Revenue Mavericks Podcast

Daren Reschke is a senior sales executive with over 20 years of sales experience. He is currently serving as the Senior Vice President of Sales at Entrata, a software company that sells ERP solutions to multi-family housing property managers. Previous to Entrata, he has worked in various sales roles across companies like Inside Sales, Xant, Crux Connect and Doba.com. In this episode, Daren reveals the methods and processes that can help you champion the sales of complex B2B software having longer sales cycles. He talks about growing Entrata’s revenue by 6x in 3 years, the training method and cadence he uses, and what goes into deal review meetings that make his sales reps do a great job. He also shares the metrics and their benchmarks he uses to track team performance, and discusses the reasons why great reps often do not make for the best sales leaders.

Ross Rich, CEO at Accord, discusses simplicity as a key driver of revenue success and shares tips for RevOps leaders on keeping goals, metrics, and compensation plans simple yet effective. Ross is a passionate team builder and sales nerd with over 13 years of experience in sales and marketing. As CEO of Accord, he is trying to help revenue teams drive execution excellence by enforcing their standards for how they sell, onboard, and expand with customers.

Craig, Chief Platform Officer at Scale Venture Partners, manages the Scale GTM Platform which leverages data and community to deliver the expertise SaaS companies require in their move from founder-led growth to becoming a repeatable high-growth GTM machine. Previously, he was Distinguished Vice President in the Sales Practice for Gartner, where he advised revenue leaders on strategic decisions and wrote innovative research on new GTM strategies. In this episode, he talks about the evolution of RevOps into a more strategic operating model that improves overall business performance by optimizing processes and aligning GTM teams. He also touches on the challenges of managing multiple revenue streams, the role of metrics in aligning departments, and how RevOps can help businesses better understand and support their buyers by being more data-driven.

Kyle Lacy is a seasoned marketer and has over 14 years of professional experience working in marketing roles in early-stage startups as well as big giants like Salesforce and Seismic. He is currently the Chief Marketing Officer at Jellyfish and also serves as a strategic advisor to multiple companies. In this episode, he talks about the importance of alignment across revenue teams in driving the growth and success of a business. He shares tips and techniques that can help companies foster better alignment across sales, marketing CS and finance teams such that all of them speak to the same success metrics and drive the company towards the same shared goal. Kyle also talks about the role of RevOps in achieving this alignment and how it can act as a strategic partner to leadership teams.

James Kaikis is the head of GTM and Chief Solutions Officer at TestBox. He has over 14 years of experience working across various industries ranging from hospitality to B2B SaaS and Venture Capital. His expertise lies in sales strategy and execution, customer relationship management, social selling, SaaS and technology solutions, team leadership and management, PreSales operations, and business development. In this Revenue Mavericks episode, he shares his journey of transforming TestBox’s GTM strategy to be more customer-centric. He talks about how he challenged the norms and workflows of traditional B2B SaaS businesses and how he managed to put the customer at the focal point of all their operations to drive higher customer satisfaction. He also shares the difficulties he faced during the transformation and the metrics that they track to measure success.

Jeremey is a seasoned leader with over 25 years of professional experience. He is the Executive Vice President of RevOps and Strategy at Insight Partners where his team supports scaling RevOps at their portfolio companies. Before Insight Partners, Jeremey had an eclectic career spanning semiconductor engineering, product development/management, and sales & marketing leadership at Xilinx, Gartner, AMA, GLG, CB Insights, and SalesLoft. In this episode, he tells us how to build a stellar sales team that consistently delivers solid results. Jeremey shares data-backed insights from primary and secondary research about what attributes make highly successful sales leaders and CROs. He also tells us the qualities that make up successful SDRs and enterprise reps and discusses the efficacy of sales methodologies like MEDDIC in driving sales success.

Spencer Dent is the Co-founder and Co-CEO of Clozd, and has over seven years of experience helping companies win more revenue in the competitive B2B sales landscape. In this episode, he shares his insights from analyzing win-loss data of companies of various sizes with different sales motions. He talks about what a best-in-class win-loss analysis process looks like and the key things to keep in mind as companies set it up. He tells us what actually makes buyers buy and how GTM teams can tweak their sales and PLG motions to drive more revenue by becoming more buyer-centric. He also debunks some common sales myths and shares key aspects of brand-building that companies can focus on to close more deals.

Eddie Reynolds is the CEO of Union Square Consulting and has over 20 years of experience working in sales, customer success and marketing teams of B2B SaaS companies and investment banks. In this episode, he shares frameworks and strategies that have helped companies increase their revenue efficiency, enabling them to drive more revenue with less cost. He talks about the Revenue Efficiency Pyramid, a tool for RevOps teams to assess their maturity level, and gives tips on how teams can up-level their revenue operations. He also discusses the importance of strategic RevOps and the trends that he sees shaping up in the future.

Dan is the CEO of PDQ and has previously worked as the CRO at Lucid Software (maker of Lucidchart) where he set up their revenue organization and scaled it to an ARR of $150 Million. In this Revenue Mavericks episode, Dan Cook talks about his journey from being an early employee to becoming the CRO of Lucid Chart and shares valuable lessons and tips for RevOps professionals that can help them set up a scalable and efficient RevOps function in high-growth startups.

Nathan Clegg is a seasoned professional with over two decades of revenue executive experience. He is the CRO of Squeeze, where they use artificial intelligence (AI) to help clients land and close more deals. In this episode, he talks about how AI can be implemented in organizations from a RevOps perspective. He shares his knowledge on how revenue teams can reap maximum returns from AI, which tasks can be assigned to AI and what revenue teams need to be careful about when implementing AI into their processes. Towards the end, he also shares advice for revenue professionals to succeed in their careers.

Hear from Doug Ricketts, a Senior Global Sales Operations executive with more than 30 years of experience, as he unravels the secrets to building a highly reliable pipeline and shares three processes that RevOps teams can implement for a healthier pipeline that the team can have full confidence in. The three pillars discussed : - Active Pipeline Entry - Pipeline Qualification - Pipeline Vibrancy

In this Revenue Mavericks session, Cliff Simon talks about how his founding team started making million dollar revenues in the first year of operations of their RevOps-as-a-Service startup. Cliff speaks about their Go-to-Market strategy and the key things they focussed on to achieve the goal they had set for themselves. Cliff Simon is the Chief Revenue Officer of Carabiner Group as well as an advisor and fractional executive for several high-growth start-ups where he utilizes his expertise in all things GTM and RevOps, and is an active leader of GTM in multiple communities. With over a decade and a half of broad technology experience, he has anchored GTM teams in SaaS and Service industries including consulting, Regtech, network & communications, software, e-commerce, and supply chain.

Greg Rattray is a revenue operations leader with experience of more than a decade spent in different roles across revenue operations, direct sales and also finance roles earlier in his career. This experience of both sides of the revenue engine has enabled him to build strategies and solutions which support those in the frontlines very well. In this Revenue Maverick session, Greg tells us about RevOps in a product led growth organization and how it is different from RevOps in a sales led growth organization. Greg also shares three metrics that in his opinion, are very important to track for a company that has a product led growth strategy.

Brandon Bussey currently serves as a partner at Unicorn Revenue Operations and brings over 15 years of expertise in Go-to-Market strategy, data-driven decision-making, scalable processes, and team leadership & development across SaaS, B2B and B2C. Being from a finance background and having spent years working as an analyst, Brandon tells us how teams can build short term predictability while being scalable in the long term by making use of these metrics. In this Revenue Mavericks session, Brandon talks about three metrics from a finance and planning perspective that can help revenue teams operate more effectively.

Evan Randall, SVP of WW GTM Strategy and Operations at Teradata, brings over 20 years of experience of handling a broad range of responsibilities across sales, GTM strategy and operations. In this Revenue Mavericks session, Evan Randall talks about his three-pronged approach to measuring the health of a revenue team and the set of interrelated metrics that he uses to track it.

Anil is a technology-centric operations executive known for delivering complex transformational business initiatives with proven results. He is highly skilled at and very passionate about architecting the Go-To-Market Engine along with the “Flywheel”. His “Flywheel” methodology focuses on finding small leverage points across the modern customer lifecycle to drive revenue growth, business velocity, and increased efficiency & profitability. In this session Anil talks about how RevOps is evolving and what RevOps teams need to do to champion that and get the best revenue results and also shares his 3 go-to metrics that he abides by to measure performance of revenue teams.

Anthony is the CEO and co-founder of LeanScale and has more than a decade of experience in GTM and RevOps roles in the B2B SaaS industry, the knowledge from which is used to help other B2B SaaS companies to scale their GTM engine by streamlining RevOps. In this session, Anthony talks about revenue operations and how teams can build a solid GTM engine which can help them generate better revenue results. He also explains three metrics that every RevOps team should be looking at to gauge and improve their performance.

Brandon is an experienced marketing professional having spent more than 15 years across different companies and is currently the head of marketing for GoLinks. In this session, he talks about metrics that can help revenue teams not just increase revenue, it can help them do that without driving more pipeline, which will lead to higher efficiency of RevOps teams where they are juicing the maximum out of their existing relationships.

After years of honing his revenue operations chops at Assent Compliance and Shopify, Craig co-founded Jameson Strategies to bring winning go-to-market strategies to smaller companies in an affordable way. Now he is doing the same as part of York IE, which acquired them in 2022. In this revenue maverick session, Craig goes beyond the critical foundational metrics to talk about some out of the box analytics techniques that can give companies a competitive advantage. These techniques arise from the RevDynamiks™ methodology, developed by Craig and his business partner, where they draw parallels between Go-to-Market and Fluid Mechanics, to better understand relationships between different aspects of the revenue engine and thus make Go-to-Market strategies more effective.

James is a strategic & operational leader with more than a decade of sales operations experience. He has been driving increased revenue by providing data driven insights and implementing process efficiencies across companies in the UK. In this session, he talks about three metrics which are absolutely critical for not only generating, but also for protecting your team’s revenue.

Inese has more than a decade of experience in marketing and sales operations where she has helped build and implement scalable infrastructure systems for revenue teams. In this session, she talks about what Revenue Operations means for her and what is essential for building a great RevOps team which can eliminate silos and drive results. She also shares her metrics toolkit with us which has been her go-to for measuring and improving performance of revenue teams.

Julia has more than 15 years of Revenue Operations experience working across different companies including ones that have seen periods of hyper-growth. In this episode, Julia tells us about the fundamentals of building an annual budget and the three core metrics that can help revenue leaders make successful budget decisions and positively impact revenue forecast outcomes.

Werner is the CEO of Lative, a capacity planning and revenue efficiency platform for high-performance revenue and finance teams. Before becoming CEO, Werner held roles in sales and enablement for almost two decades, including leadership positions. In this Revenue Maverick session, Werner talks about growth efficiency, what it means for a hyper growth startup and also shares two metrics that can help revenue teams measure and manage their growth efficiency.

Imran is a senior executive with over 20 years of professional experience spanning multiple revenue roles across sales, revenue operations, sales operations, services operations and general management. He is an expert in RevOps and has closely worked with CXO’s of small as well as large companies. In this session, he focuses on the topic of Pipeline Generation and shares the go-to metrics that he thinks are essential to measure and improve team performance especially from a PipeGen perspective.

Sean is an experienced professional having developed scalable systems to lead revenue teams across the entire spectrum of companies, be it in a small pre-revenue startup, or in a large multinational with billions of dollars in revenue.  Sean talks about his method of leading a large revenue team and shares his go-to metrics which not just let him measure performance, but also help him dive deeper and ask the right questions to discover best practices. This Revenue Maverick session is a peek into his revenue operations playbook and has a wealth of knowledge for any revenue operations professional.

Lucas is a Customer Success & Operations leader having developed teams and enabling successful partners and customers for B2B SaaS companies. He brings 7 years of experience across roles in the sales org like customer success management, solution consulting, sales operations, and GTM strategy. In this Revenue Maverick session, Lucas shares three metrics that can help sales teams get insights into their forecasting and make their forecasts more accurate.

Matt is one of those revenue leaders who has direct experience both as a rep and sales leader that carried his/and team quota and helped sales teams grow, as well as direct personal experience in building the operational infrastructure needed for the sales team.  Because of his sales experience everything he builds has at heart the enablement of sales execution and optimization. He is a believer that top sales professionals have a well-rounded developed ongoing process of Building, Progressing, Closing… Repeat. In this episode, he shared 3 viable practices any organization can implement to help develop reps and culture towards that replicable motion.