Companies have crucial data stored across multiple systems in their organization. And the bigger the company, the more systems there are. Sales, marketing, finance, ERP, inventory, contract management, billing, and service delivery are just types of data and systems that show the story of the business. Many times your CRM just by itself can't show all of that!

Because of this, many companies have started setting up a centralized data warehouse like Snowflake or Redshift to pull in data from their CRM and other systems to be able to run more advanced and centralized reporting across it all. But if you want to set this up, where do you start? How do you manage it? How do you protect it? How do you keep it maintained? How do you actually derive value from all the hard work of implementing it?

I contacted Ryan Severns to talk through all these questions with him. We talk through all these questions and more, starting with questions like:

• Why set up a CRM <-> data warehouse infrastructure in the first place?
• How do you build the integration?
• What important considerations do you need to plan for?

We dig deeper into the details from there, talking through topics like ETL tooling, DBT, data governance, cross-platform analytics, building effective business intelligence systems, and more.

If you’re ready to level up your customer data skills and advance to the next level of your RevOps hero journey, this episode is for you! Give it a watch and a like. And hit that subscribe button so that you’ll always get notified of future episodes of The RevOps Hero Podcast as well.

Running a Salesforce-HubSpot go-to-market stack is one of the most common tech setups in businesses today. Many businesses manage it using HubSpot's native Salesforce integration. But some businesses instead choose to build their own custom integration. Why would they do that? Should your company consider custom-building your HubSpot-Salesforce integration as well?

We talk with Erick Salvatierra on this exact topic. We discuss topics like:

If you're running Salesforce and HubSpot at a medium- or large-sized company, this episode will be incredibly valuable for you. So give it a like and a watch, and hit that subscribe button so that you never miss any future episodes of The RevOps Hero Podcast.

Over the past year, I’ve noticed a growing confusion among marketers and sales professionals about the different types of email tools—and it’s leading to serious consequences.

In this video, I delve into the two main types of sales and marketing email tools: 1:many and 1:1. Understanding the distinction isn’t just technical—it’s essential for protecting your email domain reputation and ensuring your messages reach the intended audience.

🔍 In this episode we discuss:

Don’t let a simple misunderstanding derail your marketing efforts. If you’re sending emails—whether to one person or one million—you need to see this.

Hit play to safeguard your email operations and boost your campaign success. 👊

We do a deep dive into marketing operations with Lauren Sanyal in this episode. 🤘 We start off by talking with Lauren about how they structure their marketing ops and RevOps teams within her company, and how they decide who reports to who.

From their we talk through how they run their marketing and revenue tech stack using Salesforce and Marketo. Lauren and her team run a very meticulous Salesforce campaign structure for organizing and tracking all of their marketing activities. We discuss the how and why of their Salesforce campaign setup. Many companies under-utilize the campaigns in their Salesforce orgs, so there is a lot that other marketing ops people can learn from Lauren and her team here!

We then talk through how Lauren and her team run marketing attribution at her company. Their sales cycle is very long (1-2 years), so a well-planned multi-touch attribution model is critical for getting insight into the effectiveness of all the marketing and sales activities that Lauren's team is doing over the course of that time. We talk through what tools and data they use for multi-touch attribution, what events they track, which events are weighted more than others and why, and more. If you are struggling to track the effectiveness of all your marketing activities over a similar super-long sales process, you will want to take a lot of notes in this section. 📝

We wrap up by talking about when is the right time for a company to start investing in marketing operations specifically versus more marketing generalist roles (hint: it's probably sooner than you might think.)

Give this episode a like and a listen, and subscribe to our show so that you won't miss out on any future episodes of The RevOps Hero Podcast while you're at it. 🙌

The go-to-market motion for product-led growth (PLG) SaaS companies is VERY different from sales-led growth companies.

➡️ The contact lifecycle/funnel stages are different

➡️ The data/system architecture is different

➡️ The relationship between the CRM and billing systems are different.

➡️ The key funnel conversion rates are different.

Instead of setting up sales pipelines, hiring Account Executives, and managing territories, you’re doing defining custom in-app behavior triggers, you’re integrating your CRM to your app user records or intermediary tools like data warehouses, and you’re tracking a very different set of success metrics. And the sheer amount of data will usually be significantly larger as well.

What is the best way to run a CRM and marketing system like HubSpot for PLG SaaS companies like this?

Emma Cimolini knows a thing or two about this subject. She’s been using HubSpot to build out go-to-market systems for SaaS startups and big publicly traded software companies for years. She’s built and launched multiple growth teams and has deep experience in building productive relationships with sales teams.

In this episode, we talk through how to set up HubSpot to run product-led growth motions for SaaS companies. We discuss:

1️⃣ How to set up your system architecture and data architecture between HubSpot and different systems like your app databases, data warehouses, app analytics tools, web analytics tools, and billing systems

2️⃣ How and when to decide whether HubSpot or your data warehouse should be your company’s primary source of truth

3️⃣ How to make the case to get engineering resources for building your PLG funnel

4️⃣ How to map out PLG-focused contact lifecycle stages in HubSpot

5️⃣ What to watch out for when reporting on MRR and other financial metrics between HubSpot and your billing system

6️⃣ Technical constraints to watch out for in terms of API limits, multi-object reporting, data management, and engineering development time

This is a must-watch episode for anyone working in go-to-market teams at PLG-focused SaaS companies!

And if you’re at a company that runs Salesforce as your CRM rather than HubSpot, this episode will also apply to you as well. Most of the topics we cover here are equally as important to companies running Salesforce or other CRMs as companies running HubSpot by itself.

Give this episode a listen and learn what you need to know for building up a killer go-to-market motion for your PLG-focused company.

RevOps is the backbone of a company. It touches every business function: marketing, sales, customer success, finance, operations, and IT. But when a role touches a little bit of everything, how do you concisely define what that role itself is? Where does it fit in your company structure? Who should RevOps report to?

In this episode we talk with Nick Jensen, who runs marketing operations for the world-famous Tony Robbins. Nick and his teammates run a marketing-sales operation with a contact database in the millions, using Salesforce and HubSpot together to run their operations.

We talk about:

Give this episode a watch or a listen to learn how to run a high-impact marketing and revenue operations systems across Salesforce and HubSpot running at large scale. 🤘

You can connect with Nick Jensen on LinkedIn here: https://www.linkedin.com/in/nicholasljensen/

Learn more about ClearPivot and how we build high-impact revenue operations systems for companies here: https://www.clearpivot.com

Ever run into friction with the sales team in a marketing role? You'll want to listen to this episode. We go deep into the full marketing-sales lifecycle in this episode with our guest Kristina McConnell from H1. She talks through how they run the full customer journey from marketing leads to BDR qualification to Account Executive handoff.

We cover topics such as:

Give this episode a listen and learn how to better work with your colleagues on the sales team so that you can all win together. 🤘

In this episode we go into the operational side of marketing: how to run all the systems and data that power a company's sales and marketing efforts. We talk to Travis Johnson, who leads marketing operations at Velo3D.

We talk through how they run Salesforce and Marketo together, how they structure their data in the systems, how they do campaigns, attribution, and lead scoring, and much more.

Give this episode a listen to learn from Travis how to built out a whip-smart operational machine for your own company's marketing engine.

It's easy to get overwhelmed with the amount of data and metrics that sales and marketing tools report on nowadays. You can get pages and pages of metrics from platforms like HubSpot, Google Analytics, Salesforce, Meta Ads Manager, and so on. How do you know which metrics are the most important and which you should ignore? In this episode, we walk through which key sales and marketing metrics we track for ourselves at ClearPivot.