PODCAST · business
RevOps Corner
by Union Square Consulting
Welcome to the RevOps Corner. In this Podcast we're in the corner of Revenue Operations and Go To Market professionals, sharing strategy, advice, and best practices for building scalable sales, marketing, and customer success operations in growth-stage B2B SaaS companies. For more information, go to:http://www.unionsquareconsulting.com
Episodes
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The GTM Motions and Channels Working Right Now with Richard Perez
Richard Perez leads the sales and go to market practice at Apax Partners, a private equity firm, where he works with their portfolio companies on how they sell. We asked which motions he'd back at the enterprise end, which at the SMB end, and what he wouldn't spend his own money on. Almost every...
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Building an AI-Native Outbound Engine
SaaStr surveyed companies that had implemented AI SDRs and found only 3% had any revenue to show for it. Eddie's read is that this is the same pattern as Outreach and Salesloft a few years ago, and Gmail and Salesforce before that. So we mapped the system that has to be built around an ai-powered...
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Finding New Growth Without New Logos with Robert Clarkson
New logos get most of the attention in a revenue org. Robert Clarkson calls that the most obvious of three growth levers, and it's the one he spends the least time on. He has run revenue at PayPal, Stripe, Payoneer and now Fiserv, which moves $4.6 trillion in payment volume a year. At one company...
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What's Working in Outbound in 2026
We get asked what's actually working in outbound constantly, and specifically what works for companies that don't have a great brand. So we read the industry reports, more than 100 million emails worth of data, and traced every stat we could back to its original source. The surprising finding was...
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Get Off Your SaaS and Use AI to Replace Gong and Clari with Adam Coffey
Adam Coffey priced out the sales tooling he was looking at and the quotes came back at several hundred thousand dollars each. His team built their own instead, and rolled it out globally to all sales reps and managers at Ivanti. It does the meeting prep, flags risks from call transcripts, emails...
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How to Turn Your GTM Dashboard Into Actual Decisions
Most companies have a dashboard. Some of them even have accurate data. What wayy fewer of them have is someone who can look at that data on a Thursday morning and walk into a meeting and say: here's what I think is wrong, here's why, and here's what we should do about it. The gap between…
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How to Turn Around Stalled Growth with Lou Shipley
Lou Shipley has sat in almost every seat that touches revenue. He's been the rep, the VP of sales, a three-time CEO, a board member, an investor, and now a senior lecturer at Harvard Business School where he teaches the most popular class on campus. When he walks into a company today and…
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What Your Top Performer Says About Your Sales Org
Every sales org has one. The rep who ignores the playbook, barely touches the CRM until a deal closes, runs the lowest activity on the team, and still outsells everyone else combined. Most leaders explain it as raw talent. Eddie thinks that explanation is costing them far more than they realize.…
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Inside Vercel: How a $9.3B Company Uses AI Agents to Run GTM with David Totten
Vercel is a $9.3 billion company powering much of the modern web (OpenAI, Nike, Netflix, Walmart) and 30% of the applications being deployed on their platform are now agent-built. David Totten is the VP of Field Engineering, which means he owns every technical touchpoint a Vercel customer has…
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How to Hire a VP of RevOps
Most VP of RevOps searches go wrong before anyone looks at a resume. The CRO decides they need one person who can manage every tool in the stack, architect the entire go-to-market engine, analyze the data, build AI solutions, and somehow drive revenue while responding to every Slack request that...
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How Abridge Built an AI-Powered Enterprise Sales Engine with Jeremy Von Halle
Jeremy Von Halle joined Abridge when they had two sellers and less than $5 million in ARR. Now the company has over $200 million in revenue, a $5.3 billion valuation, and a 200-person commercial organization selling into a total market of just 300 large health systems. With only 300 potential...
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Why Doesn't Anybody do Outbound for Pizza?
A meme went viral on LinkedIn: "Hey, this is Gigi from GG's Pizza calling. You ordered last week. We have a pepperoni pizza ready and can deliver in ten minutes. Are you hungry?" It's absurd. Nobody does outbound for pizza. But Eddie looked at it and realized Gigi is actually running better...
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The Pipeline Management Framework v3.0
Almost every revenue leader will tell you their number one priority is generating more pipeline. But if the pipeline you already have is leaking, more volume just means you lose more deals, only faster. Reps are chasing deals they will never win, sandbagging deals they could close, and pushing...
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Epic Events Guest Episode: Why Your Events Aren’t Driving Revenue (And What Your GTM Strategy Is Missing)
This episode is a guest appearance by Eddie Reynolds, CEO of Union Square Consulting, on the Epic Events by vFairs podcast with Muhammad Younas. You can find the original episode on Spotify and Apple Podcasts. Eddie breaks down how events fit into a GTM strategy and why most companies waste their...
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Do We Ever Need to Log Into Salesforce Again? Headless 360 for GTM
Salesforce co-founder Parker Harris stood on stage and asked the same question every sales rep has been thinking for 20 years: why should you ever have to log into Salesforce again? Then Salesforce went headless, opening up the MCP so that AI tools like Claude and ChatGPT can read from and write…
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What's Actually Working in Outbound Right Now with John Barrows
John Barrows has trained sales teams at Salesforce, LinkedIn, Google, and Amazon. He's watched every wave of outbound innovation since before predictable revenue was a playbook. And right now, he has a challenge for anyone claiming AI has tripled their results: show me the numbers. Because what...
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Your Partner Program Is Targeting the Wrong People
For ten years, the partner channel has been the single largest source of revenue for Union Square Consulting. Not marketing, not outbound, not referrals from happy customers. Partners. And for most of those ten years, Eddie was reaching out to the wrong ones. Thousands of conversations with...
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$20M to $650M: How Carta Kept Growing When the TAM Ran Out with Jeff Perry
Jeff Perry joined Carta in late 2018 when it was a 275-person startup selling cap tables to founders. Eight years later, it's a $650 million private markets platform with 50,000 companies on the platform, a fund administration business for venture and PE firms, a total compensation product, tax...
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The AI-Driven Continuously Self-Improving ICP
On paper, everything looks healthy. Reps are hitting activity. Leads are coming in. Pipeline looks full. And yet deals are slipping, cycles are running long, and customers keep churning out the back. So much of that comes back to an ICP definition that's too broad, too shallow, and stuck in a doc...
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How Miro Rebuilt GTM Around Renewals, ICP, and Value Selling with Sangeeta Chakraborty
Miro had 60-70 million users, world-class UX, and reps were overachieving on their numbers. Then the pandemic tailwind died and the product became an easy target to replace with free alternatives. The problem wasn't that people didn't love Miro. The problem was that nobody had ever tied it to...
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How Deep the CRM Data Problem Actually Goes with Anders Krohn
Anders Krohn spent years deploying AI into enterprise go-to-market organizations and kept hitting the same wall. The models weren't the problem. The data was. When his team anonymized and aggregated proof-of-concept data across dozens of companies, they found that 86% of CRM records had some kind...
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How to Sell in a Buyer-Controlled World with Doug Landis
Buyers are doing what Doug Landis calls an "invisible evaluation." They're using ChatGPT, Claude, and Perplexity to research solutions, build shortlists, and form opinions without ever visiting your website, downloading your content, or triggering a single intent signal. By the time they show up…
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The Operating Discipline Behind HockeyStack's AI Motion with Emir Atli
Emir Atli started his first product at 18 from his parents' living room in Turkey. Now he's co-founder and CRO at HockeyStack, where he's scaled to over 300 enterprise customers in under two years, multiplied revenue 4.5x in a single year, and just closed a $50 million funding round. When he…
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Selling AI Guest Episode: AI Can Finally Kill CRM Data Entry. That Might Be the Problem.
This episode is a guest appearance by Eddie Reynolds, CEO of Union Square Consulting, on the Selling AI podcast with Warren Kucker. You can find the original episode on Apple Podcasts. Eddie digs into why most CRM implementations fail before they start, what happens when sales behavior and data...
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Why Most GTM Reporting is Useless
You invested six figures in Salesforce, hired a rev ops team to build dashboards, and six months later nobody's looking at them. Or worse, people are looking at them but spending every team meeting arguing about whether the numbers are right instead of deciding what to do about them. One rep…
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Find the Revenue Hiding Inside Your GTM Ops with Betsy Matthies
Betsy Matthies took over a 150-person team at AWS whose entire job was to help customers save money on their cloud spend. A cost center by every definition. Sales hated them because every optimization call meant less revenue on the books. But Betsy saw something nobody else did: those same…
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The AI Mistakes CROs Keep Making with Jonathan Kvarfordt
CROs are buying AI tools expecting transformation and getting nothing back. Jonathan Kvarfordt teaches an AI strategy course to revenue leaders at $20M-$200M+ companies, and the first question is always the same: what tools should I get? It's not a bad question. It's just the wrong place to…
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How Steven Birdsall Built a €1B Business Inside SAP When Everyone Said It Would Fail
Steven Birdsall walked into the SAP boardroom and asked for €20 million to build an entirely new business unit. The pitch: take everything SAP was known for — complex, expensive, long implementations — and package it into fixed-scope, fixed-fee solutions that customers could be live on in ten…
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CRO Stories: Good Revenue, Bad Revenue, and the Churn That Helps You Grow with Jackie Rousseau-Anderson
Jackie Rousseau-Anderson walked into a company approaching $100M and realized that the revenue everyone was celebrating looked very different once you layered in gross margins by segment. Some enterprise clients had been compressing margins for years because the sales team did whatever it took to...
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CRO Stories: How AI Delivered 3x ARR Per Rep at QuotaPath with Ryan Milligan
Ryan Milligan's team at QuotaPath hit 100% blended quota attainment eight of the past ten quarters. The way they got there wasn't by adding headcount. It was by looking at every step in the funnel where a rep was spending time on something that wasn't uniquely human, and putting AI on it. The...
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CRO Stories: 30% Higher ACV by Fixing Foundations and Layering AI with Duane Dufault
Duane Dufault was staring at a trial registration flow that took ten days to get a lead in front of a rep, attribution data that was 80% wrong, and a founder who was ready to shut off marketing based on numbers that weren't real. He could have started layering AI on top of all of it and joined…
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Why AI Won't Fix a Broken Go-to-Market Engine with Sangram Vajre
Sangram Vajre has been asking rooms full of CEOs and revenue leaders the same question for the past year: how many of you are using AI? Every hand goes up. How many of you are seeing an impact? Every hand goes down. The disconnect isn't that AI doesn't work. It's that companies are layering it on...
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Optimizing Customer Expansion for B2B SaaS
More than half of net new revenue last year came from existing customers. Yet most companies still treat expansion as a side effect of good relationships instead of a deliberate, measurable motion with its own process, capacity plan, and target list. The reason is simple: expansion is harder to...
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CRO Stories: How Fixing Segmentation Drove a 23% Win Rate Increase with Michael Maimone
Michael Maimone walked into Lucid Link expecting to build on top of what was already there. The company had product-market fit, real market pull, and was growing. But when he looked under the hood, there was no segmentation model, no defined ICP tied to actual data, and reps were fishing in each...
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The Woman who Coined SaaS Says the Model is Breaking
Amy Konary coined the term "SaaS" when she was an industry analyst at IDC. She sized the first market at $40 million, watched it grow into a multi-hundred-billion-dollar industry, and spent nearly two decades advising the companies that built it. Now she's watching the same dynamics that killed…
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How to Quantify the ROI of Customer Success with Ben Murray
Every CRO knows that retaining customers is cheaper than acquiring new ones. But when it comes time to ask the CFO for budget to hire more CSMs or invest in retention programs, the conversation stalls. New business ROI is simple math. Customer success ROI is not. The numbers are always moving,...
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CRO Stories: The GTM Systems Behind Docebo's $230M Revenue Engine with Mark Kosoglow
Mark Kosoglow has built revenue organizations at every stage; from a 100% commission territory seller to first employee at Outreach to CRO at Catalyst to founding Operator. Now eight months into running revenue at Docebo, a publicly traded LMS company doing $230M ARR, he's applying everything…
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CRO Stories: Building a Relationship-Led GTM Engine with Jessica Robertson
Jessica Robertson is 11 months into her first CRO role and she's building a go-to-market engine around something most revenue leaders talk about but never operationalize: relationships. After scaling Accessibly from under $10M to $50M as VP of Sales, she watched the outbound playbook she'd relied...
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How CROs and GTM OPs Analyze Metrics to Improve Revenue
Every CRO has been here: you ask your ops team for a read on the pipeline and the numbers come back looking reasonable on the surface. But then you dig in and one rep is sitting at an 85% close rate while another is at 10%. Half the pipeline is zombie deals past twice the average sales cycle that...
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FP&A Today Guest Episode: Building back Trust Between CFOs and CROs
This episode is a guest appearance by Eddie Reynolds, CEO of Union Square Consulting, on the FP&A Today podcast. Follow the FP&A Today Podcast on Spotify here and Apple Podcasts here. Eddie opens up about the often-fraught relationship between CFOs and CROs, drawing on his journey from banking…
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What to Do When Your SDR Team Isn't Working
Before you fire your SDR leader, swap out your data provider, or change your cadence software, have you actually looked at what's underneath? Most of the time when an SDR team isn't hitting targets, the problem isn't the people. It's that the operational foundation was never built in the first...
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CRO Stories: Competing, Scaling, and Making Enterprise Bets with Stevie Case
Before Stevie Case was a CRO, she was the first female professional gamer—dropping out of college to compete in Quake and eventually building games in the early days of the shooter universe. That competitive drive never left. It's the same thing that made her the number one enterprise seller...
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The State of GTM in 2026
Seven major industry reports. Over 3,100 go-to-market leaders surveyed. $91 billion in pipeline analyzed. The picture across B2B SaaS right now is sobering: 87% of enterprises missed revenue targets by more than 5%, 70% of sellers missed quota, and even after quotas were reduced, 77% still…
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CRO Stories: Scaling Through Channel Sales with Anthony D'Angelo
Anthony D'Angelo spent 20 years building channel sales organizations before most companies even took the function seriously. He watched it go from "the stepchild of the org" to the engine behind a $610 million exit to Cisco, a unicorn run at Cato Networks, and a win rate that doubled from 25% to...
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CRO Stories: Capital Allocation Tactics with CMO-Turned-CRO Andrea Kayal
Andrea Kayal kept finding herself doing the CRO's job from the CMO seat. She was already building the revenue strategy, negotiating budgets across departments, and trying to make sense of how marketing, sales, and customer success should work together. So she made the jump. Now at Help Scout, she...
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How ZoomInfo Re-Engineered GTM to Shift Upmarket with James Roth
ZoomInfo had 80% of the Fortune 500 on their platform, but most of those accounts were spending a fraction of what they should have been. Meanwhile, the micro-SMB segment that fueled the growth years was getting harder to retain as free money dried up and startups started closing their doors....
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The GTM Diagnostic Framework
Most go-to-market teams know something is broken. The problem is figuring out exactly what, and in what order to fix it. Eddie talks to CROs every day who are overwhelmed, playing whack-a-mole across outbound, pipeline, inbound, and customer success, throwing resources at whatever squeaks…
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CRO Stories: Scaling, Pivoting, and Leading Through Change with Bridget Winston
Bridget Winston has been a CRO across unified communications SaaS, a stock content marketplace, a membership platform for executive women, and now a vertical SaaS company serving med spas. Some people call that kind of range a liability. Bridget calls it the thing that lets her nail every...
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The GTM Efficiency Pyramid Framework v3.0
Every CRO wants to implement AI, optimize their funnel, and build advanced analytics. But what happens when the foundation underneath all of that isn't solid? Eddie spent years watching companies layer sophisticated tools on top of broken processes, junk pipeline data, and reps who couldn't agree...
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The GTM Ops First 90 Days Playbook
New CROs and GTM Ops Leaders, you have 90 days to prove you can do the job. Most new revenue leaders try to fix everything at once: outbound is broken, onboarding is a mess, pipeline is full of zombie deals, and there's pressure to "implement AI." Ninety days later, nothing has changed. In this...
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ABOUT THIS SHOW
Welcome to the RevOps Corner. In this Podcast we're in the corner of Revenue Operations and Go To Market professionals, sharing strategy, advice, and best practices for building scalable sales, marketing, and customer success operations in growth-stage B2B SaaS companies. For more information, go to:http://www.unionsquareconsulting.com
HOSTED BY
Union Square Consulting
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How many episodes does RevOps Corner have?
RevOps Corner currently has 50 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is RevOps Corner about?
Welcome to the RevOps Corner. In this Podcast we're in the corner of Revenue Operations and Go To Market professionals, sharing strategy, advice, and best practices for building scalable sales, marketing, and customer success operations in growth-stage B2B SaaS companies. For more information, go...
How often does RevOps Corner release new episodes?
RevOps Corner has 50 episodes. Check the episode list to see recent publication dates and frequency.
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You can listen to RevOps Corner on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts RevOps Corner?
RevOps Corner is created and hosted by Union Square Consulting.
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