This episode features an interview with Todd Thomas, Chief Revenue Officer at Aiden Auto. Aiden integrates third-party digital services directly into your vehicle to elevate your driving experience. Todd has experience with startups to Fortune 100 companies across the industry. No matter where he is, he helps businesses and networks expand and grow.

In this episode, Todd describes how to organize your startup for success, and how to make RevOps reflect your go-to-market strategy. He also dives into which decision-makers are most important in his process.

Guest Bio:

Todd Thomas is an innovative and strategic thinker with the ability to build businesses and networks that deliver explosive growth. He has experience with startups to Fortune 100 companies across Connected Products & Services, SaaS, IoT, AI, and Emerging Tech. He’s also a Google Android for Cars Open Innovation "Shark Tank" Champion. 

Guest Quote:

“Every startup has limited resources, so you're always trying to do everything you can with what you have. But how you structure your revenue ops really can be one of the keys to whether or not the startup makes it or not. So make sure that you're amplified and getting the most outta the resources you have available.” - Todd Thomas

Time Stamps:

**(00:47) - Todd’s journey to RevOps

**(01:48) - About Aiden Auto

**(03:13) - Defining rev ops

**(09:28) - RevObstacles 

**(15:29) - RevOops

**(16:44) - The Toolshed 

**(26:49) - Quick Hits 

Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

Links:

• Connect with Todd Thomas on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Aiden Auto Website

In this episode of Rise of RevOps, we talk with Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks. 6clicks helps you reimagine and implement risk and compliance programs. There, Michelle leads the sales and marketing team and is responsible for revenue-generation strategy and execution. Today, Michelle describes the importance of cross-functional teams for optimizing revenue. She explains which structures and cadences have worked best for her in her career, and how she’s found success in RevOps.

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“That whole telemarketing concept, I think, is dead. It's a thing of the past. Buyers now buy self servicing through digital resources and education online. Most CSOs do not take cold calls. They don't wanna be reached out to via email… Understanding how buyers buy today and the need to develop digital assets that they'll consume prior to even having a conversation with you, I think is important.” - Michelle Torrey-Teunissen

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Time Stamps:

00:40 About 6Clicks

03:18 Defining RevOps

07:16 RevObstacles

13:16 RevOops

17:06 The Tool Shed

19:47 What Metrics Matter?

28:12 Thinking About Cybersecurity

32:03 Quick Hits

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

In this episode of Rise of RevOps, we talk with Mindy Fields, Vice President of Global Sales Operations and Enablement at LastPass. LastPass provides password and identity management solutions that are convenient, easy to manage and effortless to use, helping more than 33 million users organize and protect their online lives.

Today, Mindy will share how rev ops and sales should work together, using your team as a resource, and using important context clues to get the right information from your data.

Guest Quote

“So much of what we do within rev operations or sales operations is absolutely just driving the strategy of the sales organization or of the company, and trying to align everyone across the organization.”

Time Stamps

01:47 Mindy’s role at LastPass

03:12 Defining RevOps

05:03 Organizing a team

08:16 Solving sales ops problems

13:59 The tool shed

21:06 Measuring blind spots

26:14 Quick hits

Links 

• Connect with Mindy Fields on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the LastPass Website

This episode features an interview with Mahesh Kedia, Vice President GTM Operations and Revenue Strategy Marketer, New Market Entry, and Revenue Monetization at Marqeta. Marqeta brings speed and efficiency to card issuing and payment processing with the world's first open API platform. Mahesh is a digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners.

In this episode Mahesh discusses using rev ops to find your target audience, the biggest misconception about rev ops, and what happens when you combine strategy and execution. 

Guest Bio:

Digital payment and fin-tech professional with expertise in payments strategy, platform expansion and partnership development with financial institutions, payment networks and technology partners. Led and managed consumer payment solutions, network and marketplace partnerships, and online small business digital platforms. Strategic and tactical expertise with strong understanding of the payments value chain and platform economics. Ability to drive cross functional ownership with internal and external stakeholders across product, marketing, sales, legal and finance. Currently managing a team of ~ 30 professionals across the globe and member of Executive Leadership Team.

Recipient of Key Talent Award at PayPal in 2020 AND 2021 (awarded to less than 0.1% of Top Talent Globally)

Diverse experience across Asia, Europe, and USA, working for Marqeta, PayPal, American Express, and Accenture. High degree of ‘Digital Passion’ to amplify growth and create innovative solutions.

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Guest Quote

“Rev ops has been evolving and developing, and there's a misconception that Rev ops only for tech companies. I think, obviously, startups and tech companies kind of started using rev ops more as a prominent function and that engine of operational excellence. But the yield and the value of rev ops is relevant for any industry, whether it's healthcare, pharma, retail. Obviously the tech world is a little bit more matured and advanced on all the tech stacks processes and utilizing Rev ops. But I think the value of rev op Is amazing across any industry.” - Mahesh Kedia 

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Time Stamps:

**(01:52) - Mahesh’s journey into RevOps 

**(05:56) - How Mahesh organizes a RevOps team 

**(10:59) - RevObstacles 

**(14:56) - Tool Shed

**(34:12) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Mahesh Kedia on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Marqeta Website

This episode features an interview with Tim Richards, Head of Global Sales at Nextdoor. Neighbors around the world turn to Nextdoor daily to receive trusted information, give and get help, get things done, and build real-world connections with those nearby — neighbors, businesses, and public services. Tim is a strategic Business Leader with experience building exceptional teams and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor.

In this episode, Tim discusses his go-to-market fundaments, the importance of harnessing a learning mindset, and how to hit more bullseyes with fewer arrows. 

Guest Bio:

Tim is a strategic Business Leader with experience building exceptional teams, and driving success with high-profile brands. He has deep experience at scaled enterprises like Verizon/AOL and Time Warner, and now the break-out company, Nextdoor. He has spent five years at venture-backed firms, focused on the Distributed Creator Economy.

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Guest Quote

“My job as a leader is to make sure that we're building trust with the team with how we're using that properly, we're using those assets, we're using those tools in an appropriate way. And not to pick you apart or be critical, but to learn and to grow and understand what our clients want, so we can kind of get more bullseye with fewer arrows on the solutions that we provide back to them.” - Tim Richards 

Time Stamps

**(01:54) - Tim’s journey to Rev ops 

**(05:10) - Tim’s definition of Rev ops

**(15:43) - RevObstacles 

**(27:59) - The Toolshed 

**(38:29) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Tim Richards on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Nextdoor Website

This episode features an interview with Joshua Maltz, Senior Vice President, Revenue Operations & Strategy at UserTesting. UserTesting enables organizations to understand what it’s like to be their customer with a video-first experience testing platform with a global opt-in network of contributors. Joshua is an accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency in companies ranging from private start-ups to Fortune 500 global corporations.

In this episode, Joshua discusses the importance of building deep relationships with leadership teams, avoiding tech stack pitfalls, and that a better customer experience begins with a better employee experience. 

Guest Bio:

Accomplished leader with extensive experience in revenue operations, strategic planning, financial analysis, profit/productivity improvement, sales acceleration, and operating efficiency. Experienced as Head of Worldwide Sales/Revenue Operations, Go-to-Market Strategy, Financial Planning & Analysis for companies in the following industries: Application Software, Telecommunications, Networking & Communications, Professional Services, IT Outsourcing and Talent Management. Companies ranged from private start-ups to Fortune 500 global corporations. Expertise in planning and managing accelerated growth, leading companies out of financial challenges, quality process adoption, portfolio innovation (concept to market), and driving overall profitability. Living and working on different continents, developed skillsets that serve diverse cultures, corporate practices and customer priorities.

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Guest Quote

“I think a big misconception I see that's really emerged over the last few years is that automation and AI can solve all your problems. Taking the time to establish workflows that fit your business's needs, and being thoughtful in the way you feed your analytics tools with the right data sets and ask the right questions to understand risks and opportunities is critical. I worry sometimes with the breadth and the strength of the tech stock that's emerged, you know, it can make people lazy in some respect in taking a step back and asking the right questions for the business health.” - Joshua Maltz 

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Time Stamps:

**(01:43) - Joshua's unconventional journey into revops 

**(05:03) - The revops team at Usertesting 

**(15:53) - RevObstacles

**(18:38) - Biggest RevOops moment 

**(21:04) - The Toolshed 

**(35:59) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Joshua Maltz on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Usertesting Website

This episode features an interview with Seth McGuire, Chief Revenue Officer at Galileo Financial Technologies. Galileo Financial Technologies is a financial technology company that enables fintechs, banks, emerging and established brands to build differentiated financial solutions that deliver exceptional, customer-centric experiences. Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the company’s revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitter’s data and enterprise solutions business to support companies and developers using Twitter’s API platform to build new products and services. 

In this episode Seth discusses the importance of working cross functionally to overcome obstacles, putting people first internally and externally, and his recipe for rev ops success. 

Guest Bio:

Prior to joining Galileo, McGuire was president and COO at Backbone PLM, where he managed the company’s revenue, operations and overall company performance. Earlier, he spent nearly six years at Twitter in senior and management positions, including managing Twitter’s data and enterprise solutions business to support companies and developers using Twitter’s API platform to build new products and services. He also was responsible for overall go-to-market and partner strategies, including creating business-to-business partner solutions, and customer success. 

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Guest Quote

“Leads are not the responsibility of one function. They're the responsibility of an overall org. You have to incentivize all them to accomplish against that. But helping to build objectives that they share, and then holding them jointly accountable and then giving them a language to speak to, to each other for collaboration. And then again, getting out of their way to let them do that, stepping in as needed to set direction or to help solve for specific issues. To me that's the recipe for success.” - Seth McGuire

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Time Stamps:

**(01:36) - Seth’s journey into RevOps 

**(11:09) - A change in perspective

**(13:38) - RevObstacles 

**(30:16) - The Tool Shed 

**(40:45) - Quick Hits

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Seth McGuire on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Galileo Financial Technologies Website

This episode features an interview with Noah Marks, Vice President of  GTM Strategy & Operations at Udemy. Udemy’s mission is to improve lives through learning by providing flexible, effective skill development to empower organizations and individuals. Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy.

In this episode, we talk to Noah about the importance of aligning leadership, harnessing your pipeline to track the predictive health of your business, and his advice for new Rev ops leaders. 

Guest Bio:

Noah helps turn high growth into high scale, with a background in sales, marketing, finance, strategy & operations and a passion for building for success. Noah served as Director, Sales Strategy and Operations at Salesforce, Sr. Director, GTM Strategy & Operations at Okta, and Advisor at Fullcast and Tribyl, Inc. before joining the team at Udemy as Vice President, GTM Strategy & Operations. 

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Guest Quote

“I have this picture I use on a lot of slide decks when I talk about my team, which is just a bunch of geese flying in alignment and then a bunch of geese running into each other. And that's fundamentally it, because there's no one right answer. I believe, and I'm not the first person to say that, that I think it's around the alignment of leadership. And the communication across those teams and making sure they're all working to the one communal goal.” - Noah Marks 

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Time Stamps:

**(02:01) - Noah’s journey into Rev ops 

**(08:06) - Noah’s approach to Rev ops 

**(17:17) - RevObstacles 

**(20:09) - The Tool Shed 

**(27:05) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Noah Marks on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Udemy's Website

This episode features an interview with Volney Spalding, Vice President of Revenue Operations at Templafy. Templafy is the next-gen document generation platform that automates all business document creation across organizations to activate and protect brands. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more.

In this episode, we talk to Volney about creating an even playing field across your go-to-market teams, the blocking and tackling of selling, and enhancing your sales velocity.

Guest Bio:

Volney Spalding is the Vice President of Revenue Operations at Templafy, the next-gen document generation platform that automates all business document creation across organizations to drive governance, efficiency, and ultimately business results. In his role, Volney drives operations across go-to-market channels to ensure growth and success across Templafy. With over 20 years of experience in the SaaS industry, he's gained extensive knowledge of Sales Strategy, Operations, and Enablement, working with organizations such as Salesforce, SAP, Invoca, and more. In addition to his work at Templafy, Volney also teaches a RevOps course with SaaSy Sales Leadership and is an MVP in the Modern Sales Pros community.

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Guest Quote

“I think a lot of SaaS companies have realized how important it is to have an operational machine supporting the sales effort because consistency across the team, access to data and insights, as well as, as much as we try to maybe hold back on the proliferation of the tools and the tech stack, it's just so important to have people there with some experience that can build with a strategy as opposed to simply, responding to requests in the organization without really knowing what direction to take the entire thing.” - Volney Spalding 

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Time Stamps:

**(05:13) - Investing early in the tech stack

**(07:49) - How does Volney organize a revops team?

**(13:30) - RevObstacles 

**(18:45) - RevOops Moments 

**(20:35) - ToolShed 

**(39:50) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Volney Spalding on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Templafy's Website

This episode features an interview with Stephanie Chang, Sr. Vice President of GTM Strategy & Operations at Okta. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time.

Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. 

In this episode, we talk to Stephanie about the importance of a learner mindset, why rev ops is essential to driving change within companies of any size, and how to put the infrastructure in place to enable growth and scalability.  

Guest Bio:

Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. Her specialties include Sales & Channel Strategy, Partner Program Development, Project Management, and Client Management.

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Guest Quote

“Change often is driven with the data that a RevOps team can bring. Change is driven by having the right infrastructure and operational rigor in place, which RevOps helps, supports, and puts in place." - Stephanie Chang 

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Time Stamps:

**(03:54) - Stephanie’s definition of RevOps 

**(08:26) - How does Stephanie run a RevOps team?

**(09:16) - Rev Obstacles

**(20:17) - The Toolshed 

**(24:31) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Stephanie Chang on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Okta Website