10:00 AM – 10:55 AM
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
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:
Terry Flaherty, Vice President, Principal Analyst, Forrester
11:00 AM – 11:25 AM
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
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:
Vivek Ravisankar, Senior VP of Engineering, LeanData
MJ Kahn, Senior Vice President of Technology, OpFocus, Inc.
11:30 AM – 11:55 AM
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:
Jordan Henderson, VP of Revenue Operations, Evisort
12:00 PM – 12:55 PM
Grab some lunch, another cup of coffee and network with other OpsStars guests
12:00 PM – 12:55 PM
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
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:
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
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
“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:
Megan Li, Senior Director of Customer Success, LeanData
Dan Nelson, Sr. Customer Success Manager, LeanData
1:30 PM – 1:55 PM
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:
James Isilay, CEO, Cognism
Christine Maxey, VP of Revenue Operations, LeanData
1:30 PM – 1:55 PM
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
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:
Jon Miller, MarTech Entrepreneur and Co-Founder of Marketo and Engagio
John Steinert, Chief Marketing Officer, TechTarget
Alice Walker, Senior Product and Partnership Marketing Manager, LeanData
2:00 PM – 2:25 PM
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:
Chris Dent, Partner, Bain & Company
Kelly Goles, Revenue Marketing Operations Manager, NVIDIA
2:30 PM – 2:55 PM
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
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
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
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
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
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
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
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
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
2024 Ops-Stars. All Rights Reserved. 2901 Patrick Henry Drive, Santa Clara, CA 95054
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OK🎊OpsStars 2024: Winners Announced!🎊 The best of the best have been chosen! Find out who the OpsStars winners are. View the full list now!
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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