Our host, Jeff Ignacio, sits down with Julia Roth, Head of Revenue Operations and Analytics at Deako Lighting. They discuss what a revenue operations function looks like in a non-saas business. From forecasting, building funnels, customer tracking and data collection. They also discuss product management and feedback loops.

Our host Jeff Ignacio sits down with Sean Lane, Founding Partner of BeaconGTM, and Laura Adint, Operations & Strategy Lead at Raymond James, discuss the release of their book, The Revenue Operations Manual. Here, they discuss the four pillars of RevOps and the importance of building and getting a 360-degree view of the business. They also discuss building a team, maintaining relationships, and goal setting.

The RevOps Review - With Jeff Ignacio and Steve Silver - Customer Retention and Sales Enablement

Our host, Jeff Ignacio, sits down with Stuart Balcombe. They discuss the importance of feedback loops and creating executive and cross-functional alignment. They discuss product management and how to let data guide your decision-making.

Our host, Jeff Ignacio, sits down with Brent Keltner. They discuss personalisation and how to craft your outreach to match the organisation, not just the individual. They also discuss the importance of intent data and how to leverage this to engage with prospects, as well as how to sell to revenue operators.

Our host Jeff Ignacio sits down with Jeremy Donovan, Executive Vice President of RevOps and Strategy at Insight Partners. They discuss how to optimise your hiring process, create cadences, and perfect your org structure. They also look into what it means to be in the business vs on the business and performing due diligence.

Our host, Jeff Ignacio, sits down with Rachel Nazhand, Vice President of Business Transformation at Zelis. They discuss the differences between revenue operations and business operations. They discuss how to support businesses moving from start-up to scale-up, maintain a cross-functional mindset and optimise the business outside of software and systems. They also touch on what RevOps looks like outside of the SaaS space and how to transition into business operations.

Our host Jeff Ignacio sits down with Roxanne Taku, Revenue Strategy & Operations lead at Airwallex. They spoke about building an operations strategy in EMEA and how to find the right tools and data sets for your region. They also discuss how to balance the quantitative and qualitative insights, drive improvements and productivity gains and centralise reporting.

Our host Jeff Ignacio sits down with Janis Zech, CEO and Co-founder of Weflow. They discuss all things forecasting. They look into machine learning and data driven forecasting, pipeline covergae and improving data quality. They also look into customer health metrics, product usage and renewals and expansions.

Our host Jeff Ignacio sits down with Stephen Diorio, author of ‘Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data’ and Steven Busby, Managing Director of Slate Point Partners. They discuss how to calculate and measure the financial impact of RevOps and how to create a business case for RevOps leaders to fund their growth programs, allocate growth resources and prioritise growth investments. They also talk about building cross-functional teams, funding growth capabilities and prioritising growth actions. 

Our host Jeff Ignacio sits down with Jeffrey Serlin, CRO of Revcast to discuss GTM planning. They look into annual planning, creating alignment, and setting OKRs. They also look at how to factor in time scaling and headcount and how to remain data driven. Finally, they delve into the metrics that matter, tracking progress and adjusting when necessary. 

Our host Jeff Ignacio sits down with Renoli Huaya, Head of Revenue Operations at Common Room. They talk about building a team, operating as a team of 1 and keeping yourself accountable. They also discuss how to create a pricing strategy and roadmap, as well as how to effectively prioritise your tasks and stay motivated.  

Our host Jeff Ignacio sits down with Sarika Garg, Co-founder and CEO of Cacheflow. They discuss how to optimise your pricing strategies, the importance of usage metrics and how to craft proposals. They also discuss renewals, the handoff process and the relationships between sales and finance and forecasting.

Our host Jeff Ignacio sits down with Mark Lerner - Director of Growth Marketing at DealHub. They talk all things marketing and marketing operations, looking at newsletters and guerilla marketing tactics. They also discuss finding a product market fit, moving fast but remaining agile and the tools and systems you need to support your functions. 

Our host Jeff Ignacio sits down with Chris Kierz, Head of Marketing Operations at Jasper. They discuss having multiple sources of truth and different CRM infrastructures. They also look into lead tracking, lead scoring and intent scoring. Finally, they discuss the marketing-to-sales handoff and how this can be improved through a sales-accepted lead stage. Check out more from Chris’ playbook: https://www.cognism.com/fix-your-funnel/chris-kiertz

Our host Jeff Ignacio sits down with Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath. They look at how to tailor your sales process and demos to each buyer and their pain points. They also discuss outbound automation, forecasting and the buying process. Finally, they look at the importance of gaining street credibility and looking at your sales processes from a mathematical and analytical lens.

Our host Jeff Ignacio sits down with Ali Rastiello, VP of Revenue Operations at Health Catalyst. They discuss how to be proactive rather than reactive, break down silos and change the mentality of your teams in RevOps. They also look into CPQ and how to improve visibility, standardise systems and become a strategic advice partner for your GTM function.

Our host, Jeff Ignacio, sits down with Laura Fu, VP of Revenue Operations and Productivity. They talk about managing the entire customer journey and which metrics to focus on, including pipeline coverage and NRR. They also look into how to optimise the sales funnel in a scaleable and repeatable way and how to inspire and incentivize reps. Finally, they discuss what data is the most important to track and analyse and how to build a tech stack.

Our host Jeff Ignacio sits down with Camela Thompson, RevOps and Marketing consultant. They discuss how RevOps is so much more than just sales ops rebranded and how it plays an important role across the entire GTM motion. They look into defining North Star metrics, the importance of brand building and why more time and focus needs to be spent on customer success. 

Our host Jeff Ignacio sits down with Gabe Naviasky, co-founder of Leadbeam. They discuss how to transition into RevOps and the skills that are important as a revenue operator. They also discuss how to coach your reps, prioritise your problems and understand what is best for the company. Finally, they look at how to lead from the front and how Gabe helped decrease churn and increase revenue.

Our host Jeff Ignacio sits down with Samarth Mital, Senior Director of Global Sales Strategy, Planning and Analytics, Renewals and Sales Development at Rubrik. They discuss how to intelligently scale GTM strategies, from creating sophisticated models, planning and analytics and working cross-functionally. They also discuss transitioning from a consultancy role to an internal revenue operator. They delve into how to run operations efficiently at a larger company as well as how to create the best territory design.

Our host Jeff Ignacio sits down with Jake Dunlap, CEO of Skaled Consulting. They look at how to improve the buyer’s experience and improve personalisation. They also look into the power of AI and how it can help build sales relationships and understand personas, pain points, and how you solve problems. Finally, they discuss how RevOps can help scale businesses, build infrastructures and fix what’s broken.

Our host Jeff Ignacio sits down with Nicholas Garza, Revenue Operations Manager at Membersy. They discussed how to work effectively as a team of 1, from prioritising tasks to creating departmental alignment. They also spoke about the difference between having a backlog and a roadmap. They looked into how to request and prioritise new resources, build and optimise a tech stack and increase adoption rates

Our host Jeff Ignacio sits down with Akanshsa Aggarwal, Senior Director of GTM Strategy and Ops at NetApp. They discuss how to learn from failure and reflect on your impact, as well as their time together at AWS. They also look at how to become an objective trusted partner and look at the objective data points to plan and advise strategically. They also discuss Akansha’s coaching experience in the neurodiverse community. 

Our host Jeff Ignacio sits down with Max Maeder, CEO of Found HQ. They discuss how to build and scale systems and internal structures. They look into the consequences of working in silos and the importance of unifying teams and systems. They also discuss how to build a roadmap and a centralised org.

Our host Jeff Ignacio sits down with Jacki Leahy, Founder of Activate the Magic. They discussed her journey into RevOps, Jacki’s love of breaking and fixing things, and how she learned to operationalise processes. They also delved into how to construct and scale a team and build a GTM tech stack vs what she could unlock with capability.

Our host Jeff Ignacio sits down with Rob Jones, Creative Lead at RevPartners. They discuss how to define your core personas, ICP and product market fit. They also look into how RevOps as a service can add value and the crucial metrics you need to track for your marketing function, including the importance of dark social. Finally, they cover why your CRM should be a product, not a project. 

Our host Jeff Ignacio sits down with Matthew Volm, CEO of The RevOps Co-Op community. They discussed the upcoming trends within the RevOps space, including the shift in attention towards the post-sales side of operations and customer success. They also covered how AI will speed up processes and efficiency, especially when implementing new tools. Finally, they look at what resources revenue operators are looking for and how they can work better and faster rather than reinventing the wheel.

Our host Jeff Ignacio sits down with Cody Kimball, Senior Director or Revenue Operations and Analytics at Entrata. They discussed how to improve operational efficiency and automate intelligence and the need to be strategic and intentional with decisions. They also spoke about the cost of bad and stale data and the difference between a single source of truth vs systems of record. Finally, they looked at restrictive insights and guiding GTM strategy with data.

Our host Jeff Ignacio sits down with Timothy Hughes, author of ‘Smarketing’ and CEO of DLA Ignite, to discuss collaboration and alignment. They cover the sales and handoff process, how to measure success and ratios. They also discuss the power of social media, the dark funnel and leading indicators. 

Our host Jeff Ignacio sits down with Chris Fezza, CEO of Operatus. They discuss the metrics that matter, the importance of establishing a robust data structure and the impact of AI in RevOps. They also talk about how to be more strategic with your decisions, the quote to cash process and how to prioritise your budget. 

Our host Jeff Ignacio sits down with Jen Bergren, a course creator and instructor. They delve into the RevOps community and how to find resources, from courses to newsletters. They also discuss which tools can be used to document your processes and touch on what role AI can play with creating chatbots. 

Our host Jeff Ignacio sits down with Mallory Lee, Vice President of Operations at Nylas. Mallory delves into her experience in marketing ops and how RevOps can enhance alignment and provide a unified vision. She and Jeff cover the customer journey and the data you need to understand personas. They also discuss the importance of product usage information and customer retention.

Our host Jeff Ignacio sits down with Eddie Reynolds, CEO and Revenue Operations Strategy Consultant at Union Square Consulting, to talk about why RevOps is needed as a strategic function. They discuss how RevOps can help fix undocumented and broken GTM and sales processes. They also talk about the sales assembly line, the need to improve prospecting and how companies need to go beyond just throwing bodies at a problem. They explain how RevOps can offer a more targeted and strategic approach.

Our host Jeff Ignacio sits down with Sam Sutton-Reid, Director of Revenue Operations at Pearson, to discuss which skills you need as a revenue operator. They discuss how previous experience in sales roles adds a level of empathy and understanding to the role and what it takes to be a leader in RevOps. They also touch on the RevOps continuum and how AI will impact the RevOps workforce. 

Our host Jeff Ignacio sits down with Cliff Simon, Chief Revenue Officer at Carabiner Group, to discuss all things data. They discuss how to use data to drive insights and the importance of data governance and a robust data infrastructure. They also highlight why data hygiene is integral and how companies can leverage intent data and various data sets. 

Our host Jeff Ignacio sits down with Caterina Torres to discuss all things customer success. They talk about the different approaches with high-touch and low-touch customers and how why collaboration between customer success and sales is paramount. They also discuss how to set the right customer success metrics, feedback loops and ARR.

Our host Jeff Ignacio sits down with Anastasiia Binns, Head of Revenue Operations at Semble to discuss how to prioritise and categorise problems in RevOps. They delve into the importance of quick wins and building relationships and credibility within the org. They also talk about why you should pick your battles and how to decipher what is actually broken.

Our host Jeff Ignacio sits down with Ping Del Giudice, VP of Revenue Operations at Leapsome, to discuss the single source of truth. They talk about the importance of data visibility, accuracy and dashboards. They also delve into how to map out your buyer's journey and develop a roadmap with consistent definitions and metrics. On top of this, they discuss the importance of data-driven decision-making and one-way and two-way doors. 

Our host Jeff Ignacio sits down with Haris Odobasic, Co-Founder of Revenue Wizards to talk about customer health and success. They discuss the importance of customer health scores and product signals. They also talk about how to prevent churn, drive upsell understand usage data. 

Our host Jeff Ignacio sits down with Shantanu Shekhar, the Head of EMEA Customer Sales at Gong, to discuss how to improve and optimise operational efficiency. They cover the annual planning process, unit economics and how to test ratios. They also discuss improving processes and tech stacks to save time and resources. 

Our host Jeff Ignacio sits down with Jeff Cullimore, the Senior Manager of Marketing Operations at Coalition, Inc. They discussed how marketing operations fits into RevOps as a whole and the importance of working and communicating as one single organisation. As well as this, they delve into how to become a strategic advisor, prioritise team goals and communicate impact. They also covered the importance of data literacy within marketing analytics.

Our host Jeff Ignacio sits down with Sam McManus, a GTM Strategy and Operations Director at Capital One, to talk about one-way and two-way doors in RevOps. They discuss how to categorise, define and differentiate between the two. They also talk about how to build a RevOps team, the importance of specialisation and data-driven decision-making.

Our host Jeff Ignacio sits down with Stephen Stouffer, VP of Digital Transformation and Innovation at SaaScend, to discuss how AI is transforming the RevOps space. They focus on how AI will impact account scoring and lead routing and enhance planning and accuracy. They also discuss custom integrations and how this can improve efficiency.

Our host Jeff Ignacio sits down with both Morgan Ingram and Gaetano Nino DiNardi to discuss how best to align sales and marketing teams. They explore how these teams can collaborate throughout the annual planning process and how to make the handoff process as seamless as possible. They also delve into how to establish regular operating rhythms.

Our host Jeff Ignacio sits down with Brad Smith, CEO of Sonar & Founder of The Wizard of Ops. In this week’s episode, they discuss the current pain-points and challenges for revenue operators and how to optimise RevOps as a function accordingly. They also highlight the importance of the opportunity cost and why revenue operators must call out what is not working within their org.

Our host Jeff Ignacion sits down with Rudy Wilson-Evans, Revenue Operations Manager at Synthesia, to discuss inbound and outbound messaging. He highlights the importance of understanding your ICP and tweaking your messaging accordingly. He also shares insights into his career progression and his experience in merging sales development operations with marketing operations.

Our host Jeff Ignacio sits down with Taimoor Tariq to discuss his experience and findings whilst working in RevOps. They focus on the key responsibilities of a revenue operator and its integral link to product management, and discuss how to communicate impact and prioritise work. They also delve into the use of tools, metrics and roadmaps.