Welcome to Season 1 Episode 13 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!

Episode Host - Abhijeet Vijayvergiya

https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/

Episode Guest - Shantanu Shekhar

https://www.linkedin.com/in/shantanushekhar/

Podcast Details:

Podcast page - https://bit.ly/3UznQ4U

Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3

Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge

Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872

Episode Details:

Buyer contact data continues to be one of the most complex challenges for revenue operations teams to solve. According to Gartner, an average of 7 people are involved in most buying decisions in a typical sales cycle. And quite a few of these stakeholders might be outside the department your sellers are targeting.

GTM Teams lose out on several opportunities in the absence of accurate data of the buying committee which in turn also creates visibility gaps around the relationship and engagement.

Let’s try and understand how revenue leaders can deal with this challenge.

Our guest today is Shantanu Shekhar, the Senior Director, Sales Strategy & Operations at Gong. Shantanu has scaled, optimized, and transformed businesses across several geographies, including Europe, the Middle East, Africa, and Asia-Pacific. He is currently driving sales operations and go-to-market strategy for Gong in EMEA.

Let's hear it from Shantanu! Want to learn more about Nektar?

Talk to our team - https://bit.ly/3iGuFEH

Welcome to Season 1 Episode 12 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!

Episode Host - Abhijeet Vijayvergiya

https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/

Episode Guest - Jeff Ignacio

https://www.linkedin.com/in/jeffbethechange/

Podcast Details:

Podcast page - https://bit.ly/3u9I1eV

Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3

Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge

Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872

Episode Details:

Driving revenue is no longer just the responsibility of sales. Revenue generation is like a relay - where sales, marketing, and customer success teams have to work towards common goals - and be completely aligned in this pursuit. Several advantages of this cross-functional alignment include improved customer experience, higher productivity among teams, better utilization of tech stack, and improved data usage.

But in reality, how aligned are these teams?

Research says not so much.

Only 29% of business leaders, for instance, said that their teams are fully aligned toward achieving common revenue goals. Without alignment, a lot of opportunities to generate revenue are missed. The budgets, time, and effort of these teams get wasted, leading to revenue leakage across the customer journey.

The good news is that most companies are working towards creating this alignment by implementing a revenue operations function.

In today’s episode, we will talk about the role of RevOps in driving this cross-functional alignment to provide a great customer experience and ultimately lead to higher revenues.

Jeff Ignacio is joining us today to answer some questions about how leaders can drive this movement within their companies. Jeff is the Head of Sales Operations at Forethought and a RevOps leader passionate about driving revenue excellence by working with sales, marketing, and customer success leaders.

Let's hear it from Jeff!

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3Vwfc8g

Welcome to Season 1 Episode 11 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!

Episode Host - Abhijeet Vijayvergiya

https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/

Episode Guest - Don Otvos

https://www.linkedin.com/in/donnyo/

Podcast Details:

Podcast page - https://bit.ly/3OlvQ8d

Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3

Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge

Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872

Episode Details:

Over the last five years or so the sales tech market has exploded, with a rising number of tools getting added to the already crowded market. There's just so much tech out there that it can be an overwhelming experience for any buyer.

While there is this proliferation of sales tools that we are seeing across the tech stack, the reality is half of the sales teams fail to see user adoption and a clear ROI from these investments.

According to a recent survey of 330 sales professionals, 86% of reps get confused about which tool to use for which task. 82% of sales leaders say that trying to get reps to use the provided sales tools feels like a second job.

So what components should we look at in a modern sales tech stack to drive more efficiency across the organization?

Is there a list of top priorities revenue leaders must look at to lock in more revenues? Let’s find some answers to these questions with our guest today - Don Otvos.

Don is the VP of Business Development & Alliances at LeanData and has also been the VP of RevOps there. He is a highly valued leader who helps companies establish operational solutions that produce repeatable performance and sustainable results.

Let's hear it from Don!

Want to learn more about Nektar? Talk to our team - https://bit.ly/3tStNil

Welcome to Season 1 Episode 10 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!

Episode Host - Abhijeet Vijayvergiya

https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/

Episode Guest - Jen Bergren

https://www.linkedin.com/in/jenbergren/

Podcast Details:

Podcast page - https://bit.ly/3FyHuKn

Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3

Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge

Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872

Episode Details:

RevOps now has a seat at the table. Even if you are a seed stage company, it’s not too early to think about setting up a RevOps function.

But how do you start?

What is that first step to take?

And who even takes responsibility for this?

Let’s hear from someone who has been there and done that. We have Jen Bergren, who has been the Head of Operations at Remotish - a Hubspot revops and webops agency. She was one of the first hires at Remotish and has set up processes and systems from scratch since then.

We will hear her perspective on what her experience has been like in starting a RevOps function at a start-up, her learnings and advise for something in a similar role.

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3Exu4NQ

Welcome to Season 1 Episode 9 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!

Episode Host - Abhijeet Vijayvergiya

https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/

Episode Guest - Caroline Holt

https://www.linkedin.com/in/carolineholt/

Podcast Details:

Podcast page - https://bit.ly/3FyHuKn

Spotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3

Google Podcasts - https://podcasts.google.com/u/0/search/the%20revenue%20lounge

Apple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872

Episode Details:

Extracting value from a sales tech stack continues to be a frustrating challenge for revenue leaders. The market has a plethora of tools spread across a number of categories.

How do you select the best tools for your tech stack?

How can you ensure you’ll derive value from this investment?

Our guest today will help us decode some of these mysteries around sales tech stack. We have Caroline Holt with us who is a sales tech enthusiast and expert.

She has been a star sales performer - generating nearly $8M in revenue across 5 years of direct sales. She gets both the direct sales and sales coaching/enablement world intimately. She is a top-notch sales professional who is passionate about sales enablement, training, and reducing friction in the sales process.

Let's hear it from her!

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3zVXNxz

This episode is an attempt to uncover the A-Z of setting up a revenue operations team from scratch. It answers questions like:

• When is the best time to build RevOps in an organization?

• What are those first steps?

• How do you go from that first step to implementing a RevOps function and start deriving value from it?

Demar Amacker helps unravel these mysteries as the guest in this episode. He is an organizational thought leader in the field of business operations and sales strategy. His expertise lies in successfully managing strategic operational processes, monitoring and managing project effectiveness, and leveraging internal systems to drive improved efficiency and elevated performance.

Let's hear it from him!

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3zyCmlU

Data plays a key role in running a successful revenue operations function. But data is mostly trapped in siloed systems, in forms that might not be feasible for use (missing data, stale data, duplicate data), or have different definitions and renditions across departments like sales, marketing and customer success.

This affects the strategic decisions that are made by revenue leaders with insights from the data. And lack of transparency and alignment in data leads to revenue leakage.

This can be prevented by making a sound strategy for data orchestration. When leadership and the entire organization spanning across the nine yards of revenue speak the same data language, revenue generation becomes more strategic and successful.

In this episode, Mahesh Kumar, Senior RevOps Leader at AppViewX shares his thoughts and experience on how building a strong data orchestration strategy can unlock true revenue potential that lies within an organization's data.

Tune in to learn more.

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3F9MZ1Z

Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their [annual revenue.

Clean, reliable and trustworthy data is the key to making GTM efforts successful. The significance of clean & unified data increases even more as organizations scale and add more tools to their revenue tech stack.

But how can RevOps teams carry out this critical system audit?

This episode discusses data integrity and its significance in running a tight GTM ship.

We have Asia Corbett, Senior Revenue Operations Manager at Bread Financial to guide us through this topic. She is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines.

Let's hear it from her!

Want to learn more about Nektar?

Talk to our team - https://bit.ly/3CNjDnz

Sales is getting tougher by the day. Reps are finding it hard to close deals in the midst of massive competition, digital buying, and crunched budgets right now due to a downturn. 87% of them are feeling burned out from work (Gartner CSO survey 2022).

Sales quota attainment rates continue to dwindle. This is despite a massive proliferation of sales tools in the market that come with the promise of enabling reps to crush their quotas.

RevOps comes in with a lot of hope in simplifying sales for reps. What are the broad areas in which RevOps enable sales reps to perform better?

Our guest Eddie Reynolds will help us answer some of these questions in this podcast. Counted among the top RevOps leaders, Eddie has spent the last 20 years in sales. He believes that a repeatable, scalable and integrated revenue engine is what separates top performers from the rest.

Let's hear it from him!