The Data Room

Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. When your goal is to take a more coordinated approach, especially around enterprise accounts, it’s crucial to maintain connective tissue across your revenue function — which is where RevOps comes in.

In this episode, Doug Houvener , Senior Director of Revenue Operations at WebPT , explains why RevOps is the key to moving up-market in B2B SaaS.

We discuss:

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.

In this special episode of The Data Room, we’re joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. 

Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy.

For more information on Sangram and MOVE: The 4-Question Go-to-Market Framework, visit themovebook.com 

Check out our additional conversation with Sangram on the Go-to-Market Excellence podcast (found wherever you listen to your favorite podcasts).

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.

Why is it so important and how do you implement a go-to-market framework that works for your team?

In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function.

We discuss:

Check out these resources we mentioned during the podcast:

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.

For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.

In this episode, Arthur Nobel , Principal at Knight Capital, explains how startups should approach financial forecasting, how a funnel mindset is what you need to succeed, and how a VC evaluates key go-to-market indicators.

We discuss:

-The danger of spreadsheet sales

-Considerations for financial forecasting

-The importance of having a funnel mindset

-How to apply funnel principles to larger ACV Enterprise environments

-Go-to-market fit indicators that series A/B VCs look for before investing

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.

The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you’re capturing a lot of data, doesn’t mean you’re data-driven. It doesn’t mean you’re using data to power your business decisions.

In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there’s a large misconception about being data-driven:

Multi-touch attribution has its place in lower levels of an organization like channel management. 

But as you move up the ladder and start blending across multiple channels and multiple efforts within a business, you’ll see that everything affects everything.

You’ll realize you don’t need all the information — just enough information to make a decision.

In this episode, Ryan Iyengar, President at Helium 10 , shares his thoughts on why multi-touch attribution can be misleading.

We discuss:

-How multi-touch attribution drives false precision

-The value of experimentation vs attribution

-The best way to do attribution

-How to apply B2C experimentation to B2B

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.

The data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data integrity seriously, you can accelerate your growth in ways that are significantly more efficient and cost-effective. 

In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder dives into the three components that growth-stage companies need to implement in order to have quality go-to-market data:

This 10-minute breakdown provides guidance on layering these components together so your company can execute its GTM strategy.

Part of a CEO’s job includes being an evangelist for CRM. They need to provide a clear vision for how every department benefits from implementing a CRM and keeping it up-to-date with customer information.

In this episode, Tom Hui , Founder and CEO of HSTpathways , shares some of the tactics he has used to drive adoption of CRM processes and how accurate data has helped him make good business decisions.

We discuss:

-Being an evangelist for CRM

-Strategies to drive CRM adoption

-Making good decisions from data

-Working with inaccurate or deteriorated data sets

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.

The go-to-market data you capture is invaluable to your company’s growth. But if it’s not structured in a way that easily identifies ways to optimize your customer acquisition and revenue engine, your growth will be unnecessarily constrained.

Have 15 minutes to spare? Jump into The Data Room with experienced CEO and tech founder Scott Stouffer as he shares tips for growth-stage companies currently overwhelmed by their CRM.

We break down:

Without processes, you’re flying blind. They give you the steps to follow and something to iterate off of and improve. In short, processes keep your revenue-generating engine running.

In this episode, I interview Asia Corbett, Head of Revenue and Community Operations at RevGenius, about why process modeling should come before tech stack building and how to get started.

We discuss:

-The skills you need to be successful in RevOps

-Why is process important

-How to start process modeling and what pitfalls to avoid

-Data governance frameworks

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

Want to connect with our guest? Check our Asia Corbett’s LinkedIn Profile here: https://www.linkedin.com/in/asiacorbett/

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.