In this episode of The RevOps Corner, our host Eddie Reynolds chats with Mallory Lee, the new SVP of RevOps Strategy at Union Square Consulting. The discussion centers on the concept of Pipeline Councils and their role in maintaining an accurate, predictable pipeline in B2B SaaS companies.

Mallory provides a deep dive into what a Pipeline Council is, how to set one up, the importance of cross-functional alignment, and the tactical steps involved in running an effective meeting. The conversation also explores the critical differences between pipeline reviews and forecasting, and how to determine when a Pipeline Council is yielding positive results.

00:00 Introduction to RevOps Corner

00:28 Meet Mallory Lee: New SVP of RevOps Strategy

01:18 Diving into The Pipeline Council

02:48 Running an Effective Pipeline Council

04:47 Importance of Pipeline Council Meetings

06:18 Challenges and Insights from The Pipeline Council

08:48 Role of CRO and Other Executives in The Pipeline Council

17:01 Integrating Customer Success into The Pipeline Council

23:16 Maximizing Customer Value

24:08 The Renewal Strategy

26:10 When to Invest in a Pipeline Council

28:06 Challenges of Small Teams

31:05 Pipeline Review vs. Pipeline Council

34:24 Ensuring Effective Pipeline Management

38:37 Forecasting and The Pipeline Council

39:34 Measuring Success and Continuous Improvement

43:59 Resources and Further Learning

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