Learn from Operations Professionals
The OpsStars Podcast, a show where marketing operations, sales operations and customer success operations support each other through sharing ideas, learning best practices, and discovering innovative new strategies. We host authentic conversations with OpsStars at the top of their game, to empower you to create a great buyer experience, drive growth for your organization and ultimately succeed in your career.
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Unlocking Cross-Functional Collaboration in Revenue Operations with Chloe Pott, Marketing Operations Leader
In this episode of the OpsStars podcast, Chloe Pott, Marketing Operations Leader, joins Don Otvos to share her journey into revenue operations, the importance of marketing automation, and the challenges of working in marketing operations.
Cracking the Code of Revenue Operations: Expert Advice and Insights with Laura Wheeler, Owner of Renegade Operations
In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura’s journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimizing processes and achieving sustainable growth.
Data-Driven Performance Management in 2024 with Pete Kazanjy, Co-founder of Atrium
In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support offered by the Modern Sales Pros community. Pete also dives into remote working, measuring and managing performance to drive growth and accountability in sales organizations, and the AI impacts on RevOps.
Certifications, Community, Competencies, and AI: Setting Yourself up for Success with Keith Jones, GTM Systems Lead at OpenAI
In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment.
Education, Community, and Resilience: How to Start a Career in RevOps with Michael Orndoff, Senior Manager of Sales Operations at EverCommerce
In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success.
Exploring the Landscape of Analytics and AI in Marketing Operations with Rachel Squire, Marketing Operation Consultant at MOBI Solutions
In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue operations.
Curiosity and Creativity in Ops: Navigating Challenges and Shaping the Future with Rachel Godfrey, Senior Marketing Operations Manager at BambooHR
In this episode of the OpsStars podcast, Rachel Godfrey, 2023 OpsStar of the Year and Senior Marketing Operations Manager at BambooHR, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps.
Navigating Changes in RevOps: The Customer Journey, Collaboration, and Communication with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation
In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey.
Maximizing ROI: Building and Scaling Your Tech Stack for Revenue Growth with Josh Hill, GTM Operations & Technology Leader
In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams.
Bridging the Gap: The Role a Fractional RevOps Consultant Can Play in Early-Stage Organizations with Anne Pao, Founder and CEO of Ignite Consulting
In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps.
Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu
In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science in RevOps.
RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99
In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey, which began in sales operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations and highlights the value of long-term thinking and the revolutionary trends in revenue operations, including the growing role of AI.
Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence
In this episode of the OpsStars podcast, Sean Frazer, VP of Revenue Operations at Dental Intelligence, joins Don Otvos to shed light on the art of growing into a leadership role in RevOps, the importance of building relationships with people and considerations to make when building scalable and dynamic systems in revenue operations.
Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census
In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making.
Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb
In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similarweb, joins Don Otvos to discuss her OpsStars Award-Winning workforce management project, harnessing the power of data for effective workforce management, and the role of workforce management in driving growth.
Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies
In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, and the opportunities to leverage AI to improve the sales process and enhance the customer experience.
Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt
In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.
Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases
When Cat was laid off from her RevOps role in January, she submitted her resume to 203 companies. In her 4.5-month job search, she took to LinkedIn to share the numbers behind her journey, something to help keep her sane but also help others in a similar situation. Today she joins Don to share more about her search and her new role!
How to Help Sales Help You Help Them with Nicholas Lansberry, Go-To-Market Operations Manager at Expedient
In this episode of the OpsStars Podcast, Nicholas Lansberry, Go-To-Market Operations Manager at Expedient, joins Don Otvos to explore how RevOps becomes a driving force for breaking down silos, leveling up internal operations, and enhancing customer success.
Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio
In this episode of the OpsStars Podcast, Trent Allen, RevOps Manager of Automation and Systems at Maxio, joins Don Otvos and discusses the importance of RevOps being the source of truth and aligning with all business functions to enable efficient growth.
Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2
Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.
Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast
Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.
Perspectives on the Modern RevTech stack with Evan Liang, CEO & Co-Founder at LeanData
In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack – because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?
Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad
Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share the skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.
Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting
Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.
SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound
David Dulany, Founder and CEO of Tenbound, joins Rachael to share his best strategies, tactics, and tools on how you can optimize and build successful sales development teams.
Building and Measuring Success for an Account-Based Framework with Pat Oldenburg, Vice President of Demand Generation at Motive
Pat Oldenburg, Vice President of Demand Generation at Motive, joins Rachael to discuss how to set up the foundation for an account-based framework, what metrics you should measure, and why marketers need to work closely with sales to succeed.
Designing a Buyer-Centric Seller Experience with TJ Macke, SVP of Strategy at Sapper Consulting
TJ Macke, SVP of Strategy at Sapper Consulting shares his thoughts on the current inflection point sales team are experiencing and how the best sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience and earn customer trust.
Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase
In this episode of the OpsStars Podcast, Jon Miller, CMO at Demandbase, shares why using data to drive account intelligence can help sales and marketing teams be more relevant by aligning go-to-market motions and messages to the buyer journey.
Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce
Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, shares how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful.
Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights
Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us in today’s episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team.
Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense
In this episode of the OpsStars Podcast, Kerry Cunningham, Research and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales including why now is the time to move past MQLs as a measurement of success and how to better leverage Opportunities to support buying groups.
Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight
Seth Wylie, Director of CS Ops and Admin Community at Gainsight, shares how Customer Success Operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and team looks like and what capabilities and skills are required to become a high-performing CS Ops team.
The Emerging Role of a Pipeline Strategist with Krystal Diel, Pipeline Strategist at Panther
Krystal Diel, Pipeline Strategist at Panther, joins us to discuss the emerging role of a Pipeline Strategist. She shares her career journey from Sales to RevOps and into Pipeline Strategy and how this new role collaborates with the go-to-market teams to optimize strategies and processes to increase revenue.
The Case for a Unified RevOps Org to Align Sales and Marketing and Drive Revenue with Justin Schmidt, VP of Marketing at Capacity
Justin Schmidt, VP of Marketing at Capacity and Host of podcast, The Support Automation Show, joins us to share his thoughts and the advantages of having Marketing and Sales Ops on the same team.
Aligning Sales Development to Bigger Picture Business Goals with Ryann Morrow, Senior Director, Sales Development at Cybrary
In this episode Ryann shares how she took her sales development team from survival mode to a thriving organization, by aligning with big picture business goals.
It’s Here – The New Era of Sales! with Mary Shea, Global Innovation Evangelist at Outreach
Mary Shea, Global Innovation Evangelist at Outreach, joins us to share insights on the new era of sales and why leaders are focused on new strategies, technology, training, diversity, equity, and inclusion to set their organizations up for success.
Building Automated Revenue Dashboards with Elizabeth Medlicott, Director of Marketing Operations at Model N
Elizabeth Medlicott, Director of Marketing Operations at Model N joins us to share how to build a revenue dashboard, and how in doing so, she removed huge operational burdens on MOPs by automating reports and improving the speed and access to critical business information.
How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift
Sean Lane, VP of Field Operations at Drift, joins us to share how operations can play an instrumental role in designing and ensuring a great customer experience.
How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast
Jeff Ignacio, host of The Revenue Architect Podcast, shares why it’s a great time for Operations to move from order taker to valued partner to sales – a shift that will earn them a seat at the decision making table and enable them to be leaders in their own right.
Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle
Greg Poirier, the CEO and founder of CloudKettle, sought-after speaker and advisor with many industry awards to his credit, shares his advice on how Revenue Operations professionals can build effective dashboards, including ones that the C-Suite will love.
Closing the Customer Experience Gaps with Jason Reichl of Breadcrumbs and Go Nimbly
Jason Reichl, the CRO at Breadcrumbs and Co-Founder and RevOps Evangelist at Go Nimbly, joins us to discuss how today’s customers expect a personalized buying experience and how RevOps can use data and analytics to close the experiential gaps in their GTM processes to maximize revenue.
Design Your Operations With the End (User) in Mind with Chelsea Katich, Director of Marketing Operations at McGraw Hill
Chelsea Katich, Director of Marketing Operations at McGraw Hill, joins us to share best practices for marketing operations professionals to help them become more strategic and successfully manage complex projects.
Trust the Process! – How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett, Head of Revenue and Community Operations at RevGenius
Asia Corbett, Head of Revenue and Community Operations at RevGenius, joins us to outline the steps you can take to get your RevOps teams operationally organized to ensure they all execute better together.
Operationalizing the Customer Experience: The role of MOPs with Crissy Vetere-Saunders, CEO & Co-founder at CS2 Marketing
Crissy Vetere-Saunders, CEO & Co-founder at CS2 Marketing, joins us to share her thoughts on the role of marketing operations in operationalizing the customer experience.
True RevOps Connects Marketing, Sales, CS & Product with Jordan Henderson, Senior Director of Revenue Operations at Revenue.io
In this episode of the OpsStars Podcast, Rachael is joined by Jordan Henderson, Senior Director of Revenue Operations at Revenue.io. They discuss how to improve the customer buying journey, how Jordan’s team maintains a customer-focused approach and the importance of maintaining buying experience momentum.
What It Means To Be an OpsStar with Kimberly Galitz of F5 Networks
Kimberly Galitz, Senior Manager, Marketing Operations at F5 Networks and 2020 OpsStar of the Year, joins us to discuss why she’s so passionate about being engaged with the operations community.
The host of the OpsStars Podcast:
Don Otvos
VP of Business Development at LeanData
I’m the host of the OpsStars Podcast and am passionate about helping revenue operations professionals advance in their career.
We work with amazingly talented people in marketing, sales and customer success operations roles in some of the most innovative and some of the most fast-growing companies. We partner with them on their journey of digitization, automation and transformation and watch as they find better ways to drive efficiency and improve revenue growth.
LeanData is sponsoring the OpsStars Podcast as a way to enable revenue professionals at the top of their game to share their experiences.
Don Otvos
VP of Business Development at LeanData
2024 Ops-Stars. 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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