RevOps Rockstars

RevOps Rockstars

By RevOps RockstarsBusiness
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RevOps Rockstars episodes

  • Moving The Needle - Brandon Bussey - RevOps Rockstars - Episode #6

    Leading a RevOps team can be difficult, but today’s guest is here to make it a bit easier. He’s a Strategy and Operations Executive with 15 years of diverse tech industry experience, and was honored as one of Utah Businesses’ 40 under 40 for 2022. Brandon Bussey is the SVP of Revenue Operations at Entrata. Brandon is a seasoned leader who joins the show this week to share some of the lessons he’s learned, tips for incoming RevOps leaders, and how he likes to build out his RevOps teams.

    Takeaways:

    • When you are building a comp plan on behavior that wasn’t incentivized in the past, you can’t expect it to correlate directly.
    • When looking at success metrics focus on a revenue growth number, a productivity number, and a retention number. Having clear success metrics can help keep your team focused.
    • When you take on a new leadership role, you can easily get flooded with problems and requests. Before diving in, take a step back and establish your long term goals, then see how these problems fit in with that goal.
    • As a new employee, it can feel like you have a lot to learn. Don’t be afraid to ask to meet with company leaders, or employees who can teach you a skill. If you do get a meeting set up, be sure to have a goal so that you respect their time.
    • When leading cross functional initiatives, it is important to understand the learning curve that newer members may face.
    • When rolling out comp plans, roll it out to the leadership team first and gather their feedback.
    • As RevOps continues to grow and become more established, we will see more and more roles like “Chief RevOps Officer” that place RevOps at a forefront of the company.

      • Quote of the Show:

      • “Your board deck shouldn't be any different or any less quality than a Fortune 500 company.” - Brandon Bussey

        • Shoutouts

        • Spencer Dent: https://www.linkedin.com/in/spencer-dent-2b23521/
        • Dan Watkins: https://www.linkedin.com/in/d-watkins/

          • Links:

          • LinkedIn: https://www.linkedin.com/in/brandonbussey/
          • Website: https://www.entrata.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/KujNy6p4QcU
              • 54 min
            • Building Successful RevOps Teams - Kaitlin MacKenzie - RevOps Rockstars - Episode #5

              Today's guest is a great friend of OpFocus. She's a sales and RevOps superstar, and an established leader with over 14 years of sales and revenue experience who has taken her career from rocketship to rocketship. Welcome to the show, VP of Revenue Operations at Onapsis Kaitlin MacKenzie! This week, David and Jarin chat with Kaitlin to learn how she likes to lead RevOps teams, her tips for interacting with the board, and find out her strategies for implementing tech.

              Takeaways:

              • It can be exciting to make changes to a system to improve efficiency. It is important to understand how the changes you make may affect others before you implement the changes.
              • Comp plans need to go beyond a payment or inventive piece and be aligned with the goals of the company. The comp plan determines how your reps will sell, and can allow you to direct reps towards specific objectives.
              • The best way to be successful is to generate trust with those you are serving.
              • When building a RevOps team, you need to make sure people you hire are curious and want to learn more.
              • Salesforce developers should be outsourced. Developers are expensive resources, and it’s better to go with someone who has prior experience.
              • As a RevOps leader, it is ok to not take on extra work that is not related to revenue. While there may be a lot of people who want your help, if you don’t have time, it’s ok to prioritize certain tasks.
              • When preparing to talk to the board, always come with an ask. The board should be helping you as well, don’t just provide them information.

                • Quote of the Show:

                • “My favorite and least favorite part about rev ops is that we are involved in everything.” - Kaitlin MacKenzie

                  • Shoutouts:

                  • Sherrie Mersdorf: https://www.linkedin.com/in/sherriemersdorf/

                    • Links:

                    • LinkedIn: https://www.linkedin.com/in/kaitlin-mackenzie/
                    • Website: https://onapsis.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/D2tRCHv3kF8
                        • 1 hr 1 min
                      • Communicating Cross Functionally - Lisa Daly - RevOps Rockstars - Episode #4

                        RevOps works with many different teams, and cross department communication is difficult. Today’s guest is here to help. She's a fearless ops leader with over 20 years of experience. Joining the show this week is the VP of Revenue Planning and Operations at FloQast Lisa Daly. Hosts David Carnes and Jarin Chu chat with Lisa to learn more about her leadership experiences, the future of RevOps, and how to establish cross functional communication.


                        Takeaways:

                        • Failure is ok. Many of the projects RevOps teams partake in are difficult and don’t always run smoothly. When failure happens, the best thing you can do is learn from the situation, and improve for next time.
                        • You need to slow down some times to speed up your projects. While a new project can be exciting, it is important to take the right amount of time to gather all the details.
                        • For those starting their RevOps careers, it is important to be aware of how cross functional the role is. The sales department is tied to every other department, and understanding how it all comes together will provide a clearer sense of direction.
                        • In house and outsourced talent have different advantages. In house talent is great for repeatable problems that you are constantly fixing. For more temporary solutions, outsourced talent provides an advantage.
                        • When working cross functionally, define what the metrics are. Different departments may use different terms, but ultimately mean the same thing.
                        • When looking at implementing new technology, a single platform that only solves 80% of the problem is easier to operate than 3 platforms that solve 100% of the problem together.
                        • Having someone on the team who leads RevOps has evolved from a nice to have to a need to have.


                          • Quote of the Show:

                          • “You feel like you're in a room of disagreements, but you're really agreeing. It's just a vernacular issue.” - Lisa Daly


                            • Shoutouts:

                            • Teresa Swart: https://www.linkedin.com/in/teresaswart/


                              • Links:

                              • LinkedIn: https://www.linkedin.com/in/lisa-daly-7aa4162/
                              • Website: https://floqast.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/0kbP7DMv1rs
                                  • 47 min
                                • Finding Your Vision - Branden Baldwin - RevOps Rockstars - Episode #3

                                  On this episode of RevOps Rockstars, we sit down with a true RevOps professional who finds satisfaction in helping others and making lives easier. He's made a career from learning and improving the inner workings of revenue architecture in SaaS. Bringing over five years of experience in leading ops teams to the show is the VP of RevOps at Mavrck, Branden Baldwin. Co-hosts David Carnes and Jarin Chu chat with Branden to learn how Ops teams can find their vision, how to drive cross functional corporate initiatives, and tips for interacting with the board.


                                  Takeaways:

                                  • As a RevOps team member, it’s easy to want to always be the hero and try to solve every problem. Instead of rushing in, take time to ask good questions, and speak up when you don’t understand something.
                                  • When you join an organization, you don’t want to offend the person who built the RevOps foundation. It is important to quickly build trust so that you can address the issues in a way that is respectful and effective.
                                  • Many organizations are currently running lean ops teams. While a smaller team can have financial incentives, it is important to understand that those members will be rolling up their sleeves more than anticipated.
                                  • Finding the balance between in house and outsourced talent can be tricky. In house provides high levels of accountability, direction, and control. Consultants offer an outside perspective, and are often more tactical and quick with their work.
                                  • Without a seamless customer experience, you won’t be able to take advantage of a product lead growth framework.
                                  • When talking with the board, make sure your data is accurate and that your story is aligned.
                                  • For RevOps professionals, online communities are helpful but can quickly become overwhelming with information. The best communities to join are ones that prioritize one on one interactions.


                                    • Quote of the Show:

                                    • “The quicker I can see that visibility and understanding that everyone knows what's going on, that's success in my mind.” - Branden Baldwin


                                      • Shoutouts:

                                      • Simon Sinek: https://www.linkedin.com/in/simonsinek/
                                      • Rosalyn Santa Elena: https://www.linkedin.com/in/rosalyn-santa-elena/
                                      • Hillary Headlee: https://www.linkedin.com/in/hilaryheadlee/
                                      • Jeff Ignacio: https://www.linkedin.com/in/jeffbethechange/
                                      • Jordan Henderson: https://www.linkedin.com/in/jordanmichaelhenderson/
                                      • Gabriel Rustice: https://www.linkedin.com/in/gabrielrustice/


                                        • Links:

                                        • LinkedIn: https://www.linkedin.com/in/brandenbaldwin/
                                        • Website: https://www.mavrck.co/


                                          • 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/o3ICoimvvz0
                                            • 48 min
                                          • Pulling The Right Data - Ben Bryer - RevOps Rockstars - Episode #2

                                            Today’s guest is a great friend of OpFocus, who's worked in business operations the past eight years, across three companies. He has a passion for problem solving and removing barriers, and loves working with all facets of an organization to help them optimize their workflow. Let's welcome Ben Bryer, Vice President of Business Operations at Facet Wealth. In this episode Ben teaches us about the importance of properly generating data, managing beyond KPI’s, and why new sales reps should focus on interpersonal skills over technical skills.


                                            Takeaways:

                                            • When implementing new systems, you need to sell what you’re about to do before you do it.
                                            • It’s really easy for organizations to blame the data or analysts, however, it's rarely either group at fault. Most commonly the issue lies in the system that is generating the data not being set up properly.
                                            • RevOps goes beyond just sales and marketing. While sales and marketing may generate leads, customer support and service help keep them around.
                                            • Technology for RevOps teams is getting more and more advanced. Programs like Chili Piper and Gong are making the jobs of RevOps easier.
                                            • It’s important to communicate what your team does. Otherwise you become the team that when things go well no one knows what you do, but when things go wrong, everyone blames your team.
                                            • If you are starting out on a RevOps team, don’t sweat the technical skills. Be communicative, curious, and collaborative.
                                            • RevOps leaders need to manage beyond KPI’s. While hard metrics may be easier to track, they can often push down and stymie your team.


                                              • Quote of the Show:

                                              • “Data doesn't just make itself to be wrong” - Ben Bryer


                                                • Links:

                                                • LinkedIn: https://www.linkedin.com/in/benjamin-bryer-b027872/
                                                • Website: https://facetwealth.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
                                                    • 40 min
                                                  • Leading Your RevOps Team To Success - Heidi Thompson - RevOps Rockstars - Episode #1

                                                    Join us for our inaugural episode of OpFocus’s podcast RevOps Rockstars! Today’s guest has a history of working in hyper-growth SaaS companies. She’s a strong revenue leader skilled in Business Planning, Strategy, Operations Management, and Reporting & Analytics across the entire GTM funnel. Heidi Thompson is the VP of GTM Strategy & Revenue Operations at Unqork. Heidi joins hosts David Carnes and Jarin Chu to dive into some RevOps topics. On this episode we smash a RevOps myth, share Heidi’s strategies for RevOps leaders, and learn about her role at Unqork.



                                                    Takeaways:

                                                    • When you first start your RevOps career, it can be easy to just be an order taker. What you really need to do is be a question asker. Ask what problems are trying to be solved, or what success looks like.
                                                    • Projects can be tough to track quantifiably, but the STAR method can help. Ask yourself, what are the Situations, the Tasks, the Actions completed, and the Results?
                                                    • Just because something is quantifiable does not mean it is impactful. You can set a goal to produce 50 RFP’s, but what does that entail?
                                                    • It is important to have a clearly delineated list of what the RevOps team is and isn’t responsible for. Without one, you will become the “get stuff done” department with extra responsibilities.
                                                    • Offshoring responsibilities as a small startup may save you some cash in the immediate future but will end up costing you in the long run.
                                                    • When dealing with the board, your number one goal is to anticipate what they are going to ask.
                                                    • While the future is uncertain and may lead to turbulence, it also provides a good opportunity for focus. Focus on what goals you and your team are trying to achieve, and establish a plan.



                                                      • Quote of the Show:

                                                      • “At the end of the day, if we're not providing impact and ultimately driving revenue, I don't know why else I would be here.” - Heidi Thompson



                                                        • Shoutouts:

                                                        • Managing Up: How to Forge an Effective Relationship With Those Above You - Rosanne Badowski
                                                        • Channeling Robert Glazer Elevate wisdom at 28:48
                                                        • Recognizing the brilliance of the one & only Dana Therrien at 31:32
                                                        • Huge respect and gratitude for Rosalyn Santa Elena at 32:09


                                                          • Links:

                                                          • LinkedIn: https://www.linkedin.com/in/heidi-thompson-rawding/
                                                          • Website: https://www.unqork.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/qfkgamL3JnI
                                                              • 37 min

                                                            About RevOps Rockstars

                                                            From the publisher's feed

                                                            Welcome to Opfocus’s podcast RevOps Rockstars. Join hosts David Carnes and Jarin Chu as they interview RevOps professionals and explore the challenges they face today. Throughout the show, we dive…