RevAmp by DealHub.io

Are RevOps leaders stuck in tactical roles when they should be driving strategic growth? In this eye-opening episode, Karthi Ratnam joins us to challenge the traditional RevOps narrative. We explore the transformation of RevOps from system janitors to empowered revenue architects, the role of AI in GTM workflows, and what it truly means to lead a revenue movement.🔥 Whether you're a RevOps professional, a GTM strategist, or a B2B marketer, this conversation is packed with bold ideas, controversial takes, and tactical insights to help you reframe your role and own your impact.⏱️ **Timestamps / Chapters**00:00 – Intro00:10 – Meet Karthi Ratnam: From Open Source to Audience Haus and RevGenius01:50 – The Real Role of RevOps (and What Went Wrong)05:00 – Why RevOps Became the Cleanup Crew07:00 – How RevOps Can Reframe as Revenue Creators08:45 – Narrative Building for Non-Marketers10:39 – “RevOps Confessionals” & the Real Struggles14:00 – GTM Engineers vs. RevOps Architects18:00 – Why AI is RevOps’ Big Opportunity21:00 – Gatekeeping, Burnout & Letting Go of Busywork24:15 – The Agent Explosion & Workflow Chaos26:00 – Tools, Communities & RevOps Voice28:55 – What RevOps Can Learn from Customer Success30:00 – The Missing Metric: How to Measure RevOps Impact31:40 – Wrap-Up & Where to Connect with Hy---#RevOps, #RevenueOperations, #RevOpsStrategy, #AI in# RevOps, #GTM AI, #RevGenius, #CategoryCreation, #RevenueArchitecture---👍 **Like this episode?**Don’t forget to hit the 👍 button, share with your team, and **subscribe** for more deep dives into the evolving world of Revenue Operations and GTM strategy.💬 Drop a comment below with your biggest takeaway or how you're reframing your RevOps role!

In this episode of *RevAmp*, we sit down with **Andy Mowat** — former VP of RevOps at Carta, GTM exec at 4 unicorns, and now founder of **Whispered**, a stealthy new platform helping executives discover hidden roles.Andy shares hard-earned insights from scaling revenue operations at companies like **Box**, **Upwork**, **Culture Amp**, and **Carta**. We dive into the **evolution of RevOps**, what makes modern GTM teams effective, the **shift toward AI and data warehouse-driven systems**, and why he believes the next generation of RevOps leaders must build for **alignment, clarity, and speed**.If you’re a RevOps leader, GTM strategist, or startup founder — this is a must-watch conversation.🔗 **Learn more about Whispered** → [https://www.whispered.com](https://www.whispered.com)🎧 Subscribe to the podcast → [https://www.dealhub.io/revenue-podcast/](https://www.dealhub.io/revenue-podcast/)---📌 **Chapters:**00:00 – Introduction to Andy Mowat00:42 – Andy’s career path: from family office to RevOps at unicorns01:51 – Building the RevOps function at Upwork06:21 – GTM tech stacks: the next evolution with AI & data warehouses14:55 – Challenges slowing RevOps innovation19:24 – From Gated to Whispered: Andy’s founder journey33:32 – Final thoughts & where to find Whispered---👍 Like, comment, and subscribe for more insights from today’s top RevOps and GTM leaders.#RevOps #RevenueOperations #GTM #Startups #AI #SaaS #Leadership #Podcast

Unlock the *real* path to AI-powered revenue operations.In this episode of **RevAmp**, Mark Lerner sits down with **Daryn Smith, CEO of Hubble Digital (HubSpot’s Global Partner of the Year)**, to unpack the data-readiness gap that is stalling AI adoption—even inside the world’s biggest B2B sales teams. If you’re wrestling with messy CRM data, rogue spreadsheets, or sky-high expectations for Gen-AI, this conversation is your fast-track primer on getting *truly* AI-ready.🎙️ Episode Highlights- Why only **9 %** of enterprises are genuinely ready for AI, despite 60 % wanting it yesterday  - The “garbage-in, garbage-out” rules of large-language models (and how to clean your data pipeline)  - Change-management tactics to stop shadow spreadsheets and drive CRM adoption  - Whether AgentForce, deepseek, or HubSpot’s *framed.ai* acquisition changes the game  - Why embracing *tech debt*—not avoiding it—may be your best strategic move this year  ⏰ CHAPTERS00:00 Intro & episode teaser  00:15 Meet Daryn Smith – CEO of Hubble Digital  02:25 From Napster to Gen-AI: tech waves Daryn has ridden  03:24 Why Hubble studied enterprise AI readiness  05:20 Data quality: the #1 AI bottleneck  07:31 Ambition vs. reality: 60 % want AI, fewer than 9 % are ready  08:56 The C-suite’s “AI illusion” explained  10:25 RevOps tech stacks & the unstructured-data mess  13:24 Can AI fix unstructured data?  16:37 What *true* data readiness looks like  18:15 Change management & user adoption  20:31 AI as the new user interface  23:10 Are dashboards dead?  24:29 Voice, brand, and conversational UX  25:53 Risk, governance & point-solution sprawl  30:14 Get AI-ready: auditing data and tech stacks  32:56 HubSpot’s AI advantage vs. legacy CRMs  36:53 Embrace tech debt—or fall behind  38:30 Where to find Daryn & Hubble  39:06 Outro  🔗 Resources & Links- **Download Hubble’s AI-Readiness Report:**   https://huble.com/ai-data-readiness-report- **Hubble Digital:** https://hubble.com  - **Connect with Daryn on LinkedIn:** https://www.linkedin.com/in/darynsmith  - **Follow Mark Lerner:** https://www.linkedin.com/in/markzlerner  👋 Stay in the Loop  👍 **Like** this episode if it sparked an idea.  🔔 **Subscribe** for weekly deep dives with today’s top RevOps & GTM innovators.  💬 Drop your questions below—we reply to every comment!  #RevOps #AI #HubSpot #CRM #DataQuality #B2B #Podcast

In this insightful episode of the RevAmp podcast, Mark Lerner welcomes Yoni Spitzer, VP of Operations and Head of Revenue Operations at Coro. Yoni shares his unique journey from marketing analyst to strategic leader in revenue operations, emphasizing why RevOps must transcend traditional SalesOps functions. Discover how to break organizational silos, align cross-functional teams, and strategically leverage operations for sustainable growth.From practical advice on managing internal alignment to navigating the evolving landscape of AI in operations, this conversation is packed with actionable insights for RevOps leaders looking to level up.🔖 **Chapters:**0:00 – Intro0:40 – Meet Yoni Spitzer & His Journey at Coro2:25 – Transition from Marketing Analyst to RevOps Leader4:53 – RevOps vs. SalesOps: Clear Definitions9:59 – Strategic Operations and CPQ Role13:07 – Avoiding Pitfalls: RevOps as Strategic Partners14:57 – Why RevOps Should Not Report to CROs18:18 – Creating Strong Alignment Across Teams22:53 – Best Practices for Sales and Product Alignment27:35 – Balancing Short-term Needs and Long-term Strategy33:11 – Advocating for Strategic Decisions with Data37:30 – The Future of RevOps: Embracing AI42:30 – Connect with Yoni & Learn More about Coro📌 **Connect with Yoni:**- LinkedIn: [Yoni Spitzer](https://www.linkedin.com/in/yoni-spitzer/)- Coro Cybersecurity: [www.coro.net](https://www.coro.net)🔗 **Subscribe & Stay Connected:**- Don't miss future episodes—hit subscribe!- Follow us for more RevOps insights and strategic growth tips.#RevenueOperations #RevOps #SalesOps #StrategicGrowth #Podcast #CoroCybersecurity #DealHub

In this episode of the RevAmp podcast, Mark Lerner sits down with Lonnie Sternberg, a seasoned RevOps leader, to unpack the evolving landscape of revenue operations. They discuss the journey from tactical tasks to strategic influence, the challenges of integrating AI into RevOps, and how professionals can establish themselves as strategic, indispensable leaders rather than mere CRM administrators. Learn how AI is reshaping revenue predictability, explore why AI adoption is slower in RevOps, and discover strategies for making yourself invaluable in today's shifting market.🔔 **Don't forget to subscribe and hit the notification bell to stay updated on future episodes!**---**📖 Chapters:**00:00 - Introduction: Mark Lerner & Lonnie Sternberg00:42 - Mark’s RevOps Journey and the changing definition of RevOps02:46 - Lonnie’s RevOps journey and attraction to cross-functional challenges04:54 - The evolving definition of RevOps and the impact of AI07:13 - Why AI Adoption is Slow in RevOps10:20 - AI's Potential for Automating Sales Admin Tasks12:05 - Is RevOps Just Fancy CRM Admin? (Strategic vs Tactical)15:00 - From Chaos to Revenue Acceleration: Understanding the Journey19:52 - The Emergence of "Go-to-Market Engineer"23:40 - Building Internal Solutions vs. Tech Stack Consolidation27:05 - The Future of RevOps: How to Become Irreplaceable36:47 - Final Thoughts & Closing Remarks---**✨ Key Takeaways:**- Why RevOps remains one of the most dynamic and sought-after roles.- Understanding why AI adoption in RevOps is slower compared to other areas.- Strategies to transition from tactical to strategic RevOps leadership.- Exploring the rise of the Go-to-Market Engineer and its implications.🎧 **Subscribe to the RevAmp Podcast for more insights on revenue operations, leadership, and innovation.**

Join host Mark Lerner and guest Hassan Ishad, Founder of Rev Infinity, as they explore how #RevOps has evolved, the strategic impact of #AI, and how companies can drive growth and efficiency through better alignment of sales, marketing, and customer success. Whether you’re an ops professional, revenue leader, or tech enthusiast, this episode will give you actionable insights on building a resilient RevOps function, optimizing your tech stack, and positioning yourself for success in today’s dynamic market.**In This Episode, You’ll Learn:**- **Hassan’s Journey in RevOps:** How he moved from sales ops into full-fledged revenue operations.  - **Market Shifts & Trends:** The move from “growth at all costs” to efficient, data-driven scaling—especially amid VC vs. PE priorities.  - **AI Adoption in Ops:** Why AI’s true power for operational efficiency is still emerging—and how to prepare for it.  - **Reporting Structures & Strategy:** How RevOps can deliver the most value, and why reporting lines often miss the mark.  - **Tech Consolidation & Tool Selection:** Deciding when to build vs. buy, cutting through vendor noise, and finding true technology partners.  - **Career Tips for Ops Pros:** Leveraging proactive initiatives, strategic roadmaps, and storytelling to showcase your results and grow your career.  **Chapters**  **00:00 – Introduction**  Mark welcomes listeners and teases the topics of today’s discussion: RevOps, AI, and strategic shifts.**01:18 – Meet Hassan & His Background**  Hassan shares his journey from sales ops to founding Rev Infinity and highlights his passion for operational efficiency.**03:00 – Evolution of RevOps & Its Strategic Importance**  Tracing the shift from pure “fix-it” ops to a cornerstone of growth and efficiency.**05:07 – AI’s Growing Role in Operations**  How early adopters are experimenting with AI to automate repetitive tasks—and why the best is yet to come.**07:25 – Market Shifts & VC vs. PE Mindsets**  Understanding how RevOps priorities differ under venture capital vs. private equity funding models.**09:42 – Hiring & Positioning RevOps Teams**  Why many organizations misunderstand what they actually need from RevOps—and the pitfalls of poor alignment.**12:17 – Ideal Reporting Structures**  The debate on whether RevOps should report to the CRO, CFO, or stand alone, and how unbiased data benefits everyone.**15:40 – Career Growth Tips for Ops Pros**  Showing strategic impact, measuring ROI, and championing your successes across departments.**18:21 – Navigating the Tech Stack & Consolidation**  When to consolidate vs. invest in specialized tools, the rise of AI-driven platforms, and the buy vs. build debate.**22:35 – Closing Thoughts & Where to Find Hassan**  Hassan shares final insights on the future of RevOps and how you can connect with him. **Connect with Hassan**- **LinkedIn:** [lhttps://www.linkedin.com/in/hassan-irshad-5b0a6840/](https://www.linkedin.com/in/hassan-irshad-5b0a6840/) ### **Resources Mentioned**- Hassan’s **30-60-90 Day RevOps Plan** (link coming soon)---### **Enjoying the Podcast?**  - **Like & Subscribe** for more expert insights on RevOps, AI, and go-to-market strategies.  - **Comment Below:** What was your biggest takeaway or question about RevOps?#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #SaaS #Podcast #Tech #Startups #Salesforce #GoToMarket #BusinessGrowth #CustomerSuccess #SalesEnablement #B2BThank you for watching this episode of **The RevAmp Podcast**! Don’t forget to subscribe for more conversations at the intersection of growth, technology, and revenue operations.

In this episode of the Revamp Podcast, Mark Lerner sits down with David Held, a seasoned expert in sales, marketing, and technology and currently DealHub's Director of Product Marketing. David shares his insights on the evolving #RevOps role and how companies can leverage it as a competitive advantage in 2025 and beyuond. Key Takeaways:📌 [00:04:38 - 00:21:36] David's background and experience working at enterprise companies like Microsoft and Amazon, and how that has shaped his perspective on RevOps.📌 [00:21:36 - 00:27:30] The importance of RevOps being the "owner" of technology decisions to ensure agility and adaptability in a rapidly changing landscape.📌 [00:28:34 - 00:40:47] The role of automation, real-time data, and cross-functional collaboration in making RevOps a strategic driver for the business.Don't miss this insightful conversation on the evolving world of RevOps and how companies can stay ahead of the curve. Tune in now!#RevOps #SalesEnablement #DigitalTransformation #Podcast

In this insightful discussion, revenue operations expert Michelle Pietsch shares her expertise on setting realistic expectations for revenue operations teams in the coming years. With her experience building high-performing sales teams from the ground up, Michelle provides valuable perspectives on navigating the evolving landscape of go-to-market strategies and technology.Key Takeaways:- [0:00 - 6:00] Michelle's background in building early-stage sales teams and founding her own consultancy, Beacon GTM- [6:01 - 15:00] The challenge of setting realistic expectations for revenue operations, avoiding outlandish goals, and empowering teams for success- [15:01 - 24:00] The rise of creative, "duct-tape" solutions to fill gaps in the tech stack, and the importance of thinking outside the box- [24:01 - 29:00] Predictions for the go-to-market tech stack and revenue organization in 2025 and beyond, focusing on efficiency, AI, and adaptabilityDon't miss this insightful conversation on the future of revenue operations. Tune in now and get ahead of the curve!Links:- Beacon GTM: https://beacongtm.com/- Michelle Pietsch on LinkedIn: https://www.linkedin.com/in/michellepietsch/

In this episode of The RevAmp Podcast, host Mark Lerner dives deep into the future of AI in RevOps with special guest Klemen Hrovat, Co-founder at Sellestial. From AI-powered personalization to CRM data quality, predictive insights, and building internal tools, this conversation is packed with actionable insights for sales, marketing, and RevOps professionals. Klemen shares his journey from pharmacist to tech founder and offers a forward-looking perspective on how AI will shape the future of revenue teams.🔖 Timestamps & Chapters0:00 - Intro: Meet Klemen Hrvat, Co-founder of Sellestial2:15 - From Pharmacy to RevTech: Klemen’s unique career path6:45 - AI in Sales: Personalized messaging for HubSpot users10:20 - AI’s Role in CRM Data Quality: Solving deduplication challenges15:35 - The Importance of Data Sources: Trusting the right data for AI success19:50 - Predictive Insights: The next big thing in RevOps23:40 - AI in Marketing: Personalized email campaigns at scale27:15 - Building Internal Tools: AI’s potential to transform RevOps roles32:50 - Future of AI Models: Reducing costs and increasing accessibility37:10 - RevOps as Builders: Elevating your impact with AI-powered tools42:00 - AI for Data Enrichment: A game changer for RevOps45:25 - Looking Ahead: The rapid evolution of AI tools49:00 - Closing Thoughts: Klemen’s advice for leveraging AI in RevOps50:20 - Connect with Klemen: Where to find him online💡 Key Takeaways* How AI is solving CRM deduplication and data enrichment challenges* Why prompt engineering is the most important skill for salespeople* Predictive analytics: Leveraging AI to discover hidden patterns in your data* Building internal tools: How RevOps can step into a more technical role* The future of personalization in marketing and sales💬 Want more tips on AI and RevOps? Connect with Klemen on LinkedIn for insights on using AI to supercharge your sales processes: https://www.linkedin.com/in/klemenhrovat/🎧 Don’t miss this episode—subscribe now for more RevOps strategies and insights!🔔 Like, comment, and hit the notification bell to stay updated.#RevAmpPodcast #AIInRevOps #Personalization #SalesTech #RevOpsInnovation

Discover the secrets to transforming Revenue Operations (RevOps) from a service-oriented role to a proactive strategic function. Join Mark Lerner as he interviews Kanako Tone, Senior Revenue Operations Manager at PathFactory, to discuss her expert insights on the evolution of RevOps, actionable strategies, and the future of AI in the field.Chapters:0:00 - Introduction1:12 - Meet Kanako Tone: Career Journey in RevOps4:32 - The Evolution of RevOps: From Service to Strategy8:45 - Challenges in Changing Perceptions of RevOps12:20 - Proactive vs. Reactive RevOps: Shifting the Mindset16:30 - The Importance of Process and Self-Service Systems19:50 - Key Principles for Strategic RevOps Success24:15 - Identifying Initiatives for Impactful Change27:40 - Navigating Organizational Dynamics as a RevOps Professional31:00 - Future of RevOps: AI’s Role and Critical Skills35:10 - Closing Thoughts and Where to Learn MoreKanako also shares her thoughts on leveraging AI and building strategic RevOps functions in any organization. Don't miss this episode packed with actionable advice for RevOps professionals and beyond!Follow Kanako on Linked: https://www.linkedin.com/in/kanakotone/#RevOps #RevenueOperations #BusinessStrategy #ProactiveOps #AIinBusiness #PathFactory #StrategicGrowth #RevOpsInsights #PodcastEpisode #MarketingStrategy #SalesEnablement #CustomerSuccess #B2BMarketing #DataDriven #BusinessSuccess #FutureOfWork #TechInnovation #SelfService #OperationalExcellence #LeadershipTips

In this episode, host Mark Lerner chats with Andrew Morales, VP of Revenue Operations at Captivate IQ, about the intricacies of annual planning. They delve into actionable strategies, capacity modeling, and real-world challenges of planning for growth. Whether you're in RevOps, finance, or a business leader, this episode is packed with insights to sharpen your strategic planning game! 💡✨⏱ Chapters:0:00 Intro: Welcome to the Revamp Podcast1:32 Guest Introduction: Meet Andrew Morales5:10 Why Annual Planning Matters8:25 Transforming Plans into Action with RevOps13:45 The Capacity Model: A RevOps Game-Changer20:30 Scenario Planning: Base, Upside & Worst-Case Approaches25:12 Challenges of Shifting Market Focus30:50 Aligning RevOps and Finance for Success38:10 Lessons Learned: Internal and External Reflections42:30 Wrap-Up: Key Takeaways & Closing Thoughts🔥 Key Takeaways:Bottoms-up vs. Top-down Planning: Finding the balance.The Power of Capacity Models in RevOps.Leveraging scenario planning for agility and precision.Lessons from shifting market focus and internal growth.🛠️ Featured Topics:Revenue Operations StrategyAligning RevOps and FinancePlanning Tools and TemplatesOvercoming Data Limitations in Strategy📌 Learn More:Follow Andrew Morales and Captivate IQ for insights on planning, compensation, and RevOps: LinkedIn https://www.linkedin.com/in/andrewryanmorales.Explore Captivate IQ’s resource hub: The Multiplier https://multiplier.captivateiq.com.💬 Join the Conversation:What are your top strategies for annual planning? Drop your thoughts below and let’s discuss! 👇🎙️ More Episodes:Don’t forget to like, share, and subscribe for more Revamp Podcast episodes featuring leaders across industries. 🔗

In this episode of the RevAmp podcast, Mark Lerner is joined by Cameron Collins, RevOps Strategist at RevPartners, to explore the convergence of technical skills and strategic thinking in Revenue Operations roles.Some of the topics Mark and Cameron cover include:🧠 The Rise of AI: How artificial intelligence is transforming workflows, from automating technical tasks to enhancing strategic decision-making.⚙️ Balancing Act: Should RevOps professionals focus on being more technical, more strategic, or both? Hear unique perspectives on what it takes to succeed in today's evolving tech landscape.🔄 Democratizing Technology: How AI is lowering barriers for non-technical professionals, enabling them to build solutions without relying on developers.💼 Future-Proofing Careers: Why merging technical know-how with strategic insights is critical for staying relevant in an era of rapid innovation.🌟 Real-World Examples: Insights from companies like HubSpot, Klarna, and Salesforce on how AI is redefining tools and workflows.🎙️ Whether you’re a RevOps leader, a HubSpot admin, or anyone navigating the intersection of tech and strategy, this episode offers actionable advice and future-focused insights.📌 Chapters: 00:00 - Introduction01:45 - The Changing Expectations in RevOps Roles05:30 - How AI Is Transforming Technical and Strategic Workflows10:15 - The Arms Race in AI Integration Across Companies14:50 - Real-World Applications of AI in RevOps19:30 - Balancing Technical Skills with Strategic Thinking23:45 - AI’s Impact on Career Progression and Job Security28:20 - The Future of CRMs and AI-Driven Tools32:40 - Why Junior Developers Need to Think Strategically38:10 - How to Future-Proof Your Career in Tech42:30 - Final Thoughts and What’s Next in AI Innovation📌 Key Takeaways:AI as a career enhancer, not a replacement.Why understanding business context is as crucial as mastering technical tools.Tips for identifying workflow inefficiencies and automating solutions.🎧 Tune in to explore how you can leverage AI, balance technical and strategic skills, and position yourself for success in the fast-evolving world of RevOps.Don’t miss this engaging conversation packed with actionable insights! Subscribe to the RevAmp Podcast for more discussions with industry leaders. 🎉👉 Share your thoughts! How are you using AI in your role? Comment below! 👇#RevOps #ArtificialIntelligence #HubSpot #RevenueOperations #AIinBusiness #DealHub #RevAmpPodcast #FutureOfWork

In this episode of the Revamp Podcast, Mark Lerner, Director of Growth Marketing at DealHub, sits down with Demare Amacker, Director of Revenue Operations at AccessiBe, to explore how AI is revolutionizing RevOps and the future of tech stacks. From AI-driven lead classification to automation in sales enablement, Demare shares real-world applications of generative AI, like ChatGPT, that are streamlining workflows and boosting efficiency in revenue operations.Demare and Mark also discuss the evolving role of RevOps in tool selection and implementation, the importance of strategic decision-making in tech stack management, and what to expect in 2025 as AI models continue to advance. Plus, they tackle the bold predictions for AI-driven CRM systems and the increasing value of genuine human interactions in a tech-heavy world.Key Takeaways:0:00 Introduction1:30 Demare’s Role at AccessiBe and RevOps Evolution5:45 How AI Assists RevOps in Automation and Workflow11:20 Real-Life AI Use Case: Streamlining SDR Lead Vetting15:55 Choosing the Right Tech Stack and the Build vs. Buy Debate22:35 Klarna’s Bold AI Move: Could Chat Interfaces Replace CRM?30:00 Trends in RevOps for 2025 and Community Growth👉 Subscribe for more insights from industry leaders on all things revenue operations, AI, and sales enablement!

Welcome to another exciting episode of the RevAmp Podcast! In this episode, Mark Lerner, Director of Growth Marketing at DealHub, sits down with Jeremy Steinbring, the founder of RevOnyx, to dive deep into the world of Revenue Operations (RevOps), the challenges of CPQ (Configure, Price, Quote) systems, and how AI is shaping the future of the SaaS landscape.Jeremy shares his decade-long journey in the tech and SaaS world, where he moved through various roles in marketing, sales, and customer success before falling in love with process optimization. He founded RevOnyx to help businesses streamline their tech stacks and optimize CRMs like Salesforce and HubSpot. In this episode, you’ll learn how RevOps can transform business workflows, the importance of connecting sales, customer success, and finance, and how the ever-evolving CPQ systems are critical to business growth.💡 Key Topics Covered:0:00 - Introduction to Jeremy Steinbring and RevOnix2:45 - The role of RevOps in unifying business operations6:30 - CPQ challenges and startup struggles10:15 - HubSpot’s acquisition of Cashflow and future of CPQ13:30 - Choosing the right CPQ system for scaling businesses17:45 - The impact of AI on RevOps and SaaS tools22:30 - Salesforce vs HubSpot: Ecosystem competition26:15 - Salesforce CPQ and Revenue Cloud confusion31:45 - Usage-based pricing models and their growing role36:20 - The rise of AI and automation in RevOps40:00 - Predictions for the future of AI and RevOpsWhether you're a RevOps professional, SaaS enthusiast, or just interested in learning how to optimize your business operations, this episode has something for you! Jeremy provides actionable insights and shares his experience on navigating CPQ, choosing the right tools for your business, and why AI could be a game-changer in the near future.🔗 Learn more about Jeremy Steinbring & RevOnyx: [Website: revonyx.io](http://revonyx.io)  LinkedIn: [Jeremy Steinbring](https://linkedin.com/in/jeremysteinbring)  RevOps Communities: RevOps Co-op, RevGenius🔔 Subscribe to RevAmp Podcast for more episodes like this one! [Follow DealHub for more insights on revenue operations, CPQ, and tech stack optimization.](https://www.dealhub.io)#RevOps #CPQ #SaaS #RevenueOperations #DealHub #Salesforce #HubSpot #AI #BusinessGrowth #Podcast #TechStack

🚀 Navigating the AI Wave: Insights on CRM, Sales, and the Future of Work with Kyle JepsonIn this episode of the RevAmp podcast, host Mark Lerner sits down with Kyle Jepson, HubSpot’s Evangelist and AI enthusiast, to discuss the latest trends in CRM, sales, and the evolving role of AI in business.From HubSpot’s Breeze AI features to balancing traditional CRM functionality, Kyle shares his personal take on how these innovations will shape the future of work. This episode is packed with insights on AI, sales automation, and how CRM platforms are adapting to meet the needs of both small businesses and enterprise-level companies.🔥 Key topics include:How AI is transforming CRM and sales processesThe future of sales tools and CRM platforms beyond AIHubSpot’s new AI-powered Breeze and its implications for businessesThe importance of balancing innovation with core functionalityThe role of RevOps in scaling teams and managing complexityKyle also shares his journey at HubSpot and his thoughts on the rapidly evolving landscape of customer engagement and sales.📌 About Kyle JepsonKyle Jepson is a leading voice at HubSpot Academy, where he educates and inspires CRM users worldwide. As HubSpot’s Evangelist, he’s at the forefront of AI-driven CRM trends and shares invaluable insights for anyone looking to stay ahead in the world of sales and technology.🎧 Why You Should Watch: If you're interested in the future of work, AI in sales, or simply want to stay ahead in CRM innovation, this episode is a must-watch! Whether you’re in sales, marketing, RevOps, or a tech enthusiast, Kyle’s insights will give you a clearer understanding of where the industry is headed.🔔 Don’t forget to subscribe to the RevAmp podcast for more episodes on AI, CRM trends, and the future of sales!

Welcome to a special episode of the RevAmp podcast! 🎙️ In this episode, Mark Lerner, Director of Growth Marketing at DealHub, is joined by Nico Lafakis, Revenue Operations Strategist at New Breed, for his second appearance on the show. They dive deep into the buzz around AI, CRM innovations, and the big takeaways from recent events like Inbound and Dreamforce.What You’ll Learn:🔹 AI & CRM Innovations: Explore how AI is being integrated into CRM tools and the implications for sales teams. From HubSpot’s Breeze to Salesforce’s Agent Force, discover how these tools are reshaping the landscape.🔹 Event Highlights: Get the inside scoop on the latest trends and releases from Inbound and Dreamforce, and what they mean for the future of sales and marketing operations.🔹 The Role of Meaning in Sales: Nico shares his perspective on how automating the minutiae can bring back the 'meaning' to sales roles, allowing reps to focus on what truly matters—building relationships and closing deals.🔹 HubSpot vs. Salesforce: A candid discussion on the differing philosophies of these two CRM giants. Why are more large companies considering a switch to HubSpot, and what does this mean for Salesforce?🔹 AI Agents in Action: Learn about HubSpot’s new suite of AI tools, including Breeze and Agent AI, and how they can help sales teams with everything from prospecting to content creation and lead scoring.Key Quotes:🗣️ “HubSpot is moving towards being more community-centric, focusing on enabling users to do more meaningful work rather than just pushing tools.” - Nico Lafakis🗣️ “AI is allowing companies to operate at an enterprise level with small business headcount. It’s a game-changer for revenue operations.” - Mark LernerEpisode Breakdown:00:00 - Introduction & Background03:15 - AI Hype vs. Reality: What’s Actually Happening?08:40 - Key Takeaways from Inbound & Dreamforce15:20 - HubSpot’s AI Suite: Breeze & Agent AI Explained22:45 - The Future of AI in Sales: What's Next?30:10 - HubSpot vs. Salesforce: A Shift in the CRM Market37:50 - Predictions for Next Year’s Inbound44:10 - Closing Thoughts & Where to Find Nico🔗 Links & Resources:Follow Nico Lafakis on LinkedIn - https://www.linkedin.com/in/nlafakis/Learn more about New Breed: https://www.newbreedrevenue.comCheck out our latest RevAmp episodes: https://www.dealhub.io/revenue-podcastDon't forget to like, comment, and subscribe to stay updated on the latest in RevOps and Sales! 🔔#RevAmpPodcast #AI #SalesOperations #RevOps #Inbound2024 #HubSpot #Salesforce #RevenueOperations #GrowthMarketing

In this episode of the RevAmp podcast, Mark sits down with Samantha Wagner, Sales Ops Specialist at AlayaCare to discuss the age old RevOps question: Is it a tool or process problem?Here's the breakdown of this week's episode:1. The guest, Samantha Wagner, works at a health tech company called Elia Care, where she is involved in revenue operations, deal desk, and implementing tools like DealHub.2. They discussed the challenge of balancing the desire for new tools/technology versus focusing on improving processes first. Samantha shared that initially they tried to solve issues by implementing DealHub, but then realized they needed to revisit their underlying processes.3. Samantha emphasized the importance of involving a wide range of stakeholders when implementing new tools or processes, to make sure all relevant perspectives are considered. This helps avoid having to redo work later.4. As a revenue operation professional, Samantha sees her role as a change agent, but acknowledged the cultural challenges of driving change, especially across different departments. She emphasized the importance of getting buy-in from executive leadership to help drive adoption at the front-line level.5. Overall, the discussion focused on the balance between tools, processes, and change management that revenue operations professionals need to navigate.Enjoy and don't forget to like, share, and subscribe!

In this episode of the RevAmp podcast, host Mark Lerner sits down for an in-depth discussion with Jesse Morris, VP of Global Revenue Operations at Keepit. Here's what Mark and Jesse cover:1. Friction in the sales process: Jesse discusses friction from the perspective of both the sales reps and the customers/buyers. This includes issues like the quote-to-cash process, data/insights access, and enabling partners.2. The impact of rapid change and adaptability: The podcast discusses how the rapid changes over the past 5-6 years, such as the shift to remote work during COVID, have increased the importance of revenue operations and the need for adaptability and flexibility in sales processes.3. Balancing standardization and flexibility: Jesse notes the challenge of building standardized sales processes while also allowing for flexibility to accommodate different customer needs and edge cases. Finding the right balance is key.4. Breaking down silos and cross-functional alignment: As organizations grow larger, the issue of siloed teams with misaligned metrics and data becomes a challenge that rev ops teams need to address.5. Incorporating AI and automation: Mark and Jesse discuss the future of AI in the quote-to-cash process.Like, share, and subscribe!

In this special episode of the Revamp podcast, host Mark Lerner welcomes Sean Lane and Laura Adint to discuss their upcoming book "The Revenue Operations Manual".Sean and Laura share their motivation for writing the book, how they define revenue operations, and key prerequisites for implementing it.They also dive into the strategic role of revenue operations, the importance of building internal partnerships, and how to navigate the tech landscape.This episode offers valuable insights for revenue operations professionals looking to drive strategic impact within their organizations.Anyone interested in pre-ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)! 

In this episode of the RevAmp podcast, host Mark Lerner and guest Brian Ossa dive deep into the evolving CRM ecosystem. They explore the contrasting approaches of HubSpot and Salesforce - with HubSpot rapidly pushing out new features and updates, while Salesforce takes a slower, more deliberate pace. Mark and Brian also discuss the rise of "pseudo CRMs" like Monday.com and Asana, which are incorporating more CRM functionality, and how that is impacting the traditional CRM landscape. This episode provides valuable insights into the dynamics shaping the CRM market and the strategic decisions being made by leading providers.Key Topics Discussed:- The rapid release cadence and product strategy of HubSpot compared to more established CRM platforms like Salesforce. - The emergence of "pseudo-CRM" tools like project management and marketing automation platforms that are encroaching on the traditional CRM market. - The changing CRM ecosystem, with new players gaining market share and the potential impact of a hypothetical Google acquisition of HubSpot. And much more!#RevOps #CPQ #CRM #HubSpot #Salesforce #monday #asana #AI

In this episode of the RevAmp Podcast, we’re joined by Brantley Pace, a seasoned SaaS expert with over a decade of experience in revenue operations and go-to-market strategies. Brantley shares his insights on how RevOps is transforming the way companies reduce friction and generate demand across the entire customer lifecycle.Discover how distributed teams can overcome gridlock and optimize the customer and sales rep journey, even in tech-heavy environments. Brantley dives deep into the evolving role of RevOps, the rise of technology-first strategies beyond SaaS, and the critical importance of efficiency in today’s competitive landscape.Whether you're in RevOps, sales, or just looking to improve your go-to-market strategy, this episode is packed with actionable insights that can help drive your business forward.Key Topics:- The growing importance of RevOps in tech and beyond- Strategies for reducing friction across the customer lifecycle- The role of technology in scaling revenue operations- How to align RevOps with demand generation and go-to-market goalsDon’t forget to like, comment, and subscribe for more episodes of the RevAmp Podcast, where we explore the latest trends and insights in revenue operations, sales, and marketing.#RevOps #RevenueOperations #DemandGeneration #GoToMarket #SaaS #SalesStrategy #MarketingStrategy

In this episode of the RevAmp podcast, Mark Lerner, the Director of Growth Marketing at DealHub, is joined by Jen Bergren, an operations educator and expert in revenue operations. In this episode: - Mark and Jen discuss the importance of documentation in business and revenue operations, and how it is often neglected. Jen shares her background in revenue operations and how she became passionate about documentation. - Jen explores the challenges and struggles that individuals and organizations face when implementing documentation practices, such as getting leadership buy-in and finding the time to dedicate to it. - Jen provides valuable insights and tips on how to overcome these challenges and emphasizes the importance of just getting started with documentation. - Mark and Jen also touch on the potential value of AI in enhancing internal knowledge bases and the need for a people-focused approach to documentation. Don't miss this informative and practical discussion on the power of documentation in revenue operations.#RevOps #Documentation #InternalKnowledgebase #AI #CPQ #RevenueOperations #SalesOperations #salesops

In this episode of the RevAmp podcast, Mark Lerner interviews Mitchell Jones, the Director of Revenue Operations at TapClicks. They discuss various topics related to Lead to Cash and revenue operations. Mitchell shares his background in ad tech and how he transitioned into his current role. Check out this episode to:Gain insights into the concept of Lead to Cash. Learn about Lead to Cash's importance in today's business landscape. Find out about the role of technology, such as AI, in streamlining and optimizing Lead to Cash processes.

In this episode of the RevAmp podcast, host Mark Lerner is joined by Mike Groeneveld, the VP of Global Sales at EverStage. They discuss Mike's experience as a sales leader and the changes he has witnessed in the sales industry over time. They also touch on the challenges and opportunities that arose during the pandemic and how sales leaders can navigate through uncertain times. Mike shares valuable insights on setting expectations, building trust with your team, and driving change. Tune in to gain valuable sales leadership tips and strategies from an industry expert.

In this episode, of the RevAmp podcast, Mark interviews Colette Molteni, a sales ops professional and speaker, about the importance of emotional intelligence (EQ) in the world of revenue operations (RevOps). They discuss the challenges of remote communication, the impact of EQ on performance success, and practical strategies for improving EQ in the workplace. Colette also shares valuable insights and resources for building EQ in the RevOps field. Don't miss this engaging conversation on empathy and its role in driving success in your role. Check out Colette's website, empathyelevated.com, for a free EQ guide tailored for RevOps professionals.#RevOps #SalesOps #EmotionalIntelligence #EmotionalIQ #EQ

In this episode of the RevAmp podcast, Mark Lerner sits down with Shantanu Shekhar from Gong to discuss the incredible growth journey of the company. From starting as a single product in the US market to becoming a multinational success, Gong has faced numerous challenges along the way. Shantanu shares insights into the operational perspective of managing this growth and the importance of being agile and flexible. They also delve into the lessons learned and the future direction of Gong. Don't miss this fascinating conversation about Gong's remarkable journey.

In this episode of the RevAmp Podcast, Mark Lerner interviews Chirag Gulati about the current state of the #CPQ space. Chirag discusses the limitations of Salesforce CPQ, stating that there have been no major upgrades or developments in the product since its acquisition by Salesforce in 2015-2016. He also mentions that Salesforce's Revenue Lifecycle Management (RLM) product is still under development and not ready for use. Gulati emphasizes the need for a modern CPQ solution that can address the evolving needs of different industries and sizes of companies. He also highlights the trend of companies consolidating their tech stacks and looking for more cost-effective solutions. The conversation touches on the impact of AI in the quote-to-cash process, with Gulati noting that while AI is a buzzword, it requires structured data to be effective. Overall, Gulati suggests that there are still many unanswered questions in the CPQ space and that time will reveal how the market evolves.

In this episode of the RevAmp podcast, host Mark Lerner sits down with Inese Pumpure, Senior Director of Revenue Operations at Visiting Media. They discuss the challenges and trends in revenue operations, including the consolidation of tech stacks and the importance of standardization and approval processes. Inese shares her background in marketing operations and how it has shaped her perspective in revenue operations. They also delve into the impact of COVID-19 on the industry and the need for vendors to prove their value. Tune in to gain insights into the world of revenue operations and learn about valuable resources and methodologies.

In this episode of the RevAmp podcast, host Mark Lerner interviews James Eaton, VP of Sales at Dozuki, a SaaS platform for digital training in the manufacturing market. They discuss sales leadership and the challenges of the current business environment. James shares his experience with series A turnarounds and how he has had to adapt his playbook in the face of changing market trends and buyer behavior. They also discuss the importance of asking the right questions, providing value to prospects, and leveraging tools and processes to optimize the sales cycle. James emphasizes the need for sales teams to be more industry experts and focus on pre-discovery to build value from the first interaction with prospects. They also touch on the increasing noise in the market and the importance of standing out by offering personalized and relevant solutions.

In this episode of the RevAmp podcast, Mark Lerner interviews James Hunsberger, Head of Sales Systems Technology at Miro. They discuss the importance of contributing to online communities, the value of being agile and adaptable in a changing market, and how to make yourself more valuable in the face of AI advancements. James shares insights on communication, refining skills, and the role of operations in filling gaps in business systems. Don't miss this insightful conversation on navigating the tech industry and preparing for future growth.

In this episode of the RevAmp podcast, Mark Lerner interviews Jackie Leahy, a former kindergarten teacher turned #RevOps professional and founder of a fractional RevOps consortium. They discuss the challenges of internal adoption and how to overcome them. Jackie emphasizes the importance of understanding the human dynamics and communication styles of the individuals using the solution or process being implemented. She also highlights the need to make resources and training materials match the preferences and needs of different personality types. Jackie shares her approach of being an investigative anthropologist to truly understand how people currently work and tailor the solution to their needs. She also discusses the importance of creating a safe and valued environment to encourage adoption. The conversation concludes with a focus on the positive transformation of workplace relationships and the upcoming Rev Ops AF conference where Jackie will be speaking.

Join Mark and special guest Jen Igartua, CEO of Go Nimbly, as they explore the pivotal changes and challenges faced by RevOps leaders in today's dynamic business environment.In this episode, Jen shares her extensive experience, from her early days at Bluewolf to leading the first RevOps consultancy, Go Nimbly. Mark and Jen discuss the impact of major industry shifts like the rise of AI and the post-pandemic landscape on scalability and agility in SaaS companies. Jen provides invaluable insights into how businesses can remain competitive and thrive by breaking down silos and integrating data effectively.Key Takeaways:* Understanding the new normal in revenue operations.* Strategies for enhancing scalability and agility in your operations.* The critical role of data integrity and unified business stacks in today's market.This episode is a must-watch for anyone involved in or interested in #RevenueOperations, whether you're a seasoned leader or just starting out. Discover the tools and mindsets needed to adapt and succeed in the rapidly changing world of #RevOps.👉 Watch the video now to gain insights that will help you navigate the complexities of revenue operations and drive your business towards success.Don’t forget to like, subscribe, and hit the bell icon to stay updated with our latest content tailored for revolutionizing RevOps and business strategies.

In this episode of the RevAmp Podcast, Mark Lerner interviews Hannah Hanrahan, the leader of #RevenueOperations at Atrius. Hannah discusses her background in operations and how she transitioned into revenue operations. She explains that revenue operations focus on streamlining the customer journey and supporting the backstage operations of people, processes, and tools. Hannah also emphasizes the importance of standardizing processes, such as quote-to-cash and product launches, to improve efficiency and avoid errors. The episode transitions into a discussion on the role of #DealDesk in managing approvals and facilitating decision-making. Hannah highlights the need to prioritize and optimize the internal customer experience when implementing new processes or tools. Hannah suggests evaluating whether to build internally or buy external tools based on industry standards and best practices. 

In this episode of the RevAmp podcast, Mark Lerner interviews Shivam Shah, Director of #RevenueOperations at Postscript, about adaptability and revenue operations. They discuss the challenges of shifting from a growth-at-all-costs mindset to scalable growth, the importance of saying no and setting expectations, reevaluating ideal customer profiles, and the need for adaptability in the face of uncertainty. Shivam also shares insights on resourcing constraints and the power of prioritization in revenue operations. Tune in for a valuable conversation on navigating the changing landscape of business.

In this episode of the RevAmp podcast, Mark Lerner interviews Amie Weizer, the Director of Operational Excellence at LMS365. They discuss topics related to scalability and frameworks for growth. ** Amie shares her background and journey, starting in sales and then moving into account management and customer-facing roles. She emphasizes the importance of understanding the customer journey and ensuring a seamless experience across all touchpoints. *** Amie also talks about the challenges and opportunities of revenue operations and the need for alignment with the C-suite. She highlights the importance of involving people in the change process and empowering them to make decisions. ** Amie shares her insights on capacity planning and resource management, emphasizing the need to understand the role and outcomes before determining headcount. She also discusses the concept of "Gemba Walk" and the importance of directness and mindset leadership in driving success. #revops #dealdesk #revenueoperations

On this episode of the RevAmp pocast, Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners, discusses the future of #revops and the changes he has observed in the industry. Jeremey notes that revenue operations has expanded beyond #salesoperations and is now incorporating customer success operations as well. However, truly consolidated revenue operations that span sales, customer success, and marketing are still rare. Jeremey suggests that the reporting structure for revenue operations should align with the relevant leaders in each function. He also emphasizes the importance of efficiency in revenue operations, particularly in optimizing channels and assessing the return on investment. Jeremey highlights the metrics that revenue operations should focus on, including CAC payback, LTV to CAC ratio, and the Rule of 40. He believes that the pendulum is swinging back towards growth after a period of focusing on efficiency. Donovan shares some strategies for driving growth, such as account scoring and territory management, as well as the importance of discipline and execution in sales and pipeline generation.

In this episode of the RevAmp podcast, host Mark Lerner interviews Brian Tully, the Head of Americas for #Sales at LiveU. Brian discusses his background in investment banking and entrepreneurship, as well as his experience in helping startups grow and make transformative decisions. The conversation focuses on the challenges and opportunities of adapting to changing marketing conditions and being a transformative leader. Brian shares a specific example from his previous role at Goldcast, where he made decisions based on data analysis that led to pushback from the sales team. He explains how they identified the need to target a different client size and industry based on customer renewal rates. Brian also discusses the importance of aligning #marketing and #sales goals and continuously iterating and optimizing the #go-to-market strategy. Looking to the future, Brian predicts that #automation and #AI will play a significant role in sales, particularly in automating repetitive tasks and improving productivity. He emphasizes the importance of empowering #SalesReps and leveraging AI for intelligent conversations.

In this episode, Mark Lerner interviews Sandy Robinson, the Senior Vice President of #RevenueOperations and Enablement at Patra. They discuss the importance of methodologies, processes, and technologies in scaling a company. Sandy emphasizes the need for alignment and integration of methodologies into the customer buying journey, as well as the importance of technology integration and training. They also touch on the impact of #ai  in the sales and revenue operations space, with Sandy highlighting the need for revenue operations professionals to stay informed and leverage AI tools for optimization. Sandy shares her approach to prioritizing and addressing challenges in #RevOps and emphasizes the importance of simplicity and agility in setting up and evolving tech stacks.

In this episode of the RevAmp podcast, host Mark Lerner interviews the Director of RevOps at SupportLogic, Matt Hadreas, about #RevenueOperations and the #agile approach to it. Matt shares his background and how he got into revenue operations, emphasizing the importance of data and technology in speeding up sales processes. He also discusses the need for reliable and accurate data that provides real insights for decision-making. Matt highlights the importance of prioritization and managing expectations when it comes to workload management. He suggests having a roadmap and regularly meeting with stakeholders to align on priorities. Matt also talks about the use of #AI in #RevOps, particularly in conversational AI and data analysis. He mentions the potential of AI in improving sales processes, such as lead generation and personalization. Finally, Matt discusses the challenges of outbound sales in a noisy environment and the need for innovative solutions to cut through the noise and engage buyers effectively.

In this episode of the RevAmp podcast, host Mark Lerner interviews Josh Pudnos, the VP of Revenue Operations at Exiger. Josh discusses his experience building a #revops function from scratch and shares insights and advice for others in similar roles. He emphasizes the importance of having a clear mission statement and vision, as well as consistently communicating and reiterating that vision to gain buy-in from stakeholders. Josh also highlights the need to prioritize and address key challenges, such as data consistency and tool implementation, while being mindful of the organization's history and willingness for change. He advises against making assumptions based on previous experiences and stresses the value of quick action and adaptability. Looking ahead, Josh anticipates new challenges and opportunities as Exiger continues to grow and faces potential acquisitions and changes in its go-to-market strategy.

In this episode of the RevAmp Podcast, Mark Lerner interviews Colin Specter, the VP of Sales for Orum, a live conversation platform for salespeople. They discuss the recent sales kickoff that Orum conducted and the challenges and observations in the sales industry due to the COVID-19 pandemic and the emergence of AI technology. Colin emphasizes the importance of centering the human element in sales and the need for sales professionals to focus on building customer connections and trust. He also discusses how AI can be used to automate administrative tasks and reduce risk in sales processes, allowing sales reps to focus on more strategic and creative aspects of their work. Colin goes on to highlight the value of live conversations and humans' unique qualities in sales interactions.

In this episode of the RevAmp podcast, host Mark Lerner interviews Patrick Franciotti, Director of #revops at Ontra, a legal technology company. Patrick discusses his role in building out the company's operations team and implementing a tech stack to support their go-to-market strategy. He also talks about the challenges and opportunities presented by the COVID-19 pandemic and the company's shift towards offering multiple software products. Patrick emphasizes the importance of ease of use and enabling users when selecting tools and discusses the decision-making process for choosing the right tools for their needs. He also highlights the company's focus on objectives and key results (OKRs) as a guiding metric for decision-making and the importance of adaptability and agility in a rapidly changing market. Looking ahead, Patrick discusses the company's sales strategy and the importance of alignment between customer success teams and sales teams in achieving their growth goals. #revops #RevAmp #RevenueOperations

In this episode of the RevAmp podcast, Mark Lerner interviews Danielle Marquis, the VP of Revenue Operations at Zappi. Danielle shares her background and experience in revenue operations, discussing the challenges and strategies she has navigated throughout her career. They also discuss the impact of rapid changes in the business landscape, such as the COVID-19 pandemic, and the importance of being agile and adaptable in response to these changes. Danielle emphasizes the need to balance current needs with long-term scalability and shares insights on building for the future while addressing immediate requirements. They also touch on the transition to a product-led growth model and the considerations involved in pricing and purchasing models. Overall, the conversation highlights the importance of prioritizing people and culture in driving success in revenue operations.

In this episode of the RevAmp podcast, host Mark Lerner interviews Pete Kazanjy, one of the founders of Atrium, a sales performance management software company. Pete discusses his background in sales and his experiences in the industry. He emphasizes the importance of modern sales, which involves using technology and data-driven management to improve sales performance. Pete also talks about the challenges faced by sales leaders, especially during times of change, such as the shift to remote work during the COVID-19 pandemic. He highlights the need for agility and adaptability in sales organizations and the importance of effective leadership in guiding teams through change. Pete also shares his thoughts on the concept of company culture, suggesting that a balance between a family-like environment and a sports team mentality is ideal. He concludes by offering advice on high-performance sales management and where listeners can find more information from him.

Join Mark as he and special guest Matt Volm (Co-founder and CEO of RevOps Co-op) delve into his fascinating journey from VP of Business Operations to leading a global community of over 12,000 Rev Ops professionals. Discover the origins and evolution of RevOps Co-op and get exclusive details about their much-anticipated conference, Rev Ops AF, set in sunny San Diego.In this episode, Matt shares invaluable lessons from his extensive experience in RevOps, revealing how he navigated the nascent field, his strategies to align with company objectives, and the specific actions that propelled revenue growth and customer success. He also sheds light on the critical tools and technologies that are indispensable in today's rev ops landscape, from marketing automation and CRM systems to sales engagement tech and customer success platforms. Plus, don't miss his insights on the transformative role of no-code tools like Zapier in streamlining workflows and fostering system integration.Whether you're a RevOps or just starting, this episode is packed with actionable insights, forward-thinking strategies, and an inspiring look at the future of revenue operations. Tune in to explore how prioritization, problem-solving, and the right technological tools can unlock unprecedented growth and efficiency in your organization.

In this episode of the RevAmp podcast, host Mark Lerner interviews Malcolm Smith, the head of Global Business Development for Centrical. They discuss the challenges leaders face in high-performing sales organizations, particularly in times of uncertainty and change. Malcolm shares his insights on the importance of process and expectations in managing a sales team and finding the right balance between structure and flexibility. They also touch on using AI in sales and the need for experimentation and data-driven decision-making. This episode offers valuable insights for sales leaders navigating the ever-changing sales landscape.

In this episode of the RevAmp Podcast, host Mark Lerner interviews Sean Lane, a founding partner at Minot Light Consulting, about operations and go-to-market execution. Sean discusses his background in #revops and the importance of having a strong ops team in navigating challenging market conditions. He emphasizes the need for flexibility and adaptability in a rapidly changing business landscape. Sean also shares his insights on structuring an ops team, building for scalability, and designing a technology stack that supports the customer journey. He highlights the foundational components of a tech stack, such as a CRM and data warehouse, and advises against incorporating new technologies without a clear problem to solve. Sean also discusses the role of AI in ops and the importance of leveraging AI tools to drive efficiency and yield. He cautions against getting caught up in buzzwords and emphasizes the need for critical thinking and continuous improvement in ops. #RevenueOperations #Scalability #CPQ

In this episode of Revamp, host Mark Lerner interviews Natalie Furness, founder and CEO of Rev Ops Automated. They discuss the importance of focusing on revenue operations and the need for businesses to prioritize efficiency and effectiveness in their processes. They also explore the challenges of creating user-friendly tools and the importance of aligning teams and objectives to achieve revenue growth. Natalie shares insights on optimizing the cash-to-quote process, simplifying workflows, and integrating platforms for better usability. #RevOps #CPQ #QuoteToRevenue #QuoteToCash

In this episode of Revamp: Sales Leaders, host Mark Lerner interviews Chris Nethercote, Head of Sales at metadata.io. Chris shares his journey from starting in sales to reaching his current leadership role. He emphasizes the importance of operating like consultants rather than salespeople and understanding the customer's problems. Chris also discusses the sales process at metadata.io, focusing on simplicity and streamlining to remove complexity and potential points of failure. He explains the framework they use for initial meetings, demos, and business case development. Chris also touches on the importance of keeping tools and processes minimalistic and aligning with customer needs.

In this episode of the Revamp podcast, host Mark Lerner interviews Nicholas Gollop, a RevOps and Go-to-Market strategy advisor for SaaS B2B tech companies. Nick shares his insights and experiences in the field of RevOps and emphasizes the importance of understanding the role and value of RevOps beyond being a system administrator. He discusses the similarities and differences between marketing ops, sales ops, and customer success ops, highlighting the need for different skill sets in each area.The conversation then shifts to data integrity and the challenges of maintaining consistent and accurate data throughout the customer lifecycle. Nick explains the concept of a data lake, a centralized repository for storing and interpreting data from multiple systems, and its role in ensuring data integrity. He also discusses the impact of data integrity on revenue recognition and the importance of building guardrails and approval processes to prevent errors in deals and contracts.The episode concludes with a discussion on the future of RevOps and the need for companies to think long-term and prioritize adaptability and resilience. Gollop predicts that in 2024, companies will focus more on product-market fit and take a more nuanced approach to go-to-market strategies.