This episode features an interview with Asia Corbett, Senior Revenue Operations Manager, GTM at Bread Financial. Bread Financial is a leading provider of simple, personalized payment, lending, and saving solutions. Asia graduated from California State University, East Bay, in Economics and Statistics. She has worked as a financial analyst and business intelligence analyst, was leader of RevOps at multiple SaaS companies, and most recently served as Head of Revenue and Community Operations at RevGenius. 

On this episode, Asia discusses the importance of internalizing RevOps frameworks, the strategy behind her tech stack, and why developing your management style is a game-changer.  

Guest Bio:

Asia Corbett graduated from California State University, East Bay, in Economics and Statistics. She has worked as a financial analyst, business intelligence analyst, and was leader of RevOps at multiple SaaS companies, and most recently served as Head of Revenue and Community Operations at RevGenius. She is currently Senior Revenue Operations Manager at Bread Finance.

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Guest Quote

“I see companies starting to really internalize the RevOps framework, because that's the important piece, right? The process, the systems, the insights, the enablement, that's the pillars. And you have to have and understand those. And the leadership has to be bought into those pillars that support all of the revenue generating functions. If not, you're not setting your team or your organization up for success.” - Asia Corbett 

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Time Stamps 

*(02:03) Asia’s Team 

*(05:23) Laying groundwork during a merger 

*(07:49) Segment 1: RevObstacles

*(12:51) Segment 2: The Tool Shed

*(21:32) RevOps blindspots 

*(25:23) Spreadsheet tips

*(27:59) Segment 3: Quick Hits

*(30:36) Asia’s RevOps predictions 

*(31:14) Some final 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 Asia Corbett on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Bread Financial Website

This episode features an interview with Karan Singh (CURREN), Partner, Revenue Excellence at Sapphire Ventures. Sapphire Ventures is a VC Firm focusing on investing in companies of consequence. 

Based in the San Francisco Bay Area, Karan is responsible for providing strategic GTM advisory services to Sapphire portfolio companies to help scale their revenue engines. In addition, he is a Limited Partner at GTM Fund, focusing on B2B SaaS startups. Karan is an experienced Ops leader. Prior to joining Sapphire Ventures, Karan was the VP of Revenue Operations at Procure Technologies. He has also held the title of COO at SalesSource LLC and Head of Sales Strategy, Program and Analytics at Cloudera. 

On this episode, Karan discusses RevOps’ unique perspective on data, why he thinks spreadsheets can be dangerous, and why he thinks RevOps is the connective tissue of a company.

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Guest Quote

“I am a big believer in a center of excellence and field operations model. This is probably more relevant for later stage mid stage companies. When you have really large organizations that need a lot of help, but the way to think about it is that your centers of excellence are the teams that need to go deep, not wide.” - Karan Singh

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Time Stamps 

*(02:11) Karan’s Background

*(05:07) Investing in companies of consequence

*(09:16) Karan’s RevOps Framework

*(20:22) Starting as a small team

*(22:46) Segment 1: RevObstacles

*(29:16) Segment 2: The Tool Shed

*(32:20) Karan’s problem with spreadsheets

*(38:30) Segment 3: Quick Hits

*(39:55) The tool Karan can’t live without

*(41:18) Some final 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 Karan Singh on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Sapphire Ventures Website

This episode features an interview with Daniel Gray, Chief Revenue Officer at Blend Localization. Blend is a global localization service provider empowering global brands to establish a native presence in fundamentally different markets, worldwide.

Daniel is an experienced sales leader, having previously held the title of Chief Commercial Officer at Deluxe Entertainment Services. Prior to that, he was the Senior Vice President of IT Infrastructure Sales at The Hut Group and Sr. Director of US Enterprise Sales at Welocalize. 

On this episode, Daniel discusses how to escape the RevOps vacuum, the importance of data taxonomy, and how to keep up with your customers’ growing needs.

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Guest Quote

“Technology by itself doesn't solve anything. It's a means to an end and if you give revops folks the opportunity to be truly connected to the 30,000 foot view where the organization is trying to head, I have found they actually enjoy their work much better and you give them the creative flexibility to solve the technical challenges to accomplish those business goals.” - Daniel Gray

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Time Stamps 

*(01:18) Meet Daniel / What is Blend?

*(04:50) How Daniel’s Team is Organized

*(08:39) Segment 1: RevObstacles

*(11:11) Balancing Sales, Marketing, and CS

*(15:40) Segment 2: The Tool Shed

*(24:45) Daniel’s Blind Spots

*(29:20) New Things Daniel Loves

*(21:56) Pay attention to where your data is sourced

*(32:00) Segment 3: Quick Hits

*(32:50) The Biggest RevOp Misconception

*(34:06) Some Final 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 Daniel Gray on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Blend Localization Website
• Check out the Qualified Website

This episode features an interview with Mary D’Alessandro, VP of Revenue and Revenue Operations at Infobip, a global communication platform for businesses and developers. Mary is an expert in the global mobile experience. She began her career at Vodafone, followed by operations roles at Mblox, Sinch, and Syniverse. 

On this episode, Mary discusses leveraging new industry trends, accelerating pipeline growth, and diagnosing revenue operations pain points.

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Guest Quote

“So I would say accelerating the growth of our pipeline has always been one of our main priorities. And we have done that by first implementing processes to better segment our customer base, then prioritizing the highest ROI opportunities and finally creating a focus based team to go after those opportunities. But also leveraging specific functions, like partnership and professional services to add more value and better differentiate our offering.” - Mary D’Alessandro

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Time Stamps 

*(01:16) Meet Mary 

*(01:33) What is Infobip?

*(05:45) What makes Mary’s Team Unique

*(06:37) Mary’s first 90 days in the role

*(08:04) Segment 1: RevObstacles

*(13:19) Segment 2: The Tool Shed

*(15:42) Let's talk spreadsheets

*(19:15) How Mary leverages LinkedIn

*(21:56) Pay attention to where your data is sourced

*(22:42) Segment 3: Quick Hits

*(23:30) The Biggest RevOp Misconception

*(25:17) Some Final Advice from Mary

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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 Mary D’Alessandro on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Infobip Website
• Check out the Qualified Website

This episode features an interview with Mark Shockley, Head of Revenue Operations at Embrace: the first and only observability and data platform built for mobile. Mark is an experienced revenue operations professional with a background in quantitative research. Prior to Embrace, Mark was an operations analyst at Interactions LLC, Sailpoint, and Ten-X.

On this episode, Mark talks about being the sole RevOps team member at his startup, how he collaborates with sales and marketing teams, what metrics he cares about most, and much more. 

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Guest Quote

“If it's not in Salesforce, it doesn't exist. Salesforce is the record of truth, and we want it to be the record of truth. But this requires a few things. It requires reps to input information. But we also don't want to burden the reps at the same time. And we want to be able to ensure that the information that we're leveraging can be useful and beneficial to us.” - Mark Shockley

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Time Stamps 

*(01:50) What is Embrace?

*(02:25) Being the sole RevOps team member

*(03:03) Mark’s first 90 days in the role

*(03:37) Segment 1: RevObstacles

*(05:03) How Mark makes sure Marketing, Sales, and CX are aligned

*(06:52) Segment 2: The Tool Shed

*(09:24) Mark’s favorite metrics

*(11:46) Interesting metric insights Mark has found

*(15:19) Mark’s spreadsheet tips

*(18:57) Segment 3: Quick Hits

*(19:40) Mark’s RevOps Prediction

*(21:20) Some Final Advice from Mark

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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 Mark Shockley on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Embrace Website
• Check out the Qualified Website

This episode of Rise of Rev Ops features an interview with Matt Buren, VP of Sales and CX Operations at Bombora, the leading provider of intent data for B2B sales and marketing. Matt Buren is an experienced SaaS revenue operations & sales development leader. Before his promotion to Vice President of Sales and CX Operations in May, he was the Sr Director of GTM Operations. Prior to Bombora, he worked in sales and revenue growth at SheerID.

On this episode, Matt talks about why you should do everything you can to avoid department silos, the importance of being prescriptive rather than reactive, and his secret sauce for success in RevOps.

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Guest Quote

It's not about reporting line. It's not about title. It's how do sales and marketing need to interact? And how can we improve those processes? The data management and hygiene processes and tools, like outreach. Maybe that's not somewhere where marketing lives, but we can be taking some of our marketing strategy and building it into those tools to help that alignment between sales and marketing. - Matt Buren

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Time Stamps 

*(01:20) Meet Matt Buren

*(01:50) What is Bombora?

*(03:18) How Bombora’s RevOps team is different

*(04:38) Sean’s first 90 days in the role

*(06:00) Segment 1: RevObstacles

*(6:21) How Matt aligns his team

*(11:10) Matt’s advice on avoiding miscommunication

*(12:58) Segment 2: The Tool Shed

*(14:42) Matt’s favorite Metrics

*(26:24) Matt’s Spreadsheet Tips

*(27:47) Tools Matt can’t live without

*(30:58) Segment 3: Quick Hits

*(33:03) The Biggest RevOp Misconception

*(33:57) Some Final Advice from Matt

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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 Matt Buren on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Bombora Website
• Check out the Qualified Website

This episode features an interview with Sean Hiss, VP of Go-to-Market Operations at Weka, a venture-backed data platform for AI. Sean is an expert in go-to-market strategy and revenue marketing, having previously held multiple senior leadership roles at technology and data powerhouses like Cisco Systems, Equinix, Datastax, and Hitachi Vantara.

On this episode, Sean talks about prioritizing efficiently during growth, what he thinks are important qualities in GTM teams, and how he balances data driven decisions with gut instincts.

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Guest Quote

“I think fundamentally, most of us who go into operations, we do it because we're helpers and doers. I think my whole team is this way. And I would imagine that most of our industry is like this ‘we before me,’ kind of a scenario.” - Sean Hiss

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Time Stamps 

*(01:13) Meet Sean Hiss

*(01:37) What is Weka?

*(03:10) Go-to-Market (GTM) vs RevOps

*(05:40) How Weka’s GTM team is different

*(07:54) Sean’s first 90 days in the role

*(10:04) Segment 1: RevObstacles

*(12:22) Setbacks Sean has faced

*(17:52) Segment 2: The Tool Shed

*(20:45) Sean’s favorite Metrics

*(26:58) Sean’s Spreadsheet Tips

*(30:33) Segment 3: Quick Hits

*(32:11) The Biggest RevOp Misconception

*(33:37) Some Final Advice from Sean

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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 Sean Hiss on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the WEKA Website

86% of executives say RevOps is important to meet their goals. But only 41%  are confident they even understand what it is.

RevOps is still extremely new. And the best RevOps leaders are already transforming their companies. 

It feels like they're miles ahead while other companies are trying to take the first step.  

On this podcast, we’ll bring you interviews from the world’s top RevOps leaders. 

They’ll share insights from the cutting edge, talking about the toughest challenges they're facing. 

And they'll detail the tools they're using to maximize revenue potential. 

And of course, we’ll talk spreadsheets. The good, the bad, and the ugly. 

Welcome to Rise of RevOps. Powered by the team at Qualified.