Don't Blame the CRM

[This podcast episode is In Finnish]

Tervetuloa podcastin kolmanteen kauteen, joka alkaa jaksolla 21. Tässä jaksossa Vainun Mikko Honkanen haastattelee revenueops.fi -palvelun kanssaperustajaa (ja yhtä Vainun parhaimmista myyjistä) Mika Jordanovia.

Jaksossa käydään läpi miten RevOps purkaa perinteiset siilot, yhdistää eri osastot ja pyrkii suuntamaan prosessit yrityksen liikevaihdon maksimoimiseen. Opit, miksi RevOps on noussut suosioon, kuinka se eroaa SalesOpsista ja miksi talousjohtajan rooli on keskeinen. Kuule konkreettisia esimerkkejä ja vinkkejä, miten RevOps voi tuoda merkittäviä hyötyjä juuri sinun yrityksellesi.

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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com

In this episode, Aamer Hasu and Wouter Dieleman discuss key strategies for optimizing Revenue Operations (RevOps).

Note: this episode contains a few of minutes of screensharing, which of course cannot be seen on a podcast. But we have this episode on our YouTube channel @vainuapp so you can check the screenshare there.

Segment 1: Understanding Your Audience

• Learn how defining your Total Addressable Market (TAM) and Ideal Customer Profile (ICP) is crucial for aligning go-to-market strategies and optimizing budget allocation.

Segment 2: Delving into TAM, SAM, and SOM

• Understand the differences between TAM, Serviceable Available Market (SAM), and Serviceable Obtainable Market (SOM) and how tools like Vainu aid in strategic planning.

Segment 3: Engagement - Who Are Your Stars?

• Explore methods for tracking engagement and the benefits of identifying highly engaged accounts using tools like HubSpot.

Segment 4: The Power of Data for Personalization

• Discover how platforms like Vainu enhance data collection for personalized marketing approaches and better decision-making.

Join us for actionable insights to enhance your RevOps and GTM efforts!

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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com

There’s a growing amount of new RevOps people in the Nordics. If you’re one of them, what key things should you focus on? Tune in to the first panel discussion of vloxq’s new OPEX Community, where Lotte Nedergaard Lauridsen, SaaS Lead & Co-founder of Helion B2B, Alexander Mason, CRO at Retriever, Wilma Eriksson, CRO and Co-founder of vloxq CPQ, and Mikko Honkanen, CEO and Co-founder of Vainu discuss the most critical trends and their impact on revenue generation and enablement in 2023, including:

– the most essential actions and best practices that will help RevOps professionals to better align their teams and strategies to optimize revenue gen in 2023

– predictions about the future and their potential impact on the RevOps function, allowing RevOps professionals to proactively adapt and plan for changes to ensure success.

This episode is a recording from a live webinar on 15 March 2023.

Communication fatigue is a real challenge. People—including your potential buyers—are being bombarded with messages daily. Given that this is unlikely to change anytime soon, what can you do? We teamed up with Sharen Murnaghan (HubSpot), Joakim Steenfos (Radiant), and Per Allin (Contractbook) to answer this very question and give you actionable tips on how sales teams can tackle communication fatigue among prospects.

Expect to learn about

–a sales model that’ll increase your hit and win rates

–how to integrate existing customers into new business strategies

–which channels B2B companies should be using

–how to increase account engagement by improving your segmentation

And more!

This episode is a recording from a live webinar on 9 March 2023.

In this episode, Vainu's co-founder Mikko discussed with Henri Ripatti, Sales Operations Director at Supermetrics, one of the fastest-growing SaaS businesses in the Nordic countries.

At Supermetrics, an operations team of seven is currently spending almost half of their time on Salesforce-related tasks. How does this lean SalesOps team at Supermetrics orchestrate a tech stack of 30 different sales and marketing technologies – most integrated with Salesforce? How does a company growing almost 40% yearly apply product-led and sales-led motions? When and with which opportunities should a sales team be involved in the sales process vs. applying only a self-serve approach?

And more!

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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com

In our 16th Don't Blame the CRM podcast episode, we discussed with Elisabeth Norberg, Revenue Operations & Intelligence Manager at Swedish telecommunications software company, Telavox.

Knowing your customers is essential. With a background in marketing and having worked with RevOps for close to 4 years, Elisabeth is acutely aware of this fact, and today she’s here to share some of her knowledge with all of us. Expect to learn:

– What other tips does Elisabeth have for the newcomers in the RevOps space

– Why should RevOps people be spending time on sales calls

– What are some of the latest trends RevOps teams need to pay attention to

– How and why RevOps plays an essential role in post-acquisition at Telavox

– How Telavox runs sales, marketing, service, and also CS in HubSpot

And more!

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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit www.vainu.com.

In this episode of the Don't Blame the CRM podcast, Mikko Honkanen, Vainu co-founder, and Lotte Nedergaard Lauridsen, co-founder, partner & SaaS lead at Helion B2B, discusses the challenges and best practices for managing data and properties in HubSpot.

Lotte has been working with implementing and building HubSpot setups for the past 8 years and knows the ins and outs of the system, whereas Mikko, one of the product leads at Vainu, is always on the lookout for the best possible ways to deliver company data so that it's easy to use and actionable.

– What are companies' most common pitfalls in managing their HubSpot data?

– Are the CRMs of SaaS companies generally in good shape or not?

– How do you start building a HubSpot data setup that serves your business goals?

– How do you start a data cleanup or migration project?

And more!

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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit www.vainu.com.

“Bring RevOps in early. It creates less of a headache later”.

And why is that, exactly? How to build a solid tech stack from RevOps point of view, and what does Demostack's tech stack look like? What's the purpose of all these technologies for efficient growth? What is "demo experience" all about, and why is that important for sales and scaling up?

In this episode of the RevOps interview series, we had the privilege to discuss the questions above and more with Eric Portugal Welsh, RevOps, and Go-to-Market Leader at Demostack.

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Demostack offers presales software helping other software companies create and deliver customized demo environments to show their product in the best light in every use case.

In this episode of the Don’t Blame the CRM podcast, Mikko discusses with Adam Holmgren, Global Demand Generation Strategy Lead at GetAccept. Adam has been at the forefront of the Demand Generation movement, and in this 30-minute episode, Adams shares his views about

- what’s working in demand gen and what’s not

- how to get marketing, sales, and product to work towards the same ICP

- the importance of measuring success with KPIs that are actually relevant

- why is executing both “one-to-many” and account-based marketing tactics important

- The year 2023 with tight budget constraints regarding marketing channels and tactics – where to focus, what to leave out?

Why and how to build and leverage HubSpot Workflows to grow and scale up?

In the 12th episode of the Vainu RevOps interview series, you'll get to hear concrete tips and use cases from a real HubSpot expert, Rune Aabo, Head of Business Development and a certified HubSpot trainer at HubSpot partner Radiant.

During our deep dive into the HubSpot growth ecosystem, we touch upon, e.g.,

– What are HubSpot Workflows actually about?

– Why is storing the key sales intelligence pieces into HubSpot properties so important?

– What is the best place for company data in HubSpot: Notes, Tasks, or Company Properties? Why is this even relevant or important for companies to think about?

– What's hindering or stopping some companies out there from leveraging the Workflows to the fullest?

– Who should be responsible for building and maintaining the workflows?

And more!