The Data Room

Their orders are based on the sales and marketing challenges of the day, and they put out fires as they arise.

But today’s guest, Darrell Alfonso, Global Marketing Operations Manager at Amazon Web Services, believes that, by looking at the organization’s business goals as a whole, ops can fill the role of strategic advisor rather than simply building processes and systems. In this episode, he shares what that looks like.

We discuss:

-How ops help drive alignment between sales and marketing

-Building centers of excellence to improve go-to-market efficiency

-The components of a mature ops team

-How ops can reduce friction externally and internally

Mentioned during the podcast:

-Darrell’s course: “The Essentials of Marketing Operations” can be found here: https://www.martechalliance.com/training-courses/elearning-marketing-operations

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.

Go-to-market analysts have a unique vantage point from which they can understand how all the dots connect within a business. They’re part of a centralized team — a single source of truth for business analytics — but they completely focus on go-to-market objectives.

In this episode, I interview Alex Rosenbower, Senior Go-to-Market Analyst at Pendo, about why his company created the go-to-market analyst position.

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.

Entrepreneurs need to know a lot more about RevOps than they think they do. RevOps touches every part of a business, and in a new business, it’s essential.

In this episode, I interview Brad Smith, Co-Founder & CEO at Sonar and Founder at Wizards of Ops, about the myriad ways RevOps is integral to building a successful company.

What we talked about:

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 mission statement of RevOps should be to reduce friction for other teams. If you’re adding friction, you aren’t staying true to the heart of your role: making others successful.

In this episode, we interview Dan Grossberg, Director of Sales and Revenue Operations at LeagueApps, about the mentality that a new Head of RevOps should take: tech stack, team build, and first 90 days.

Here’s what we discussed:

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 CRO is the new kid on the block, but we make the mistake of thinking that the only party we can invite them to is the one happening in the sales department.

2X CRO, Mike Pierce, Chief Revenue Officer at Surefire Local, took some time out of his busy schedule to share important lessons with me, one of which was that revenue is about way more than just the sales department.

Here’s what we discussed:

Check out these resources we mentioned during the podcast:

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

Hear from more B2B revenue leaders by subscribing in Apple Podcasts, Spotify

What does it take for a CRO to be an A-player, not just an overtitled VP of Sales? Join us for a conversation about 7 criteria that define a CRO strategist.

In this episode, I interview Kelly Ford, General Partner & Growth Equity Investor at Edison Partners, about:

- How she used operating experience to become a great investor

- Exploring the scope of a CRO

- 7 competencies of an effective CRO

- How new CROs should tackle their first 30-60-90 days

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

Hear from more B2B revenue leaders 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.