RevOps 500

Please welcome to the show Mitja-Alexander Linss, Head of Marketing at Karger Publishers and Founder & Senior Advisor at Global Marketing Ventures. Mitja joins host Sajeel Qureshi to talk about how customer centricity is not about growth, lead generation, lead capture, and demand generation. It is all about the sustainable growth of your organization. Tune in to Mitja’s amazing advice about focusing on the customer and taking their needs seriously!

Two RevOps Myths:

• Renaming departments and workflows alone may not effectively break down silos.
• While RevOps plays a vital role, it may not be the sole driver of customer-centricity.

Takeaways: 

• In sales and marketing, Mitja has observed that each department and group often operate independently, which can lead to communication issues when interacting with customers. To enhance seamless communication, prioritize customer-centricity, and maintain utmost transparency throughout the process. By placing the customer at the core of all actions, any potential gaps in communication can be avoided.
• In RevOps, transparency and communication are important. Placing your customer at the forefront becomes paramount, with an unwavering commitment to delivering customer value and exceeding their expectations. Create a profound positive experience for your clients, fostering stronger relationships and unlocking new levels of success in your endeavors.
• Customer centricity lies in a compelling message and a captivating story. Achieving this ensures alignment with the narrative. By establishing this, create a fresh and engaging tale that resonates with all key stakeholders, bringing them together in a shared vision. This not only reinforces your commitment to the customer but also unlocks new possibilities for growth by forging stronger connections.
• Mitja places a strong emphasis on the voice of his customers. His company's impactful initiative centers on empowering customers to share their stories firsthand. Create a powerful avenue for customers to express themselves across various channels, developing a deeper understanding of their needs and desires.
• Salesforce plays a pivotal role in Mitja's company, serving as an all-encompassing CRM system. By functioning as the single source of truth, CRM empowers Mitja and his team with access to valuable data, enabling them to make well-informed decisions based on the understanding of customer behavior. This insight fuels actions as a guiding light for future strategies, fostering an environment of continuous improvement and customer-focused excellence.

Quote of the Show:

• “If you want to have an impact in your environment, you need to break down silence and create a cross-functional team.” - Mitja-Alexander Linss

Links:

• Mitja-Alexander Linss’s LinkedIn
• Global Marketing Ventures’s Website
• Karger Publishers’s Website
• Mitja-Alexander Linss’s Twitter

Ways to Tune In:

• Apple Podcast
• Google Podcast
• Spotify
• Stitcher
• Podcast Addict
• Deezer
• Player FM
• Podchaser
• Listen Notes
• YouTube
• Transistor

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

Today’s guest is a multifaceted marketer with various backgrounds in computer science, AI, business administration, and software engineering. Please welcome to the show Scott Horn, Chief Marketing Officer at EnterpriseDB. Scott joins host Sajeel Qureshi to talk about how to integrate new technology into your company to improve RevOps. Tune in to Scott’s amazing advice about accepting and embracing technological changes!

RevOps Myth:

• RevOps is not a template, every company needs to adapt to different circumstances.

Takeaways: 

• Marketing has a certain commonality that allows you to find patterns and apply certain tactics. It's important to remember that what works for one company may not work for another. Create a unique plan and be willing to adapt it as needed.
• Scott advises not to become too attached to one's own creations. If a campaign is not producing the desired results, analyze the data and be open to making changes or pivoting. Achieving improvement requires the collaboration of your team in marketing, sales, and technology.
• To distinguish between companies, it is essential to ask questions about factors such as SDRs, pipeline sources, conversion rates to sales, and revenue goals. This information can provide valuable insights, into whether a company is focusing on targeting new clients or developing existing ones.
• Two key examples of investing in the right technology that can greatly improve the efficiency of your company's operations are through implementing effective lead-scoring models and re-platforming your website to enhance the ease of blogging and overall functionality. By incorporating these solutions, your company can streamline its processes and better serve its customers, ultimately resulting in improved performance and growth.
• To ensure a successful re-platforming process, it is essential to explicitly define what falls within the scope of the project and what does not. Having a diverse team with a multitude of perspectives can be highly beneficial, as it allows for more comprehensive feedback from various departments within the company.
• Customers take charge of the sales process by conducting online research before speaking to a salesperson. Your company's website is the key to highlighting your solution or product, so it must be accessible, easy to understand, and regularly updated.
• Scott's career tip is to embrace a non-linear career path, fearlessly taking on opportunities and learning from them. Each experience adds a unique skill set that can surprisingly interconnect with others, culminating in one-of-a-kind expertise. 

Quote of the Show:

• “Learn through everything, even if something doesn’t go the way you want.” - Scott Horn

Links:

• Scott Horn’s LinkedIn
• EnterpriseDB’s Website
• Scott Horn’s Twitter

Ways to Tune In:

• Apple Podcast
• Google Podcast
• Spotify
• Stitcher
• Podcast Addict
• Deezer
• Player FM
• Podchaser
• Listen Notes
• YouTube
• Transistor

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today’s guest is a marketing professional, a team leader, a mentor, a writer, and a Member of the American Marketing Association. Please welcome to the show Samantha Rideout, Director of Product Marketing at Cohere Health and Professor of Public Relations at Mount Saint Vincent University. Samantha joins host Sajeel Qureshi to talk about creating a strong team rather than a roster of strong individuals. Tune in to Samamtha’s amazing advice about where to invest your extra time and effort to get the best return!

RevOps Myth:

• Problems are not solved by hiring a professional, everyone works better as a team.  

Takeaways:

• Samantha believes that Connective Tissue needs to exist between each member and role in the company. Having someone who is active in each part of the organization like sales, solutions, product, and marketing is a valuable asset to your company. 
• Samantha encourages listeners to utilize your community via Slack and propose your problem, solutions, and suggestions by discussing them amongst your team. This allows people to give their input on each solution. Having time to brainstorm and workshop through problems creates a strong relationship with everyone. Having a team that improves the way everyone communicates can show great leadership in your company.
• When seeking advice and input, it can be hard to meet with the top executives since they are often occupied. Samantha suggests going to people further down in the hierarchy who have more time and a strong knowledge of their field. These employees will become a great resource to consult with. 
• It is important to make sure that you make your work environment a safe place to communicate their ideas in an approachable manner. A RevOps Gem is someone who is easy to work with and overall a friendly person. Samantha believes that everyone should become a RevOps Gem to be a leader for great solutions. 
• Despite the development of AI and Chat GPT; RevOps, marketing, and sales are always going to have a human element. In complex business models, you need complex solutions and ambitious strategic goals, which AI can’t implement without people. 
• Mentors give advice but sponsors advocate for you as a professional and stay connected over time. When deciding where to spend your time and extra effort at work, choose a place that will be a career or life-long connection that supports your growth. 

Quote of the Show:

• “It takes a community to achieve anything if you wanna achieve it in the best way possible.” - Samantha Rideout

Links:

• Samantha Rideout’s LinkedIn: https://www.linkedin.com/in/samantharideout/ 
• Cohere Health’s Website: https://coherehealth.com/ 
• American Marketing Association’s Website: https://www.ama.org/ 
• Samantha Rideout’s Twitter: https://twitter.com/SamanthaRideout 

Ways to Tune In:

• Apple Podcast
• Google Podcast
• Spotify
• Stitcher
• Podcast Addict
• Deezer
• Player FM
• Podchaser
• Listen Notes
• YouTube
• Transistor

RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today’s guest is a tech industry expert, a data-driven RevOp, a development leader, and was honored as one of Utah Businesses’ 40 under 40 for 2022. Please welcome to the show Brandon Bussey, Partner at Unicorn Revenue Operations. Brandon joins host Sajeel Qureshi to talk about how to build a RevOps Rolodex. Tune in to Brandon’s amazing advice about how to compensate for your skillset and budgetary limits!

RevOps Myth:

• Don’t try to be an expert at everything. Find your strengths and weaknesses and hire to complement and supplement those weaknesses. RevOps will be stronger with a team of experts rather than an individual expected to know everything. 

Takeaways:

• With a limited budget, you have to be strategic about hiring practices. Start by hiring a Salesforce manager, who will give the most back for your budget. Prioritize a leader to manage the commission's side of the business.
• Be transparent with the CRO and others about the budget limits and what you can deliver. Avoid over-committing and under-performing what your company can do. Create a list of needs in your organization and acknowledge which should be dealt with. 
• Create a modern Rolodex of hiring; keep contacts in your arsenal of experts who may be a good fit for future roles or for 30-minute meetings. In the event of an increased budget or a need for expertise, you want to reach out and fill that gap quickly. 
• Brandon shared some insightful advice for interns: 
  • Don’t be afraid to ask for 30 minutes of a leader's or coworker’s time to ask questions about their career. This can be in an upward direction to someone in a different department. 
• Brandon expresses the importance of taking advantage of networking opportunities. Be proactive in asking people to meet and leverage your venture-backed company. This can provide valuable introductions, initiate mutually beneficial interactions, and create meaningful relationships. 
• Generally, technology products don’t fail because they weren’t made well, but because they weren’t implemented successfully. Brandon believes that it is beneficial to bring in product champions, user testing, and work on a more personal level with the team. 
• Rollouts initially create more work for the end users. To avoid this, Brandon suggests combating implementation pushback by explaining the rationale behind technology rollouts, showing what processes will be made easier, and creating and maintaining a support structure. 

Quote of the Show:

• “Get to the right answer. It doesn’t matter how you get there as long as you know how to get there. Bring in the right resources.” -Brandon Bussey

Links:

• Brandon Bussey’s LinkedIn: https://www.linkedin.com/in/brandonbussey/ 
• Unicorn Revenue Operations’s Website: https://www.unicornrevops.com/ 
• Brandon Bussey’s Twitter: https://twitter.com/bpbussey 

Ways to Tune In:

• Apple Podcast
• Google Podcast
• Spotify
• Stitcher
• Podcast Addict
• Deezer
• Player FM
• Podchaser
• Listen Notes
• YouTube
• Transistor

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today’s guest single-handedly built an incredible onboarding program for the SDR organization, he is an unforgettable leader in the sales space and motivates everyone around him. Please welcome to the show Braxton Carr, Director of Revenue Enablement at UserGems. Braxton joins host Sajeel Qureshi to talk about how you can curate the best buying experience for the people within your company’s ICP. Tune in to Braxton’s fantastic advice about deriving the maximum potential value for your customers!

RevOps Myth:

• All revenue is good revenue.

Takeaways:

• Braxton explores prime examples of bad revenue generation:
  • Engaging in sales efforts with customers whose business capabilities don't align with your organization's offerings.
  • Do not prioritize sales to a customer, even at the expense of another department or team. While the sales representative may initially benefit greatly, it can result in risks and downsides.
• Braxton also shares successful revenue generation:
  • Emphasizing customer lifetime value as a priority. Target customers who are inclined to make repeated purchases, fostering long-term relationships and maximizing revenue growth. Braxton believes that this type of revenue is the most valuable for any company.
  • Give priority to customer advocacy programs. These programs cultivate a community comprising users, buyers, and end-users who advocate for your brand. This transforms them into revenue generators for the company.
• Defining an ideal customer profile holds immense value, especially for emerging companies. It's crucial for organizations to target the market and generate leads that align with their ICP. Braxton believes that businesses should not straying too far from their strategic boundaries.
• A concern that keeps Braxton up at night is maintaining data cleanliness. Ensuring that your sales representatives are provided with the easiest path to prospects who are likely to convert into customers is crucial. Braxton's approach to filling out contact data involves gathering information from sources, such as individuals who have attended meetings, as well as details regarding personnel changes, including both departures and new additions.

Quote of the Show:

• “If your mindset is in the future, you're never getting much from the present.” - Braxton Carr

Links:

• Braxton Carr’s LinkedIn
• UserGems’s Website
• UserGems’s Twitter
• Current Book Read: Money by Martin Amis

Ways to Tune In:

• Apple Podcast
• Google Podcast
• Spotify 
• Stitcher
• Podcast Addict
• Deezer
• Player FM
• Podchaser
• Listen Notes
• YouTube
• Transistor

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today’s guest is an Award-Winning Digital Marketing Pro and has a reputation for pushing the envelope & delivering results. Please welcome to the show Ardyce Taylor, Director of Performance Marketing at Filevine. Ardyce joins host Sajeel Qureshi to talk about how a portion of her time starting out was dedicated to meticulously examining and analyzing data. Tune in to Ardyce’s fantastic advice about how to properly clean up your data!

RevOps Myth:

• There's a difference between ROI activities and brand awareness marketing activities.

Takeaways:

• With technology becoming more advance every day, Ardyce thinks the increasingly seamless ability to track and monitor various aspects through the implementation of cutting-edge software. Tracking within your organization ensures comprehensive oversight across all fronts.
• To effectively monitor trade shows, it is crucial to adhere to the following steps to streamline your trade show tracking process:
  • When signing a contract with a trade show, ensure diligent tracking for accurate ROI calculation.
  • Define the desired outcomes and activities for which the trade show should be held responsible.
• As your company expands, utilizing diverse platforms becomes necessary in order to consolidate data. Maintaining a proactive stance, staying informed, and maintaining oversight are critical aspects of ensuring strategic success.
• When Ardyce was first starting out, a portion of her time was dedicated to meticulously examining and analyzing data. As time progressed, she realized that data often reaffirms what she already knows.
• With data, you can go over things manually with a fine toothcomb, but once you reach a certain point, that's no longer feasible. To overcome this challenge, using advanced data platforms becomes crucial in identifying any inaccurate data. By using these platforms, you can easily clean up your data, leading to more accurate outcomes.

Quote of the Show:

• “Tracking performance marketing is what I live and breathe for.”  - Ardyce Taylor

Links:

• Ardyce Taylor’s LinkedIn: https://www.linkedin.com/in/ardyce-taylor-154408b2/ 
• Filevine’s Website: https://www.filevine.com/ 
• Filevine’s Twitter: https://twitter.com/filevine 

Ways to Tune In:

• Amazon Music: ​​https://music.amazon.com/podcasts/b00fc3f0-6831-499b-b670-ee5a81b750a3/revops-500-podcast 
• Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466 
• Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw 
• Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum 
• Stitcher: https://www.stitcher.com/show/1052213 
• YouTube: https://youtu.be/5lGPYqHQxdk 
• Anchor: https://podcasters.spotify.com/pod/show/revops-500/episodes/Keeping-Your-Data-Clean---Ardyce-Taylor---RevOps-500-Podcast---Episode--010-e249p5q 

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

Today’s guest is a global marketing, corporate venture, a strategy veteran, she is a multi-award-winning business development professional, and a brilliant marketer. Please welcome to the show Kelly Owen Grover, Vice President of Marketing at Cloverly. Kelly joins host Sajeel Qureshi to talk about how important it is to build the foundation of trust with your potential clients. Start with having a relationship with the client to build that trust. Tune in to Kelly’s fantastic advice about using the right language when talking to clients!

RevOps Myth:

• It's not about data. It’s about growth.

Takeaways:

• Kelly believes that the spirit of RevOps is to work smarter and not harder. Kelly stresses the importance of having every RevOp unpack and understand how the company makes money at all stages of its customer journey.
• Kelly thinks that most companies have a very generalized view of CAC especially when the company has a diverse customer-based, customer journey, and average order value. Have a new way of strategizing with your customers instead of staying with your old system as the market grows.
• Kelly advises that marketers don't use their marketing language. Use the customer's language. Using the customer's language, you can learn about their wants and needs. 
• The depth of the data that you end up using to show a client, is going to get richer. Kelly mentions that there will always be an element of making sure the story, the take-home message, and the action comes out crystal clear. 
• Kelly says that there are two best practices for making your story crystal clear for your client:
  • Be honest about your story. Be disruptive and catch their attention. Set an urgency fact upfront with your clients.
  • If there is a big client, connect with them before your next meeting. Pre-align on what the story is and what the action plan is. So, when you go into the meeting, you’ve got everything prepared.,

Quote of the Show:

• “People don't just want to see the numbers and the graphs. They want to hear the story.”  - Kelly Owen Grover

Links:

• Kelly’s LinkedIn: https://www.linkedin.com/in/kelly-owen-grover-m-b-a-91657115/ 
• Cloverly’s Website: https://www.cloverly.com/ 
• Cloverly’s Twitter: https://twitter.com/getcloverly?lang=en 

Ways to Tune In:

• Amazon Music: ​​https://music.amazon.com/podcasts/b00fc3f0-6831-499b-b670-ee5a81b750a3/revops-500-podcast 
• Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466 
• Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw 
• Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum 
• Stitcher: https://www.stitcher.com/show/1052213 
• YouTube: https://youtu.be/qRoJcr_9lQY 
• Anchor: https://podcasters.spotify.com/pod/show/revops-500/episodes/The-Top-and-Bottom-Line-Growth---Kelly-Owen-Grover---RevOps-500-Podcast---Episode--009-e23gg0t

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

Today’s guest is an experienced graphic designer, an expert at client services, and she was the 2021 Top Woman in Media Tech Trail Blazer Honoree. Please welcome to the show Nikki Gertner, Director of Product Marketing at Celtra. Nikki joins the host Sajeel Qureshi to talk about why RevOps, marketers, and sales need an expert at storytelling. 

RevOps Myth:

• RevOps is just one team with one specific function.

Takeaways:

• Nikki believes that RevOps is a very cross-departmental team with an array of different functions that culminate in a story. 
• Another important role that is crucial to the RevOps department is the Data Insights team. Data Insights help navigate and collect data points to help tell a proper story for the marketing and sales department.
• Nikki explains the importance of having a good relationship with not only your small internal production team but with people outside of your group like Data Insights, Analysts, and RevOps. Having a relationship with other departments can build a stronger company. 
• Nikki does not recommend solving problems by starting on a new slate. Starting from the beginning again to make sure you didn’t miss any information can be very beneficial but incredibly time-consuming.
• When starting out with a new system, remember to check with your customers and get their reviews on the product. Getting outside opinions from your clientele is key in order to grow your company in the right direction.

Quote of the Show:

• “Nobody cares about the ingredients. They only care about the dish, the final meal.”  - Nikki Gertner

Links:

• Nikki’s LinkedIn: https://www.linkedin.com/in/nikki-gertner-a9619a34/ 
• Company: https://celtra.com/ 
• Twitter: https://twitter.com/nikkigert 

Ways to Tune In:

• Amazon Music
• Apple Podcast
• Google Podcast 
• Spotify 
• Stitcher
• YouTube 
• Anchor

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/

Today’s guest is highly skilled in technical SEO and marketing automation. He’s dedicated his entire career basically to designing and executing major initiatives that always perform their target goals. Please welcome to the show Nick Talber! Nick is the Senior Director of Demand Generation and Marketing Operations at Crux. Nick joins the host Sajeel Qureshi to talk about what it means to work in RevOps and how companies can better understand what role they play. 

RevOps Myth:

• RevOps represents a set of deliverables 

Takeaways:

• While a lot of people might think that the goal of RevOps is to represent a set of deliverables, it’s actually a constant task to remove friction to bring in more revenue. In any part of the funnel where something is getting stalled out, there is where the RevOps professional goes to work.
• For RevOps to be fully effective, they need to understand and fully measure your entire sales cycle. If you aren’t measuring all the steps in a logical sequence, then you will struggle to find the solution to where the issue lies. 
• A pain point for most RevOps professionals is that the work they do and the connections they make are highly valuable to a certain group of people, but that group isn’t very large. 
• There are plenty of CRM tools out there and everyone understands them, but there are a whole bunch of different types of data which isn’t common knowledge to everybody else. There is no G2 category or journalists who cover what RevOps are doing and who need their help.  
• One way to distinguish who might need your help as a RevOps professional and build a knowledge graph that is based on your ICP and see what common language is being used and find those phrases being used by other people.
• As the role of RevOps becomes more and more prominent, they should be intertwined with the sales team and feeding them all the information they have on their connections so that by the team they get to sales, it feels like a well-established connection for the potential client.
• If Nick could go back in time, he would tell his younger self to study route-based economics a lot because everything in the digital world is a correlation of a market that has a supply and demand side. 

Quote of the Show:

• “Try to eliminate friction, whatever it is.” (22:33)

Links:

• Nick’s LinkedIn: https://www.linkedin.com/in/nicktalbert/ 
• Company: https://www.cruxdata.com/ 
• Twitter: https://twitter.com/nicktalbert 

Ways to Tune In:

• Amazon Music
• Apple Podcast
• Google Podcast 
• Spotify 
• Stitcher
• YouTube 
• Anchor

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today we have Brooke Fitts, Co-Founder at Jodder. Brooke discusses with Sajeel Qureshi that working in different industries is very helpful. Not only do you learn something new, but you can also usually share some lessons learned. Brooke gives us her tips on how to be thoughtful toward your coworkers and clients. Tune in to this great episode!

RevOps Myth:

•  There isn’t a magic RevOps formula. It is different with every business. 

Takeaways:

• When entrepreneurs and business owners sit down to build up the RevOps process, oftentimes the who is left out, they focus more on the what.
• Brooke believes we often forget to look at who the RevOps are and how they want to work. It is essential to maintain and organize the who in those positions. 
• Business owners should look for people who are the missing piece to their company. They should look for people who want to be a part of the end outcome and what they are trying to accomplish.  
• One thing that keeps Brooke up at night is making sure that her company is being thoughtful to those in her business and making sure that their clients are feeling cared for.  
• What Brooke’s business will do is compare its tools with its competitors. With your business, ask the question, “what are the tools that your competitors are using? Is there anything that you could learn from those platforms?”
• Brooke got her start by working at a startup company. She says that it was an amazing experience since she learned so much. She recommends it to anyone in the marketing field.
• When you are at a startup company, it is important to have a network of connections. Having connections can help expand your company and client outreach.

Quote of the Show:

• “Many business owners are looking for that magic formula with RevOps.” (01:29)

Links:

• Brooke’s LinkedIn: https://www.linkedin.com/in/brookefitts/ 
• Company: https://www.jodder.com/
• Twitter: https://twitter.com/ThisFitts 

Ways to Tune In:

• Amazon Music
• Apple Podcast
• Google Podcast 
• Spotify 
• Stitcher
• YouTube 
• Anchor

RevOps 500 Podcast is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/