Episodes
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In this episode, Roee from Winning by Design explains how to build a scalable "revenue factory" for SaaS companies. Learn the essentials of revenue architecture, and driving recurring revenue.
We cover:- How to build a revenue factory using six-core models.
- Importance of product-market fit, pricing, and data modelling.
- Shifting from founder-led sales to structured growth.
- Customer retention's role in long-term success.
Connect with Roee HartuvLinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
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This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. -
Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same.
HIGHLIGHTS:
00:00 Intro
02:34 Inventory management
08:18 The role of a Chief Revenue Officer
14:00 Breaking Silos
23:38 Creating a smooth handoff process
29:05 Latent buyers vs. active buyers
37:07 Personalization in the customer journey
49:44 Moments that matter
55:02 Applying ABM and PLGConnect with Frank Nardi
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 Gen agency helping B2B companies with long sales cycles build revenue engines. -
Missing episodes?
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In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies.
HIGHLIGHTS:
00:00 Intro
03:19 What is SaaS Group
15:56 SaaS market trends
21:50 Niching down for SaaS
25:07 Founders' mental health, AI, growth
39:00 Exploring SaaS niches
46:00 Targeting the US market
48:09 Cultural differences in GTM
59:31 Should everyone have a podcast?
01:12:51 Anna's recommendationsConnect with Anna Nadeina
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 Gen agency helping B2B companies with long sales cycles build revenue engines. -
In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships.
HIGHLIGHTS:
00:00 Intro and background
02:00 The evolution of Software Mill
09:40 The influence of business people on technical decisions
15:11: Building a new strategy
19:24 Hiring a Chief Growth Officer
29:17 The challenges of hiring in a specialized field
31:00 The importance of networking
33:26 Understanding the market
36:40 Investing in sales and partnerships
40:38 Specializing in new areas of technology
45:17 The power of content marketing
48:39 The future of the tech marketConnect with Jan Zborowski
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 Gen agency helping B2B companies with long sales cycles build revenue engines. -
In this episode, Sam Sutton covers building a successful RevOps team, key skills for this role, and tips on talent development.
HIGHLIGHTS:
00:00 Intro & Background
03:16 Sam's Journey into RevOps
07:37 Attracting talents to RevOps
11:05 The Structure and Roles in RevOps Teams
14:22 Balancing Firefighting and Planning in RevOps
20:10 The Evolution of RevOps from SalesOps
24:08 Essentials Skills for RevOps Talent
27:48 Saying NO in RevOps
31:11 Finding Talent in Unexpected Places
35:09 Power of RevOps CommunitiesConnect with Sam Sutton
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.We 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, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today.
HIGHLIGHTS:
00:00 Intro and background
07:23 Economic Uncertainty
20:06 AI revolution
25:24 Challenges for CTOs
27:48 Processes with Business Impact
29:31 Technology with Industry Expertise
37:35 DeepNext: System for building AI use cases
44:01 Success Competencies in Tech
Connect with Ronald BinkofskiLinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.We 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, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role.
HIGHLIGHTS:
00:00 Intro and Background
02:31 Intent-Based Revenue Ops Framework
06:24 Change Management
13:43 The Power of Well-Defined Mission Statement
16:15 Driving Impact with Intent-Based RevOps
25:28 Skills and Competencies for RevOps TeamLearn more about the Intent-Based Revenue Ops Framework here:
https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impact
Connect with Darren Fay
LinkedIn | Webpage
Connect with Romeo Mann:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.We 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 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
***
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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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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