This episode features an interview with Art Harding, Chief Operating Officer at People.ai. People.ai delivers the industry's leading revenue operations and intelligence platform.

Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. He has an energetic, hands-on leadership style with a proven track record of establishing and altering organizational momentum for the purpose of building results-orientated high-performing sales, services, and operations teams. 

In this episode, we talk to Art about crafting your rev ops roadmap, the importance of leadership alignment, and Art breaks down his rev ops swim lanes for us. 

Guest Bio:

Art is a versatile business leader with global experience leading sales, services, and operations teams through the challenges of scale and strategic change. He has an energetic, hands-on leadership style with a proven track record of establishing and altering organizational momentum for the purpose of building results-orientated high-performing sales, services, and operations teams. Responsibilities and experience include P&L, responsibility for global teams, and international operations. Art is a regular speaker and evangelist at customer and corporate public speaking events. He has experience with organizational re-design and KPI-based performance improvements with a focus on sales and customer success services and leadership team experience with businesses from $50 million to $1 billion in annual revenues.

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Guest Quote

“I think the rev ops function is a derivative of those two large rocks, right? Like what product or service are we bringing to market? What is the go-to-market motion that best fits our buyers’ buyer journey in the sales cycle, your operating function, really, ironically enough, the most common piece of advice I give rev ops leaders is they should think of themselves as product managers for go-to-market capabilities.” - Art Harding

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Time Stamps:

**(01:49) - Art’s intro to rev ops

**(09:00) - Tech spend 

**(15:16) - Building your rev ops team

**(21:49) - RevObstacles 

**(32:07) - The Tool Shed

**(44:51) - 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 Art Harding on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the People.ai Website

This episode features an interview with Adam Clay, Chief Revenue Officer at Tomorrow.io. Tomorrow.io is the world’s leading Weather and Climate Security Platform, equipping humanity with the weather intelligence needed to thrive and adapt in an era of climate crisis.

Adam brings experience leading and scaling revenue teams for growth-oriented SaaS organizations. Prior to joining the company, he was CRO at Beyond Identity and Logz.io. Before that, he served as Vice President of Worldwide Sales at Black Duck Software. He has held VP of Worldwide Sales positions at Mendix and Shunra. Adam holds a Bachelor’s degree from Skidmore College and a Master’s degree from Brown University.

In this episode, we talk to Adam about optimizing your go-to-market strategy, aligning on the meaning of opportunity, and harnessing your technical drive. 

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Guest Quote

“I think to not be technically driven in the decisions that you're gonna make and therefore the strategy you're gonna execute, particularly for a SaaS company, just does a disservice to shareholders. All the data is there. You just have to have the discipline to look at it, the discipline to gather it, and the discipline to pull the right people together to make a thoughtful decision.” - Adam Clay 

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Time Stamps:

**(04:57) - Adam’s definition of rev ops 

**(11:27) - Changes to being a CRO

**(14:00) - RevObstacles 

**(30:21) - Tool Shed 

**(37:40) - Adam’s advice 

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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 Adam Clay on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Iterable Website

This episode features an interview with Bobby Jaffari, Chief Revenue Officer at Iterable.  Iterable is a cross-channel marketing platform that powers unified customer experiences and empowers you to create, optimize and measure every interaction across the customer journey.

Bobby is a highly accomplished revenue leader with more than 20 years experience in sales and business development for SaaS and cloud software companies. He joined Iterable from Freshworks, where he helped the company transform from a startup to a publicly traded organization. As CRO, Bobby leads Iterable’s Sales, Customer Success, and Revenue Operations functions. He also works to refine and grow the customer-focused sales structure across the organization.

In this episode, we talk to Bobby about aligning executive leadership around revops, the importance of understanding the company and customer journey as a whole, and why revenue operations is the glue within an organization. 

Guest Bio:

• 20 Year history of accomplishment in Sales, Business Development and executive leadership
• Led teams selling complex enterprise deals to CIO, CISOs and LOB sales and marketing
• Go-To-Market focused on IT with emphasis on Productivity, Mobility, security, visibility and compliance
• Experienced in early growth stage as well as large organization developing scalable processes and repeatable sales model
• SaaS, Cloud computing and Enterprise leader
• Cross functional partnership with product and marketing to bring enterprise products to market
• Worldwide revenue responsibilities with direct and indirect channels
• Field Sales, Inside Sales and Channel Sales Management experience with F500, Mid-Market and SMB tiers
• Recruit, train and motivate high impact leadership and sales teams that surpass sales objectives
• Comprehensive experience designing and implementing management and sales processes that generate consistent results.
• Specialties: Vision, Strategy & Execution
• Effective leader, team builder, communicator and planner.
• Leadership and Strategy, Strategic CIO relationships at F500, Cloud Computing, Collaboration and Unified Communications

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Guest Quote

“My personal belief is, revenue under one leader does make a significant difference. And so I think that's the starting point of getting the executive leadership team aligned around why that's important. And then obviously the revenue operations is the glue that brings it all together.” - Bobby Jaffari

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Time Stamps:

**(04:06) - How Bobby builds a revops team 

**(08:08) - Aligning around revops 

**(13:58) - RevObstacles 

**(27:50) - The Tool Shed

**(37:48) - 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 Bobby Jaffari on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Iterable Website

This episode features an interview with Sid Kumar, SVP of RevOps at HubSpot. HubSpot is a leading CRM platform that provides software and support to help businesses grow better.

Over the past 20 years, Sid has been at the forefront of the technology industry and has held senior leadership roles with responsibility for driving revenue growth, increased profitability, and new customer acquisition. At HubSpot, Sid is responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to succeed.

In this episode, we talk to Sid about aligning your organization around the customer journey, using data to drive efficiency, and keeping a focused eye on the ripple effects of RevOps. 

Guest Bio:

Over the past 20+ years, Sid has been at the forefront of the technology industry and have held senior leadership roles with responsibility for driving revenue growth, increased profitability and new customer acquisition. I have a passion for building, scaling and leading high velocity go-to-market organizations to accelerate revenue growth and customer acquisition. Currently, I lead GTM Strategy & Operations for HubSpot where I'm responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to grow better. Previously, I was the COO of Sales for Cloud Sales Centers and Greenfield at Amazon Web Services (AWS), where I led the design and launch of the worldwide high velocity go-to-market model to accelerate revenue growth and new customer acquisition at scale. Prior to AWS, I led the digital go-to-market transformation at CA Technologies and built an inside sales, demand generation, partner sales and presales organization with over 300 people. I have been featured as a guest speaker and cited across numerous publications as a subject matter expert in high velocity go-to-market models. I thrive on solving complex problems which can deliver real business impact, underpinned with a relentless focus on hiring and developing the best team on the planet. It all starts with the data and analytics to formulate my initial points of view but ultimately harness the collective knowledge and wisdom of my team and my colleagues to arrive at the best decisions.

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Guest Quote

“So I do think there's always gonna be some element of how do you look out in the horizon and see what's the opportunity, how do you go get it, and then an element of how do you plan to capitalize on that opportunity and what is the execution that's underneath it? So that's the way we've organized it here.” - Sid Kumar 

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Time Stamps:

**(02:09) - Sid’s definition of RevOps 

**(06:39) - Evolving with your data 

**(06:13) - RevObstacles 

**(12:49) - The Toolshed 

**(25:04) - 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 Sid Kumar on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the HubSpot Website

Welcome to Rise of Revops. In Season One of our podcast, we’ve talked to some of the brightest minds and key voices in revenue operations. Today we’re bringing you a bonus episode where our recent guests spotlight the best tools in their tech stacks and how they’re using them to automate and evolve their organizations.

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Time Stamps:

**(00:58) - Sean Hiss 

**(03:15) - Mark Shockley 

**(05:28) - Marr Buren

**(06:56) - Mary D’Alessandro 

**(08:54) - Daniel Gray 

**(11:28) - Karan Singh 

**(14:16) - Asia Corbett 

**(17:39) - Adam Tuttle 

**(21:56) - Renee Psenka 

**(23:42) - Pete Angstadt 

**(26:00) - Daniel Bornstein 

**(31:41) - Justin Gray 

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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 

• Listen to EP. 1 with Sean Hiss, VP of GTM Operations at Weka
• Listen to EP. 2 with Matt Buren, VP of Global Sales and CX Operations at Bombora
• Listen to EP. 3 with Mark Shockley, Head of Revenue Operations at Embrace
• Listen to EP 4. with Mary D'Alessandro, VP of Revenue and Revenue Operations at Infobip
• Listen to EP. 5 with Daniel Gray, Chief Revenue Officer at Blend Localization
• Listen to Ep. 6 with Karan Singh, Partner, Revenue Excellence at Sapphire Ventures
• Listen to EP. 7 with Asia  Corbett, Senior Revenue Operations Manager, GTM at Bread Financial
• Listen to Ep. 8 with Adam Tuttle Director of Revenue Operations at ActiveCampaign
• Listen to EP. 9 with Renee Psenka, Head of Revenue Operations at RudderStack
• Listen to EP. 10 with Pete Angstadt, Chief Revenue Officer at ForgeRock
• Listen to EP. 11 with Daniel Bornstein, Vice President, Head of Growth, Technology Vertical at Genpact
• Listen to EP. 12 with Justin Gray, CCO at Shift Paradigm
• Connect with Ian Faison on Linkedin

This episode features an interview with Justin Gray, CCO at Shift Paradigm. Shift Paradigm, is a consultancy that executes like an agency, and represents an end-to-end shift in the way organizations align around growth. Justin is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin slotted into a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.

In this episode, Justin discusses facilitating the client journey, the importance of finding alignment at the executive level, and looking through the revenue operations lens. 

Guest Bio:

Justin Gray is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin landed in a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.

Justin is also a strong voice for pragmatic entrepreneurship, modern marketing, and building intentional organizational culture. As a recognized speaker, Justin has been published over 500 times in industry publications and maintains a regular column in Inc., while also contributing to Entrepreneur, Tech Crunch and others.

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Guest Quote

“If we think about how we serve our clients, how that buyer buys and how they progress along that path, you have to be aligned at that executive level, right?

Do they understand their goal, their KPIs, their area of influence? And if you don't have that alignment at the top it's almost impossible to get that alignment from within the team. So I think that that relationship at the executive level and just how they view the necessity of their peers and their counterparts there is very indicative of how successful you will be in a revs role.” - Justin Gray

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Time Stamps:

**(02:46) - Justin’s journey into RevOps 

**(13:14) - How would you organize a RevOps team?

**(20:41) - RevObstacles

**(22:52) - RevOops moments

**(31:38) - The Toolshed

**(43:25) - 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 Justin Gray on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Shift Paradigm Website
• Take your Revenue Technology Stack Assessment

This episode features an interview with Daniel Bornstein, Vice President, Head of Growth, Technology Vertical at Genpact. Genpact is a global professional services firm that makes business transformation real. Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact, he oversees growth for the technology verticals. Daniel managed the new business development team for Google in the UK and has worked within the M&A landscape, playing a central role in a data marketplace IPO. 

In this episode, Daniel discusses the importance of fostering organic lead flow, the secret sauce of service lines, and why RevOps is an invention of the SaaS model. 

Guest Bio:

Daniel is a veteran of the consumer internet space and has a specialization in B2B2C. At Genpact he oversees growth for the technology verticals. Before joining Genpact, he held senior positions within high-growth startups and publicly traded companies. Daniel managed the new business development team for Google in the UK and has also worked within the M&A landscape, playing a central role in a data marketplace IPO. Daniel's domain expertise has been centered in business development within digital advertising, online marketplaces, and data companies. Daniel holds a bachelor's degree in international relations and a master's degree in economics from the London School of Economics.

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Guest Quote

“How can we have those conversations? How can we illuminate that dark funnel before you get to that point? I know that's very important to our marketing group. It's very important to me.” - Daniel Bornstein

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Time Stamps:

*(03:39) - Daniel’s controversial view on RevOps 

*(11:35) - Genpact’s secret sauce 

*(14:40) - Quality vs quantity 

*(19:15) - RevObstacles 

*(23:34) - The Toolshed 

*(35:26) - Prioritizing the funnel 

*(38:23) - 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 Daniel Bornstein on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Genpact Website

This episode features an interview with  Pete Angstadt, Chief Revenue Officer at ForgeRock. ForgeRock, the leader in digital identity, delivers modern and comprehensive Identity and Access Management solutions for consumers, employees and things to simply and safely access the connected world. Pete is a growth and execution-oriented leader with a particular focus on new customer acquisition and customer success. Before his role at ForgeRock, he served as Group Vice President of Cloud Security and Management at Oracle where he was responsible for all cloud security & cloud management solutions for North America.

On this episode, Pete discusses avoiding surprises by being data driven, maintaining client security in a growing digital industry, and why RevOps is a necessity to develop and execute a successful go-to-market strategy. 

Guest Bio:

Pete Angstadt is a senior executive and proven leader with the experience to build and drive high-performing teams, foster collaboration across multiple disciplines, and acquire and retain top talent. He is a growth and execution-oriented leader with particular focus on new customer acquisition and customer success. Before his role at ForgeRock, Pete served as Group Vice President of Cloud Security and Management at Oracle where he was responsible for all cloud security & cloud management solutions for North America.

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Guest Quote

“It's really central to becoming a consistent predictable revenue engine that ForgeRock has to be as a public company, but it's critical that we have Rev Ops every step of the way as we do planning and make those decisions on how and why we're gonna get maximum value for those investments.” - Pete Angstadt

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Time Stamps:

*(03:28) - Tell us about ForgeRock

*(06:20) - The importance of digital security 

*(07:45) - How ForgeRock does RevOps

*(13:27) - Partnering with Marketing 

*(15:27) - RevObstacles 

*(25:49) - RevOops Moments

*(27:36) - The ToolShed 

*(39:42) - Quick Hits

*(45:14) Best Advice 

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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 Pete Angstadt on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the ForgeRock Website

This episode features an interview with Renee Psenka, Head of Revenue Operations at RudderStack. As the leading open source Customer Data Platform, Rudderstack provides data pipelines that make it easy to collect data from every application, website and SaaS platform, then activates it in your warehouse and business tools. Before joining the team at Rudderstack as Head of Revenue Operations, Renee worked in Sales Operations at Bolt, and as a Business Architect at Cisco. Renee has a degree in Business Administration and Management from the University of North Carolina at Chapel Hill.

On this episode, Renee discusses the importance of knowing the key players in your organization, going from zero to one in a tech start-up, and being right vs being a good partner.    

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Guest Quote

“Ask questions, listen, and don't don't try to come with an answer. If you want to get to that point where you're leading, your perspective needs to not be about, you know, being right. It's about being a good partner. And sometimes that means being wrong.” - Renee Psenka

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Time Stamps:

*(02:02) - Renee’s transition to RevOps 

*(07:45) - First six months on the job…

*(09:33) - RevObstacles 

*(13:40) - Biggest RevOops moment

*(15:34) - The Tool Shed 

*(17:44) - Metrics that matter

*(20:25) -  Spreadsheets and Fantasy Football 

*(23:29) - RevOps blindspots

*(25:59) - Rapid Fire 

*(29:06) - Parting advice 

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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 Renee Psenka on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Rudderstack Website

This episode features an interview with Adam Tuttle, Director of Revenue Operations at ActiveCampaign. ActiveCampaign's category-defining Customer Experience Automation Platform (CXA) helps over 180,000+ businesses in 170 countries meaningfully engage with their customers. Adam joined ActiveCampaign 10 years ago as the ninth employee at the company. Starting as the first Account Manager, Adam worked his way up to Sales Director opening the first international office in Sydney before returning to the US to transition into RevOps. 

On this episode, Adam discusses the importance of defining RevOps within an organization, the challenge of making good decisions with bad data, and why it’s imperative to create a unified language across operational teams within a company.   

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Guest Quote

“Where is the data? How does it live and what is painting the story that you need to make a good decision? I think that what happens sometimes is we think we're making a good decision, but it's predicated on bad information and that ends up being just a bad decision at the end of the day.” - Adam Tuttle

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Time Stamps:

*(02:04) - Adam’s unexpected transition to RevOps 

*(07:15) - Bringing other departments into the RevOps fold

*(11:30) - Spend more time planning 

*(14:34) - What is your source of truth?

*(19:35) - The Tool Shed 

*(24:33) - Metrics that matter

*(33:51) - RevOps blindspots

*(36:47) - Rapid Fire 

*(40:39) - Parting advice 

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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 Adam Tuttle on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the ActiveCampaign Website