Shows
GTM by the NumbersEp 1: The Science of GTM Using Metrics, Experiments, and the Art of Strategic Decision-Making with Scott StoufferIn this episode of the GTM By the Numbers podcast, part of the BenchmarkIt podcast family, host Brandon Redlinger speaks with Scott Stouffer, a five-time SaaS CEO, founder of ScaleMatters, and one of the foremost voices in data-driven GTM strategy. With over 30 years of experience (including leading a company through IPO and multiple exits), Scott is an unapologetic metrics nerd who’s on a mission to bring clarity and precision to GTM decisions.Together, they unpack the myths of SaaS metrics, why most GTM teams are tracking the wrong KPIs, and how to rethink success through the le...
2025-06-1259 min
Private Equity Value Creation PodcastEp. 58: Scott Stouffer, scaleMatters | Using Data to Make Effective Go-To-Market InvestmentsThis episode is sponsored by scaleMatters.
In this episode, Shiv Narayanan interviews Scott Stouffer, CEO and Founder at scaleMatters, to talk all about data – data hygiene, data infrastructure, and the insights that come from data to make those important value creation decisions.
Learn how scaleMatters – a firm that specializes in go-to-market analytics – reviews and audits client data, why it’s important for companies and PE firms to take on this work, how to establish the metrics you need in your dashboards, and more.
The information contained in this podcast is not intended to constitute, and should no...
2024-12-1048 min
Private Equity Value Creation PodcastEp. 58: Scott Stouffer, scaleMatters | Using Data to Make Effective Go-To-Market InvestmentsThis episode is sponsored by scaleMatters. Shiv interviews Scott Stouffer, CEO and Founder at scaleMatters. This episode is all about data – data hygiene, data infrastructure, and the insights that come from data to make those important value creation decisions. Learn how scaleMatters – a firm that specializes in go-to-market analytics – reviews and audits client data, why it’s important for companies and PE firms to take on this work, how to establish the metrics you need in your dashboards, and more. The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2024-12-1048 min
CEO Sales StrategiesBecome A Top-Performing Company: How To Analyze And Optimize Your Revenue With Scott Stouffer [Episode 124]Top companies have a religious attention to finding the friction in their company or the inefficiencies in the process. Analyzing and optimizing your revenue can help identify what you could improve to bring long-term profit to your business. In this episode, Scott Stouffer, the Founder of scaleMatters, explains how to analyze and optimize your revenue to generate profit. Scott advises that you should not work on everything altogether but instead focus on one thing and see its effect on your business before moving to the next thing. Scott also draws on their experimentation culture and recognizes its value in building...
2024-02-1436 min
CEO Sales StrategiesBecome A Top-Performing Company: How To Analyze And Optimize Your Revenue With Scott Stouffer [Episode 124]Top companies have a religious attention to finding the friction in their company or the inefficiencies in the process. Analyzing and optimizing your revenue can help identify what you could improve to bring long-term profit to your business. In this episode, Scott Stouffer, the Founder of scaleMatters, explains how to analyze and optimize your revenue to generate profit. Scott advises that you should not work on everything altogether but instead focus on one thing and see its effect on your business before moving to the next thing. Scott also draws on their experimentation culture and recognizes its value in building...
2024-02-1433 min
CEO Sales StrategiesBecome A Top-Performing Company: How To Analyze And Optimize Your Revenue With Scott Stouffer [Episode 124]Top companies have a religious attention to finding the friction in their company or the inefficiencies in the process. Analyzing and optimizing your revenue can help identify what you could improve to bring long-term profit to your business. In this episode, Scott Stouffer, the Founder of scaleMatters, explains how to analyze and optimize your revenue to generate profit. Scott advises that you should not work on everything altogether but instead focus on one thing and see its effect on your business before moving to the next thing. Scott also draws on their experimentation culture and recognizes its value in...
2023-09-2636 min
Startup Success: A Podcast for Founders & InvestorsOptimizing Customer Acquisition for Startups with Scott Stouffer, CEO and Founder of scaleMattersWelcome to another episode of Startup Success, a podcast for founders and investors. Today we are joined by serial tech entrepreneur Scott Stouffer, CEO and Founder of scaleMatters, a go-to-market optimization platform that helps B2B startups fix inefficiencies in their revenue acquisition funnel. Join us as we discuss the importance of creating an Ideal Customer Profile (ICP) and honing your messaging to attract your precise target market. Scott shares his insights on:The need for a well-defined ICP at early & growth-stage startupsReducing your customer acquisition costsIdentifying bottlenecks in your sales pipelineAligning your messaging with your customer's...
2023-06-2924 min
The Revenue LoungeTurning Data into Actionable Insights With RevOps ft. Vinny PolisenoWelcome to Season 2 Episode 11 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 Guest - Vinny Poliseno https://www.linkedin.com/in/vinnypoliseno/ Episode Host - Bhaswati B https://www.linkedin.com/in/bhaswati-bhattacharyya-9307768b/ Podcast Details: Podcast page - https://nektar.ai/podcasts/ Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3 Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872 Episode Details:Bad...
2023-06-1429 min
SaaS FuelScott Stouffer - Data-Driven Dominance: Unlocking Efficient GrowthWelcome to another episode of SaaS Fuel™ Expert Series! In this power-packed episode, Jeff Mains engages in a conversation with Scott Stouffer, the CEO and founder of scaleMatters and the go-to-market mastermind who's shaking up the industry with his data-driven approach. Scott is an expert at building quantitative data and process models to uncover waste, inefficiency, and friction in the go-to-market function, and he's here to spill the beans on his secrets to success.Get ready to take your messaging game to the next level as Scott shares his proven process for capturing conversations with prospects and ex...
2023-04-0647 min
B2B Revenue LeadersHow to Develop a Successful B2B Testing Strategy | Scott Stouffer (scaleMatters)Scott Stouffer, Founder and CEO of scaleMatters, joins Dustin on this week's episode to discuss the do's and don'ts of go-to-market experimentation for B2B businesses. In this episode, Dustin and Scott discuss how businesses waste time and money running ineffective tests, what you should focus on when determining which tests to prioritize, and more.
You can learn more about scaleMatters and how they identify issues in your funnel over on their website. You can also reach out to Scott vis his email if you have any questions on the topics discussed today.
2023-04-0426 min
Cloud Radio | A SaaS PodcastFounder + CEO of ScaleMatters: Fixing Go To Market WasteOur Guest: Scott Stouffer, Founder + CEO of ScaleMatters, a Go-To-Market (GTM) Optimization Software Platform.Episode Topics:What to do if you inherit bad RevOps data + systemsHis take on the SaaS industry's declining sales quota attainment levelsThe dangers of focusing too much on late-stage pipelineAreas of waste at the top-of-the-funnelThe ROI of investing in RevOps to eliminate GTM wasteHow tech stacks are often the root cause of GTM wasteWhy everyone invests in RevOps too lateReinvesting savings into growth + equity value creationHis perspective on cold investor outreachEpisode Resources:scalematters.comAbout Cloud...
2023-04-0344 min
Leaders of Growth#51 How to Optimize Go-to-market with Scott Stouffer (Co-founder, scaleMatters)In this episode of Leaders of Growth, Arthur Nobel from Knight Capital interviews Scott Stouffer, CEO and co-founder of Scale Matters. Scott shares valuable insights on optimizing go-to-market for early and growth-stage B2B companies.Scott and Arthur discuss several topics, including:· The common inefficiencies in sales and marketing efforts of early and growth-stage companies.· A data-driven approach for determining the number of salespeople needed to achieve revenue goals.· Go-to-market management.· GTM maturity and how to leverage data according to your stage.· Go-to-market tech infrastructureL...
2023-03-2235 min
Sales Strategy & Enablement by Revenue.ioIs Messy Data Damaging Your Business? [Special RevOps Podcast Episode]The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard...
2023-03-1926 min
The Role Forward: A Strategic Finance PodcastFundraising in a Down Market with Scott Stouffer, CEO and Founder of scaleMattersInvestors provide vital funds so that companies can achieve their next level of growth, whether it’s making the next important version of a product or a key hire that will unlock the company’s potential even further. But in a time of economic uncertainty, where we see layoffs, budget freezes, and falling tech industry stock prices, venture capital investors are putting the brakes on aggressive funding for early-stage growth companies. According to a Crunchbase report, in the last quarter of 2022, investments in startup companies in North America fell by 63% compared to the same period a year earli...
2023-03-1342 min
Sales Strategy & Enablement by Revenue.ioRevving Up your Go-To-Market Engine [Special RevOps Podcast Episode]Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)
2023-03-1229 min
SaaS DistrictThriving for Revenue in The 2023 Market Downturn with Scott Stouffer #203Scott Stouffer is the Founder & CEO of ScaleMatters, a platform that delivers Go-to-Market operations, analytics, and insights to help businesses drive capital-efficient growth. He took his first company (Visual Networks) public in 2001 and grew it to a peak market cap of $3 billion. Since then, he has been 5x CEO and 3x Founder.In this episode we cover:00:00 - Intro01:35 - GTM Strategy To Overcome Downturn05:13 - Common Points For CAC Decreasing & Shortening Sales Cycle13:11 - Effectively Balancing Sales Team And Leads15:16 - Key Elements Of Context To Improve Operations & Outcomes23:12 - How To Begin I...
2023-03-0344 min
The Revenue Architect PodcastHow to acquire customers more efficiently: An interview with Scott Stouffer, CEO of scaleMatters.Last month, I wrote about the top 3 things SaaS companies need to plan for to be successful in 2023, one of which is finding greater efficiency in customer acquisition.If anyone knows the secrets to finding efficient growth, it’s Scott Stouffer:* As CEO of Salsa Labs, he reduced his customer acquisition cost (CAC) by 75% within his first 12 months and cut his sales cycle in half, by systematically finding and eliminating the friction in his go-to-market.* Now as CEO and founder of scaleMatters he has productized what he built at Salsa Labs so that th...
2023-02-2333 min
RevOps PodcastIs Messy Data Damaging your Business?The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard...
2023-02-1626 minRevOps PodcastRevving Up your Go-To-Market EngineSucceeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)
2023-02-0929 min
Cash & BurnCreating Organizational Motivation w/ Scott StoufferIn today’s episode, Brandon sits down with Scott Stouffer, 5th time CEO and now Founder & CEO at scaleMatters, a go-to-market optimization platform that improves B2B marketing & sales efficiency. Working with several early-stage companies, Scott shares stories of failures and successes trying to navigate complicated sale cycles, stimulating the organization to change and competitive pressure. Scott also explains funnel balancing, optimizing teams with the right number of skilled salespeople and lead generators. As CEOs, Scott and Brandon look towards the rest of the year to predict where the SaaS indust...
2023-02-0735 min
Scale Your SaaS244: How to Gain More Efficient Growth Using Data - with Scott StoufferEPISODE SUMMARYEverywhere you go in software businesses, you hear "KPI" thrown around. But how exactly do you begin to capture data, make sense of the numbers and produce an action plan written with letters? Easy. You follow the steps of intentional iteration.Host and B2B SaaS Sales Coach Matt Wolach and ScaleMatters CEO Scott Stouffer unleash the magic of intentional iteration and unravel the secret art of using data. Stouffer also shares the assortment of tricks you can apply to scale your company securely. Watch and learn to wield logic like...
2022-12-2725 min
Metrics that Measure UpMetrics Require Context - with Scott Stouffer, founder and CEO scaleMattersHave you ever looked at all of the reports, dashboards, and data presented across your company and felt overwhelmed and under-informed?Today's data-driven world far too often results in a lot of data but not better decision-making or company performance.Scott Stouffer founded his first company in 1993 and has lived the reality of how Go-to-Market Strategy is not a one-time thing, but a series of iterations over time. Scott compares today's need to continuously evolve your GTM strategy much as Agile did for software development. Basically an "Agile Go-to-Market" model.The above reduces...
2022-10-2534 min
The CRO Spotlight PodcastFundamental Insights on Succeeding as a CRO, With Scott StoufferThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30CRO is a new job title, but that doesn't mean there's a lack of knowledge on how to succeed as one. In this episode, Warren and Lupe are joined by Scott Stouffer, CEO and Founder at scaleMatters. Join them as they discuss a key thing sales-centric CROs are often light on (and what landed them in that CRO seat), how to stop throwing money away by finding your product-market-message fit faster, the problem with data, bringing t...
2022-10-0548 min
The Data RoomGo-to-Market Reporting to the BoardScott shares his experience as a 5-time CEO as well as an independent Board director on multiple companies. Some highlights from this episode include:
Challenges - Why is BOD reporting so challenging and cumbersome for VC/PE backed companies?
Perspective - What are the responsibilities of the Board and what do they need to know to execute those responsibilities?
Frequency - what to report on a monthly basis vs. quarterly basis
Content - what to include (and not include) in your BOD meetings?
2022-09-0812 min
RevOps CornerRevOps Live #3 - Revenue Data Analytics - How to Trust Your Data with Scott StoufferHosted by Eddie Reynolds CEO & Founder of Union Square Consulting featuring Scott Stouffer CEO and Founder of scaleMatters.
In this live recorded episode the pair discuss Revenue Data Analytics, why it matters for early and growth stage B2B companies and how to trust the data. Scott draws on his years of experience to discuss the importance of RevOps and debate the best growth strategies for early and growth stage B2B companies.
What is scaleMatters? scaleMatters offers comprehensive RevOps-as-a-Service for early and growth stage B2B companies. It's the fastest, cheapest way to get great data a...
2022-08-111h 25The Data RoomHow Contextual Go-to-Market Reporting Improves Operations and OutcomesNoisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT.
In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes.
Time
Plan
Benchmarks
Relative Impact
Journey Relationship
2022-07-1817 minRevOps CornerCommon Pitfalls & Key Insights for B2B Revenue Teams with Scott StoufferCEO and Founder of scaleMatters Scott Stouffer draws on his years of experience to discuss the importance of RevOps and debate the best growth strategies for early and growth stage B2B companies. Hosted by Eddie Reynolds CEO and Founder of Union Square Consulting.
What is scaleMatters? scaleMatters offers comprehensive RevOps-as-a-Service for early and growth stage B2B companies. It's the fastest, cheapest way to get great data and insights so you can build an effective Go-to-Market engine FAR earlier in the life of your company. As a strategic partner to CEOs, CROs and senior revenue leaders, scaleMatters deploys th...
2022-07-141h 07The Data RoomWhat's the Best Way to Build RevOps: In-house vs. Outsourced vs. HybridHere's what we cover in Episode 21:
3 choices for building a comphrensive RevOps function
5 factors to consider when choosing the right approach
2022-06-2112 minThe Data RoomRevOps Done Right for B2B Companies in Growth-ModeTL;DR - You can't build RevOps properly with just one person!
In Episode 20 we'll cover:
2 core requirements for RevOps
5 skill sets you need in RevOps
2022-06-1417 minThe Data RoomTangible Ways RevOps Improves Your Probability of Success as a Growing B2B CompanyB2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and potentially raise more funding.
In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into the tough journey that startups face and how they can navigate this journey efficiently and effectively:
The odds that startups face to get past the initial seed stage (0:48)
Why product/market/message fit is important and how to find it (4:10)
How to build a scalable and repeatable go-to-market engine after se...
2022-03-1621 minThe Data RoomData Analyst or RevOps Leader: Who's the First Hire for B2B Startup CEOs?You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine?
Ideally, you’d have enough capital to hire both, but that’s rarely the case.
In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst.
He reviews:
- The data that CEOs need when they’re growing an early-stage business (1:17)
- What data is useful for determining what strategi...
2022-02-1614 minThe Data RoomB2B Startups: When is it Too Early to Invest in RevOps?As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus.
Once you build your sales and marketing teams, is it time to start building out a revenue operations function?
Join Scott Stouffer, CEO and Co-Founder of scaleMatters, as he reviews the timing of investing in RevOps as a B2B startup:
- When it’s too premature to invest in RevOps (1:06)
- Challenges that indicate that it’s time to invest in RevOps (4:01)
...
2022-02-0914 minThe Data RoomRaising Series A? Why You Should Include RevOps in Your 100-Day PlanRaising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you can scale. But now what?
Your first 100 days after completing a Series A round are crucial - it’s time to get planning.
Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing:
- Common priorities to include in your 100-day plan (1:05)
- Why a delay in investing in RevOps could be detrimental to your growth (5:20)
- Th...
2022-02-0215 minThe Data RoomWhat Good RevOps Solves at Series Seed, A, BYour strategies and tactics change depending on the size of your company. The same can be said for revenue operations.
In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies:
He covers:
- The risk profile of a business related to the stage of funding (1:41)
- The value of RevOps for seed stage companies (4:05)
- The value of RevOps for Series A stage companies (6:05)
- The value of RevOps for companies...
2022-01-2618 minThe Data RoomWhy Early/Growth Stage B2B Startup CEOs Need to Start Caring About RevOpsB2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business.
In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth.
In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup:
- The impact of the RevOps function on B2B startups (1:17)
- The type of expertise needed to manage a B2B tech stack (5:15)
- How startup CEOs can use RevOps...
2022-01-1921 minThe Data RoomWhat Does RevOps Actually Bring to the Table for Bootstrapped B2B Startups?All startup CEOs care about revenue. But if you’re bootstrapped, do you need to care about revenue operations?
In this episode, Dan Quirk, Head of Marketing at scaleMatters, shares the thought process behind investing in RevOps (revenue operations) at a bootstrapped B2B company.
He covers:
- His conversation with a bootstrapped B2B startup about RevOps (1:18)
- Whether or not bootstrapped companies need to invest in RevOps (5:10)
- The main responsibilities of a revenue operations leader or team (11:54)
- 3 ways that RevOps helps startup companies gr...
2022-01-1221 min
Go-to-Market ExcellenceApplying Lean Six Sigma Principles to Revenue Operations w/ Britt Heaps, Sr. Director of Sales Ops @ Interos)Lean Six Sigma is a lot like a swiss army knife. It provides the tools to handle just about any challenge that a business can throw at you.The framework can help you tackle anything from sales enablement to goal setting to large-scale organizational issues.In this episode, special co-host Kairo Dilla, BDR at scaleMatters, and I talk with Britt Heaps, Sr. Director of Sales Ops at Interos, about the benefits of embracing Lean Six Sigma principles in revenue operations.We discuss:- How Lean Six Sigma helps reduce friction in...
2021-12-2743 minThe Data RoomApplying Lean Six Sigma Principles to Revenue Operations w/ Britt Heaps, Sr. Director of Sales Ops @ Interos)Lean Six Sigma is a lot like a swiss army knife. It provides the tools to handle just about any challenge that a business can throw at you.
The framework can help you tackle anything from sales enablement to goal setting to large-scale organizational issues.
In this episode, special co-host Kairo Dilla, BDR at scaleMatters, and I talk with Britt Heaps, Sr. Director of Sales Ops at Interos, about the benefits of embracing Lean Six Sigma principles in revenue operations.
We discuss:
- How Lean Six Sigma helps reduce friction in...
2021-12-2743 minThe Data RoomThe Case for Hiring a Business Analyst Before a RevOps Leader (w/ Zak Quintanilla, Business Analyst @ Searchspring)You’re the CEO of a startup. Who do you hire first?
A business analyst or a head of RevOps?
According to today’s guest, Zak Quintanilla, Business Analyst at Searchspring, the former is the correct answer. After all, before you build a team and focus on the long-term, you’ve got to know what the data is telling you first.
In this episode, we break down the advantages of having a business analyst, the types of projects they work on, and how they lead companies to insights that help propel the business forwar...
2021-12-2042 minGo-to-Market ExcellenceThe Case for Hiring a Business Analyst Before a RevOps Leader (w/ Zak Quintanilla, Business Analyst @ Searchspring)You’re the CEO of a startup. Who do you hire first?A business analyst or a head of RevOps?According to today’s guest, Zak Quintanilla, Business Analyst at Searchspring, the former is the correct answer. After all, before you build a team and focus on the long-term, you’ve got to know what the data is telling you first.In this episode, we break down the advantages of having a business analyst, the types of projects they work on, and how they lead companies to insights that help propel the business forwar...
2021-12-2042 minThe Data RoomSolving Data Hygiene Issues, Ops Team Building, and Customer Journey Mapping (w/ Kelsey Cohen, Sr. Revenue Operations Manager @ PetDesk)Data hygiene is a common challenge in many startups. Most organizations aren't aware of the importance of establishing a single source of truth for the whole organization from the beginning.
The truth is if you don’t prioritize it at the outset, you end up playing catch up afterwards.
In this episode, Kelsey Cohen, Senior Revenue Operations Manager at PetDesk, shares how she wrangled all the systems, data, and processes upon joining a new organization and built a team that could handle the ongoing work of maintaining data hygiene.
We discuss:
...
2021-12-1352 minGo-to-Market ExcellenceSolving Data Hygiene Issues, Ops Team Building, and Customer Journey Mapping (w/ Kelsey Cohen, Sr. Revenue Operations Manager @ PetDesk)Data hygiene is a common challenge in many startups. Most organizations aren't aware of the importance of establishing a single source of truth for the whole organization from the beginning.The truth is if you don’t prioritize it at the outset, you end up playing catch up afterwards.In this episode, Kelsey Cohen, Senior Revenue Operations Manager at PetDesk, shares how she wrangled all the systems, data, and processes upon joining a new organization and built a team that could handle the ongoing work of maintaining data hygiene.We discuss:...
2021-12-1352 minGo-to-Market ExcellenceHypergrowth GTM Leaders Should Be Best Friends with RevOps + CS + Product (w/ James Labastida, Chief of Staff, Revenue @ ClickUp)High-performing GTM leaders in hypergrowth companies make it a priority to cozy up with data, RevOps, CX, and product.Why?Because they know how critical it is to be data-driven in their decision making and to gain deeper insights into how to bring more value to their customers faster.In this episode, James Labastida, Chief of Staff, Growth at ClickUp, shares the benefits of finding alignment early across these functions and offers advice on how to achieve it.We discuss:- The culture at a hypergrowth company...
2021-12-0642 minThe Data RoomHypergrowth GTM Leaders Should Be Best Friends with RevOps + CS + Product (w/ James Labastida, Chief of Staff, Revenue @ ClickUp)High-performing GTM leaders in hypergrowth companies make it a priority to cozy up with data, RevOps, CX, and product.
Why?
Because they know how critical it is to be data-driven in their decision making and to gain deeper insights into how to bring more value to their customers faster.
In this episode, James Labastida, Chief of Staff, Growth at ClickUp, shares the benefits of finding alignment early across these functions and offers advice on how to achieve it.
We discuss:
- The culture at a hypergrowth company
...
2021-12-0642 minThe Data RoomHow Remote Learning for GTM Teams Dramatically Improves Outcomes (w/ Toby Carrington, EVP of Global Operations @ Seismic)When COVID hit, Toby Carrington, EVP of Global Operations, and the rest of the leadership team at Seismic had just completed their SKO in early 2020.
The team was forced to pivot completely to remote learning, alongside adapting to new ways of working overall.
That required a whole new approach to training content and engagement. In this episode, Toby discusses the investments Seismic made in remote learning to make it happen.
We also discuss:
- Using Lessonly to deliver remote sales learning
- Auditing the tech stack and ensuring all...
2021-11-2940 minGo-to-Market ExcellenceHow Remote Learning for GTM Teams Dramatically Improves Outcomes (w/ Toby Carrington, EVP of Global Operations @ Seismic)When COVID hit, Toby Carrington, EVP of Global Operations, and the rest of the leadership team at Seismic had just completed their SKO in early 2020.The team was forced to pivot completely to remote learning, alongside adapting to new ways of working overall.That required a whole new approach to training content and engagement. In this episode, Toby discusses the investments Seismic made in remote learning to make it happen.We also discuss:- Using Lessonly to deliver remote sales learning- Auditing the tech stack and ensuring all...
2021-11-2940 minThe Data RoomTangible Ways RevOps Can Provide Strategic Value to the C-SuiteHow can RevOps leaders get a seat at the executive leadership table? Here’s a secret: The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department.
In this episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) explores tangible ways that RevOps leaders can provide such strategic value:
- Identify friction in the go-to-market engine (1:35)
- Optimize for product-market message fit (3:25)
- Capture information about your prospects faster and more accurately (4:58)
- Improve sales conversations and prospecting scripts (6:36)
...
2021-11-1713 minThe Data RoomYou Can't Scale Marketing Winning .1% of Leads (w/ Chris Walker, CEO & Founder of Refine Labs)With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.
He’s spent his time in the trenches, learning, observing patterns, and now he’s adapting that knowledge to disrupt fusty old GTM practices and create exponential demand gen.
In this episode, Chris Walker, the charismatic CEO of Refine Labs, gives me a stimulating glimpse inside the mind of a wunderkind demand accelerator.
Over the course of this conversation, we’ll discuss:
- The best 3 ways to learn the truth about your customers
...
2021-11-1543 minGo-to-Market ExcellenceYou Can't Scale Marketing Winning .1% of Leads (w/ Chris Walker, CEO & Founder of Refine Labs)With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.He’s spent his time in the trenches, learning, observing patterns, and now he’s adapting that knowledge to disrupt fusty old GTM practices and create exponential demand gen.In this episode, Chris Walker, the charismatic CEO of Refine Labs, gives me a stimulating glimpse inside the mind of a wunderkind demand accelerator.Over the course of this conversation, we’ll discuss:- The best 3 ways to learn the truth about your customers- C...
2021-11-1543 minThe Data RoomThis is Why Periodic CRM Data Cleanups FailHave you ever had to clean up your CRM? If you’re like most RevOps leaders, it’s a regular chore to audit CRM data and ensure all the data is standardized.
What if there was a better way to handle these cleanups - so you wouldn’t have to do them at all?
In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, shares the pitfalls of periodic CRM data cleanups:
- The cycle of why the CRM never seems to stay clean (1:27)
- How to use data integrity protocols to ens...
2021-11-1010 minThe Data RoomBreaking Down the Issues With Multi-Touch Attribution ReportingMulti-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary?
For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting:
- Reviewing the three goals of multi-touch attribution reporting (and which one is destructive to companies) (1:34)
- Explaining why it’s almost impossible to truly measure marketing influence (3:02)
- The problems with multi-touch attribution with a lo...
2021-11-0417 minGo-to-Market ExcellenceStrategic Alignment & Planning, NOT Silos & Scrambling (w/ Michelle Sidwell, SVP Enterprise Sales @ Salesloft)In enterprise sales, you can’t save the quarter with last-minute prospecting.It just doesn’t work.To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy.And that takes planning and alignment across your organization.In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships.We discuss:Why you can’t save the quarter with last-minute prospectingWhy alignment is the...
2021-11-0145 minThe Data RoomStrategic Alignment & Planning, NOT Silos & Scrambling (w/ Michelle Sidwell, SVP Enterprise Sales @ Salesloft)In enterprise sales, you can’t save the quarter with last-minute prospecting.
It just doesn’t work.
To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy.
And that takes planning and alignment across your organization.
In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships.
We discuss:
Why you can’t save the quarter with last-minute prospecting
Why alignm...
2021-11-0145 minThe Data RoomHow to Best Figure Out Your Tech Company's Competitive PositioningAn important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way to position yourself in relation to your perceived competition.
In this 10-minute episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) reviews the importance of nailing your competitive positioning, including:
- The goals of strong competitive positioning (2:02)
- What early-stage companies should do when they don’t have direct competitors (4:22)
- How to start building your competitive positioning (7:10)
- A pro tip to use Gon...
2021-10-2712 minThe Data RoomG2's GTM Advantage: Happy People, Rigorous Planning, Buyer Intent Data (w/ Mike Weir, CRO @ G2G2 crossed $50M in ARR in 2020.
That’s rarefied air. Only about 4% of SaaS and subscription companies have ever hit that mark.
In this episode, we’re taking a peek behind the curtain to see the GTM processes and planning that G2 put in place to reach the summit.
Mike Weir, the Chief Revenue Officer at G2, shares his insights on the strategies you should use to reach that mark, and what you should prioritize once you’re there.
We discuss:
- How to adopt a strong and rigorous planni...
2021-10-2544 minGo-to-Market ExcellenceG2's GTM Advantage: Happy People, Rigorous Planning, Buyer Intent Data (w/ Mike Weir, CRO @ G2G2 crossed $50M in ARR in 2020.That’s rarefied air. Only about 4% of SaaS and subscription companies have ever hit that mark.In this episode, we’re taking a peek behind the curtain to see the GTM processes and planning that G2 put in place to reach the summit.Mike Weir, the Chief Revenue Officer at G2, shares his insights on the strategies you should use to reach that mark, and what you should prioritize once you’re there.We discuss:- How to adopt a strong and rigorous planni...
2021-10-2544 minThe Data RoomTwo Types of GTM Data That Help Growth-Stage Companies CompeteGo-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches.
In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data:
- The goal of using go-to-market data to improve customer acquisition (1:16)
- Two types of data to track to improve your GTM process (3:19)
- How to...
2021-10-2011 minThe Data RoomTwo Distinct Qualities of Successful GTM Leaders (w/ Josh Wetzel, CRO at OneSignal)If you yearn to be a go to market commander or an iconic CRO, you’ve got to be an absolute expert in one of two crucial areas:
Building the machine, and building your team.
Today’s guest is Josh Wetzel, the charismatic CRO at OneSignal, a global SaaS platform that delivers more than 10B messages daily.
He discovered early on that he was a team builder, a natural at creating momentum and excitement.
In this episode, we’ll dive into:
- The two most important qualities in a strong...
2021-10-1844 minGo-to-Market ExcellenceTwo Distinct Qualities of Successful GTM Leaders (w/ Josh Wetzel, CRO at OneSignal)If you yearn to be a go to market commander or an iconic CRO, you’ve got to be an absolute expert in one of two crucial areas:Building the machine, and building your team.Today’s guest is Josh Wetzel, the charismatic CRO at OneSignal, a global SaaS platform that delivers more than 10B messages daily.He discovered early on that he was a team builder, a natural at creating momentum and excitement.In this episode, we’ll dive into:- The two most important qualities in a strong...
2021-10-1844 minThe Data RoomHow World-Class Tech Companies Scale Faster With DataThe processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data.
In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews:
- The reasons for product-market message fit issues when scaling (1:19)
- The difficulties of ensuring high quality data in your CRM when scaling (4:26)
...
2021-10-1212 minThe Data RoomHow a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue (w/ Allison Metcalfe, CRO @ Demandbase)Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world. Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.
That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe , CRO at Demandbase .
Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team...
2021-10-1142 minGo-to-Market ExcellenceHow a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue (w/ Allison Metcalfe, CRO @ Demandbase)Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world. Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe , CRO at Demandbase .Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team...
2021-10-1142 minThe Data RoomUsing Go-to-Market Data to Show Growth and Support Your ValuationEvaluating a company’s go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth.
In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation.
The metrics that investors look for when evaluating a company (0:45)
Why missing or poor quality go-to-market data adds perceived risk for investors (3:25)
The type of data early-stage and grow...
2021-10-0610 minGo-to-Market Excellence5 Principles of World-Class Go-to-Market Leadership w/ Brian Froehling, EVP & Head of Global Sales @ BrightcoveModern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions. However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:MotivatingPlanningLearning Your CustomersFocusing on What MattersHiringBrian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.We discuss:- How to avoid demotivating sales teams with unrealistic quotas- Building revenue plans t...
2021-10-0451 minThe Data Room5 Principles of World-Class Go-to-Market Leadership w/ Brian Froehling, EVP & Head of Global Sales @ BrightcoveModern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions.
However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:
Motivating
Planning
Learning Your Customers
Focusing on What Matters
Hiring
Brian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.
We discuss:
- How to avoid demotivating sales teams with unrealistic quotas
...
2021-10-0451 minThe Data RoomYour GTM Data is Tightly Connected to Growth & ScalabilityYour go-to-market data is more tightly connected to your growth and scalability than you might initially believe.
In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues.
- How go-to-market data impacts growth and scalability (1:03)
- Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15)
- What is a granular data model and examples of implementing it in your own company 4:51)
2021-09-2911 minThe Data RoomRevOps is Essential to Moving Up-Market in B2B SaaS (w/ Doug Houvener, Director of RevOps @ WebPT)Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. When your goal is to take a more coordinated approach, especially around enterprise accounts, it’s crucial to maintain connective tissue across your revenue function — which is where RevOps comes in.
In this episode, Doug Houvener , Senior Director of Revenue Operations at WebPT , explains why RevOps is the key to moving up-market in B2B SaaS.
We discuss:
Why RevOps is the key to ABM
Internal and upmarket metrics for Re...
2021-09-2747 minGo-to-Market ExcellenceRevOps is Essential to Moving Up-Market in B2B SaaS (w/ Doug Houvener, Director of RevOps @ WebPT)Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. When your goal is to take a more coordinated approach, especially around enterprise accounts, it’s crucial to maintain connective tissue across your revenue function — which is where RevOps comes in.In this episode, Doug Houvener , Senior Director of Revenue Operations at WebPT , explains why RevOps is the key to moving up-market in B2B SaaS.We discuss:Why RevOps is the key to ABMInternal and upmarket metrics for RevOps...
2021-09-2747 minThe Data RoomDiscussing MOVE with Sangram Vajre: A New Framework for Go-to-MarketIn this special episode of The Data Room, we’re joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus.
Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy.
An overview of the MOVE framework, built out of interviews with hundreds of companies (1:25)
The nuances between the business stages of problem fit, product fit, and platform fit (5:35)
Two arguments why go-to-market is broken in many organizations (9:30)
A look into revops at Terminus and why an...
2021-09-2116 minGo-to-Market ExcellenceRevOps is the #2 Most Important Business Function in this New Go-to-Market Framework, "MOVE" (w/ Sangram Vajre, Chief Evangelist @ Terminus)RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.Why is it so important and how do you implement a go-to-market framework that works for your team?In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function.We discuss:Who owns GTMWhy RevOps is the second most...
2021-09-2039 minThe Data RoomRevOps is the #2 Most Important Business Function in this New Go-to-Market Framework, "MOVE" (w/ Sangram Vajre, Chief Evangelist @ Terminus)RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.
Why is it so important and how do you implement a go-to-market framework that works for your team?
In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function.
We discuss:
Who owns GTM
Why RevOps is the second...
2021-09-2039 minGo-to-Market ExcellenceGTM Planning, Forecasting and Funnel Building for Series A-C (w/ Arthur Nobel, Principal @ Knight Capital)For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.In this episode, Arthur Nobel , Principal at Knight Capital, explains how startups should approach financial forecasting, how a funnel mindset is what you need to succeed, and how a VC evaluates key go-to-market indicators.We discuss:-The danger of spreadsheet sales-Considerations for financial forecasting-The importance of having a funnel...
2021-09-2046 minThe Data RoomGTM Planning, Forecasting and Funnel Building for Series A-C (w/ Arthur Nobel, Principal @ Knight Capital)For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.
In this episode, Arthur Nobel , Principal at Knight Capital, explains how startups should approach financial forecasting, how a funnel mindset is what you need to succeed, and how a VC evaluates key go-to-market indicators.
We discuss:
-The danger of spreadsheet sales
-Considerations for financial forecasting
-The importance of having a funnel...
2021-09-2046 minThe Data RoomThe Misconception of Being Data-Driven: Why Revenue Leaders are Continually Frustrated With Their Go-to-Market DataThe phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you’re capturing a lot of data, doesn’t mean you’re data-driven. It doesn’t mean you’re using data to power your business decisions.
In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there’s a large misconception about being data-driven:
Why companies are actually performance first and data second (1:33)
How putting your data first puts you in position to impact outcomes faster (3:20)
The trap of “fail fast mentality” without any rigorous data measurement (7:04)
Actionable tips to e...
2021-09-1513 minThe Data RoomThe Fallacy of Multi-Touch Attribution (w/ Ryan Iyengar, President @ Helium 10)Multi-touch attribution has its place in lower levels of an organization like channel management.
But as you move up the ladder and start blending across multiple channels and multiple efforts within a business, you’ll see that everything affects everything.
You’ll realize you don’t need all the information — just enough information to make a decision.
In this episode, Ryan Iyengar, President at Helium 10 , shares his thoughts on why multi-touch attribution can be misleading.
We discuss:
-How multi-touch attribution drives false pre...
2021-09-1338 minGo-to-Market ExcellenceThe Fallacy of Multi-Touch Attribution (w/ Ryan Iyengar, President @ Helium 10)Multi-touch attribution has its place in lower levels of an organization like channel management. But as you move up the ladder and start blending across multiple channels and multiple efforts within a business, you’ll see that everything affects everything.You’ll realize you don’t need all the information — just enough information to make a decision.In this episode, Ryan Iyengar, President at Helium 10 , shares his thoughts on why multi-touch attribution can be misleading.We discuss:-How multi-touch attribution drives false pre...
2021-09-1338 minThe Data RoomData Infrastructure Required to Go From Series A to E: A Strategic Data Model, Tech Stack, and a Data Integrity LayerThe data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data integrity seriously, you can accelerate your growth in ways that are significantly more efficient and cost-effective.
In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder dives into the three components that growth-stage companies need to implement in order to have quality go-to-market data:
A strategic data model with clear identifiers of metrics to measure (1:21)
A cohesive sales and marketing customer acquisition tech stack (2:43)
A continuous data integrity layer that identifies anomalies (3:22)
This 10...
2021-09-0812 minGo-to-Market ExcellenceData Integrity Starts with the CEO (w/ Tom Hui, Founder & CEO @ HST Pathways)Part of a CEO’s job includes being an evangelist for CRM. They need to provide a clear vision for how every department benefits from implementing a CRM and keeping it up-to-date with customer information.In this episode, Tom Hui , Founder and CEO of HSTpathways , shares some of the tactics he has used to drive adoption of CRM processes and how accurate data has helped him make good business decisions.We discuss:-Being an evangelist for CRM-Strategies to drive CRM adoption-Making good decisions from data...
2021-09-0630 minThe Data RoomData Integrity Starts with the CEO (w/ Tom Hui, Founder & CEO @ HST Pathways)Part of a CEO’s job includes being an evangelist for CRM. They need to provide a clear vision for how every department benefits from implementing a CRM and keeping it up-to-date with customer information.
In this episode, Tom Hui , Founder and CEO of HSTpathways , shares some of the tactics he has used to drive adoption of CRM processes and how accurate data has helped him make good business decisions.
We discuss:
-Being an evangelist for CRM
-Strategies to drive CRM adoption
-Making good decisions from data...
2021-09-0630 minThe Data RoomGrowth-Stage Strategies for Elevating Your Go-to-Market Data IntegrityThe go-to-market data you capture is invaluable to your company’s growth. But if it’s not structured in a way that easily identifies ways to optimize your customer acquisition and revenue engine, your growth will be unnecessarily constrained.
Have 15 minutes to spare? Jump into The Data Room with experienced CEO and tech founder Scott Stouffer as he shares tips for growth-stage companies currently overwhelmed by their CRM.
We break down:
The issues that arise without a data model and why companies treat data as an afterthought (0:28)
The problem of keeping a data...
2021-08-2717 minGo-to-Market ExcellencePrioritizing Process Before Tech Stack (w/ Asia Corbett, Head of Community & RevOps @ RevGenius)Without processes, you’re flying blind. They give you the steps to follow and something to iterate off of and improve. In short, processes keep your revenue-generating engine running.In this episode, I interview Asia Corbett, Head of Revenue and Community Operations at RevGenius, about why process modeling should come before tech stack building and how to get started.We discuss:-The skills you need to be successful in RevOps-Why is process important-How to start process modeling and what pitfalls to avoid-Data go...
2021-08-2340 minThe Data RoomPrioritizing Process Before Tech Stack (w/ Asia Corbett, Head of Community & RevOps @ RevGenius)Without processes, you’re flying blind. They give you the steps to follow and something to iterate off of and improve. In short, processes keep your revenue-generating engine running.
In this episode, I interview Asia Corbett, Head of Revenue and Community Operations at RevGenius, about why process modeling should come before tech stack building and how to get started.
We discuss:
-The skills you need to be successful in RevOps
-Why is process important
-How to start process modeling and what pitfalls to avoid
-Data go...
2021-08-2340 minGo-to-Market ExcellenceElevating Ops from Order Takers to Strategic Leaders (w/ Darrell Alfonso, Global Marketing Ops Manager @ Amazon Web Services)Their orders are based on the sales and marketing challenges of the day, and they put out fires as they arise.But today’s guest, Darrell Alfonso, Global Marketing Operations Manager at Amazon Web Services, believes that, by looking at the organization’s business goals as a whole, ops can fill the role of strategic advisor rather than simply building processes and systems. In this episode, he shares what that looks like.We discuss:-How ops help drive alignment between sales and marketing-Building centers of excellence to improve go-t...
2021-08-1639 minThe Data RoomElevating Ops from Order Takers to Strategic Leaders (w/ Darrell Alfonso, Global Marketing Ops Manager @ Amazon Web Services)Their orders are based on the sales and marketing challenges of the day, and they put out fires as they arise.
But today’s guest, Darrell Alfonso, Global Marketing Operations Manager at Amazon Web Services, believes that, by looking at the organization’s business goals as a whole, ops can fill the role of strategic advisor rather than simply building processes and systems. In this episode, he shares what that looks like.
We discuss:
-How ops help drive alignment between sales and marketing
-Building centers of excellence to improve go-t...
2021-08-1639 minGo-to-Market ExcellenceHow and Why Pendo Built a Go-to-Market Analyst Function (w/ Alex Rosenbower, Sr. GTM Analyst @ Pendo)Go-to-market analysts have a unique vantage point from which they can understand how all the dots connect within a business. They’re part of a centralized team — a single source of truth for business analytics — but they completely focus on go-to-market objectives.In this episode, I interview Alex Rosenbower, Senior Go-to-Market Analyst at Pendo, about why his company created the go-to-market analyst position.We discuss:The daily responsibilities of a go-to-market analystHiring your first analystBuilding data model and data governanceWhen native data models fail in your CRMHave an idea for a...
2021-08-0241 minThe Data RoomHow and Why Pendo Built a Go-to-Market Analyst Function (w/ Alex Rosenbower, Sr. GTM Analyst @ Pendo)Go-to-market analysts have a unique vantage point from which they can understand how all the dots connect within a business. They’re part of a centralized team — a single source of truth for business analytics — but they completely focus on go-to-market objectives.
In this episode, I interview Alex Rosenbower, Senior Go-to-Market Analyst at Pendo, about why his company created the go-to-market analyst position.
We discuss:
The daily responsibilities of a go-to-market analyst
Hiring your first analyst
Building data model and data governance
When native data models fail in your CRM
Have a...
2021-08-0241 minGo-to-Market ExcellenceMaking the Jump from RevOps to Start-Up CEO (w/ Brad Smith, Co-Founder & CEO @ Sonar | Founder @ Wizards of Ops)Entrepreneurs need to know a lot more about RevOps than they think they do. RevOps touches every part of a business, and in a new business, it’s essential.In this episode, I interview Brad Smith, Co-Founder & CEO at Sonar and Founder at Wizards of Ops, about the myriad ways RevOps is integral to building a successful company.What we talked about:Don’t start with the tech stack, start with the problemRevOps from the view of a startup CEOYour employees are your cultural cofoundersHow to get out of reactive tactical work and...
2021-07-2652 minThe Data RoomMaking the Jump from RevOps to Start-Up CEO (w/ Brad Smith, Co-Founder & CEO @ Sonar | Founder @ Wizards of Ops)Entrepreneurs need to know a lot more about RevOps than they think they do. RevOps touches every part of a business, and in a new business, it’s essential.
In this episode, I interview Brad Smith, Co-Founder & CEO at Sonar and Founder at Wizards of Ops, about the myriad ways RevOps is integral to building a successful company.
What we talked about:
Don’t start with the tech stack, start with the problem
RevOps from the view of a startup CEO
Your employees are your cultural cofounders
How to get out of reac...
2021-07-2652 minGo-to-Market ExcellenceMaking Others Successful: RevOps Leadership (w/ Dan Grossberg, Director of RevOps @ LeagueApps)The mission statement of RevOps should be to reduce friction for other teams. If you’re adding friction, you aren’t staying true to the heart of your role: making others successful.In this episode, we interview Dan Grossberg, Director of Sales and Revenue Operations at LeagueApps, about the mentality that a new Head of RevOps should take: tech stack, team build, and first 90 days.Here’s what we discussed:Why there’s no such thing as an ideal tech stackAdding or reducing friction for othersThe first 90 days, an ideal team structure, and hiri...
2021-07-1946 minThe Data RoomMaking Others Successful: RevOps Leadership (w/ Dan Grossberg, Director of RevOps @ LeagueApps)The mission statement of RevOps should be to reduce friction for other teams. If you’re adding friction, you aren’t staying true to the heart of your role: making others successful.
In this episode, we interview Dan Grossberg, Director of Sales and Revenue Operations at LeagueApps, about the mentality that a new Head of RevOps should take: tech stack, team build, and first 90 days.
Here’s what we discussed:
Why there’s no such thing as an ideal tech stack
Adding or reducing friction for others
The first 90 days, an ideal team str...
2021-07-1946 minThe Data RoomCRO's Keys to Aligning Sales & Success in First 90 Days (w/ Mike Pierce, CRO @ Surefire Local)The CRO is the new kid on the block, but we make the mistake of thinking that the only party we can invite them to is the one happening in the sales department.
2X CRO, Mike Pierce, Chief Revenue Officer at Surefire Local, took some time out of his busy schedule to share important lessons with me, one of which was that revenue is about way more than just the sales department.
Here’s what we discussed:
Overcoming resistance to align sales and CS
Advice on becoming a CRO & managing the CRO VP...
2021-07-0751 minGo-to-Market ExcellenceCRO's Keys to Aligning Sales & Success in First 90 Days (w/ Mike Pierce, CRO @ Surefire Local)The CRO is the new kid on the block, but we make the mistake of thinking that the only party we can invite them to is the one happening in the sales department.2X CRO, Mike Pierce, Chief Revenue Officer at Surefire Local, took some time out of his busy schedule to share important lessons with me, one of which was that revenue is about way more than just the sales department.Here’s what we discussed:Overcoming resistance to align sales and CSAdvice on becoming a CRO & managing the CRO VP Ma...
2021-07-0751 minGo-to-Market ExcellenceThe 7 Criteria for an Effective Chief Revenue Officer (w/ Kelly Ford, General Partner @ Edison Partners)What does it take for a CRO to be an A-player, not just an overtitled VP of Sales? Join us for a conversation about 7 criteria that define a CRO strategist.In this episode, I interview Kelly Ford, General Partner & Growth Equity Investor at Edison Partners, about:- How she used operating experience to become a great investor- Exploring the scope of a CRO- 7 competencies of an effective CRO- How new CROs should tackle their first 30-60-90 days
2021-06-2351 minThe Data RoomThe 7 Criteria for an Effective Chief Revenue Officer (w/ Kelly Ford, General Partner @ Edison Partners)What does it take for a CRO to be an A-player, not just an overtitled VP of Sales? Join us for a conversation about 7 criteria that define a CRO strategist.
In this episode, I interview Kelly Ford, General Partner & Growth Equity Investor at Edison Partners, about:
- How she used operating experience to become a great investor
- Exploring the scope of a CRO
- 7 competencies of an effective CRO
- How new CROs should tackle their first 30-60-90 days
2021-06-2351 minGo-to-Market ExcellenceIntroducing Go-to-Market ExcellenceWelcome to Go-to-Market Excellence: How B2B Revenue Leaders Exploit Data to Accelerate Growth.In this introductory episode, Rita Richa, Producer at Sweet Fish Media, talks with Dan Quirk, Head of Marketing at scaleMatters, about:- How scaleMatters helps growth-stage B2B tech companies grow faster- Why they decided to start a podcast- What topics will be discussed on the showHave an idea for a guest or show topic? Email Dan at dan@scaleMatters.com.
2021-06-2307 min