Episodes
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In this episode of the "Don't Blame the CRM" podcast, Johanna, Mentimeter’s COO, talks about the company's growth and its current recruitment for a VP of Revenue Operations.
Mentimeter is based in Stockholm, with offices in North America and Sydney. It has grown from a small team to nearly 400 employees. The company offers a product that facilitates group engagement by collecting and visualizing input. They are transitioning from a self-service model to include enterprise sales, necessitating a strategic focus on revenue operations.
Johanna discusses the challenges and requirements of finding the right candidate for the VP role, emphasizing the need for leadership and strategic skills in revenue operations.
Listen and learn about the necessary skills and what it takes to be a successful RevOps leader.
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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[This podcast episode is In Finnish]
Tässä jaksossa Vainun Mikko Honkasen vieraana on Fellowmindin Sami Kankaanpää (Business lead, CRM).
Jaksossa jutellaan CRM-järjestelmien laajemmasta merkityksestä liiketoiminnassa ja siitä, miten CRM nähdään usein liian kapeasti pelkkänä myyntiputkena. Jaksossa käydään läpi CRM-toimijoiden muutoksia viimeisen 20 vuoden aikana ja pohditaan, miten tekoäly mahdollistaa uusia tehokkaita tapoja automatisoida eri prosesseja. Jakso sisältää konkreettisia esimerkkejä siitä, miten moderni CRM voi auttaa liidien hallinnassa, tarjousten luomisessa ja kokousten valmistelussa.
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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Missing episodes?
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Johanna Korhonen is the CSO of Dear Lucy and was one of the first salespeople at Supermetrics – one of the most successful SaaS companies in the Nordics. In this episode Johanna gives tons of concrete examples how to get started with data in B2B sales and why it's business critical for all companies and salespeople to do so.
Highlights
Johanna's 10 years in B2B sales.Importance of data in scaling sales.Steps to become data-driven: gather data, implement CRM, build a data culture.Role of sales management in data hygiene.Evolution of sales technology.---
Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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This episode is in Finnish.
Tässä jaksossa syvennymme Revenue Operationsin (RevOps) maailmaan Kati Huusko-Viikilän kanssa, joka on RevOps-strategiatoimisto Revoryn perustaja. Keskustelemme hänen kirjoittamastaan kirjasta "Monikanavaisen myynnin johtaminen - Näin johdat kaikkia tulovirtoja", joka on ensimmäinen suomenkielinen opas RevOpsista. Kati jakaa oivalluksiaan ja kokemuksiaan B2B-myynnin ja markkinoinnin alalta sekä antaa käytännön vinkkejä, miten yritykset voivat tehostaa liikevaihdon muodostumista ja johtaa kaikkia tulovirtoja menestyksekkäästi.
Lue lisää: https://revory.fi/mit%C3%A4-on-revops
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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[This podcast episode is In Finnish]
Tervetuloa podcastin kolmanteen kauteen, joka alkaa jaksolla 21. Tässä jaksossa Vainun Mikko Honkanen haastattelee revenueops.fi -palvelun kanssaperustajaa (ja yhtä Vainun parhaimmista myyjistä) Mika Jordanovia.
Jaksossa käydään läpi miten RevOps purkaa perinteiset siilot, yhdistää eri osastot ja pyrkii suuntamaan prosessit yrityksen liikevaihdon maksimoimiseen. Opit, miksi RevOps on noussut suosioon, kuinka se eroaa SalesOpsista ja miksi talousjohtajan rooli on keskeinen. Kuule konkreettisia esimerkkejä ja vinkkejä, miten RevOps voi tuoda merkittäviä hyötyjä juuri sinun yrityksellesi.
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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In this episode, Aamer Hasu and Wouter Dieleman discuss key strategies for optimizing Revenue Operations (RevOps).
Note: this episode contains a few of minutes of screensharing, which of course cannot be seen on a podcast. But we have this episode on our YouTube channel @vainuapp so you can check the screenshare there.
Segment 1: Understanding Your Audience
Learn how defining your Total Addressable Market (TAM) and Ideal Customer Profile (ICP) is crucial for aligning go-to-market strategies and optimizing budget allocation.Segment 2: Delving into TAM, SAM, and SOM
Understand the differences between TAM, Serviceable Available Market (SAM), and Serviceable Obtainable Market (SOM) and how tools like Vainu aid in strategic planning.Segment 3: Engagement - Who Are Your Stars?
Explore methods for tracking engagement and the benefits of identifying highly engaged accounts using tools like HubSpot.Segment 4: The Power of Data for Personalization
Discover how platforms like Vainu enhance data collection for personalized marketing approaches and better decision-making.Join us for actionable insights to enhance your RevOps and GTM efforts!
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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There’s a growing amount of new RevOps people in the Nordics. If you’re one of them, what key things should you focus on? Tune in to the first panel discussion of vloxq’s new OPEX Community, where Lotte Nedergaard Lauridsen, SaaS Lead & Co-founder of Helion B2B, Alexander Mason, CRO at Retriever, Wilma Eriksson, CRO and Co-founder of vloxq CPQ, and Mikko Honkanen, CEO and Co-founder of Vainu discuss the most critical trends and their impact on revenue generation and enablement in 2023, including:
– the most essential actions and best practices that will help RevOps professionals to better align their teams and strategies to optimize revenue gen in 2023
– predictions about the future and their potential impact on the RevOps function, allowing RevOps professionals to proactively adapt and plan for changes to ensure success.
This episode is a recording from a live webinar on 15 March 2023.
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Communication fatigue is a real challenge. People—including your potential buyers—are being bombarded with messages daily. Given that this is unlikely to change anytime soon, what can you do? We teamed up with Sharen Murnaghan (HubSpot), Joakim Steenfos (Radiant), and Per Allin (Contractbook) to answer this very question and give you actionable tips on how sales teams can tackle communication fatigue among prospects.
Expect to learn about
–a sales model that’ll increase your hit and win rates
–how to integrate existing customers into new business strategies
–which channels B2B companies should be using
–how to increase account engagement by improving your segmentation
And more!
This episode is a recording from a live webinar on 9 March 2023.
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In this episode, Vainu's co-founder Mikko discussed with Henri Ripatti, Sales Operations Director at Supermetrics, one of the fastest-growing SaaS businesses in the Nordic countries.
At Supermetrics, an operations team of seven is currently spending almost half of their time on Salesforce-related tasks. How does this lean SalesOps team at Supermetrics orchestrate a tech stack of 30 different sales and marketing technologies – most integrated with Salesforce? How does a company growing almost 40% yearly apply product-led and sales-led motions? When and with which opportunities should a sales team be involved in the sales process vs. applying only a self-serve approach?
And more!
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit https://www.vainu.com
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In our 16th Don't Blame the CRM podcast episode, we discussed with Elisabeth Norberg, Revenue Operations & Intelligence Manager at Swedish telecommunications software company, Telavox.
Knowing your customers is essential. With a background in marketing and having worked with RevOps for close to 4 years, Elisabeth is acutely aware of this fact, and today she’s here to share some of her knowledge with all of us. Expect to learn:
– What other tips does Elisabeth have for the newcomers in the RevOps space
– Why should RevOps people be spending time on sales calls
– What are some of the latest trends RevOps teams need to pay attention to
– How and why RevOps plays an essential role in post-acquisition at Telavox
– How Telavox runs sales, marketing, service, and also CS in HubSpot
And more!
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit www.vainu.com.
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In this episode of the Don't Blame the CRM podcast, Mikko Honkanen, Vainu co-founder, and Lotte Nedergaard Lauridsen, co-founder, partner & SaaS lead at Helion B2B, discusses the challenges and best practices for managing data and properties in HubSpot.
Lotte has been working with implementing and building HubSpot setups for the past 8 years and knows the ins and outs of the system, whereas Mikko, one of the product leads at Vainu, is always on the lookout for the best possible ways to deliver company data so that it's easy to use and actionable.
– What are companies' most common pitfalls in managing their HubSpot data?
– Are the CRMs of SaaS companies generally in good shape or not?
– How do you start building a HubSpot data setup that serves your business goals?
– How do you start a data cleanup or migration project?
And more!
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Vainu specializes in providing relevant, reliable, and timely company data for B2B businesses and helps B2B professionals plan and execute effective sales and marketing initiatives at scale. To find out more about Vainu, visit www.vainu.com.
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“Bring RevOps in early. It creates less of a headache later”.
And why is that, exactly? How to build a solid tech stack from RevOps point of view, and what does Demostack's tech stack look like? What's the purpose of all these technologies for efficient growth? What is "demo experience" all about, and why is that important for sales and scaling up?
In this episode of the RevOps interview series, we had the privilege to discuss the questions above and more with Eric Portugal Welsh, RevOps, and Go-to-Market Leader at Demostack.
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Demostack offers presales software helping other software companies create and deliver customized demo environments to show their product in the best light in every use case.
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In this episode of the Don’t Blame the CRM podcast, Mikko discusses with Adam Holmgren, Global Demand Generation Strategy Lead at GetAccept. Adam has been at the forefront of the Demand Generation movement, and in this 30-minute episode, Adams shares his views about
- what’s working in demand gen and what’s not
- how to get marketing, sales, and product to work towards the same ICP
- the importance of measuring success with KPIs that are actually relevant
- why is executing both “one-to-many” and account-based marketing tactics important
- The year 2023 with tight budget constraints regarding marketing channels and tactics – where to focus, what to leave out?
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Why and how to build and leverage HubSpot Workflows to grow and scale up?
In the 12th episode of the Vainu RevOps interview series, you'll get to hear concrete tips and use cases from a real HubSpot expert, Rune Aabo, Head of Business Development and a certified HubSpot trainer at HubSpot partner Radiant.
During our deep dive into the HubSpot growth ecosystem, we touch upon, e.g.,
– What are HubSpot Workflows actually about?
– Why is storing the key sales intelligence pieces into HubSpot properties so important?
– What is the best place for company data in HubSpot: Notes, Tasks, or Company Properties? Why is this even relevant or important for companies to think about?
– What's hindering or stopping some companies out there from leveraging the Workflows to the fullest?
– Who should be responsible for building and maintaining the workflows?
And more!
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In this episode, Mikko Honkanen, co-founder of Vainu, sums up our six key predictions for B2B sales trends in 2023 and what these trends actually mean for sales and marketing teams:
1. From Siloed Ops to Revenue Operations
2. Interactive Demos will be everywhere
3. Salespeople will need to become domain experts
4. Demand generation will continue to triumph over lead generation
5. Expect more stakeholders, longer sales cycles, and CFO involvement
6. Look-a-likes will finally become mainstream in B2B
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Vainu provides reliable company data for B2B businesses to help sales, marketing, and operations have the information needed to plan and execute effective sales and marketing initiatives. Learn more at www.vainu.com.
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Maxine Rior, VC at Northzone, joined Mikko Honkanen, Vainu co-founder, and Kaveh Rostampor, co-founder of Planhat, for a fireside chat to talk about what metrics matter most for investors and how to think about valuation as markets are changing.
Maxine Rior is part of the investment team at Northzone, covering the Nordic and French-speaking markets across a wide range of sectors.
This episode is a live event recording from a pre-SLUSH meet-up for SaaS professionals hosted by Planhat and Vainu at the Vainu HQ Helsinki on 16 November 2022.
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In this episode, Mikko Honkanen, co-founder of Vainu, shares his findings from the 50+ interviews he has had with RevOps leaders, e.g., why RevOps matters as a buying center, why is RevOps the new hot role in B2B SaaS, and the biggest learnings and pitfalls in the RevOps role.
This episode is a live event recording from a pre-SLUSH meet-up for SaaS professionals hosted by Planhat and Vainu at the Vainu HQ Helsinki on 16 November 2022.
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“Don't throw stones at the [sales] teams, but actually get in the trenches with them and understand what it is that they're doing, going through…you start unlocking a lot of understanding around what it takes to be a salesperson and where you can actually add value.”
Navjit Bhamra, formerly of Verizon, Splunk, and Palo Alto Networks, has been working with strategy and operations for 10+ years and is currently the Director of Sales Strategy and Operations at Lacework, a security platform for cloud environments.
In this episode, we discuss, e.g.,
-what skills and why does Navjit think are must-haves in RevOps, can you learn these skills, and what’s the best way for that?
-what should people selling to RevOps take into account?
-how should the success of RevOps be measured?
-who owns the ICP at Lacework, and what’s their “source of truth” what comes to customer data?
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Scaling your company is often time-consuming and costly, and it may be hard to figure out the next steps. That's where Revenue Operations (RevOps) and Revenue Marketing (RevMark) come in. Tune in to listen to the discussion of Mintis Hankerson, Demand Management Director at HubSpot, and Mikko Honkanen, Co-founder at Vainu, about the upcoming trends affecting the day-to-day tasks of Revenue Operations professionals.
Expect to learn about:
-How can you apply RevOps to your company to increase leads and ROI?
-Why RevOps is the new hot role in B2B SaaS
-How to apply RevMar and RevOps in your team
-What the latest go-to-market trends are
-How data helps sales & marketing leaders build personalization at scale
This episode is a recording of a webinar hosted by HubSpot and Vainu on 1 December 2022.
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About Mintis Hankerson
Mintis has been working with RevOps and RevMar for more than 2 years at HubSpot and knows how to scale up Sales Excellence, Rep Productivity, and Marketing Demand by working smarter.
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In this episode of the Vainu RevOps interview series, we discussed with Shantanu Shekhar, Senior Director, Sales Strategy & Operations at Gong. Tune in to listen to Shantanu's thoughts about what are the three core pillars driven by the RevOps teams, what's needed to be able to drive change, what is it that makes up a successful person in RevOps, and what are his top tips for people trying to sell to RevOps teams and more!
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