Katy Keim is the Chief Executive Officer of LeanData and leads the strategic growth and operational excellence of the company. Prior to LeanData, Katy served as CEO of LQ Digital, a demand generation agency serving large enterprise customers.
Previous experience includes CMO of Lithium Technologies and Executive Vice President of Marketing at ServiceSource. Katy began her career at Bank of America in the Technology Finance Group, focused on funding emerging companies. Katy holds an MBA from the Kellogg Graduate School of Management and an undergraduate degree in history from the University of Virginia.
Jeff Canada is a marketing technology and operations leader with over 15 years of experience driving scalable growth across B2B organizations. At OpenAI, he leads marketing operations within the Revenue organization, building the infrastructure behind automation, lead routing, attribution, and campaign execution to support a rapidly evolving go-to-market motion.
A strong advocate for the power of clean data, clear processes, and well-orchestrated campaigns, Jeff is passionate about how AI is transforming marketing from reactive to truly intelligent.
Outside of work, Jeff is a dedicated sourdough baker, bike enthusiast, and certified holographic sound healer. He brings the same care and intentionality to his personal passions in healing and consciousness expansion as he does to building systems that scale. He lives in San Francisco with his partner and their dog Scout, an opinionated and occasionally majestic rescue pup.
Ziqi Deng is a Partnerships GTM leader at Clay, where she currently builds and scales ecosystems across PE/VC firms and agencies to help portfolio companies modernize their go-to-market motion.
Before Clay, Ziqi co-founded and scaled RESOURCE, a B2B SaaS and services platform for fashion brands, growing it from 0 to $3M in revenue. Along the way, she became an early Clay customer – using the platform to rapidly source leads, run creative campaigns, and scale growth during pivotal moments for her company. That journey ultimately led her to join Clay, where she now brings a founder’s perspective to how customers and partners adopt the product.
Today, Ziqi works with some of the world’s top PE funds, agencies, and enterprises to roll out Clay at scale, designing pilots and partnerships that drive impact. She is passionate about creativity, human connection, and building ecosystems where innovation compounds. Outside of work, she loves exploring different cultures and backpacking across Europe, always drawing inspiration from new experiences and perspectives!
Amy Hawthorne is a seasoned marketing leader with over 20 years of experience specializing in B2B organizations. Currently, Amy serves as VP, Principal Analyst at Forrester, where she partners with clients to revolutionize their frontline revenue processes to better align with today’s evolving buyer expectations. Her expertise lies in helping organizations make shifts to adopt buying groups, to transition from leads to opportunities, and to leverage signal-driven strategies to better target and optimize revenue generation.
As part of her work in revenue process transformation, Amy delves into the evolving role of Revenue Development Representatives (BDR/SDR). She studies the engagement strategies, enablement needs, and AI support required to turn digital interactions into meaningful and valuable conversations.
Before joining Forrester, Amy held multiple Vice President roles in Global Marketing and Business Development. In these positions, she built and led high-performing marketing and sales teams accountable for revenue generation and quota attainment. Her leadership has consistently delivered measurable growth and aligned sales and marketing efforts to drive business success
Jeremy is a Global RevOps Marketing Leader, empowering B2B organizations to unlock growth by pioneering strategic buying group models and optimizing demand generation and lead management. With over 25 years of experience, he specializes in architecting large-scale, integrated campaigns that drive visibility, engagement, and revenue. Jeremy currently leads the Global Lead Management & Strategy team at Palo Alto Networks with a focus on driving improved conversion rates, higher pipeline outcomes and better win rates. Connect with Jeremy on LinkedIn.
Mike Madsen is the Head of Revenue Operations at LeanData, where he is focused on driving the evolution of the go-to-market strategy and building a scalable revenue engine. He is recognized for designing best-in-class revenue workflows that unify sales, marketing, and customer success to fuel efficient and connected revenue.
With over a decade of experience in high-growth SaaS companies, including senior revenue operations leadership roles at Workday, Mike has driven billions in pipeline impact and introduced new operating models that have been at the forefront of innovation, laying the groundwork for the agentic revolution.
A recognized thought leader in the RevOps community, Mike is passionate about redefining revenue excellence by moving beyond traditional process automation to an agentic model where data, systems, and human expertise align to drive predictable and scalable growth.
Mike Marek is a Sales and Revenue Operations leader at Avalara known for translating AI innovation into measurable seller performance. He has led global initiatives to embed AI into core sales workflows, driving widespread adoption among sales teams and establishing frameworks for ongoing enablement and certification. By focusing on automation, personalization, and intelligent insights, Mike has helped streamline operations, reduce administrative load, and improve both productivity and win rates.
He is recognized for creating scalable systems that align people, process, and technology—ranging from AI-powered coaching and pipeline optimization to enterprise search and real-time sales support. His cross-functional approach brings together sales, IT, and product teams to ensure that innovation is not only deployed but fully adopted across the organization.
Mike’s leadership style is marked by pragmatic scaling, ensuring that every initiative ties back to seller productivity, customer experience, and future-readiness for the business. By bridging strategy and execution, he continues to position Avalara at the forefront of AI-powered revenue operations—helping the company stay competitive in a rapidly evolving sales landscape while setting a strong foundation for sustainable growth.
Francis Brero is VP of AI Strategy at HG Insights and co-founder of MadKudu, where he has built hundreds of AI-powered GTM workflows for internal teams and for companies like Figma, Avalara, and Gong. With a background in mathematics and machine learning, Francis focuses on turning raw data and business challenges into practical AI solutions that help organizations activate their data and deliver measurable impact.
Mikayla Wilson is a Senior Data Analyst at Workiva, where she transforms data into impactful business insights. She specializes in account-based marketing, marketing-to-sales handoff reporting, attribution and customer journeys. With a background in marketing strategy, she drives cross-functional alignment and vision for backend setup supporting frontend KPIs. Outside of this, she’s an aspiring home remodeler and avid adventurer always seeking new experiences.
Lauren has global experience applying technology and new approaches to advance today’s marketing and sales strategies. She builds innovative processes that boost productivity and drive results. Lauren started her career over a decade ago in the Silicon Valley, and has since worked in Amsterdam and London, holding various channel and marketing roles.
Evan Liang is the Co-founder and Chief Strategy Officer at LeanData. Evan was inspired to create a solution after running into CRM data and process challenges during the early days of marketing automation platforms. Evan is passionate about helping sales and marketing teams become more efficient. Prior to LeanData, Evan worked in product management and business development roles at eBay and Microsoft. Evan started his career as a venture capitalist at Battery Ventures.
Trinity Nguyen is the Chief Marketing Officer at UserGems, an AI solution that helps companies double their pipeline using best-in-class signals, AI scoring and messaging.
With a background in both marketing and sales development, Trinity brings a unique lens to go-to-market strategy—grounded in empathy, driven by data, and unafraid to call out the fluff. She’s passionate about making B2B less boring, scaling what works (not just what’s trendy), and building teams that actually enjoy their work.
Trinity is a frequent speaker on modern GTM, AI adoption, and the future of outbound.
Prakash has over 15 years of experience in enterprise systems and technology leadership for hyper-growth companies. Formerly the Senior Director of Business Technology at Okta, he has expertise in architecting applications for finance and field operations. He has a specialization in Quote-to-Revenue processes, enterprise SaaS tools, and cloud integration for business operations. Prakash received his B.Tech from Indian Institute of Technology (IIT), Dhanbad.
Michael King is the founder of King Recruiting. He is a leading executive recruiter with over 20 years of experience placing top-tier marketing and go-to-market leaders at some of Silicon Valley’s most innovative B2B SaaS companies. Known for his sharp eye for talent and deep understanding of the tech landscape, Michael has helped build high-performing teams at both startups and global enterprises.
Before launching his recruiting career, Michael worked as a bartender in Los Angeles—an unlikely but formative training ground for reading people, building relationships, and learning how to stay calm under pressure. That real-world experience, combined with his Bay Area roots, gives him a rare mix of grit, intuition, and insight into what makes a great hire.
Michael is also the author of the best-selling memoir Be There When I Return, about overcoming epilepsy and transitioning from an LA bartender to a top executive recruiter in Silicon Valley. It is a testament to courage, love, and the pursuit of dreams. It celebrates second chances and the triumph over life’s greatest challenges. Michael’s journey will inspire you to believe in the impossible and seize the moments that can change everything.
Alana Kadden Ballon (she/her) is Vice President of Revenue Operations at Sprout Social, where she drives go-to-market strategy and operations across Sales and Customer Success. With more than 20 years of revenue and operations leadership, her experience spans emerging startups, scaling SaaS companies, and mature public enterprises—including Salesforce, Informatica, Duo Security, Wiz, and now Sprout Social. Over the course of her career, Alana has guided organizations from $1M to $750M+ in revenue.
Known for her outcomes-first mindset, she pairs ambitious goal-setting with just-in-time scalability as a strategic advantage—building RevOps functions that bend without breaking. She champions focusing revenue teams on human connection, while leveraging automation and systems to reduce friction, increase customer-facing time, and deliver measurable results. Her holistic approach ensures long-term customer outcomes are embedded into go-to-market operations, aligning incentives, post-sale planning, and Success Ops alongside new business.
Sydney Sloan is CMO at G2, the world’s largest and most trusted software marketplace. Before G2, she was the first-ever CMO at compliance automation software company Drata. Before that, as CMO of revenue workflow platform Salesloft, Sydney helped scale the company 10x in less than four years — expanding the marketing team as the company grew from series C to E, with a $2.3B valuation and investment by Vista Equity Partners. She was also CMO at Alfresco, and held several marketing leadership roles at Adobe during a 17-year tenure. Sydney is also an Advisor for Scale Venture Partners and a Limited Partner at Stage 2 Capital, where she advises founders and leaders on GTM strategy, brand, strategic partnerships, customer journey, and employee culture. A champion of DEI, Sydney serves as a Master Mentor at Women in Revenue, a co-sponsor of WISE (Women in Sales Everywhere), and previously spearheaded Salesloft’s DEI program in 2020.
Michelle Ji-Yeun Kim, a fractional RevOps executive and coach for Hyundai Asan’s accelerator program, is an AAPI leader who hosts the podcast Breaking the Tech Ceiling and serves on the board of Women in Revenue.
Randy is a career sales and marketing executive with 20+ years in the SaaS industry. For
the past five years, he has specialized in Sales, Marketing, and Revenue Operations
technology. He currently heads Go-to-Market at Nektar.ai – an AI-powered revenue data
efficiency platform. Randy is passionate about helping companies shift to an
opportunity-based / buying group led-motion. He helps companies break down data silos
across their sales and marketing tech stack – unlocking, mapping, and engaging all deal
influencers impacting a buying decision. He is also the host of The Revenue Lounge, where
he explores the latest trends and high-impact strategies in go-to-market execution.
Charlie Wiebe leads GTM operations and strategy at Nooks, where he drives Sales, Customer Success, and Growth teams to consistently outperform top-line revenue goals. With a sharp focus on forecasting, go-to-market strategy, annual planning, and daily execution, Charlie transforms data into actionable insights that fuel results. His leadership enables high-performance teams to align, prioritize, and execute with clarity—year after year.
Rebecca brings over five years of sales experience to her current role at NVIDIA, giving her a unique and dynamic perspective on sales and campaign management through lead generation, campaign strategy, and strategic sales engagement.
She began her NVIDIA journey as a NALA Sales Development Specialist, where she generated $34M in pipeline while driving lead generation, pipeline development, and sales engagement for the Higher Education & Research Industry. She then advanced to Account Manager, working with R2 & R3 universities and research institutions, empowering researchers to leverage NVIDIA’s technology in cutting-edge AI and GPU solutions, and delivering $27.5M in revenue.
Now in Revenue Operations, Rebecca collaborates with global teams to design high-performing campaigns, optimize follow-up cadences, and turn data into strategies by leveraging sales engagement tools. Her blend of sales expertise and operational insight has streamlined lead management processes, elevated outreach effectiveness, and consistently maximized campaign returns.
Chris Dutton is an experienced marketing operations and demand generation leader with a demonstrated history of success in the products & services industry. In the technology industry for the last 10+ years, he’s focused on building sales development teams, marketing operations and demand generation.
Always thinking about how to elevate the bar and do things better and more efficiently– leading with strategy, creating sales/marketing processes, launching Account-based Marketing (ABM) as a selling/marketing strategy, building teams and functions from the ground up, reporting and analytics. Using data to make informed decisions, but not to the point of dehumanizing the overall process.
Kelly is a go-to-market operations professional supporting marketing and sales goals. She currently leads the Revenue Marketing Operations team at NVIDIA focused on lead management, campaign management, sales engagement, and BDR/SDR enablement. She was the 2024 OpsStar of the Year award recipient and is based in San Francisco.
Craig is a senior leader in Gong’s Revenue Transformation team. He works as a partner at the executive level in Gong’s top companies to build and share insights on best practices, optimizing revenue tech stack impact, consolidation, the market and the latest AI-based innovations transforming how revenue teams are driving impact today. Craig then partners with these leaders on an ongoing basis alongside our account team to apply these insights and actionable recommendations to their particular goals and business outcomes.
As the Director of Revenue Operations at Groq, Christine is at the forefront of building a modern, AI-powered go-to-market machine. She specializes in creating scalable systems that improve efficiency and drive predictable revenue growth by optimizing across people, processes, and technology.
Christine’s path to leading Revenue Operations and Strategy is built on a rich foundation of diverse experiences. Throughout her career, she has held key roles across nearly every facet of the GTM organization, including sales operations, finance, customer success, and pre-sales engineering. This journey through innovative companies like LeanData, Tackle.io, Pivotal, and Sun Microsystems has given her a rare, end-to-end understanding of the customer lifecycle and the interconnectedness of the revenue engine.
Nick Beale brings a uniquely broad perspective to Sales and Marketing Operations, having led transformative initiatives across early-stage startups, scaling B2B SaaS companies, and mature enterprise environments. With a career that spans revenue operations, technology, and data strategy, he specializes in building robust tech stacks and analytics frameworks that align go-to-market execution with business goals. His work consistently bridges the gap between vision and systems, ensuring organizations are not only data-informed but truly data-enabled.
Currently focused on integrating advanced tech architecture and analytics into high-growth fintech environments, Nick is passionate about operational scale, cross-functional alignment, and making complex systems accessible and actionable for revenue teams. Whether architecting multi-platform data flows or driving insight-led campaign execution, he blends strategic thinking with deep technical know-how.
With nearly two decades building revenue engines across Fortune 20 companies and high-growth startups, Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to Watch
He was previously the CRO of Carabiner Group, overseeing the company’s meteoric growth, ultimately leading to the successful acquisition by SBI in mid 2024.
Cliff is an advisor and fractional executive for several high-growth start-ups where he utilizes his expertise in all things GTM and RevOps and is an active leader of GTM in multiple communities.
Courtnie is a seasoned marketing professional with over 15 years of experience driving innovation, efficiency, and enhanced customer experiences through the strategic use of technology and processes. Combining her background in technology and marketing she’s been able to successfully translate technical concepts into measurable business value.
As a session speaker, Dante Zanotto is the driving force behind NVIDIA’s innovative lead management strategies. Since joining NVIDIA four years ago, Dante has led initiatives designing impactful PathFactory guided track experiences to optimize lead engagement and boost webpage traffic. He has pioneered solutions with Drift chatbots and live chat use cases, streamlining visitors’ navigation and empowering agents with instant lead communication. His work with the tool Hushly has significantly increased resource engagement and energized lead activity.
Currently, Dante orchestrates NVIDIA’s lead lifecycle end-to-end; aligning sales, customer success, and marketing teams for business success. He expertly manages lead objects and data quality in Salesforce, implements record scoring improvements, and rolled out a unique contact lifecycle process for global sales teams. Dante’s creation of the Partner Lead Sharing program and his innovative use of LeanData and AI-powered lead automations set new standards for routing efficiency. Attendees can expect actionable insights and proven strategies for high-impact lead management.
Dara Such is the Global Intent Revenue Leader, focused on helping companies turn customer signals into revenue-driving strategies. She’s passionate about empowering teams to optimize workflows, engage buying groups effectively, and evolve their GTM strategy to meet today’s dynamic market demands. Dara thrives on helping customers connect the dots between intent data and actionable revenue outcomes. Whether it’s refining workflows, aligning sales and marketing motions, or mapping out buying group dynamics, she’s all about helping customers implement smart solutions & processes that drive results.
Her expertise lies in balancing the needs of revenue-driving teams with behaviors of fickle buyers, helping customers to identify high-intent prospects and move them through the funnel efficiently. With a knack for building high-performing teams, Dara knows how to translate signals into closed deals. She’s a pro at designing programs and workflows that ensure buying groups get the right message at the right time, while keeping the entire revenue engine running smoothly.
Outside of her day-to-day, Dara loves mentoring emerging talent and sharing her insights through thought leadership. She’s all about helping teams stay ahead of the curve and adapt to the ever-changing landscape of modern buying behaviors.
Kieran is Qualified’s SVP of Revenue Operations, where he oversees pipeline, sales, and customer success operations. Prior to Qualified, Kieran led business development and sales operations at SurveyMonkey and GetFeedback.
Ashley Huddleston is a Revenue Operations Analyst at NVIDIA, where she manages Salesforce database
integrity, manages sales engagement tools, and enhances revenue tracking and reporting. With a unique blend of technical expertise and marketing insight, Ashley’s career began as a Campaign Marketing Specialist, giving her a deep understanding of marketing
operations and organizational workflows. Ashley holds a B.S. in Operations Research & Engineering Management and a M.S. in Systems Engineering from Southern Methodist University. Eager to apply her engineering background, she transitioned to NVIDIA’s Business
Intelligence team, where she mastered Salesforce reporting, analytics, and cross-functional process improvement—often partnering closely with the revenue operations function. This experience ignited her passion for RevOps, leading to her move into her current
role in April 2025. Her career path reflects a strategic progression from marketing execution to analytics to revenue operations, enabling her to bridge technical systems with business outcomes. At NVIDIA, she is driving data-informed decision-making, improving operational efficiency, and fostering collaboration between marketing, sales, and operations teams.
Samsara VP, Marketing Systems & Intelligence, Ryan Schwartz, is a recognized thought leader in growth and technical marketing, having managed advanced marketing and sales technology stacks for nearly 20 years. Ryan has a deep background in managing technical marketing and demand teams for enterprise organizations. Prior to Samsara, Ryan has held leadership roles at Lacework, Navan (formerly TripActions), MongoDB, DocuSign, and has been part of 5 successful exits since 2011 as an operator and advisor, including 2 IPOs and 3 mergers and acquisitions.
Vic Molina is a Marketing Operations Lead at Samsara, heading a global team striving to optimize the entire lead funnel. She develops and implements global strategies for efficient lead management, enriched data, and lead routing, all designed to maximize pipeline performance. Under her leadership, the team has been instrumental in doubling year-over-year lead conversion at Samsara. Drawing on her experience at early stage startups, Vic is passionate about leveraging an agile, resourceful mindset to develop innovative solutions and drive high-impact growth.
Larkin boasts an impressive history of bolstering customer loyalty, elevating Success squads, and nurturing customer connections. When not scouring Facebook Marketplace for hidden gems, she’s a cooking enthusiast, conjuring delectable feasts alongside her son and trusty Chiweenie companion, Miles.
Nicholas Pallavicini is a Founding Team Member at a stealth startup helping founders win on LinkedIn without the time drain, generic AI content, or costly in-house hires. Nicholas was also the Co-Founder and COO of GTM Intel, an AI-native go-to-market intelligence platform that enables B2B teams to deliver outcome-driven narratives and tailored use cases powered by live buyer signals, clean data, persona and vertical-based messaging at scale. Previously, Nicholas scaled a fractional RevOps agency to $1M+ ARR and has supported dozens of startups in repairing broken GTM motions, implementing AI-powered sales systems, and driving measurable revenue impact. He also plays a key role in the RevGenius community, launching programs that connect talent, accelerate deal cycles, and empower GTM leaders. When he’s not building, Nicholas can be found hiking Bay Area trails or on long walks with his dog Harper.
Christina Mitine is a Senior GTM Leader at Amazon Web Services (AWS), driving strategic growth and cloud adoption. She partners with customers to accelerate digital engagement and leads global initiatives impacting $150M+ in pipeline. She began her career in sales at Oracle, and brings a cross-functional perspective to go-to-market execution. Christina’s background spans sales across early-stage startups and large enterprises, customer success, program management, data analytics, and business intelligence.
A strong advocate for inclusion in tech, Christina is a member of the Women in Revenue Strategic Growth and Partnerships committee, a mentor for the WOMEN Unlimited IMpower program, and alumna of the WOMEN Unlimited LEAD program. She served as the Co-President of Women at AWS, a global employee-led group driving diversity and equity in the industry.
Christina holds a Bachelor of Science in Environmental Science with a Minor in Chemistry from the University of California, Santa Barbara. She currently resides in the San Francisco Bay Area and enjoys reading, hiking, playing tennis, and traveling.
Mark Turner is the VP of Revenue Operations at Demandbase, bringing over a decade of experience in high-growth, technology-driven organizations. With a keen expertise in financial and revenue operations, Mark has demonstrated his prowess in leadership, problem-solving, and strategic thinking. His analytical and operational skills have been instrumental in driving results through all stages of the deal lifecycle. Throughout his career, Mark has honed his abilities in competitive analyses and driving organizational change. His passion lies in narrating a business’ story and nurturing people to realize their full potential. Mark holds an MBA from Babson College and a BSBA in Entrepreneurship and Operations Management from Boston University. His commitment to excellence is matched by his dedication to the community, as showcased in his volunteer work and personal interests. He currently leads a den of local Cub Scouts and previously coached lacrosse to underprivileged youth in Boston for many years. Mark has two young sons, who attend Bay Farm Montessori, and a wife who is a Professor of Practice at Babson College in Wellesley, MA.
Nicole Looker is a seasoned Revenue Operations professional with
over 8 years of experience driving growth through scalable GTM strategy, systems, and process
optimization. As Director of Revenue Operations at Rebuy Engine, she leads the charge on
GTM operations, automation, and AI innovation, while managing a high-performing team. Nicole
holds 8 Salesforce certifications and 2 LeanData certifications, underscoring her deep technical
expertise. She’s also an active mentor in the Salesforce Trailblazer and AccountAim RevOps
Connect communities and serves as Co-Head of the Denver RevOps Co-Op chapter.
Passionate about elevating others, Nicole is committed to building collaborative, data-driven
revenue teams.
David Dinh is a Solutions Architect and the Team Lead of the Mid-Market Professional Services Team at LeanData. During his nearly 7-year career at LeanData, David has implemented and set up for success hundreds of customers. Prior to working at LeanData, David worked in Operations in the AdTech space. In his spare time, David enjoys escape rooms and has done nearly 200.
As a champion of RevOps excellence, I’m a Senior Enterprise Customer Success Manager at LeanData, where I help the world’s most innovative companies optimize their revenue operations tech stacks. With over five years of specialized experience, I bring a unique blend of customer success and professional services expertise to every partnership.
My passion lies in transforming complex systems into powerful engines for growth and innovation. I go beyond simple support, working hand-in-hand with enterprise clients to unlock new efficiencies, maximize their tech stack investments, and build the foundation for long-term success. Leveraging my deep knowledge of Salesforce Administration, I empower clients not only to use their solutions but also to master them.
I believe in fostering innovation, collaboration, and trust, aligning with LeanData’s mission to deliver unparalleled value. My goal is to ensure that every client engagement is meaningful and impactful, turning operational challenges into strategic advantages. I am committed to fostering long-term partnerships that drive revenue growth and operational excellence.
Kevin Au, Head of Training at LeanData, is an expert in revenue orchestration and go-to-market strategies. He is deeply committed to empowering modern operations professionals by connecting people and ideas through webinars and monthly user groups. Serving as the architect of LeanData’s certification programs, Kevin equips and elevates revenue operations practitioners with the strategic knowledge and practical tools to develop best-in-class revenue processes.
2025 OpsStars. All Rights Reserved. 2901 Patrick Henry Drive, Santa Clara, CA 95054
Learn from the past and look forward to the future in this lightning round panel. Join Steve De Marco, CRO at LeanData, along with top industry thought leaders presenting workshops on Day 2 of OpsStars to find out how they got to where they are today and what advice they have for tackling 2021+ beyond.
Imagine a sales organization where reps, even those who are behind plan, voluntarily publish their personal activity logs and sales results to leaderboards. How about one where those reps spend more time selling than they do logging CRM updates – and where they actually look forward to receiving instant performance ratings loaded with useful tips for improving their performance?
While this might sound too good to be true in sales, it’s a reality today for fitness enthusiasts. In recent years, fitness technologies have eliminated manual activity tracking for athletes while also providing predictive, prescriptive and AI-driven insights that help users achieve their personal bests.
Join renowned Revenue Operations experts Dana Therrien and Scott Forrey to learn how these cutting-edge fitness technologies influenced them personally. And more importantly, learn how they believe the fitness tech model can shift today’s sales cultures from ones of interrogation, data inspection and intimidation to ones of inspiration, encouragement and personalized coaching.
Is data a key driver in your go-to-market process? Hint: It should be.
How much do you lean on data intelligence to maximize your prospect and customer journeys? New data improvements and implementations can elevate your business from great to elite.
In this session, you’ll learn
Traditionally, generating quality lead engagement is a task that has fallen squarely on Marketing’s shoulders – Marketing generates the lead, nurtures it until it’s deemed warm, and hands it off to Sales. But the times have changed: it’s becoming more crucial for Sales and Marketing to share that responsibility by way of a hyper-coordinated, personalized nurture effort, earlier in the buyer’s journey.
This session will cover practical tips for building a coordinated nurture strategy and how AI-powered tools can help drive automation without sacrificing personalization. You’ll learn:
Are you ready to finally crack the code on marketing measurement?
One of the most elusive parts of marketing is measuring success — understanding how programs drive engagement across key accounts, how accounts are progressing, and, when sales should act. Learn why attribution, MQLs, and CTRs just won’t cut it anymore and how to pivot to new operational metrics related to account-based everything .
So, set your attribution models and MQL reports aside, and pull up a seat at the revenue operations table. Join Kory Geyer, Director of Revenue Ops at 6sense, and Rauli Garcia, VP of Strategic Marketing at Sage Intacct in this session, for an unveiling of the new account-based dashboard. You’ll learn how to:
Software innovation is disrupting every industry, and the B2B revenue engine is no exception. The highest-performing companies today are leveraging technology – and their GTM Ops functions – to leapfrog the competition.
Join LeanData CEO Evan Liang as he examines the past, present and future of Operations. And how “the rise of Ops” will increasingly give this role a seat at the table. Joining Evan for a virtual fireside chat on this topic is Lars Nilsson, the VP of Global Sales Development at Snowflake.
2020 has been a year of crisis and uncertainty. From a business perspective, the 2020 experience has forced go-to-market organizations to reinvent their approaches and build a more resilient, versatile, and predictable growth machine.
Join Craig Rosenberg, Chief Analyst at TOPO, as he presents the key innovations heading into 2021 that will be required to drive lasting revenue growth.
Remote working has unveiled some serious cracks in the traditional sales process—and with increasing pressure to deliver revenue predictability, the weight of those gaps falls directly on the shoulders of the operations team. The reality is most organizations don’t have a strong understanding of “what good looks like,” and by the time they report on the forecast, it’s typically too late to change the trajectory of the quarter. Diane Palmer, Senior Director of Revenue Operations and GTM Strategy at New Relic, has changed the game for revenue operations. The team at New Relic is pioneering the practice of using leading indicators to monitor sales performance, anticipate risks in the pipeline and introduce more proactive coaching practices for sales managers to affect immediate change.
In this session, learn how Diane and her team are partnering with People.ai to get ahead of their competition using leading indicators to accelerate predictable pipeline build, conversion and ultimately revenue growth.
Zoom is all about keeping businesses and people connected. With the COVID-19 crisis, however, this mission took on a new level of imperative.
People around the world urgently sought new ways to safely maintain vital face-to-face communication and collaboration in their work, school and personal lives. This global shift to remote interactions accelerated the adoption of Zoom’s video-first unified communications platform – with daily meeting participants jumping from 10 million in December to 300 million by April 2020.
How did Zoom’s operations team scale lead-management systems and processes with the speed and agility needed to keep up with business demand and growth at this unprecedented rate?
Hear from the team who successfully tackled this challenge. Take a peek behind the scenes for a glimpse at “a day in the life” during these extraordinary times. And hear what lessons they learned along the way, with best practices and recommendations to share with other Ops professionals.
As one of the Top 15 Most Influential Women in B2B Marketing, and a Senior Founding Member of Women in Revenue, InsideView CMO Tracy Eiler is a true Ops Star. Join Tracy alongside Kelsey Ericks Carricato, InsideView Sales Development Manager, as they sit down with Qualified founder, Sean Whiteley, to dig into the “Conversational” movement, and what it means for revenue-owning sales and marketing leaders. Hear real-life real examples of using conversational marketing to move from old-school gated content to real-time, meaningful conversations with qualified buyers. If you’re an ops professional looking to drive more pipeline and shift your website from your company’s biggest blind-spot to your biggest asset, this is a session you won’t want to miss.
Join this panel discussion for an open and honest discussion about the challenges these leading practitioners have faced and how they overcame them using industry best practices. This group will share what they have learned and how you can apply it to your own sales & marketing processes. This is the ultimate session for Ops by Ops and is an audience favorite every year.
Its promise is simple: “No matter what, no matter where. DocuSign will keep your business moving forward.” With the COVID-19 crisis, however, this commitment took on new significance.
As the world shifted from the office to remote work, demand grew rapidly for DocuSign’s digital signature and cloud-based agreement solutions. And yet, the company was able to successfully mobilize at the speed needed to support the needs of healthcare, emergency-government services, education and other vital businesses during this critical time.
In the face of growing lead volumes and fast-changing go-to-market conditions, how did DocuSign successfully meet this challenge? Hear from the go-to-market operations team who built the highly scalable, flexible and “built for speed” lead management engine powering the company’s rapid response to incoming requests. And learn how this sophisticated new lead management engine ultimately allowed DocuSign to be there for businesses around the world when they needed it the most.
Are your reps capturing the right data around customer engagement? Measuring engagement is now a must-have for accurate sales pipeline forecasting. By spotting emerging trends with likelihood of impacting deal closure, sales managers can more effectively evaluate all opportunities in the pipeline – and remove those less likely to be won.
For any sales manager or revenue operations professional involved in forecasting management, this session is for you. Learn how integrating data-driven engagement measurements into your forecasting process can boost accuracy – and how to get started.
Join preeminent sales and revenue authorities Pete Kazanjy, founder of Modern Sales Pros, and Don Otvos, RevOps leader at LeanData, to learn how you can supercharge your forecasting process in 2021.
Topics will include:
We all want to clone our best buyers, but this task is often fraught with complexity as internal bias and past performance dictate perceptions. Perhaps there’s a large piece of the market that’d be perfect, you just haven’t discovered it yet. This is where true buyer intelligence can make the difference. Join us and our client, Workhuman, where we’ll share their approach to getting smarter about finding the right buyers.
In this session, you’ll learn:
Limelight Networks delivers the highest quality online video experiences around the globe – particularly important in today’s environment as people are using online video more than ever before. At just the right time to capitalize on this growth, their marketing operations team improved visibility and tightened alignment with sales.
Their entire buyer journey was filled with data, but their campaign effectiveness and attribution were difficult to measure. They needed to expose more insight around sales and marketing activity, draw connections between marketing touchpoints and revenue, and enable more precise adjustments to strategy.
How did Limelight identify their revenue-driving and pipeline-influencing activities? How did they provide visibility for building alignment and improving strategic decisions?
Hear from their director who drove a cultural shift at Limelight, improving campaign optimization and building trust across functions. Explore how they have used insights to increase account penetration and accelerate stalled opportunities. Hear what they learned on their own journey and what they recommend for achieving similar results in your own organization.
Join this panel discussion for an open and honest discussion about tackling racism and bias in the workplace. This group of revenue leaders and individual contributors will cover:
Jama Software provides the leading development platform for building complex products and integrated systems. Jama sells software across various industries, and understanding how each of these industries and markets are different is key to their success in maximizing customer acquisition and revenue growth.
Join Drew Keenan, Director of Business Intelligence and Sales Operations, who will share learnings from Jama’s journey to develop a single source of truth for customer data, enabling them to increase confidence and trust across sales and marketing teams through improved data quality.
Key takeaways:
Does your CEO lament that your sales rep’s productivity isn’t high enough? Do your reps often tell you that the territories and quotas aren’t fair? Do you send your reps to go after accounts that look great and should be great customers, but even after throwing resources and running plays at these accounts nothing much seems to happen?
Get an under the hood look from Kenny Hsu, Head of Sales Operations at Anaplan as he discusses why he believes in these unprecedented times, rev ops professionals must use Moneyball concepts when it comes to sales planning, and the lessons he and his team learned along the way as they applied Moneyball to enterprise sales.
Most RevOps teams know their business processes and data aren’t ready to support their new go-to-market initiatives. So, where do you start? And, what’s the best way to get a buy-in from the broader team and your leadership?
Join Josh Ren, Director, Marketing Operations at Netskope, and Openprise Vice President of Marketing, Allen Pogorzelski, as they share the key areas where a data management program can amplify the impact of every RevOps person, process, and technology
Find out how you’ll be able to:
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