024-12-0238 min
RevOpsAF The PodcastWhy customer success is central to your revenue orgRevenue Operations should only focus on teams that directly generate net new revenue. ❌ False!
Customer Success holds all of your recurring revenue, making it central to your revenue strategy. Join co-host Camela Thompson and Shantanu Shekhar, Revenue Operations at Personio, as they discuss fostering alignment 🤝across all GTM teams.
You’ll learn about:
💲 Expanding the definition of revenue beyond Sales
💗 How to increase alignment through councils and joint OKRs
👨🏽💼 Why RevOps teams will always benefit from specialization
Watch the full video for an insightful co...
2024-10-2121 min
The Prepared SellerThe Future of Tech Sales W/Shantanu Shekhar | Data, AI, and the Death of the Traditional Funnel | Ep 044Connect with Shantanu Shekhar on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
"Data itself is an asset, but you need to identify the signal within the noise."
Summary
Shantanu Shekhar, Senior Director of Go-To-Market at Gong, shares insights on revenue operations and the growth of LinkedIn. He emphasizes the importance of focusing on customer value and aligning strategy and operations. Shantanu discusses the role of data in decision-making and hi...
2024-09-2526 min
RevAmp by DealHub.ioShantanu Shekhar | RevOps | Gong's Growth Journey: From Single Product to Multinational SuccessIn this episode of the RevAmp podcast, Mark Lerner sits down with Shantanu Shekhar from Gong to discuss the incredible growth journey of the company. From starting as a single product in the US market to becoming a multinational success, Gong has faced numerous challenges along the way. Shantanu shares insights into the operational perspective of managing this growth and the importance of being agile and flexible. They also delve into the lessons learned and the future direction of Gong. Don't miss this fascinating conversation about Gong's remarkable journey.
2024-06-1928 min
SaaSy Talk UnfilteredSaaSy Talk S01.44: Tackling RevOps with Shantanu ShekharAbout The Guest(s): Shantanu Shekhar is currently Senior Director of GTM Operations for Gong and leads go-to-market strategy, process excellence and cross-functional alignment for their international markets.
Prior to Gong, Shantanu has held key revenue operations / GTM leadership positions at LinkedIn and Nitro, and is a former management consultant from Bain & Co.
Shantanu lives in the warm confines of Dublin, Ireland along with his wife and two kids.
Summary: In this episode, host Ricky interviews Shantanu Shekhar, Senior Director of Revenue Operations at Gong. Shantanu shares his journey into the tech industry...
2024-02-0738 min
The RevOps ReviewAnnual Planning and Process Optimisation With Jeff Ignacio and Shantanu ShekharOur host Jeff Ignacio sits down with Shantanu Shekhar, the Head of EMEA Customer Sales at Gong, to discuss how to improve and optimise operational efficiency. They cover the annual planning process, unit economics and how to test ratios. They also discuss improving processes and tech stacks to save time and resources.
2024-01-1220 min
Operations with Sean LaneCharting a Course for International Expansion with Gong's Shantanu ShekharThe moment when a US-based company decides to expand internationally -- more specifically when they decide to open up local offices in those international regions -- is quite the investment. Everything about your business gets harder, more complicated. To help make the complex simple for the rest of us, we're joined on this episode by Shantanu Shekhar, someone who has gone through this exact expansion twice, at two of the most well revered brands in tech, LinkedIn and Gong.Shantanu is currently based in Dublin, Ireland as the Head o...
2023-09-2938 minThe Revenue FormulaStrategic Execution with RevOps (With Shantanu Shekhar, Sr Director GTM Ops @ Gong)While many wants to be strategic... the first step is understanding how to take a strategy to plan to execution.That's exactly what we discussed with Shantanu, Senior Director of GTM Operations at Gong.(00:00) - Introduction
(01:35) - The path to RevOps
(06:55) - The Role of RevOps
(10:05) - Common misconceptions of RevOps
(13:06) - What does strategy really mean for RevOps?
(16:46) - Strategy in practise
(22:54) - First principles
(28:22) - Proactive vs Reactive
(31:21) - Compartmentalization
(36:18) - Practical advise to get strategic
2023-09-2138 min
Go To Masters ShowUnlocking RevOps Excellence: Insights from Shantanu Shekhar on Strategy, Team Building, and Commission PlansShantanu Shekhar is the Senior Director of GTM Operations for Gong, leading go-to-market strategy, process excellence, and cross-functional alignment for their international markets. He also leads Gong’s account management team in EMEA, which is focused on driving value for their existing customers in the region.Prior to joining Gong, Shantanu held key revenue operations/GTM leadership positions at LinkedIn and Nitro. He is also a former management consultant from Bain & Co.The latest episode of The Go-To-Masters Show features Shantanu, where we discuss:Approaching the EMEA market as a RevOps professional and assessing th...
2023-09-2032 min
Leadership that sells45. How to raise a virtual pet for work life harmony - Snr Director Rev Ops Shantanu Shekhar at GongIn this episode, we dive into a fascinating discussion with Shantanu Shekhar, an experienced leader in revenue operations, who shares his insights on how to drive success as a manager.
Shantanu's three-pillar approach, focusing on people, process, and purpose, creates a balanced and effective management style that fosters growth, accountability, and belonging within his teams.
Shantanu dives deep into the importance of Process, Purpose, and People:
🎯 Process: Streamline your team's operations for agility and efficiency
🎯 Purpose: Motivate your team by aligning individual goals with the company's vision
🎯 People: Nurture talent, fos...
2023-04-1839 minLeadership that sells45. How to raise a virtual pet for work life harmony - Snr Director Rev Ops Shantanu Shekhar at GongIn this episode, we dive into a fascinating discussion with Shantanu Shekhar, an experienced leader in revenue operations, who shares his insights on how to drive success as a manager.
Shantanu's three-pillar approach, focusing on people, process, and purpose, creates a balanced and effective management style that fosters growth, accountability, and belonging within his teams.
Shantanu dives deep into the importance of Process, Purpose, and People:
🎯 Process: Streamline your team's operations for agility and efficiency
🎯 Purpose: Motivate your team by aligning individual goals with the company's vision
🎯 People: Nurture talent, fos...
2023-04-1839 min
The Revenue LoungeDriving RevOps Growth With Contact Data ft. Shantanu ShekharWelcome to Season 1 Episode 13 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!Episode Host - Abhijeet Vijayvergiyahttps://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/Episode Guest - Shantanu Shekharhttps://www.linkedin.com/in/shantanushekhar/Podcast Details:Podcast page - https://bit.ly/3UznQ4USpotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3Google Podcasts - https://podcasts.google.com/u/0/search...
2022-12-0725 min
Don't Blame the CRM#6 RevOps: Why It All Starts and Ends with People | Shantanu Shekhar, GongIn this episode of the Vainu RevOps interview series, we discussed with Shantanu Shekhar, Senior Director, Sales Strategy & Operations at Gong. Tune in to listen to Shantanu's thoughts about what are the three core pillars driven by the RevOps teams, what's needed to be able to drive change, what is it that makes up a successful person in RevOps, and what are his top tips for people trying to sell to RevOps teams and more!
2022-12-0629 min
Conundrum ArchivesConundrum Archives | S02E07 Part 2 | Navigating through our ignorance on Dark Matter and Dark EnergyBack for part 2 and the season finale, our hosts talk more with Shantanu about Dark Matter and Dark Energy, bringing the special episode to a complete finish.Hosted ans edited by Saikat with Shantanu Shekhar as our guest, this is the season finale to Conundrum Archives season 2.
2021-11-2851 min
Conundrum ArchivesConundrum Archives | S02E07 Part 1 | Dark MatterAnything that occupies space and has mass is known as matter. This is something we all know. What is the matter that we can't see? What percentage of the universe does it make up for? What exactly is Dark Matter? This is something we are answering in this special episode with our guest, Shantanu Shekhar. Hosted by and edited by Saikat, this is the first part of the sixth episode in the second special episode of Conundrum Archives. Disclaimer: Anything we talk about or discuss is not meant to hurt anyone's beliefs or religious sentiments. Everything we discuss is to...
2021-11-1952 min