OpsStars

Agenda

Orchestrate. Ignite. Grow.

10:00 AM – 10:55 AM

Keynote: RevOps Contradictions; Navigating the Paradoxes in Today's Uncertain Environment
Stage 1

Join us as we kick off OpsStars 2024 with an opening keynote from LeanData’s Evan Liang, CEO and Christine Maxey, VP of RevOps joined by Karan Singh, VP GTM Strategy & Revenue Operations, LaunchDarkly.

Evan Liang, CEO, LeanData

Christine Maxey, VP of Revenue Operations, LeanData

Karan Singh, VP GTM Strategy & Revenue Operations, LaunchDarkly

11:00 AM – 11:25 AM

Buying Groups with Forrester's Terry Flaherty: From Strategy to Business Case
Stage 1

Terry Flaherty, VP Principal Analyst at Forrester, will explore the shortcomings of traditional Go-to-Market strategies and their constraint of true revenue potential. He will offer insights into the changes required of the revenue process to an opportunity-centric motion,  provide guidance on how teams can implement changes, and walk through how to build a business case for Buying Groups. 

Attendee takeaways:

  1. Understand the core principles of moving to a Buying Group & Opportunity-centered motion. 
  2. Ensure  your revenue process is aligned to your buying process 
  3. Gain an understanding of the iterative process and feedback loop that enhances sales and marketing collaboration 

Terry Flaherty, Vice President, Principal Analyst, Forrester

11:00 AM – 11:25 AM

Sales AI Deep Dive: The Latest AI Vendors, Capabilities, and Trends Impacting Pipeline Generation
Stage 2

The rise of Generative AI has led to a Cambrian explosion of AI-powered solutions for GTM teams. Within the landscape of new solutions, Sales AI tools that boost Pipeline Generation are garnering the most attention.
Join Demi Obayomi, VP & Investor at Sapphire Ventures, and Karan Singh, VP of GTM Strategy & RevOps at LaunchDarkly, as they provide an in-depth analysis of the emerging categories — List Building & Enrichment, Power Dialers & Parallel Dialers, and AI SDRs — that are reshaping the way GTM teams approach pipeline generation.

Key takeaways for attendees:
1. A comprehensive overview of the Sales AI landscape
2. Spotlight on the Sales AI categories transforming pipeline generation, including List Building & Enrichment, Power Dialers & Parallel Dialers, and AI SDRs
3. An understanding of key vendors, capabilities, and trends in these critical categories
4. Best practices and pitfalls to avoid when integrating these AI tools into your pipeline generation strategy

Demi Obayomi, Vice President, Sapphire Ventures

Karan Singh, VP GTM Strategy & Revenue Operations, LaunchDarkly

11:30 AM – 11: 55 AM

Buying Groups in Practice: Combining Technology and GTM Strategy
Stage 1

While plenty has been said about the theory of Buying Groups, there is a shortage of practical expertise on what must be done to effectively run and manage this large-scale initiative. Join Vivek Ravisankar, Senior VP of Engineering at LeanData, and MJ Kahn, Senior Vice President of Technology at OpFocus, as they share their expertise in combining powerful new Buying Group technology with essential analysis and GTM strategy to successfully launch an Opportunity-centric motion. 

Attendee takeaways:

  1. Understand the core technologies needed to effectively analyze, track and manage a Buying Group 
  2. Learn how to identify crucial Buying Group members and roles. 
  3. Gain an understanding of the Buying Group Adoption Journey and key data points to collect along the way.

Vivek Ravisankar, Senior VP of Engineering, LeanData

MJ Kahn, Senior Vice President of Technology, OpFocus, Inc. 

11:30 AM – 11:55 AM

Navigating the Maze: Choosing the Right Tech Stack for Revenue Operations
Stage 2

In today’s dynamic business landscape, the role of Revenue Operations (RevOps) professionals
has evolved significantly, becoming pivotal in aligning sales, marketing, and customer success
strategies. Central to this alignment is the selection and integration of the right technology stack.
This session aims to delve into the key considerations and best practices for RevOps
professionals when evaluating, selecting, and implementing technologies that drive efficiency,
scalability, and revenue growth.

The discussion will cover:

  1. Understanding Your Needs: How to assess current processes, identify pain points,
    and define strategic objectives that inform your tech stack requirements.
  2. Mapping the Customer Journey: Aligning technology choices with the entire customer
    lifecycle—from lead generation to post-sale support—to ensure seamless experiences
    and optimized outcomes.
  3. Integration and Interoperability: Strategies for evaluating integration capabilities and
    ensuring interoperability between different systems to avoid silos and data
    fragmentation.
  4. Scalability and Flexibility: Factors to consider in choosing technologies that can scale
    with organizational growth and adapt to evolving market demands.
  5. Metrics and ROI: Establishing clear metrics and benchmarks to measure the
    effectiveness of your tech stack investments and demonstrate ROI to stakeholders.

Jordan Henderson, VP of Revenue Operations, Evisort

12:00 PM – 12:55 PM

Lunch / Networking

Grab some lunch, another cup of coffee and network with other OpsStars guests

12:00 PM – 12:55 PM

LeanData Lunch & Learn - Live!
Workshop

Seeking inspiration from fellow LeanData users? Interested in brainstorming solutions to common operational challenges? Eager to share your LeanData graph for validation and feedback? Join us for an interactive live Lunch & Learn where you can connect with peers, exchange ideas, and discover how others are maximizing the potential of their LeanData products. Don’t miss this opportunity to learn, collaborate, and innovate with the LeanData community.

Kevin Au, Head of Training, LeanData

1:00 PM – 1:25 PM

Achieving Revenue Growth through Buying Groups at Palo Alto Networks
Stage 1

Jeremy Schwartz, representing Palo Alto’s Global Lead Management team, will take the OpsStars stage to share his experiences managing the three keys to a successful Buying Groups rollout: people, process, and technology. Learn how Palo Alto Network’s team directed a multi-phased effort in a large matrixed organization. Hear how they rebuilt processes and procedures to action an Opportunity-focused, Buying Groups motion. This session offers a practical perspective and shares lessons learned about the effort it takes to migrate to Buying Groups. More importantly, you’ll see first-hand the astounding revenue impact this new strategy delivers.

Attendee takeaways:

  1. Understand the core principles PAN leveraged to transition to Buying Groups
  2. Learn how to manage a phased rollout of a Buying Groups motion
  3. Gain an understanding of the iterative process and feedback loop between Sales, Marketing and Operations.

Jeremy Schwartz, Sr. Manager of Global Lead Management & Strategy, Palo Alto Networks

Alice Walker, Senior Product and Partnership Marketing Manager, LeanData

1:00 PM – 1:25 PM

How to Create the Superhuman SDR
Stage 2

With the drive towards efficiency, the old SDR playbook is no longer working. AI is still not ready to fully do the job. How do we maintain the human touch that SDRs provide, while maximizing their efficiency and effectiveness?

Learn the steps you can take to maintain and grow your pipeline with a smaller Superhuman team! 

David Dulany, Founder and CEO, Tenbound

Brian Birkett, Chief Sales Officer, LeanData

Jen Chambers, Business Development Manager

1:00 PM – 1:55 PM

Implementing a Buying Group Motion with LeanData
Workshop

“Explore how to simplify the concept of Buying Groups into actionable steps. We will outline a framework using LeanData to enhance your Buying Groups implementation strategy. Discover how to align marketing and sales goals by delivering qualified opportunities with multiple contacts, and establish an iterative feedback loop to advance the sales cycle.”

Attendees takeaways:

  1. Framework of implementing Buying Groups within LeanData
  2. Actionable next steps based on your sales strategy
  3. Real life examples of Buying Groups use cases from LeanData customers

Megan Li, Senior Director of Customer Success, LeanData

Dan Nelson, Sr. Customer Success Manager, LeanData

1:30 PM – 1:55 PM

The Operational Infrastructure Powering Cognism’s 70% YoY Growth
Stage 1

Cognism has successfully built an operational infrastructure delivering an astounding 70% YoY growth. How did they do it? Christine Maxey, VP Revenue Operations at LeanData, interviews James Isilay, CEO of Cognism, as he pulls back the curtain on the tactics Cognism implemented across their sales funnel that doubled MQL to Opportunity rate within three years. Learn the fixes applied to Cognism’s lead routing processes to increase meetings attended from 35% to 75%.

Attendee takeaways:

  1.  Learn the funnel optimizations Cognism made across nine years to scale revenue to $76M ARR and achieve operational excellence.
  2. Understand how Cognism doubled its MQL to Opportunity rate while achieving 20% higher productivity per rep through optimized lead routing processes.
  3. See how robust revenue operations can drive remarkable growth.

James Isilay, CEO, Cognism

Christine Maxey, VP of Revenue Operations, LeanData

1:30 PM – 1:55 PM

Scaling Your GTM Org with AI Workers
Stage 2

AI workers are becoming much more fact than fiction, and many of the roles we once relied on human headcount for are now able to be completed autonomously. Learn what AI Workers are actually capable of from the marketing and sales leaders on the forefront of automation, how to implement them to increase the efficiency of your sales team, and how to future-proof your sales and marketing teams to stay ahead of the AI Worker boom.

Kieran Snaith, VP of Revenue Operations, Qualified

Jeff Ostenson, Solutions Engineering, Qualified

2:00 PM – 2:25 PM

Measure What (Really) Matters: The Metrics of Buying Groups
Stage 1

Join TechTarget’s Chief Marketing Officer John Steinert along with the co-founder of Marketo and MarTech entrepreneur Jon Miller as they discuss and debate how to measure and evaluate key metrics for Buying Groups as a go-to-market motion. Understand the data you’ll need to launch this new Opportunity-centric motion and how your metrics will guide targeting and as well as alignment between sales and marketing.  

Attendee takeaways:

  1. With MQLs thrown out the window, understand how to unify sales and marketing goals and metrics. 
  2. Learn how to develop your own key data points in a Buying Groups motion. 
  3. Gain an understanding of the strategies and mindset shifts that will drive organizational success.

Jon Miller, MarTech Entrepreneur and Co-Founder of Marketo and Engagio

John Steinert, Chief Marketing Officer, TechTarget

Alice Walker, Senior Product and Partnership Marketing ManagerLeanData

2:00 PM – 2:25 PM

Leveraging AI for Commercial Acceleration: Insights from NVIDIA and Bain
Stage 2

What does the research show for AI usage and adoption, and how does that align with what Ops practitioners are really executing day-to-day? Hear from Bain Consultant Chris Dent and NVIDIA Revenue Marketing Operations Manager Kelly Goles as they share perspectives from research and in the field.

Attendees will takeaway:

  1. The latest research involving AI tools that support a typical Chief Revenue Officer’s growth agenda: sales productivity, commercial acceleration, pricing, and transformative Gen AI.
  2. AI use cases and how to avoid common pitfalls when trying to deploy tools internally.
  3. How and where to get started with AI tools in your tech stack. 

Chris Dent, Partner, Bain & Company

Kelly Goles, Revenue Marketing Operations Manager, NVIDIA

2:30 PM – 2:55 PM

Building a Data Playbook —Why every RevOps leader needs one and how to ensure you’re getting the right data for your team
Stage 1

Over the last 5 years, the number of data vendors has exploded — each guaranteeing the best data at the cheapest price. The reality — there is no “best” data vendor. Data isn’t valuable unless it aligns with your ICP and provides you the signals your sellers need for prospecting. Learn how to build your own data playbook to ensure your GTM team builds pipeline and revenue.

Ben Kwon, Chief Operating Officer, LeadIQ

2:30 PM – 2:55 PM

Transforming Sales with AI: Meet 1mind and TOFU
Stage 2

See how AI is visibly revolutionizing GTM from top-of-funnel to closed-won. This session will feature two innovators changing the game to close deals faster and set up and launch campaigns with only a few clicks. Mind blowing! You’ll learn:

1. How AI can change sales conversations

2. What AI can do to enable rapid campaign iteration

3. What else can we expect from AI in the future? 

Amanda Kahlow, CEO and Co-Founder, 1mind

Honglei Liu, Co-Founder and CTO, Tofu

Kathleen Estreich, Managing Partner/Co-Founder, MKT1 and Partner, Pear VC

3:15 PM – 3:40 PM

Customer-Centric Scaling: Accelerate Growth & Retention with Marketing Ops
Stage 1

Join this OpsStars panel featuring two OpsStars Award-winning Marketing Operations leaders as they dive deep into the strategies and tactics to operationalize the ultimate growth engine, your existing customers!

Key Takeaways

  1. How to bridge the gap between new business acquisition and expansion efforts
  2. Operational frameworks to maximize the efficiency of customer retention and growth
  3. Proven methods to optimize your funnel at every stage

Alex Wolff, Director, Marketing Technology and Operations, Rocket Software

Rachel Godfrey, Senior Marketing Operations Manager, BambooHR

Christine Maxey, VP of Revenue Operations, LeanData

3:15 PM – 3:40 PM

Is GTM Operations a new fad?
Stage 2

We all witnessed the evolution of Sales Operations growing into Revenue Operations; resulting in its growth to the #1 job on Linkedin in 2023. But not everyone was convinced: the problem was in team re-brands that were “only Sales Ops” going by a different name. The teams didn’t deploy a unified approach to include marketing and customer success. They may have even reported to a CRO that did not have responsibility for all revenue.  

Now we’re seeing the emergence of GTM (go-to-market) Operations. So why is this happening? Have we just adopted yet another fancy new label for the same thing, OR is the movement different this time? Some experts do define GTM Ops as being meaningfully different from RevOps. 

In this session we will debunk myths about all kinds of ops teams. We’ll expose these re-brands for what they are and learn how to avoid the pitfalls of jumping on the category bandwagon – and what to do instead.

Join us as we map out how to truly unite operations across the customer journey and go-to-market departments from marketing, to sales, to product, to customers. Because at the end of the day, no matter what label we put on it, there is only ONE right way to run a unified operations team. 

Mallory Lee, RevOps Expert & Co-Founder, The RevTech Review

3:45 PM – 4:10 PM

Growing your RevOps Career
Stage 1

Are you looking to get into or grow your career in RevOps? Come listen to folks who have and are doing just that! Come ask questions, get some advice, or just to be inspired!

Trent Allen, Sr RevOps, Go Nimbly

Jacki Leahy, Fractional RevOps Advisor and Founder, Activate the Magic

James McArthur, Director of RevOps, Nue.io

Sunny Nguyen, Senior Salesforce Admin, Iterable

3:45 PM – 4:10 PM

Translating Geek Speak to CMO Speak: Unveiling the secrets to MOPs/RevOps Career Success
Stage 2

In this career-transformative presentation, discover the crucial adjustments required to translate “Geek Speak” to “CMO speak.” Learn how to elevate your role as a strategic partner, unlocking a wealth of resources and recognition. This session provides guidance on how to bridge the gap between the technical intricacies of MOPS and the C-suite’s perspective. Whether you’re a MOPS specialist creating campaigns or a Senior Director of MOPS and Martech leading your organization, this knowledge will empower you to secure marketing leadership support for promotions, budget allocations, increased headcount, additional resources, and more importantly a seat at the strategic table.

Jessica Kao, Senior Director, Marketing Operations and Martech, Cloudflare

4:15 PM – 4:40 PM

How to put the Rev back in RevOps
Stage 1

While most SaaS revenue comes from existing customers, post-sales often plays second fiddle in RevOps. Matt Volm, CEO & Co-Founder of RevOps Co-op and Annie Dean CEO & Co-Founder of RecastSuccess share actionable strategies to supercharge your post-sale motion so you can put the Revenue back back in RevOps.

Matt Volm, CEO and Co-Founder, RevOps Co-op

Annie Dean, CEO and Co-Founder, RecastSuccess

4:15 PM – 4:40 PM

Quota Crushers or Seat Warmers: The Final Word on Sales Team Accountability
Stage 2

In the rapidly evolving sales landscape, organizations are grappling with the critical challenge of fostering a culture of accountability while avoiding a fear-driven environment. This session will dive deep into the strategies and tactics that sales leaders can employ to inspire their teams to rise above mediocrity and consistently crush their quotas.

On this panel, veteran sales and revenue operations leaders will explore the crucial role of frontline managers in driving performance, and discuss how to equip them with the tools and skills they need to be effective coaches rather than mere firefighters. Attendees will learn how to differentiate between struggling reps who need support and slackers who need discipline (or need to be offboarded) and discover proven systems for detecting and correcting underperformance.

Through real-world examples and interactive discussions, we will examine the key factors that contribute to a disengaged sales force and share practical techniques for reigniting their passion and engagement. Participants will walk away with a comprehensive guide to building a high-performance sales culture where accountability is the norm and quota crushing is the expectation.

Whether you’re a sales leader, sales manager, revenue operations pro, or sales enablement guru, this session will provide you with the insights and strategies you need to take your team’s performance to the next level and ensure that every rep is a true quota crusher, not just a seat warmer.

 

Pete Kazanjy, Cofounder, Atrium

AJ Gandhi, Chief Growth Officer, Marlin Equity Partners

Thiago Sá Freire, President of Field Ops, OpenGov

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