Episódios
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This episode unpacks the Flywheel methodology, explore how it differs from the traditional funnel, and discuss the leverage points across departments that can fuel full-funnel revenue impact.
Joining us today is Anil Somaney. Anil is the worldwide head of RevOps at island. He is a senior GTM executive known for delivering complex transformational business initiatives with proven results.
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This episode dives into what it takes to build a governance framework that doesn't just keep IT operations in check, but also aligns technology investments with strategic objectives.
Our guest today is Bill Vanderwall. Bill is the former VP of Business Applications at Cision. He has deep expertise with SaaS applications and cross-functional business process solutions, including business intelligence and analytics.
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This episode dives into what it takes to transform customer success with consumption based selling. We will unpack actionable strategies and best practices to help you monetize your customer success efforts and maximize the value you deliver to your customers.
Our guest is Santosh Sahoo. Santosh is the Global Leader of Consumption Selling at Mulesoft. Santosh is a technology leader with over 20 years of experience in sales, customer success, professional services and engineering.
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This episode dives into the complexities of overcoming marketing data challenges. Plus, it discusses the future of personalized marketing in a privacy-first world and the evolving role of first-party data in shaping effective strategies.
Our guest is Liana Dubois. Liana is the Chief Marketing Officer at Nine where she has been a leader for the past 12 years. She is also an advisory member in the growth committee for Women in Media Australia and a member of the board of advisors of Inclusively Made.
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This episode explores how aligning your RevOps strategy can drive substantial revenue growth. We’ll dive into the challenges of unifying engagement metrics, the role of data in ensuring team alignment, and the tools that can help optimize this process.
And joining us today is John Hultman. John is the Chief Revenue Officer at Druva. He has spent his professional career of 27+ years in technology sales and sales leadership positions. Prior to joining Druva, John spent 18 months at Cohesity where he acted as the SVP of NA Sales & Head of Global Channels where he was accountable for GTM strategy and WW pipeline generation strategy.
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This conversation explores the journey from strategic planning to the execution of RevOps reporting. Dive into the common challenges teams face, the key steps to turning data into action, and the different phases of maturity in RevOps reporting.
And joining us today is Tyler Will. Tyler is the Vice President of Revenue Operations at Intercom. Prior to Intercom, he led the Global SMB Sales Strategy & Operations team for LinkedIn Talent Solutions.
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This episode dives into the art of moving from data to decisions, exploring how organizations can master the strategic use of data to drive tangible business outcomes.
Our guest is Sarah Flaccavento. Sarah is the Senior Vice President of Strategic Initiatives at Alphasense. She is a results-driven strategic thinker skilled at stabilizing and rectifying challenges within complex organizations as well as serving as an innovator and force multiplier driving GTM initiatives.
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This episode dives into actionable strategies that can help Customer Success teams take a more proactive role in accelerating growth and engagement, ensuring that revenue becomes a natural outcome of deep, meaningful relationships.
And joining us today is Daniel Silverstein. Daniel is the VP of Customer Success and Head of Business at Carta. With over 15 years of successful sales and account management experience, Daniel specializes in combining passion for motivating people with expertise in creating, developing, and growing revenue streams.
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This conversation delves into how to design and execute a data-driven customer journey roadmap that delivers real results. From segmentation and risk mitigation to leveraging customer health indexes and developing actionable playbooks, we'll explore strategies for crafting a roadmap that leads to stronger relationships, increased upsell opportunities, and sustained revenue growth.
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This episode explores how to align your customer success efforts with the reasons customers chose your product in the first place, ensuring that every digital touchpoint reinforces their decision.
And joining us today is Sam Slevin. Sam is the Global Senior Vice President of Customer Success at Alphasense. His expertise lies in delivering dynamic revenue growth for both emerging and established companies through Account Management and Client Facing capabilities
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This episode dives into a comprehensive 30-60-90 day guide to building a high-impact RevOps engine. We'll explore the critical phases of setting up the foundation, auditing and optimizing the tech stack, designing scalable processes, and ensuring alignment across sales, marketing, and customer success teams.
Our guest is Hassan Irshad, who is the Director of RevOps at FEVTutor. As a RevOps leader, Hassan has lead and built the next-gen RevOps engine for high-growth companies. He has experience in leading all revenue analytics, leadership communication ad KPIs tracking, among many other skills.
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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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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!
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