Don't Blame the CRM

In this episode, Mikko Honkanen, co-founder of Vainu, sums up our six key predictions for B2B sales trends in 2023 and what these trends actually mean for sales and marketing teams:

1. From Siloed Ops to Revenue Operations

2. Interactive Demos will be everywhere

3. Salespeople will need to become domain experts

4. Demand generation will continue to triumph over lead generation

5. Expect more stakeholders, longer sales cycles, and CFO involvement

6. Look-a-likes will finally become mainstream in B2B

-----------------------------------------------------------------------------------------

Vainu provides reliable company data for B2B businesses to help sales, marketing, and operations have the information needed to plan and execute effective sales and marketing initiatives. Learn more at www.vainu.com.

Maxine Rior, VC at Northzone, joined Mikko Honkanen, Vainu co-founder, and Kaveh Rostampor, co-founder of Planhat, for a fireside chat to talk about what metrics matter most for investors and how to think about valuation as markets are changing.

Maxine Rior is part of the investment team at Northzone, covering the Nordic and French-speaking markets across a wide range of sectors.

This episode is a live event recording from a pre-SLUSH meet-up for SaaS professionals hosted by Planhat and Vainu at the Vainu HQ Helsinki on 16 November 2022.

In this episode, Mikko Honkanen, co-founder of Vainu, shares his findings from the 50+ interviews he has had with RevOps leaders, e.g., why RevOps matters as a buying center, why is RevOps the new hot role in B2B SaaS, and the biggest learnings and pitfalls in the RevOps role.

This episode is a live event recording from a pre-SLUSH meet-up for SaaS professionals hosted by Planhat and Vainu at the Vainu HQ Helsinki on 16 November 2022.

“Don't throw stones at the [sales] teams, but actually get in the trenches with them and understand what it is that they're doing, going through…you start unlocking a lot of understanding around what it takes to be a salesperson and where you can actually add value.”

Navjit Bhamra, formerly of Verizon, Splunk, and Palo Alto Networks, has been working with strategy and operations for 10+ years and is currently the Director of Sales Strategy and Operations at Lacework, a security platform for cloud environments.

In this episode, we discuss, e.g.,

-what skills and why does Navjit think are must-haves in RevOps, can you learn these skills, and what’s the best way for that?

-what should people selling to RevOps take into account?

-how should the success of RevOps be measured?

-who owns the ICP at Lacework, and what’s their “source of truth” what comes to customer data?

Scaling your company is often time-consuming and costly, and it may be hard to figure out the next steps. That's where Revenue Operations (RevOps) and Revenue Marketing (RevMark) come in. Tune in to listen to the discussion of Mintis Hankerson, Demand Management Director at HubSpot, and Mikko Honkanen, Co-founder at Vainu, about the upcoming trends affecting the day-to-day tasks of Revenue Operations professionals.

Expect to learn about:

-How can you apply RevOps to your company to increase leads and ROI?

-Why RevOps is the new hot role in B2B SaaS

-How to apply RevMar and RevOps in your team

-What the latest go-to-market trends are

-How data helps sales & marketing leaders build personalization at scale

This episode is a recording of a webinar hosted by HubSpot and Vainu on 1 December 2022.

---

About Mintis Hankerson

Mintis has been working with RevOps and RevMar for more than 2 years at HubSpot and knows how to scale up Sales Excellence, Rep Productivity, and Marketing Demand by working smarter.

In 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!

In this episode, you can listen to one of Nordic’s most experienced SaaS leaders, Kaveh Rostampor, co-founder of Planhat, discuss how you can enter the US market as a Nordic SaaS company. Where should you begin? What are the pitfalls? And what are the five crucial steps that will set you up for long-term success? Kaveh has 15+ years of experience building global software companies as an operator and board member.

This episode is a live event recording from a pre-SLUSH meet-up for SaaS professionals hosted by Planhat and Vainu at the Vainu HQ Helsinki on 16 November 2022.

Conor Tully, formerly of LinkedIn, Uber, and Glassdoor, has been working with strategy and operations since 2014 and is currently the Head of Strategy and Operations at Personio, a tech company that offers all-in-one HR software.

Expect to learn what Conor thinks the most important skill set for a person working with operations is, how to effectively organize a RevOps team, the most challenging aspect of working with operations, how to make sure RevOps has an impact, and much more!

In our third episode of the revenue operations series, we discussed with Toni Hohlbein, CEO and co-founder of Growblocks.

Toni has been working with revenue operations for over a decade, long before it became the hottest new thing in the B2B space, so we were pretty excited to have the opportunity to sit down and pick his brain about all things RevOps.

“What we’ve realized while building those companies is… that there is a lot of focus on budgets and how they manage costs, but there’s an equally large side missing, which is the focus on managing revenue.” – Toni Hohlbein, Growblocks

Check out vainu.com for more information about why 1100+ B2B sales organizations tap into Vainu’s company data.

In the second episode of our revenue operations series, we discuss with Teemu Ilola, VP of Sales Operations at Leadoo. This time we dived into learning more about

-What does a person with a SalesOps title actually do

-How can a high-growth SaaS company organize its sales function and processes from prospecting to closing

-The biggest challenges in SalesOps

-Teemu’s top tip for anyone looking to succeed in SalesOps

Check out vainu.com about how we help B2B businesses by delivering accurate and up-to-date company data to execute effective sales and marketing initiatives and improve your results.