The Data Room

You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine?

Ideally, you’d have enough capital to hire both, but that’s rarely the case.

In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst.

He reviews:

- The data that CEOs need when they’re growing an early-stage business (1:17)

- What data is useful for determining what strategies are most effective vs. least effective (2:42)

- The core tech stack that B2B companies should invest in (6:07)

- Why RevOps is so popular for managing your tech stack (7:07)

- The differences between a RevOps leader and a business analyst (10:!2)

As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus.

Once you build your sales and marketing teams, is it time to start building out a revenue operations function?

Join Scott Stouffer, CEO and Co-Founder of scaleMatters, as he reviews the timing of investing in RevOps as a B2B startup:

- When it’s too premature to invest in RevOps (1:06)

- Challenges that indicate that it’s time to invest in RevOps (4:01)

- Why you shouldn’t leave it to sales or marketing teams to manage your tech stack (8:11)

Raising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you can scale. But now what?

Your first 100 days after completing a Series A round are crucial - it’s time to get planning.

Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing:

- Common priorities to include in your 100-day plan (1:05)

- Why a delay in investing in RevOps could be detrimental to your growth (5:20)

- The specific skills CEOs should look for in a RevOps team (8:24)

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations.

In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies:

He covers:

- The risk profile of a business related to the stage of funding (1:41)

- The value of RevOps for seed stage companies (4:05)

- The value of RevOps for Series A stage companies (6:05)

- The value of RevOps for companies at Series B and beyond (12:53)

B2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business.

In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth.

In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup:

- The impact of the RevOps function on B2B startups (1:17)

- The type of expertise needed to manage a B2B tech stack (5:15)

- How startup CEOs can use RevOps as a strategic asset (7:56)

- The top 4 ways RevOps can underpin revenue growth (15:41)

All startup CEOs care about revenue. But if you’re bootstrapped, do you need to care about revenue operations?

In this episode, Dan Quirk, Head of Marketing at scaleMatters, shares the thought process behind investing in RevOps (revenue operations) at a bootstrapped B2B company.

He covers:

- His conversation with a bootstrapped B2B startup about RevOps (1:18)

- Whether or not bootstrapped companies need to invest in RevOps (5:10)

- The main responsibilities of a revenue operations leader or team (11:54)

- 3 ways that RevOps helps startup companies grow (17:10)

Lean Six Sigma is a lot like a swiss army knife. It provides the tools to handle just about any challenge that a business can throw at you.

The framework can help you tackle anything from sales enablement to goal setting to large-scale organizational issues.

In this episode, special co-host Kairo Dilla, BDR at scaleMatters, and I talk with Britt Heaps, Sr. Director of Sales Ops at Interos, about the benefits of embracing Lean Six Sigma principles in revenue operations.

We discuss:

- How Lean Six Sigma helps reduce friction in an organization

- How to find cohesion between marketing, sales, and customer success

- How to choose what metrics to follow at each stage of the sales cycle

- How to stop over-brainstorming and start executing

- The value RevOps brings to the C-suite

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

You’re the CEO of a startup. Who do you hire first?

A business analyst or a head of RevOps?

According to today’s guest, Zak Quintanilla, Business Analyst at Searchspring, the former is the correct answer. After all, before you build a team and focus on the long-term, you’ve got to know what the data is telling you first.

In this episode, we break down the advantages of having a business analyst, the types of projects they work on, and how they lead companies to insights that help propel the business forward.

We discuss:

- Why a business analyst should be your first hire

- Why you need to go beyond data into insights to make better decisions

- Customer acquisition and understanding your ICP

- Where and how to recruit a business analyst

- Why you need change controls to ensure sanctity of data

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Data hygiene is a common challenge in many startups. Most organizations aren't aware of the importance of establishing a single source of truth for the whole organization from the beginning.

The truth is if you don’t prioritize it at the outset, you end up playing catch up afterwards.

In this episode, Kelsey Cohen, Senior Revenue Operations Manager at PetDesk, shares how she wrangled all the systems, data, and processes upon joining a new organization and built a team that could handle the ongoing work of maintaining data hygiene.

We discuss:

- GTM data hygiene challenges in an early stage startup

- The relationship between marketing ops and RevOps

- Transitioning from a one-person show to a RevOps leader

- The benefits of investing in GTM data before scaling rapidly

- Aligning customer journey mapping with content strategy

Mentioned during the podcast:

- Cracking the Sales Management Code by Jason Jordan with Michelle Vazzana

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

High-performing GTM leaders in hypergrowth companies make it a priority to cozy up with data, RevOps, CX, and product.

Why?

Because they know how critical it is to be data-driven in their decision making and to gain deeper insights into how to bring more value to their customers faster.

In this episode, James Labastida, Chief of Staff, Growth at ClickUp, shares the benefits of finding alignment early across these functions and offers advice on how to achieve it.

We discuss:

- The culture at a hypergrowth company

- Why GTM leaders should become best friends with data, RevOps, CS, and product

- The data infrastructure necessary for a global brand

- ClickUp’s KPI evaluation process for PLG

- The scope of the Chief of Staff role

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.