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While much of a RevOps leader’s work happens behind the scenes, their impact is profound and far-reaching. For Clay Blanchard, a trailblazer in revenue operations, the mission of these “custodians of the company’s revenue” is clear: drive growth responsibly and optimize outcomes for both shareholders and the business at large.
In this episode of Go to Market with Dr. Amy Cook, Clay sheds light on how the RevOps role requires a fine balance between crafting go-to-market strategies and designing territories that challenge sales teams while staying grounded in data and achievability. Check it out!
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Have your RevOps and sales team lost that lovin’ feeling? Tyler Morrow, director of corporate sales at Qualtrics, emphasizes the importance of redefining a “win” to keep your sales team motivated and focused while also highlighting the need for collaboration with RevOps to achieve goals.
In this episode of Go to Market with Dr. Amy Cook, Tyler discusses the crucial role of transparency and communication between sales and RevOps teams, especially during territory changes, and explains why this collaboration is often overlooked.
Learn about the benefits of involving frontline AEs in account scoring, why RevOps should seek AE input to avoid costly mistakes, and discover the daily habit that helps A players excel above the competition in quota attainment.
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Katerina Ostrovsky knows that balancing art and science is key to success. As senior vice president of global revenue operations and Go-to-Market strategy at Jellysmack, she combines a lifelong dedication to RevOps with a sharp focus on data-driven strategies to engineer seamless annual plans.
“Companies are starting to understand that treating revenue as a science and process engineering every facet of sales, marketing, and customer success, while layering in the art of the customer's voice, leads to impactful results,” Katerina emphasizes.
In this episode of Go to Market with Dr. Amy Cook, Katerina Ostrovsky explains how RevOps helps stakeholders in Sales, Marketing, CS, Product, and Finance gain clarity on what it will take—timing, resources, and organizational changes—to achieve annual budget goals. Discover how strategic clarity and targeted actions can transform annual planning into real, measurable outcomes.
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For those who believe that Sales and RevOps are destined to forever be at odds, think again.
By aligning their goals and strategies, Sales and RevOps teams can transform from rivals to powerful allies and drive unprecedented growth and efficiency.
In this episode of Go to Market with Dr. Amy Cook, we’ll explore how bridging this gap can unlock new levels of performance and profitability.
Andrew Conley, GTM leader and advisor, teamed up with Cody Guymon, chief operating officer and RevOps leader, to share insider tips on how to successfully approach Go-to-Market strategies psychologically, emotionally, and tactically. What’s their secret to scoring a team win?
Is it trust, feedback, communication, or good old-fashioned data? Tune in!
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In this episode, Prasad Varahabhatla, Senior Director of Sales and Partner Operations at Philips, dives into the fascinating world of Revenue Operations (RevOps) and its growing importance in today’s go-to-market. Learn about the positive impact of a strategic shift from siloed operations to a seamless, unifying data flow and why having a single source of truth and rock-solid data integrity is a game changer.
Prasad shares golden nuggets on how using customer data can supercharge growth—like predicting when products are nearing the end of their life cycle and boosting customer lifetime value—and he emphasizes the crucial role of governance in keeping data from becoming a jumbled mess and how essential tools are for automating processes.
Then, things get personal as Prasad discusses how philosophy and stoicism have fueled his growth and highlights the need for focus and resilience for anyone leading the RevOps charge.
Don’t miss this extraordinary interview with one of RevOps’ most insightful leaders.
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Mari Manglaras didn’t plan to develop her career around revenue operations. As a data engineer, her world revolved around analytics. But when a sudden economic downturn impacted her industry, Mari discovered her superpower was inside sales.
“I got a job as a salesperson at a startup, and by my third month, I was 1,113 percent to goal,” Mari said. “I sat there and listened to other people about how their prospects were reacting to the sales process and so forth. So that's how I fine tuned my whole development as a sales individual and rapidly moved up to lead the highest performing sales team that this company had.”
In the latest episode of Go-To-Market with Dr. Amy Cook, Mari explains the secret behind her sales team consistently hitting the 200 percent mark.
“The reason that we were always 200% was I started to build out within our CRM, basically robots, Mari explained. “I built out territory alignment and made subject matter experts in industries, and all the reporting was focused in or around their specific revenue that they can generate. So leads were going to them that were specific to their industry or subject matter, expert areas and so forth, and so my team started to function really well and become 200%.”
In other words, Mari was mastering RevOps before RevOps was cool.
Learn more about a former data engineer’s meteoric rise to GTM success by polishing off the fundamental tool for effective revenue operations : clean data.
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Is your GTM buried under unforced errors? Are your sales processes hitting flyouts before they even safely reach first base? Are account execs striking out on unclear leads and confusing campaigns? For Steve Settle, Senior Director of Revenue Operations at Customer.io, the all-in-one customer engagement platform, team communication and alignment is a critical play in the game of go-to-market.
In this episode of Go-To-Market with Dr. Amy Cook, Steve explains how building effective team cohesion and adapting that alignment to fit each stage of scale, is key to a well-seasoned RevOps team.
“When you’ve got it fully aligned, the teams are working together really well. It is a significant improvement, not just in working within the company, but for the customer experience,” Steve said.
Steve addresses game-changing strategies to help:
Align teams at the enterprise level.
Strike out department silos.
Encourage transparency at each inning of business growth.
Empower leadership to support team cohesion in the locker room and beyond.
Learn how Steve brings his experience as a little league coach into the executive boardroom for a fun, insightful RevOps conversation you won’t want to miss.
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Do you rely on luck or chance for successful go-to-market forecasting decisions?
You’re not alone.
Research shows that almost 62 percent of companies create a data-driven GTM plan, but only 33 percent use a systematic approach that reduces unpredictability.
“There's always going to be things that happen as a matter of chance or outside of your control, that will either win your deals, lose your deals, delay deals, accelerate them, so on,” explained Oscar Armas-Luy, VP of RevOps and this week’s guest on the Go To Market podcast with Dr. Amy Cook.
Forecasting is crucial for any business, allowing you to plan investments and initiatives with confidence strategically. However, relying solely on forecasts without acknowledging the role of chance and luck can be a significant oversight.
Oscar explains that when running an unpredictable business, you rely on chance and hope things out of your control go well to hit your target. A predictable business, on the other hand, is built in such a way that even if you don't get “lucky,” you will still hit your number.
“I think what's really special about this is that if you have a predictable business, and you also get lucky, that's where you really blow your number out of the water and sort of reset expectations,” he said.
In this episode, Oscar shares how he uses data to help:
Buffer for conversion rates
Recognize market milestones
Understand outliers
Ensure consistent sales processes
By creating a predictable business environment, Oscar believes your RevOps can reduce reliance on luck and instead build a foundation of consistent performance, allowing for more accurate planning and execution of business initiatives.
Today is your lucky day! Check it out
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From leading sales teams to mastering Revenue Operations, Whitney Merrill’s professional journey in RevOps and Go-To-Market has been about blending technology, processes, and people.
In this episode, Whitney describes RevOps as a three-legged stool where each leg represents a critical element: technology, processes, and people. This blend creates a strategic powerhouse that drives revenue success. For Whitney, it’s not just about data or sales alone; it’s about uniting these pillars to form a RevOps-driven Center of Excellence.
With a background in sales and a passion for operational processes, Whitney found his calling in RevOps, where strategy meets execution and transforms potential into performance that unlocks opportunities with a unified approach across marketing, customer success and sales.
By embracing this philosophy, Whitney spearheaded an intrapreneurship initiative where he led an enablement team, trainers, new business development reps, and sales engineers to build a dynamic RevOps team.
“Our mission was to think end-to-end, driving the transition from point solutions to a subscription model,” Whitney said. “This innovative approach turned us into a business within a business, paving the way for sustained growth and success.”
Don’t miss this fascinating discussion where Whitney talks AI, GTM, RevOps COE and channels his inner Star Trek to illustrate the integral function of revenue operations leaders (Scotty) and their impact on driving the company’s ship toward well-orchestrated revenue growth. It’s out of this world!
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In this Go To Market Podcast episode with Dr. Amy Cook, the spotlight shines on the strategic advantages of elevating the RevOps leader to the executive table.
Cody Guymon, COO of GTM Operations, drives home this critical point: when RevOps reports directly to the CEO, they gain a holistic view of the organization, which is crucial for cohesive strategy and long-term success.
“You have to know where the puck’s going,” Cody said.
Reporting to leaders like the COO or CFO can work, but only if these executives grasp the transformative power RevOps brings, Cody pointed out.
From being data-driven and future-focused, to adopting an ownership mentality, today’s RevOps leaders are reshaping the field by using AI to cut down on manual tasks and zeroing in on strategies that keep the business agile.
Expert RevOps means more than just operations; it’s the backbone of modern revenue strategy. In this interview, Cody and Amy explain why.
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“Move fast and don’t break things.”
That’s the mantra that guides Jared Barol, a successful entrepreneur, revenue operations leader and go-to-market expert, as he guides some of today’s most influential organizations like Salesforce and Reputation.com toward scalable revenue-building strategies.
Ironically, “breaking things” is how he got his start on the RevOps practices and business transformation journey, and he explains the lessons he’s learned from those experiences in this episode of Go To Market podcast with Dr. Amy Cook.
Jared shares a word of caution to SMBs chasing after the giant logos and breaks down the wisdom of knowing the difference between your enterprise, your enterprise pursuits, and your commercial business. Learn how revops teams use the company’s core ICP and customer capabilities to visualize the end state of business while “moving fast” in the go to market.
Learn how using a Maturity Model emphasizes the similarities among company frameworks more than their differences and why taking courses is one of the key strategies that keeps Jared at the top of his game.
In the time it takes enjoy a Venti, half whole milk, half soy milk, extra hot, split quad shots (two shots regular espresso, two shots decaf), one and a half pumps of sugar-free vanilla, one and a half pumps of caramel, with a light foam, extra whip, extra caramel drizzle, extra salt topping, served in a venti cup with a sleeve, and double-cupped, Jared reinforced Amy’s perspective on the executive role of RevOps leaders and offered key points on what it takes to protect the vital core of your company’s operations with thoughtful, well-fitted revops while moving toward robust revenue growth.
He may change your mind, too. Check it out.
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In this inaugural episode, Fullcast co-founders Ryan Westwood and Amy Cook "Start with Why" and discuss the state of sales, marketing, and especially RevOps as a catalyst for business growth in today's uncertain marketplace.
