Episoder
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Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline.
Connect with Jeremey Donovan
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
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This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Launching GTM Ops requires a strategic first step. Confused about where to start? Romeo chats with Roee Hartuv from Winning by Design about how to set up and improve GTM operations by creating a clear data model to track the customer journey.
HIGHLIGHTS:
00:00 Intro
03:01 Product Market Fit vs Go-To-Market Fit
08:30 Implementing GTM Ops
26:41 GTM Ops for B2B SaaS Companies
28:24 Revenue architecture
37:13 Growth challenges and strategies
45:13 Business algorithm for growthConnect with Roee Hartuv
LinkedIn | WebpageConnect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Manglende episoder?
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GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved.
HIGHLIGHTS:
00:00 Intro and background
06:29 Partnerships in modern GTM
13:22 Nearbound strategy
27:32 Sales and marketing alignment
48:49 Partnerships for sustainable growthConnect with Jill Rowley
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success.
HIGHLIGHTS:
00:00 From IT outsourcing to product studio
35:59 Team management
38:18 Achieving Product-Market Fit
59:36 Balancing product and service offeringsWant to get more fresh insights into product management?
Discover the top 5 podcasts recommended by Yaroslaw and Sergiy!
https://railsware.com/blog/product-podcasts/
Connect with Yaroslaw Lazor:
LinkedIn | Webpage
Connect with Sergiy Korolov:
LinkedIn | WebpageConnect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Landscape in the Software Development Industry is getting harder.
Less demand, more competitors.
Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses.
All B2B professional services companies can learn much about growth from this episode.
HIGHLIGHTS:
00:00 Intro
03:23 NetGuru's growth journey
10:33 Changes in the market
27:40 The impact of content on Netguru's success
31:03 Building a strong brand
36:21 Gaining industry understanding
46:28 Identifying profitable niches
53:15 Couching young professionals
57:26 Avoid general business advicesConnect with Radek Zaleski
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies? Why should C-level executives be involved in building ABM strategy early on?
Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions.
HIGHLIGHTS:
00:00 Intro and Reflections on the Market Condition
08:30 Person-Based Ads in ABM
16:19 Advanced Marketing Tactics
36:21 C-level Executives in ABM StrategyConnect with Dmitri Lisitski
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies?
Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions:HIGHLIGHTS:
00:00 Intro and Background
01:23 GTM Roadmapping
09:27 Customer Feedback and Insights
20:38 Entering a New Market
31:47 Message Customization for Different Regions
34:40 GTM Execution Plan
41:23 Internal Competencies vs Outsourcing
44:45 GTM Maintenance and Optimization
48:23 Post Launch Phase
50:55 Neglected GTM AreasConnect with Derek Osgood
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance?
Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions.
HIGHLIGHTS:
00:00 Introduction and Background
03:11 The Uncertainty in the B2B SaaS Market
05:32 Optimizing GTM efficiency
08:31 Consolidating the GTM Tech Stack
12:03 The Benefits of Product-Led Growth
15:03 Surviving as a Smaller B2B Company
23:00 The Art and Science of Sales and Marketing
26:19 Advanced Segmentation and Targeting
29:42 Benchmarking GTM metrics
33:23 Critical Role of GTM Strategy
42:25 Adapting to Technological Changes and AIConnect with Thomas Hansen:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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What is Allbound? What are the challenges with traditional inbound and outbound? How to improve the B2B buying process?
Romeo Mann sits down with Catie Ivey, CRO at Walnut, to answer these and more questions.HIGHLIGHTS:
00:00 Introduction and Background
03:15 Developing Outbound Motion
06:00 The Difference Between CRO and Sales Leader
08:00 Aligning Inbound and Outbound Strategies
11:44 When to invest in ABM platform
15:29 Essential skills for marketers today
21:09 Challenges with Outbound Sales
27:12 What should CRO prioritize in a Series B Company?
35:11 Improving the B2B buying process
37:27 Recommended ResourcesConnect with Catie Ivey:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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How does Lean methodology factor into go-to-market strategies? What are the key considerations before adopting an ABM strategy? How does RevOps' role shift before and after an IPO?
Romeo sits down with Pablo Dominguez, Advisory Leader at Insight Partners, to answer these and more questions.00:00 Introduction and background
06:54 Applying Lean Methodology in GTM
9:33 How Insight Partners Work with Companies
15:45 Finding GTM Fit
25:19 The Ultimate Metric in ABM
28:14 Experimentation and Iteration in ABM
29:33 RevOps Pre-IPO vs Post-IPO
37:45 Leveraging AI in Marketing and RevOpsConnect with Pablo Dominguez:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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What drove the shift from SalesOps to RevOps? What are the key functions in RevOps and how do they evolve with company growth? When should a company start RevOps and what are the initial steps?
Romeo Mann sits down with Carol Chen, VP of Revenue Operations, to answer these and more questions.HIGHLIGHTS:
00:00 Introduction and background
04:22 How SalesOps shifted to RevOps
07:17 When to implement RevOps
10:22 Focus areas in RevOps
16:49 RevOps blueprint
19:33 Internal RevOps vs Agency
23:01 Pre-IPO and Post-IPO dynamics
25:52 Shift from growth at any cost to retention
29:59 Tools consolidation and ROI
33:58 Investing in RevOps
35:28 How ABM aligns with RevOps
42:32 RevOps Inspirations and resourcesConnect with Carol Chen:
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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What are the marketing fundamentals many B2B marketers overlook or neglect? What does alignment between sales and marketing look like in practice? What the CMO should focus on during the first 90 days?
Romeo sits down with Jeff Perkins, CMO at Greenlight Guru, to answer these and more questions.
HIGHLIGHTS:
00:00 Introduction and background
03:09 The basics of marketing and ABM
10:20 Transition to B2B marketing
15:11 Key focus areas for marketers in 2024
21:33 Understanding the customer journey|
25:37 Creating a 90-day plan as a CMO
33:27 What the CEO expects from the CMO
37:11 Sales and marketing alignment in practice
41:23 Habits for marketeers in 2024
47:55 Jeff's book recommendationConnect with Jeff Perkins:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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In this episode Romeo sits down with Shantanu Shekhar, Senior Director of GTM operations at Gong.io, to explore creative go-to-market strategies, from exclusive events to community building.
Additionally, our guest sheds light on Gong's AI strategy, highlighting the importance of understanding data volume, relevance, and compliance. Drawing from Gong's experience, he illustrates how conversational intelligence helps revolutionize sales processes and Account-based marketing.
During the conversation, Shantanu also shares practical tips for engaging with target personas in a crowded market, especially in enterprise deals.
HIGHLIGHTS:
00:00 From engineering studies to RevOps
08:24 Conversational intelligence in GTM
11:19 Gong's conversational intelligence tool
15:10 Using accounts' insights in ABM
19:08 Targeted events for building thought leadership
30:37 Challenges in enterprise deals and how to overcome them
35:09 Content and playbooks for enterprise deals
38:07 RevOps resources
Connect with Shantanu:LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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This time, Romeo together with Anastasiia Binss (now RevOps Head at Semble) discusses the 5 most common pitfalls of ABM in organizations and how to fix them.
What you'll learn from this episode:
00:00 Journey from Anthropology to ABM and RevOps
5:28 What is Account-based marketing
7:28 Changing to ABM is scary
17:41 Common misconceptions about ABM
21:21 Pitafll #1: We don't understand what ABM is
25:75 Pitafll #2: We set ourselves the wrong KPIs
31:26 Pitafll #3: We set it and forget it
36:25 Pitafll #4: Our sales team is not part of the process
41:33 How to get sales buy-in for ABM
44:50 Pitafll #5: We underestimate the size of the project
49:27 Treat ABM as a strategy, not a projectConnect with Anastasiia:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Today, Romeo is joined by Jeppe Wienziers Stenbæk - Head of Business Architecture & Technology at Pleo. They offer smart company cards that enable employees to buy the things they need for work, all while keeping the company's finance team in control of spending.
From this episode, you will learn the difference between tactical and strategic RevOps, the "domain model" for operations teams, how RevOps in Pleo helps in optimizing GTM, the role of AI in RevOps, and more.HIGHLIGHTS:
00:00 Jeppe's journey into RevOps
06:54 Overview of Plio and evolution of the RevOps team
18:05 Organizing RevOps teams
23:09 RevOps - Marketing cooperation
29:56 Attribution and reporting
35:02 Data integration and usage
37:44 Data consolidation
39:22 Roles and competencies in RevOps
41:25 The pricing team as a part of RevOps
44:48 RevOps strategic projects
47:02 Adapting to changing market conditions
51:26 Changing competency metrics in hiring
52:48 The Role of AI in RevOps***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
Connect with Jeppe:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage -
In this episode, Romeo sits down with Jesse Ouellette, founder of LeadMagic, discussing insights on email deliverability, technology setup, and pitfalls of conventional outreach.
Together with Romeo, they explore challenges in data and tools for modern outbound strategies and ABM. They also address GDPR concerns with tools like ZoomInfo and Apollo, and the usefulness of 3-rd party data.
Tune into the full episode for insights into optimizing email outreach with a focus on data and tooling.
Connect with Jesse:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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Kubilay, VP of Revenue at Insider, guides listeners through the global impact of overseeing sales, marketing, and customer success for a company with over 1000 employees and 26 offices. Serving clients like Singapore Airlines, Estelada, Samsung, Adidas, and Nike, Insider's technology, illustrated through the New Balance example, enhances conversion rates and customer value.
Kubilay reminisces about the "Crocodile Approach" strategy, focusing on unexplored markets, and the hard work behind building a European presence. He describes Insider.'s unique approach to outbound based on personalized gap analysis and use cases tailored to every client.
Discussing the influence of COVID-19 on e-commerce, Kubilay emphasizes the importance of over-serving customers, retention strategies, and the evolving market dynamics. He explores the trend of B2B consolidation and unveils Insider's strategy to generate one in four new businesses from existing clients.
In the final segment, Kubilay recommends game-changing books: "The Hard Thing About Hard Things" by Ben Horowitz and "Principles" by Ray Dalio.
Explore more insights for revenue leaders, entrepreneurs, and business strategists on the evolution of revenue operations and the impact of personalization in the full episode.
Connect with Kubilay:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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In this episode, Romeo is joined by Nicholas Lansberry - GTM Operations Manager at Expedient. They are a data center and cloud services provider for digital transformation.
Nick together with Romeo discusses the role of AI as a teammate. Nick explains a few use cases, eg. using AI to assist salespeople in crafting tailored messages for target accounts, using CRM data and industry insights.They also envision the future of AI in roles like revenue architects, focusing on customizing and refining AI blueprints to align with specific business needs.
The discussion also covers Ai importance in reporting, especially in tools like HubSpot.
Watch the full episode to learn more about using AI in your go-to-market operations.Connect with Nick:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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In this episode, Romeo is joined by Leopold van Oosten, the CEO and Founder of Amsterdam Standard - a Software House providing team augmentation for product companies.
Leo describes Amsterdam Standard's journey from referral-based business to scaling marketing and sales motions in the red ocean of the IT market.
He agrees with Romeo, that to stand out as a Software House, you must have a clear ideal customer profile, a unique point of view, and an expertise-based value proposition for the chosen industries you're targeting.
As an example, Leo tells how his LinkedIn strategy became one of the main sources of leads for the company.
Connect with Leo:
LinkedIn | WebpageConnect with Romeo:
LinkedIn | Webpage***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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In this episode, Romeo is joined by Mark Kosoglow, the CRO of Catalyst Software - a Customer Success Platform that helps CS managers
proactively take the right actions to prevent churn.During the conversation with Romeo, Mark challenges the traditional focus on top-of-funnel acquisition and advocates for prioritizing post-sales efforts. He explains the crucial role of creating a recurring impact for customers after the initial sale for SaaS growth.
He introduces the concept of "moments of impact" as critical experiences within the customer journey that contribute to the overall value creation. In a nutshell, they're a series of impactful moments for customers.
Additionally, Romeo's guest explains the operational rhythm and philosophy necessary for effective post-sales management. He details how Catalyst.io deploys specific solutions aligned with customers' business initiatives, constantly delivering value through a structured approach.
For dessert, Mark challenges the reliance on lagging metrics like churn and advocates for measuring success through metrics tied to specific business initiatives.
Tune into the full episode to learn more ways to create recurring impact for customers and increase business growth.Connect with Mark:
LinkedInConnect with Romeo:
LinkedIn | Webpage***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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