The Data Room

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.

When COVID hit, Toby Carrington, EVP of Global Operations, and the rest of the leadership team at Seismic had just completed their SKO in early 2020.

The team was forced to pivot completely to remote learning, alongside adapting to new ways of working overall.

That required a whole new approach to training content and engagement. In this episode, Toby discusses the investments Seismic made in remote learning to make it happen.

We also discuss:

- Using Lessonly to deliver remote sales learning

- Auditing the tech stack and ensuring all tools are integrated

- Why BI and insights are so critical

- Merging multiple ops teams and data models

- The perfect ops team

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.

How can RevOps leaders get a seat at the executive leadership table? Here’s a secret: The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department.

In this episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) explores tangible ways that RevOps leaders can provide such strategic value:

- Identify friction in the go-to-market engine (1:35)

- Optimize for product-market message fit (3:25)

- Capture information about your prospects faster and more accurately (4:58)

- Improve sales conversations and prospecting scripts (6:36)

- Refine competitive positioning in an unbiased way (7:44)

- Determine which sourcing strategies are most effective (9:06)

- Calling out process breakdowns relatively quickly (10:20)

With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.

He’s spent his time in the trenches, learning, observing patterns, and now he’s adapting that knowledge to disrupt fusty old GTM practices and create exponential demand gen.

In this episode, Chris Walker, the charismatic CEO of Refine Labs, gives me a stimulating glimpse inside the mind of a wunderkind demand accelerator.

Over the course of this conversation, we’ll discuss:

- The best 3 ways to learn the truth about your customers

- Creating content for omnichannel dominance

- Getting your CAC in the right place

- How eliminating budget waste drives innovation

- Approaching rev gen like a manufacturing process  

Resources mentioned during the podcast:

- The State of Demand Gen podcast, hosted by Chris Walker  

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.

Have you ever had to clean up your CRM? If you’re like most RevOps leaders, it’s a regular chore to audit CRM data and ensure all the data is standardized.

What if there was a better way to handle these cleanups - so you wouldn’t have to do them at all?

In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, shares the pitfalls of periodic CRM data cleanups:

- The cycle of why the CRM never seems to stay clean (1:27)

- How to use data integrity protocols to ensure better data integrity (3:59)

- Tips to create a culture of data sanctity with your sales team (8:07)

Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary?

For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting:

- Reviewing the three goals of multi-touch attribution reporting (and which one is destructive to companies) (1:34)

- Explaining why it’s almost impossible to truly measure marketing influence (3:02)

- The problems with multi-touch attribution with a longer sales cycles (5:55)

- Introducing concept of multi-cycle attribution and how it can be more reflective of the true sales cycle (12:40)