RevOps Rockstars

Joining us for our season finale is a GTM genius who helped grow some of the biggest SaaS companies on the planet. With experience at Box, Salesforce, and Google, he has developed a well rounded expertise in all things RevOps. This week’s RevOps Rockstar is Growth Partner at Emergence Capital, Doug Landis!

Doug sits down with David and Jarin for a potentially controversial conversation on the right time to implement RevOps teams. Doug dives into the importance of having a strong data plan, the areas of most impact for an early stage RevOps team, and why now is the time to double down on understanding your ICP.

Takeaways:

• While it may seem controversial, many early stage companies should hire for RevOps before sales. While CEO’s need to focus on leading the growth of the first million before bringing on more sales people, RevOps can enable the CEO to sell better.
• As companies focus on scaling, they need to ensure they have strong data practices in place. Without knowing what data and metrics drive the success of your company, you will fail to grow efficiently. 
• In today’s market companies need to be focusing on one thing, ICP. Building a pipeline is hard, and you need to ensure that you are targeting the right people, in the right ways, at the right times. 
• At early stage companies, the best thing a RevOps leader can help with is building an overview dashboard. This helps senior leadership not only understand the business better, but communicate more effectively with the board of directors
• If your sales team doesn’t understand what a RevOps team should do, that RevOps team becomes a catch all team. When sales is more aligned with RevOps, they can advocate for better support for RevOps teams as work loads fluctuate during the year.
• Pipeline is the heartbeat of any company, and companies need to be focusing on tracking the right metrics to understand it. Identify your company goals and their corresponding metrics to track, rather than solving with technology. 
• When planning ahead on strategy, you need to also incorporate the ramp up time of your reps into your timeline. If you only start hiring by the time you start implementing, you are already behind on hitting your goals. 

Quote of the Show:

• “The right rev ops leader who is really strategic in the business understands what fundamentally we're trying to do from the top down.” - Doug Landis

Shoutouts:

• Amy Volas: https://www.linkedin.com/in/amyvolas/ 
• Samantha McKenna: https://www.linkedin.com/in/samsalesli/ 
• John Barrows: https://www.linkedin.com/in/johnbarrows/ 
• Ian Koniak: https://www.linkedin.com/in/iankoniak/ 
• Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/

Links:

• LinkedIn: https://www.linkedin.com/in/douglandis/ 
• Website: https://www.emcap.com/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

When you operate a small ops team, you need to have your processes down. Joining the show this week is a professional who excels at all aspects of operations. Please welcome to the show, Director of Revenue Operations at Otter.ai, Chris Hudson!

Chris sits down with David Carnes and Jarin Chu for a thoughtful discussion on the role of RevOps. Chris explores how Otter is using their own tool internally, how AI can help ops teams, the value of building a scalable dashboard, and why RevOps is a seller’s best friend. 

Takeaways:

• To excel in RevOps, one must learn the importance of ruthless prioritization due to the limited time available for completing tasks. Additionally, mastering the art of saying no is crucial in order to focus on the most significant priorities.
• As a mighty team of one, Chris holds four pivotal roles, encompassing DealDesk, Business Systems, Go-to-Market Operations, and Reporting Dashboards. Through careful planning, Chris enabled efficient processes and data-driven decision-making.
• With a small ops team, you need to efficiently leverage outside help. While responsibilities like deal desk need to be handled internally, CPQ systems and data research are prime for outsourcing. 
• A strong RevOps team allows sales to focus on selling, leading to increased opportunities and closed deals. By relieving them of administrative tasks and providing insights from reporting and analytics, time can be better utilized for maximum impact.
• An important cross functional initiative for any team to consider is taking information from the sales team and relaying that back to product teams. Innovation happens at the edge and bringing design teams closer to that edge results in a better product. 
• While building a fleshed out dashboard can be a time consuming project, you will quickly reap the benefits. As future reports are requested, instead of rebuilding the dashboard, you can simply tweak the parameters to get the data you need. 
• Otter provides a shared repository of information and an AI chat feature that helps align executives, product managers, and sales teams. Sharing this knowledge internally allows Otter to expedite their own ops processes.

Quote of the Show:

• “One of the main things that I love about my job is I get to teach.” - Chris Hudson

Shoutouts:

• RevOps Co-op: https://www.revopscoop.com/ 
• Wizards Of Ops: https://wizops.org/ 
• Modern Sales Pros: https://modernsaleshq.com/ 
• Stephen Daniels: https://www.linkedin.com/in/stephenhdaniels 
• Jeff Ignacio: https://www.linkedin.com/in/jeffbethechange/ 

Links:

• LinkedIn: https://www.linkedin.com/in/cjhudsonsf/ 
• Website: https://otter.ai/ 
• Blog: https://cjhudson.com/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

When it comes to growing a young company, a RevOps team has their work cut out for them. With a background in VC, this week’s guest is here to help. She’s a visionary, results-driven GTM exec who excels at building multichannel teams. Please welcome to the show, Partner at Stage 2 Capital, Mandy Cole! Mandy joins David and Jarin to share her tips for RevOps teams. Mandy goes in depth on the importance of prioritizing quality over quantity, why sellers need to focus on buyer driven signals, and what the future holds for BDRs. 

Takeaways:

• RevOps teams in a portfolio should focus on prioritizing quality over quantity in their outbound strategies. Utilizing new AI tools and personalized messaging can significantly improve pipeline building and enhance ABM strategies.
• The role of BDRs is evolving as companies leverage AI to improve outreach and achieve better success. While there may be a decrease in the number of BDRs needed, their focus will be on following up more effectively with targeted accounts.
• A successful RevOps team should prioritize both growth and retention, focusing on leading indicators of retention and product usage. By taking a data-driven approach to measuring pipeline, finger-pointing can be eliminated and shared goals can be achieved.
• Leveraging your CRM and incorporating a buyer-driven process ensures accurate pipeline reports and qualified leads, removing uncertainties and improving sales forecasting.
• It is important to consider red flags in RevOps due diligence, such as the lack of retention data, focus on inefficient growth, and absence of thoughtful processes implemented by the RevOps team.
• Companies should evaluate their tech stack and streamline their tools to avoid duplication and improve data integration. Additionally, they should explore new technologies, such as AI, to drive better outcomes and maximize ROI.
• It is crucial for companies to focus on one target market, such as mid-market, before expanding to enterprise. Attempting to cater to multiple market tiers simultaneously can strain resources and hinder success.

Quote of the Show:

• “It starts with really understanding your ICP and your buyer journey.” - Mandy Cole

Shoutouts:

• Andrew Bennett: https://www.linkedin.com/in/andrewleebennett/ 
• Greg Kokino: https://www.linkedin.com/in/gregkokino/ 
• Modern Sales Pros: https://modernsaleshq.com/ 

Links:

• Twitter: https://twitter.com/MandyHCole 
• LinkedIn: https://www.linkedin.com/in/mandyhcole/ 
• Website: https://www.stage2.capital/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

Joining the show this week is an ops leader with experience leading global teams at scale. She’s a multi faceted ops pro, with experience in sales strategy, monetization, marketing, and business ops. Please welcome to the show, Head of Revenue Strategy and Operations at Notion, Namrata Ram! Nam sits down with David and Jarin to share how she leads Ops functions at Notion. She dives into the nuances of aligning cross functional initiatives as a PLG company, the balance between short and medium term initiatives, and how Notion’s AI is empowering teams around the world. 

Takeaways:

• Proper management of a tech stack, including processes for testing and development, is crucial for empowering sales teams and minimizing the impact of system changes. This requires rigor similar to software development, even for customization changes.
• Outsourcing certain tasks, such as data cleanliness and repetitive work, can allow companies to focus on more strategic and complex responsibilities. Factors to consider include the complexity of the work, availability of talent, and fluctuations in workload.
• A key focus area for scaling a company is efficiently and responsibly establishing sales processes, methodologies, and operating cadence. These foundational elements are crucial for sustainable growth and achieving success in scaling efforts.
• Effective sales performance requires a balance between short and medium-term initiatives. While immediate change is possible in short deal cycles, significant results require two quarters of consistent effort to assess effectiveness and adapt accordingly.
• AI offers the ability to leverage personalized messaging and outreach to improve the conversion rate from outreach to meetings, ultimately leading to significant revenue impact. 
• Notion's AI functionality offers features like summarization and improved writing, making work more efficient and impactful. By transforming meeting notes into action items and creating effective outreach, teams can enhance collaboration and productivity.
• In PLG companies, cross-functional initiatives between the growth and sales teams are crucial to impacting the full customer journey. By aligning onboarding processes with product usage from the beginning, teams can optimize the customer experience.

Quote of the Show:

• “All these different metrics that the teams are goaled on is indirectly your goal. Because your job is to make sure that they are successful.” - Namrata Ram

Shoutouts:

• Erica Anderson: https://www.linkedin.com/in/erica-anderson-54b5878/ 
• Eli Weiner: https://www.linkedin.com/in/eliweiner/ 
• Robert Frati: https://www.linkedin.com/in/rfrati/ 

Links:

• LinkedIn: https://www.linkedin.com/in/namrata-ram-715ba415/ 
• Website: https://www.notion.so/product 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

This week’s RevOps Rockstar is a high caliber leader at a high growth company. From his many years of experience, he understands the power of a centralized ops team. Our guest this week is none other than SVP of Revenue Operations and Partnerships at Apollo.io, Henry Mizel! Henry sits down with David and Jarin to share his expertise as an Ops leader, and how he’s helped drive revenue at a unicorn company. Henry dives into the importance of alignment, how his team is utilizing an automated SDR, and why teams should embrace rather than fear AI. 

Takeaways:

• Driving alignment across teams and maintaining clear communication are essential to success. Creating transparency, understanding the audience, and simplifying complex ideas are key strategies for achieving this.
• Outsourcing or offshoring can be effective for new initiatives, but overreliance can become costly and less efficient. It's crucial to strategically hire for long-term projects that support teams and organizations.
• Achieving company goals and fostering alignment around strategy, definitions, and data are key indicators of success in the role of RevOps. A successful RevOps team ensures company growth and effective collaboration across departments.
• When it’s time to interact with the board, alignment and understanding your audience are the two main components. Partnering with the right teams, and tailoring the information to the makeup of the board ensures you continue to be involved in decisions. 
• For Apollo, the use of an automated SDR is allowing them to revamp their sales engagement. By more effectively tracking demographic and product signals, they can trigger automated emails in a timely, personalized manner.
• Tech stack consolidation and leveraging AI are key disruptive trends in RevOps, with potential benefits and risks. Simplifying and streamlining tools can enhance efficiency, while harnessing AI can significantly boost productivity without job replacement.
• RevOps teams need to look at AI as a tool to help boost efficiency and productivity, rather than a concern that will take their jobs. Good ops teams who can leverage AI tools will see a boost in the output of their team. 

Quote of the Show:

• “If the company is aligned around strategy, definitions, and data, then I think RevOps is doing a good job.” - Henry Mizel

Shoutouts:

• Brad Smith: https://www.linkedin.com/in/sonarbrad/ 
• Matt Curl: https://www.linkedin.com/in/matt-curl-51470714/ 
• Peter Kazanjy: https://www.linkedin.com/in/kazanjy/ 

Links:

• LinkedIn: https://www.linkedin.com/in/henrymizel/ 
• Website: https://www.apollo.io/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

Joining us on today's podcast is an esteemed RevOps executive who has played a pivotal role in fostering the expansion of numerous generative AI companies. Welcome to the show, Director of Revenue Operations at Phrasee, Hugo Robein.

Hugo joins hosts David Carnes and Jarin Chu to delve into the impact of generative AI in regard to the future of RevOps. Hugo shares his insights on the use cases of AI tools such as Phrasee and Chat GPT, and utilizing generative AI to create on-brand content for your company while optimizing your data with the aid of AI.

Takeaways:

• In RevOps, nothing will ever be perfect. RevOps is full of change and it is important to acknowledge and understand that. While you may seek perfection, you need to utilize iterative change to make small improvements. 
• Although it feels like companies are finally understanding what the role of RevOps is, it continues to evolve. While traditionally it was about marketing and sales alignment, RevOps teams are now responsible for also aligning CS teams. 
• RevOps has the ability to provide crucial insights into the pricing structure for your company. By analyzing market trends, competitor pricing, as well as insights from sales calls and current clients, Ops teams can make crucial pricing decisions. 
• When you interact with the board of directors, you need to be concise, and understand who your stakeholders are. Understand your metrics of success, and condense your findings into short insights that speak to your audience. 
• One area of advancement with AI that Ops leaders should focus on is automation of tasks. Models that will allow you to connect applications and automate data entry will save hours of manual work. 
• AI models that provide predictive analysis offer another opportunity for Ops leaders. Data engineers and analysts come at a high cost, and having an AI assistant that provides even a base level of predictive analytics will help many teams. 
• While generative AI models are tempting tools for marketers, not all tools are created equal. Before sending your prompt, consider if that tool can write within your brand standards, follow regulations, and ultimately produce good content. 

Quote of the Show:

• “You need to understand what you want to achieve before going into AI. Otherwise, you're going to get a solution and you won't have any idea of how you're going to use it” - Hugo Robein

Shoutouts:

• Matthew Volm, CEO and Co-Founder of RevOps Co-op: https://www.linkedin.com/in/matthewvolm 
• Erol Toker, Automation, Technology, and RevOps: https://www.linkedin.com/in/eroltoker 

Links:

• LinkedIn: https://www.linkedin.com/in/hsrobein 
• Phrasee (Company Website): https://phrasee.co
• Photography: https://chloeboucherit.com/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

Joining the show this week is a certified Salesforce savant. He’s a three times Salesforce MVP who knows dashboards like the back of his hand. He regularly hosts Dashboard Dojo, a biweekly series focused on dashboard reporting best practices. Welcome to the show, Author of the newly released book “Mastering Salesforce Reports and Dashboards", Co-Host of the podcast “RevOps Rockstars”, and Founder and Chairman of OpFocus, David Carnes!

On this special episode, David and Jarin take some time to discuss his new book, the process of writing it, and why OpFocus strives to be a hub of RevOps knowledge. 

Takeaways:

• There is a strong SaaS RevOps community, but no one is graduating with a degree in RevOps. To help industry members, OpFocus sought to become a hub of RevOps knowledge with podcasts, Dashboard Dojos, and David’s newly released book.
• Developers have become the driving force behind organizational development environments, but with how new RevOps is, it can be a bit confusing. By providing devs with resources, OpFocus helps them create better implementations. 
• As a consumer of O’Reilly books, David was enthusiastic about joining their lineup of resource books. To write the book, David compiled his teachings from the Dashboard Dojos with his passions for dashboards into one integrated resource. 
• While the book covers many topics, there are a few David thinks are the most important. Inside the book you’ll find resources for extending your reporting reach, ways to combine features, and how to properly utilize trending. 
• If you’re struggling with your reports, the best thing you can do is play around with dashboards. Try running reports on the same dashboard with different components, or clone an existing dashboard and try to see how you can improve it. 
• Writing a book is a daunting task, but leaning on your editor makes the process much easier. As you write chapter after chapter, their feedback will help bind everything together into a seamless experience. 

Quote of the Show:

• “Nobody's coming out of school with a degree in rev ops yet.” - David Carnes

Links:

• LinkedIn: https://www.linkedin.com/in/davidpcarnes3/ 
• Website: https://opfocus.com/ 
• Dashboard Dojo: https://www.dashboarddojo.com/ 
• Book Link: https://a.co/d/1GsBLuK 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

Joining the show this week is a SaaS growth and operations executive who’s supported multiple private equity-led mergers & acquisitions. As a seasoned advisor for his portfolio companies, he helps them implement strategic initiatives. Welcome to the show, Senior Director at JMI Equity, Jeremy Curley!

Jeremy joins hosts David Carnes and Jarin Chu to discuss the ways he supports RevOps functions at multiple companies at the same time. Jeremy shares his tips for success and advice on how to make sense of data, the importance of having a common thread in your portfolio, and how to best support your companies. 

Takeaways:

• As no two companies are identical, providing them with support requires the ability to understand where they are. Once you understand their uniquities, then you can start to fix problems with things like data, accounts, and segmentation. 
• When your company portfolio focuses on a common thread of companies you can better advise each individual company. Because of their commonalities, you can draw on past experiences to address problems that arise. 
• Companies have an in-depth understanding of where their wins are, but can often lack the perspective to make sense of the data. By helping organize the data, you will identify areas to make incremental improvements.
• Data is good, but the real value comes from people and the execution. In a PE firm, you need to also provide assistance to RevOps leaders. Sharing wisdom, showing new tips, and being there when they need you are common responsibilities. 
• When you intake a new company, you need to quickly figure out what is, and isn’t working. The best place to start is by looking at the GTM strategy, and the ways the RevOps team is setting targets and driving alignment. 
• In a Private Equity role, you’re working with different companies on a daily basis. While exciting, the variability presents a challenge. To stay on top of the work, the best things you can do are learn as much as you can, and build strong relationships. 
• In a PE role, your main objective is enabling others at your portfolio companies to succeed. It’s important to to be available as a resource, be there as a contact for advice, and provide transparency and communication.

Quote of the Show:

• “My job is not to take credit, my job is really to help people do great work.” - Jeremy Curley

Shoutouts:

• The Diary Of A CEO with Steven Bartlett: https://podcasts.apple.com/gb/podcast/the-diary-of-a-ceo-with-steven-bartlett/id1291423644 

Links:

• LinkedIn: https://www.linkedin.com/in/jeremycurley/ 
• Website: https://www.jmi.com/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

Private equity firms can seem to be demanding when it comes to implementing tactics for improving business performance. However, done right, this is not the case. Effective operating partners have different processes when communicating with the portfolio company. On today’s episode of RevOps Rockstars, we feature the experienced writer, process developer, and Operating Partner at ParkerGale Capital, Paul Stansik.

Paul talks about the harm in too much research and data, the four jobs of an operating partner, and the way to create realistic and attainable budgets for the portfolio company. Learn the mistakes you may be making when advising companies on how to burgeon success. 

Takeaways:

• More data does not automatically derive more results. Be selective when determining potential questions to research. Find out which are the essential questions that will impact business performance and only then spend resources to collect the data.
• Sales and marketing are not independent departments. They are meant to go hand in hand. Marketing is meant to make sales more manageable, and the departments need to communicate and collaborate. 
• The operating partner has four jobs: to keep the standard, create business-improving agreements, keep score using metrics and reporting, and foster a demanding and supportive environment. 
• Data is preferably industrial rather than artisanal, it should be readily available and constantly tracked, rather than dug up and recorded when necessary. This reduces the overall effort required to produce and increases reliance on data for improvement. 
• Growth and success are not achieved through a one-and-done process, rather, they require constant feedback and incremental improvements on each version of the process or report created.
• Collaboration between the PE firm and the Portfolio Company is critical. Collaborative budget building will make a realistic budget that will be adhered to and employees feel respected and valued when the operations leader is open to input from them. 
• When suggesting a plan to enact, provide the necessary resources and foster a safe and welcoming environment for questions and clarifications. Doing so will allow employees to be honest and vulnerable when a newly implemented process is unfamiliar.

Quote of the Show:

• “You are there to help make growth inside the company more predictable, more repeatable, and just feel easier.” - Paul Stansik

Topics: 

00:00 - Intro.

01:14 - What do you wish RevOps teams within your portfolio companies would stop wasting time on? 

03:30 - About Parker Gale Capital.

05:42 - Measuring success in RevOps.

07:32 - Engaging with the RevOps teams.

09:11 - How a RevOps team might disappoint.

10:13 - Paul’s day-to-day.

14:46 - Measuring the success of the PE firm.

18:53 - Red flags in RevOps.

21:39 - RevOps teams should be doing more… 

25:40 - Inquiry versus Advocacy.

29:37 - What actions should RevOps teams take today?

32:02 - Learning about Paul.

36:03 - Shoutouts.

41:04 - Contact and close.

Shoutouts:

• Dave Kellogg https://kellblog.com/ 

Links:

• LinkedIn: https://www.linkedin.com/in/paulstansik/  
• Twitter: https://twitter.com/paulstansik 
• Medium: https://pstansik.medium.com/ 
• Company website: https://www.parkergale.com/ 
• ParkerGale PE FundCast: https://www.parkergale.com/podcasts 
• Book Link: https://www.parkergale.com/salesmetricsplaybook 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 

RevOps isn’t a siloed process, it is constantly in collaboration with marketing, finance, and other departments. Being able to increase communication will improve the overall operation of your company. Discover the right strategic moves from a five time startup success story and VP of Sales Ops at Dutchie, Yin Cheng. 

Yin goes in depth on how to fine tune the priorities and projects of your team and adopt a forward thinking mindset in the beginning stages of operation. Yin also shares his insights into improving your Salesforce infrastructure, preparing for a potential IPO, and nurturing the RevOps ecosystem.

Takeaways:

• Over-communicating is underrated. Cross-functionality necessitates over-communicating with all stakeholders you interact with regularly or occasionally. Doing so will allow for all parties to maintain the same level of understanding of priorities in action.
• With the virtualization of the workplace, there’s less opportunity for unstructured conversations between team members. To combat this decreased opportunity, schedule regular cross-department and team meetings to recalibrate or refocus your mission. 
• Get comfortable with prioritization. As a specialist and a leader, there is always more to get done. However, your time is valuable and if you’re not careful, you may stray from the company’s objectives if you don’t prioritize. 
• In an industry that is relatively new, heavily regulated, and experiencing rapid growth, such as the cannabis industry, it is crucial to keep up with regulatory changes, such as potential legalization of distribution and use either on a state or federal level. 
• IPO readiness is another growth opportunity that is important to track and prepare for. Get ahead of the game in part by properly architecting Salesforce to collect and organize the data that government bodies, investors, and banks are interested in. 
• Though difficult, justifying the creation of a team or hiring of a new employee can be found by looking at data about points of tension for the existing team, gaps in the skills of current employees, and high rates of growth beyond a team’s capabilities.
• Both strategically and tactically, RevOps teams have a valuable role to play in the pricing and packaging of the product because they are the medium of communication between the customer and the producer.

Quote of the Show:

• “My team's success reflects on my success as a leader.” - Yin Cheng

Shoutouts:

• 
  RevOps Platform:
  • https://www.clari.com/
  • https://exchange.tableau.com/ 
  • https://www.looker.com/ 
• Podcasts:
  • Sean Lane https://www.operationspodcast.com/ 
  • Rosalyn Santa Elena https://therevopscollective.com/ 

Links:

• LinkedIn: https://www.linkedin.com/in/yin-c-540a4722/ 
• Website: https://dutchie.com/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh 
• YouTube - https://youtu.be/BwHNEhrDNaQ