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In this episode of Ops Cast by MarketingOps.com (powered by The MO Pros), hosts Michael Hartmann, Mike Rizzo, and Naomi Liu delve into one of the most discussed shifts in B2B marketing and revenue operations: the evolving roles of Marketing Qualified Leads (MQLs) and Marketing Qualified Accounts (MQAs).

In this episode, you’ll learn:

• Why the traditional MQL model may be falling short and where MQAs step in.
• How to realign marketing and sales around shared intent signals.
• Common pitfalls when transitioning from MQLs to MQAs (and how to avoid them).
• Practical advice on shifting measurement frameworks to reflect real buyer behavior.

To unpack this timely topic, they’re joined by two accomplished leaders in RevOps and marketing strategy:

• Andrea Frazier, Senior Revenue Operations Technical Consultant, is known for her expertise in building scalable systems and aligning sales, marketing, and data. What makes her presence special on this podcast is that she will be a part of the Mopsapalooza as a speaker.
  
  
• Jessica Fewless, VP of Marketing and Partnerships, has deep experience in ABM, demand gen, and full-funnel program strategy.

Together, they challenge long-standing definitions of buying intent and discuss how teams can evolve from lead-focused metrics to account-based signals that drive more aligned, strategic growth.

Tune in now, because whether you're in Marketing Ops, RevOps, or Demand Gen, this episode offers an expert-led perspective on what it means to qualify, measure, and act on intent in today’s B2B environment.

Check out our complete toolkit for helping you move from MQLs to MQAs!

Episode Brought to You By MO Pros 
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In this episode of Ops Cast by MarketingOps.com, powered by The MO Pros, host Michael Hartmann is joined by co-hosts Mike Rizzo and Naomi Liu to explore the role of community within the Marketing Operations profession.

What does community look like for Marketing Ops professionals? Why is it more than just networking? And how do different experiences transform what people need from a professional community?

To answer these questions, four inspiring guests share their perspectives on how participation turns into meaningful connection, and why building community matters now more than ever.

In this episode, you'll learn:

• What does community mean in the context of Marketing Ops
• How local engagement supports growth and confidence
• The impact of community during moments of professional change
• How leaders foster connection, learning, and trust

Featured guests:

• Leslie Greenwood, community strategist and founder of Chief Evangelist Consulting. She helped launch the MarketingOps.com chapter leader program and focuses on turning participation into belonging.
• Alysha Khan, Director of Client Services at Intrisphere, founder of Alpaca Consulting, and Chicago chapter lead. She brings experience building momentum through local engagement.
• Penny Hill, a seasoned marketing executive who joined the community during a career transition. She brings insight into how the community supports reinvention.
• Ellie Cary, Senior Demand Gen Manager at StarTree and Dallas chapter leader. She offers insight from both learning and leadership roles within the community.

Listen in to hear how these women are shaping what community can look like across the Marketing Ops space.

Episode Brought to You By MO Pros 
The #1 Community for Marketing Operations Professionals

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On today's episode, we talk with Kyle Priest (former CMO, CRO, COO, and President at multiple SaaS firms and agencies) and returning guest Eric Hollebone (President & COO at Demand Lab) to discuss what it really takes for marketing to have a voice at the leadership table. Together, they explore how alignment between marketing, sales, and RevOps creates not only better stories but better business results—and how marketers can shift their mindset to lead strategic growth conversations at the board level.

Whether you’re in marketing ops, RevOps, or a revenue leader looking to elevate your impact, this conversation is packed with insight on how to connect tactical execution with executive influence.

Tune in to hear:

• Marketing’s Role in the Boardroom: Why marketing must go beyond tactics and brand to speak the language of revenue, margin, and predictable growth.
• Revenue-First Mindset: How aligning on goals, terminology, and KPIs across departments builds organizational momentum and earns trust at the top.
• The Power of Storytelling: Tips for telling clear, concise growth stories that resonate with CFOs, CEOs, and investors—starting with closed-won revenue and working backwards.
• Quality of Revenue Explained: Understanding why not all revenue is equal and how marketers can influence strategic customer acquisition that builds long-term value.
• Practical Advice for RevOps & Marketing Ops: From measuring contribution (not just attribution) to carving out time for strategic insights, learn what actions to take today to elevate your role tomorrow.

💡 Whether you’re presenting to the board or optimizing campaigns, this episode will inspire you to reframe your impact through a revenue-centric lens.

Episode Brought to You By MO Pros 
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On today's episode, we talk with seasoned B2B marketing leader Pratibha Jain, who has spent nearly two decades driving demand, growth, and operational excellence across multiple industries. From cloud computing to HR tech, she’s seen—and measured—it all. Together, they unpack how to bridge gaps between marketing, sales, and operations to deliver measurable business impact.

Tune in to hear: 

• Why alignment between Marketing Ops, RevOps, and Sales is critical—and how to actually achieve it.
• Which metrics matter for executives versus your internal marketing team (and why “vanity metrics” still have a place).
• How to build a unified data and reporting framework to eliminate finger-pointing and drive decision-making.
• Lessons in event marketing: from planning and execution to post-event follow-up that truly delivers ROI.
• Practical ways marketing teams can partner with ops to make account-based strategies more effective.

Episode Brought to You By MO Pros 
The #1 Community for Marketing Operations Professionals

Visit UTM.io and tell them the Ops Cast team sent you.

Join us at MOps-Apalooza: https://mopsapalooza.com/

Save 10% with code opscast10

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Text us your thoughts on the episode or the show!

On today's episode, we talk with seasoned B2B marketing leader Pratibha Jain, who has spent nearly two decades driving demand, growth, and operational excellence across multiple industries. From cloud computing to HR tech, she’s seen—and measured—it all. Together, they unpack how to bridge gaps between marketing, sales, and operations to deliver measurable business impact.

Tune in to hear: 

• Why alignment between Marketing Ops, RevOps, and Sales is critical—and how to actually achieve it.
• Which metrics matter for executives versus your internal marketing team (and why “vanity metrics” still have a place).
• How to build a unified data and reporting framework to eliminate finger-pointing and drive decision-making.
• Lessons in event marketing: from planning and execution to post-event follow-up that truly delivers ROI.
• Practical ways marketing teams can partner with ops to make account-based strategies more effective.

Episode Brought to You By MO Pros 
The #1 Community for Marketing Operations Professionals

Visit UTM.io and tell them the Ops Cast team sent you.

Join us at MOps-Apalooza: https://mopsapalooza.com/

Save 10% with code opscast10

Support the show

Text us your thoughts on the episode or the show!

On today's episode, we talk with Carissa McCall, Director of Revenue Operations at Liquibase, to tackle one of the most common challenges in marketing and revenue operations: how to balance strategic projects with the unrelenting pull of daily fires and ad hoc requests.

Carissa shares a candid and insightful look into her approach to building a sustainable capacity model, prioritization frameworks, and time management practices that empower her lean RevOps team to stay focused, deliver impact, and avoid burnout.

Tune in to learn:

• 🔢 How Carissa uses capacity modeling and effort-impact scoring to realistically plan and execute high-value projects across her team.
• 🎯 Frameworks for prioritization, including revenue alignment, effort estimates, and project scoping techniques using tools like Asana.
• 🧠 Personal and team-level time management strategies, including calendar design for deep work and buffers for unplanned requests.
• 💬 How to say “not now” instead of “no”—and advocate for your team with transparency, empathy, and data.
• 🏆 Why celebrating wins and communicating the “heroics” of ops work matters—especially when it often goes unnoticed.

Whether you're a team of one or leading a growing ops function, this episode is packed with actionable insights to help you make smarter decisions about what to take on, when, and how.

Episode Brought to You By MO Pros 
The #1 Community for Marketing Operations Professionals

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On todays episode, we down with Andy Caron, President of Revenue Pulse, to explore the unexpected intersections of curiosity, attribution, psychology, and the marketing operations profession. Andy shares her non-linear journey from costume design and publishing to marketing ops leadership, revealing how seemingly unrelated experiences laid the foundation for a successful career in MarTech and consulting.

We unpack the role of curiosity and "hand-raisers" in MOPS success, debate the nuances and pitfalls of attribution modeling (with a detour through The Hitchhiker’s Guide to the Galaxy), and dive deep into how understanding human psychology enhances leadership and system architecture. They also explore the evolving influence of AI in marketing operations and what the future might hold for the AI-augmented MOPS professional.

Tune in to hear: 

• From Costumes to Campaigns: Andy’s unique journey from theater and publishing to MOPS shows how creative roots and adaptability foster systems thinking and leadership in tech.
• Curiosity as a Superpower: Why the best MOPS professionals are tinkerers, willing to break things and raise their hands to figure it out.
• 42 and Attribution: A humorous yet profound analogy between Douglas Adams' "42" and the complexities—and misinterpretations—of marketing attribution models.
• The Psychology of Ops: How studying human behavior helps bridge stakeholder needs, build better systems, and influence organizational dynamics.
• AI in MOPS: Insights into how AI is reshaping the profession, from task automation to agent orchestration—plus why being AI-activated (not replaced) is key to the future.

Episode Brought to You By MO Pros 
The #1 Community for Marketing Operations Professionals

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On today's episode, we sit down with lead scoring consultant Lucas Winter to explore a refreshing, data-first perspective on building lead scoring models—one that challenges the conventional wisdom and AI hype alike. With storytelling flair and practical insights, Lucas discusses how marketers can uncover true buying intent and dramatically improve sales efficiency.

Tune in to hear: 

• "Moneyball" Meets Marketing Ops: Lucas applies the Moneyball philosophy to lead scoring—focusing on what actually drives conversions versus what sales or execs think looks good. It’s about looking for patterns in customer behavior, not just traditional job titles or industries.
• AI’s Limitations in Lead Scoring: While AI has promise, Lucas outlines how AI-driven models often misinterpret causation (e.g., recommending “retired” contacts) and require human oversight to avoid absurd conclusions.
• Gold, Silver, Bronze > Arbitrary Scores: Ditch complex scoring ranges like “0-100” and opt for intuitive models like “gold, silver, bronze, junk”—making it easier for sales teams to understand and adopt.
• Why Gmail Isn’t Garbage: Contrary to common assumptions, personal email addresses like Gmail can indicate serious buyers—especially in early-stage startups. But to gain sales trust, these leads must “work harder” to earn high scores.
• Start Simple, Stay Iterative: Don’t wait for perfect data or fall into “overreactive” model changes. Build a solid draft, validate with real outcomes, and evolve based on performance—not opinions.

Episode Brought to You By MO Pros 
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Join us at MOps-Apalooza: https://mopsapalooza.com/

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On today's episode, we are joined by Janelle Amos, founder and chief strategist at Elevate Growth, to explore how demand generation and marketing/revenue operations teams can thrive through better collaboration, mutual understanding, and strategic alignment. With a rich background in revenue marketing, advising, and podcasting, Janelle brings powerful perspective and practical tips on fostering cross-functional trust, communication, and shared success.

Tune in to hear:

• How top marketing ops teams stand out by aligning tactical work with broader business goals and communicating their value effectively.
• The power of curiosity and shadowing—why simply asking questions and observing other teams can drastically improve cross-functional rapport.
• Why trust is essential and how "disagree and commit" can move collaboration forward even when there’s tension or differing opinions.
• Tips for building productive relationships, including when to use an internal advocate and how to handle difficult conversations with empathy and clarity.
• How leadership perception and initiative shape success, especially for newer hires aiming to establish credibility and connection.

Episode Brought to You By MO Pros 
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Join us at MOps-Apalooza: https://mopsapalooza.com/

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On today's episode, hosts Michael Hartmann, Naomi Liu, and Mike Rizzo come together for a candid midyear conversation about everything happening in the MO Pros community and the broader Marketing Ops landscape. From membership model updates and upcoming events to fresh research and evolving roles, this chat covers a ton of ground. Whether you're a longtime member or just tuning in, this is your go-to catch-up on where things stand in 2025 and where we’re headed.

Tune in to hear: 

Membership Model Shift: Slack access is now a Pro-member benefit—hear the reasoning behind the change and how it’s designed to foster trust, safety, and meaningful engagement.

MOps Events Update: MOps-Apalooza 2025 is coming in hot—get the dates, location (hello, Anaheim!), and behind-the-scenes insights into the planning chaos (including a $350K food & beverage minimum?!).

New Research Drops: The team discusses the new State of Data-Driven Decision Making report, covering data quality, analytics gaps, and organizational maturity.

Expanding Roles in MOps: Naomi shares how her role has grown to include BDR teams and sales enablement, highlighting the real-world impact of cross-functional ops leadership.

Coming Soon: Cohorts & Community Building: A sneak peek at new initiatives to match members based on roles and responsibilities—connecting peers in meaningful ways.

Episode Brought to You By MO Pros 
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Join us at MOps-Apalooza: https://mopsapalooza.com/

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