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The Revenue Lounge podcast is a series of candid conversations with leaders in the revenue operations space. The aim is to humanize the discipline with real-life field insights that explore different facets of this critical go-to-market function.The podcast covers stories from leaders across RevOps, Sales, Customer Success, GTM, Data and Marketing about what drives these functions and what advice they would share with our listeners. With 3 seasons recorded, the podcast currently features 50+ enterprise leaders in the B2B SaaS domain. Tune in to hear from the best in the business.
Orchestrating Siloed Data to Drive Business Decisions ft. Mahesh Kumar
Data plays a key role in running a successful revenue operations function. But data is mostly trapped in siloed systems, in forms that might not be feasible for use (missing data, stale data, duplicate data), or have different definitions and renditions across departments like sales, marketing and customer success. This affects the strategic decisions that are made by revenue leaders with insights from the data. And lack of transparency and alignment in data leads to revenue leakage. This can be prevented by making a sound strategy for data orchestration. When leadership and the entire organization spanning across the nine yards of revenue speak the same data language, revenue generation becomes more strategic and successful. In this episode, Mahesh Kumar, Senior RevOps Leader at AppViewX shares his thoughts and experience on how building a strong data orchestration strategy can unlock true revenue potential that lies within an organization's data.Tune in to learn more. Want to learn more about Nektar? Talk to our team - https://bit.ly/3F9MZ1Z
34:4726/10/2022
Building a GTM Data Governance Framework ft. Asia Corbett
Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their [annual revenue.Clean, reliable and trustworthy data is the key to making GTM efforts successful. The significance of clean & unified data increases even more as organizations scale and add more tools to their revenue tech stack.But how can RevOps teams carry out this critical system audit?This episode discusses data integrity and its significance in running a tight GTM ship.We have Asia Corbett, Senior Revenue Operations Manager at Bread Financial to guide us through this topic. She is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines.Let's hear it from her!Want to learn more about Nektar?Talk to our team - https://bit.ly/3CNjDnz
29:5319/10/2022
Using RevOps to Help Reps Succeed ft. Eddie Reynolds
Sales is getting tougher by the day. Reps are finding it hard to close deals in the midst of massive competition, digital buying, and crunched budgets right now due to a downturn. 87% of them are feeling burned out from work (Gartner CSO survey 2022).Sales quota attainment rates continue to dwindle. This is despite a massive proliferation of sales tools in the market that come with the promise of enabling reps to crush their quotas.RevOps comes in with a lot of hope in simplifying sales for reps. What are the broad areas in which RevOps enable sales reps to perform better?Our guest Eddie Reynolds will help us answer some of these questions in this podcast. Counted among the top RevOps leaders, Eddie has spent the last 20 years in sales. He believes that a repeatable, scalable and integrated revenue engine is what separates top performers from the rest.Let's hear it from him!
51:2112/10/2022
Creating a Successful RevOps Roadmap ft. Briana Yarborough
Welcome to Season 1 Episode 4 of The Revenue Lounge Podcast by Nektar.ai - A series of interviews with top Revenue Operations leaders on what drives the function and what keeps them going!Episode Host - Abhijeet Vijayvergiya https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/Episode Guest - Briana Yarborough https://www.linkedin.com/in/revopsleader/Podcast DetailsPodcast page - https://bit.ly/3e5QhIuSpotify - https://open.spotify.com/show/3DUOqnTpPOJ2xbyl7HdgN3Google Podcasts - https://podcasts.google.com/u/1/search/the%20revenue%20loungeApple Podcasts - https://podcasts.apple.com/in/podcast/the-revenue-lounge/id1645044872Episode DetailsMore than half of chief sales officers are executing or considering developing a RevOps function in their organization. There have been several studies that have proven the impact a RevOps model can have in aligning teams and driving predictable revenue.But where does one start?What is the first step?This episode covers some basics of creating a successful roadmap. RevOps leader Briana Yarborough takes us through her own journey into RevOps, her learnings on when and how an organization can start with their RevOps journey.Want to learn more about Nektar? Talk to our team - https://bit.ly/3C4sh0i
42:2705/10/2022
Using Activity Data to Drive Sales Productivity ft. Michael Parry
Capturing seller activities can be Achilles’ heel. Adding more admin work on the rep’s plate and not having any meaningful impact on actual sales motion ends up helping no one. So how can leaders do it right?This podcast highlights how sales operations leaders can effectively measure sales productivity through sales activity tracking. Tracking seller activity plays a crucial role in understanding the productivity levels of sellers for managers and sales leaders.We have Michael Parry, head of sales operations at Observe.ai, who will help us answer some questions around how tracking seller activity the right way can help in generating more revenue. Tune in to learn more.
32:1228/09/2022
How to Win in Times of Uncertainty ft. Ben Stroup
2020 affected businesses and altered the way we work. The pandemic is still not completely over, and the economy is currently undergoing one of the most challenging downturns. We are seeing massive layoffs, investor skepticism and other cost-cutting initiatives across the tech industry. Seems like uncertainties have been the only constant.How can business leaders prepare prevent themselves from such shocks? Our guest today can help us find some answers.Ben Stroup is the Chief Growth Architect and President at Velocity Strategy Solutions where he helps leaders design, develop, and deploy smarter business growth strategies. Ben is a data champion who assists leaders in bridging the gap between ideas, innovation, and revenue—taking ideas from mind to market.He is also the author of the book “Master the Pivot: How to Lead (And Win Big) in Times of Uncertainty” that has grabbed the #1 spot on Amazon’s reading list.
45:5121/09/2022
Navigating the Downturn with a Hyperfocus on Productivity ft. Rosalyn Santa Elena
In today's episode, we talk about a very relevant topic that is impacting so many businesses right now. The economy is currently undergoing one of the most challenging downturns. We are seeing massive layoffs, investor skepticism and other cost-cutting initiatives across the tech industry. More disruptions have hit businesses in the form of the great resignation, digital buying, global inflation, and supply chain disruption.The mantra of “growth at all costs” that defined the last decade of business expansion is dead. This downturn has forced revenue leaders to look at more sustainable ways to conduct business that can withstand any turbulent tides that might arise in the future. The new mantra is achieving “productivity at all costs.”This episode covers how this productivity can be achieved to shock-proof revenue generation for businesses. And what are the elements that are a necessary pre-requisite to successfully deploy the “productivity at all costs” mantra.The guest for this session is Rosalyn Santa Elena. Rosalyn is an advisor to several high-growth start-ups on all things GTM and Operations, an active leader of Revenue operations in multiple communities and platforms, and the founder of OpsTherapy. She is also the host of The Revenue Engine Podcast that has helped so many of us with the knowledge to elevate the ops function ourselves as ops professionals.
34:4709/09/2022