Episodes
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As companies scale, maintaining alignment across revenue-generating teams while adapting to rapidly changing market demands can be a complex challenge. Operational efficiency and cohesive GTM strategies are crucial for staying ahead of the competition, but scaling revenue operations in this environment often presents unique hurdles.
This episode explores the critical strategies and insights needed to successfully scale RevOps, from overcoming operational challenges to implementing the right tools and metrics that drive growth.
Our guest is Josh Pudnos. Josh is the VP, Global Head of Revenue Operations at Exiger. He is a revenue strategy and operations leader with a strong background in steering, operationalizing, and scaling GTM functions to accomplish ambitious strategic objectives. Let's hear it from Josh!
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As organizations strive to meet increasing demands and stay competitive, the importance of leveraging data becomes paramount. Adopting a data-first approach is not just a trend; it's a necessity for organizations aiming to optimize their revenue operations and drive sustained growth.
In this episode, we delve into the intricacies of a data-first methodology, exploring the key components that make it successful. We'll discuss the concept of a "Revenue Factory" and how Bow-Tie Metrics can revolutionize your GTM strategy.
And joining us today is Roee Hartuv. Roee is the Head of Revenue Architecture Practice at WinningbyDesign. Roee has more than 16 years of experience working at high-growth SaaS companies. Roeee is passionate about helping companies work toward better revenue. At Winning by Design, Roee has architected the revenue models and strategy for some of the most successful SaaS companies, as well as solving some of the most complex GTM challenges for SaaS.
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Missing episodes?
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As organizations strive to optimize their revenue funnels, harnessing data effectively becomes a game-changer. RevOps teams are at the forefront of this transformation, leveraging data to drive growth, manage risks, and identify shortfalls within the revenue process. However, integrating data from various sources and ensuring its cleanliness remains a significant challenge.
In this episode, we delve into the intricacies of strategic Revenue Operations and explore how RevOps can harness data for maximum impact. From identifying growth opportunities to quantifying their contribution to the business, we'll uncover key strategies and real-world examples that showcase the power of data-driven RevOps.
And joining us today is Kelley Jarrett. Kelley is the Senior Vice President, Revenue Strategy, Operations and Enablement at Thoughtspot.
Kelley is a sales and marketing leader with a proven track record of success in operational efficiency, achieving growth targets, positioning SaaS products and building, growing and leading successful and engaged go-to-market teams. Her expertise lies in SaaS, sales operations, revenue management, customer success and go-to-market strategy and execution, among many other things.
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B2B buying is never just one person. According to Forrester Research, more than half of global business buyers purchase in complex buying scenarios that include more people, more departments, and generally higher price points. And this group can be made up of 7 to 20 people!
Unlocking the power of buying groups is a crucial aspect of the B2B landscape. Join us as we uncover the strategies, insights, and best practices that constitute a comprehensive guide to mastering the dynamics of buying groups.
Joining us today is Evan Liang. Evan Liang is the Co-founder and CEO of LeanData. Prior to launching LeanData in 2012, Evan worked in product, strategy, and business development roles at Microsoft, Ebay, Caring.com and Smart Modular Technologies as well as associate positions with venture capital firms Shasta Ventures and Battery Ventures.
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GenAI has the potential to revolutionize revenue generation, customer engagement, and operational efficiency. However, harnessing its full potential requires a mature and well-prepared GTM data foundation.
In this episode, we explore the critical role of GenAI in scaling successful GTM strategies. We discuss the current state of GTM data readiness, the challenges organizations face, and the best practices for building and implementing effective GenAI applications.
And our guest is James Underhill. James is the Senior Director of Sales innovation at MongoDB where he is building the modern tech stack for GTM while leaning heavily into GenAI. James has been doing some incredible work with his team at MongoDB and he is at the forefront of GenAI adoption. Let's hear it from James!
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As organizations grow, the need to optimize revenue processes becomes essential for sustaining and accelerating business growth. It’s critical to know the strategies that can be employed to build and expand a RevOps team within the large enterprise, the skills required for success, and the main components of an effective operating model.
In todays episode, we will discuss these topics and the best practices for leveraging tools and technologies, the importance of metrics and KPIs, and the challenges of integrating disparate systems. Joining us is Shantanu Mishra. Shantanu is the Senior Vice President, Revenue Strategy and Operations at Pluralsight. He has more than 20 years of experience in leading large, multi functional global teams for sales strategy and operations, inside sales and customer service while carrying out transformation - building teams from scratch, redesigning the operating model, setting up tools, streamlining processes, M&A - while creating annual EBITDA impact of upto $75m.
Let's hear it from Shantanu!
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Customer success teams often grapple with the challenge of transforming vast amounts of customer data into actionable insights. How is data and AI revolutionizing customer success, empowering teams to enhance customer satisfaction and drive long-term loyalty? Let’s find out.
In today’s episode we have set out to uncover strategies to effectively leverage data, automate customer journeys, and identify growth opportunities, helping you elevate your customer success efforts to new heights in this data-driven era.
Joining us is Aditya Vasudevan. Aditya is the Vice President of Customer Success at Cohesity. As a leader in customer success, Aditya specializes in orchestrating transformative initiatives that elevate customer satisfaction and drive business growth. With a strong focus on innovation and alignment with sales strategies, he has reshaped customer success delivery models.
Let's hear it from Aditya!
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In the current business climate, data science is no longer just about generating insights; it's about fostering smarter decision-making through powerful applications and close collaboration between data teams and business leaders.
Today we'll explore how data science leaders can move beyond traditional roles to create impactful, application-driven solutions that empower business teams to make better, data-informed decisions.
Joining us today is Elliott Star. Elliott is the head of data science, business at Asana. He leads data science and machine learning efforts, enabling data-driven decisons and insights across the company. Elliott has over ten years of experience in the tech industry. He is passionate about applying his skills and knowledge to solve complex and impactful problems, and to create innovative and scalable solutions.
Let's hear it from Elliott!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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This episode unpacks the complexities of forecasting and predictability in different sized companies. We discuss the unique challenges and expectations faced by revenue leaders in each context, and explore effective strategies to reduce deal slippage and enhance revenue predictability. Additionally, we touch on the importance of a customer-centric approach and how it influences forecasting and revenue operations across different organizational structures.
Joining us today is Keith Rabkin. Keith is the Chief Revenue Officer at Pandadoc. He has over 20 years of technology operating experience owning P&Ls and leading teams in GTM, product and business operations. He has led teams of over 350 individuals in global roles, drove self-serve sales for four SaaS businesses, and helped deliver Adobe's $9B Digital Media ARR.
Let's hear it from Keith!
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Talk to our team - https://bit.ly/3MishjZ
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In this episode, Adam Robinson. CEO of Retention and RB2B talks about an issue we are all struggling with. No matter the size of your company, which is the abysmal reply rates that our team’s face when trying to generate pipeline, and why outbound B2B is broken.
With all the popularity in the market right now around signal and intent based selling, Adam’s company, RB2B, is taking on some of the big Intent platforms with a differentiated approach, and based on the early success he’s seen in such a short amount of time, is turning some heads as he’s blazing this trail.
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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In today’s business environment, B2B buying is never just one person.
According to Forrester Research, more than half of global business buyers purchase in complex buying scenarios that include more people, more departments, and generally higher price points. And this group can be made up of 7 to 20 people!
Unlocking the power of buying committees is a crucial aspect of the B2B landscape. Join us as we navigate through the realms of Revenue Operations (RevOps) and uncover the strategies, insights, and best practices that constitute a comprehensive guide to mastering the dynamics of buying committees.
Joining us today is Nandini Karkare. Nandini is a revenue leader who heads EBD’s strategic initiatives to ensure profitable growth, and execution at velocity with a customer-centric approach.
Let's hear it from Nandini!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 11 ft. Mahesh Motiramani, Head of Enterprise Customer Success at Workato
Episode Guest - https://www.linkedin.com/in/maheshmotiramani/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
In an environment where competition is fierce and customer expectations are constantly evolving, businesses must leverage data effectively to anticipate, address, and mitigate churn risk. Today we will explore actionable techniques, real-world examples, and expert insights to empower your organization with the tools needed to proactively retain customers and foster long-term success.
Joining us today is Mahesh Motiramani. Mahesh is currently the Head of Enterprise customer success at Workato. He is a revenue-focused customer success leader with a track record of building successful teams and hiring great people to drive business growth.
Let's hear it from Mahesh!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 9 ft. Navneet Loiwal, Co-Founder and CEO at Coefficient
Episode Guest - https://www.linkedin.com/in/navneetloiwal/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
Today, we have the privilege of speaking with a leading expert in the field of customer success. We'll be diving deep into the world of customer retention and expansion, specifically through the lens of a self-serve motion.
Our guest today is Navneet Loiwal, the Co-Founder and CEO of Coefficient. We are going to dive deep into the world of customer success and explore how Coefficient has been successfully retaining and expanding customer relationships through the self-serve motion.
Let's hear it from Navneet!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The alignment between Sales and Customer Success has become more crucial than ever. How can Sales and Customer Success teams work hand-in-hand to not only acquire customers, but also ensure their long-term satisfaction and loyalty? And how can they leverage data and insights to contribute towards a sustainable revenue growth strategy?
This episode unravels the secrets to creating a seamless collaboration between these two departments.
And joining us today is Jagroop Gill. Jagroop is the Director of Enterprise Customer Success at Dataiku. Jagroop has years of leadership experience in forging strong alliances between sales and customer success teams.
Let's hear it from Jagroop!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 8 ft. Steffen Hedebrandt, Chief Marketing Officer and Co-Founder at Dreamdata
Episode Guest - https://www.linkedin.com/in/steffenhedebrandt/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
Data is the lifeblood of any successful B2B marketing strategy. It's not just about collecting information; it's about knowing how to extract actionable insights from it and, most importantly, how to use those insights to improve the overall customer experience.
This episode explores how to harness the power of data to better understand your customers, anticipate their needs, and ultimately, create a more meaningful and engaging customer experience. And joining us today is Steffen Hedebrandt.
Steffen is the Chief Marketing Officer & Co-Founder of Dreamdata. He is data-driven revenue leader and has a successful track record of scaling businesses and building teams at Upwork and Airtame.
Let's hear it from Steffen!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 7 ft. Navin Persaud, VP of Revenue Operations at 1Password
Episode Guest - https://www.linkedin.com/in/navinpersaud/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
Forecasting plays a pivotal role in strategic decision-making. Accurate sales forecasting can be the key to unlocking growth, optimizing resources, and ensuring your business thrives in an ever-evolving marketplace.
And that's precisely what we're here to explore today – the best practices for improving your sales forecasting, all from the lens of Revenue Operations.
Hello everyone! Welcome to the Revenue Lounge podcast! I am your host Randy Likas.
And joining us today is Navin Persaud. Navin is the Vice President of Revenue Operations at 1Password. He has over 20 years of experience in sales and marketing operations. He is an expert in leveraging data, technology and best practices to optimize revenue performance and growth.
Let's hear it from Navin!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 6 ft. Kevin Mulrane, VP of Sales at BioCentury
Episode Guest - https://www.linkedin.com/in/kevinmulrane/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
The ability to accurately forecast sales numbers has become tablestakes for any business to survive. The platforms, processes, skills and knowledge to drive an accurate forecast might be available. But without the right kind of collaboration between departments, driving accurate forecasts can be challenging.
This episode is about the partnership that needs to exist between two such functions - Sales and RevOps to drive accurate forecasts.
And joining us today is Kevin Mulrane. Kevin is currently the VP of Sales at BioCentury. He is a revenue leader who has built and scaled revenue teams across sales development, new business acquisition, retention & expansion, sales ops and sales enablement. Let's hear it from Kevin!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The age of AI is here. Artificial intelligence has entered every function in a business. And revenue operations is no different.
AI in RevOps can help elevate the function and help businesses prevent several revenue leaks. So what are the ways in which AI can make the RevOps function more efficient and effective?
We have Stephen Smith joining us today. Stephen is the former Vice President of RevOps at Daily Pay. He is currently the CEO of The RevOpz Group. He has been helping companies drive top-line revenue and create world-class operations for more than 25 years.
Let's hear it from Stephen!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
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The Revenue Lounge Podcast - Season 3 Episode 4 ft. Mary Grothe, CRO at PNI-HCM
Episode Guest - https://www.linkedin.com/in/marygrothe/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
Whether you're a consumer looking to make a purchase or a business trying to streamline your sales processes, friction can be the enemy that slows everything down. It’s important to understand the buying process, the frictions that exist in it - and how they can be addressed.
In this episode, we are going to dive deep into the strategies, innovations and insights that can help us identify, and eliminate friction from the buying process.
And joining us today is Mary Grothe. Mary is the Chief Revenue Officer at PNI.HCM. She is a revenue leader, entrepreneur, global keynote speaker, the host of the podcast ‘Destination Remarkable’ and former contributor to the podcast, ‘Revenue Radio.’
Let's hear it from Mary! Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
#therevenuelounge
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The Revenue Lounge Podcast - Season 3 Episode 3 ft. Dana Therrien, Vice President Revenue Operations and Sales Performance Management (SPM) Advisory Practice at Anaplan
Episode Guest - https://www.linkedin.com/in/danatherrien/
Episode Host - https://www.linkedin.com/in/randy-likas-323241/
Podcast Details:
Podcast page - https://bit.ly/3nJHmRA
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:
What’s one common theme running across high performing organizations? They have a vision and everyone is aligned and committed to making it a reality.
However, most organizations lack uniform standards for strategy and planning excellence that can help them create this vision. How can RevOps leaders achieve that? This is what we are going to cover in today’s episode.
We have Dana Therrien joining us. Dana is the Vice President of Sales Performance Management And Revenue Operations Advisory Practice at Anaplan. Dana is a globally recognized sales and revenue operations leader with a history of driving double-digit growth and profitability.
Let's hear it from Dana!
Want to learn more about Nektar?
Talk to our team - https://bit.ly/3MishjZ
#revenueoperations #revops #planning #strategy
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