Operations with Sean Lane
138 episodes - English - Latest episode: 8 days ago - ★★★★★ - 42 ratingsThe world of operations isn’t always glamorous, but it’s the work that can make or break a company. Join Sean Lane every other Friday as he goes under the hood of how hypergrowth companies operate. Leave each episode with the operational tactics you need to scale growth and drive results at your company.
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Episodes
Make Operations Your Startup’s Incubator with LeagueSide’s Zubin Teherani
April 22, 2022 10:00 - 21 minutes - 19.9 MBWe can get caught up sometimes in what the most ideal and advanced versions of an Operations team can look like. It can be easy to forget the early days of start-ups when an Operations team can be responsible for just about anything and everything that doesn’t yet have a home. That’s exactly what happened with our guest, Zubin Teherani. Zubin is the Co-Founder and COO of LeagueSide, a company that makes youth sports sponsorships easy by bringing together over 16,000 youth sports l...
Shifting the Finish Line of Sales Enablement with Stripe's Marcela Piñeros
April 08, 2022 10:00 - 32 minutes - 29.8 MBHow each of us learns is a pretty fascinating thing, isn't it? How we retain information, or more frequently, how we don’t retain it. Our guest on this episode, Marcela Piñeros is an expert in learning. Marcela is the Global Head of Sales Enablement at Stripe, the online payments provider most recently valued at $95 billion. Marcela and her team enable a rapidly growing Sales organization and in her time since joining Stripe, Marcela has set out to transform the way the company en...
#throwback The Art & Science of Snowflake’s Sales Capacity Planning with Rachel Haley
March 25, 2022 10:00 - 37 minutes - 34.7 MBThis week, we're throwing it back to the most popular episode of Operations ever. It's hard to take what looks like a perfect plan on paper and translate that to real life. It's even harder inside of a hypergrowth company. In this episode, we go inside one of the fastest growing companies out there: Snowflake. Our guest Rachel Haley spent two and a half years at Snowflake as their Senior Director of Sales Operations, and is now the co-founder and CEO of Clarus Designs, a consultin...
The 3 Common Traits of the Most Successful Operators
March 11, 2022 11:00 - 8 minutes - 8 MBFor our 75th episode, we wanted to focus on you, the Operators. What makes you tick? What are the characteristics we see in each other? What do we aspire to be? On today’s episode, we’re going to answer those questions, and identify the 3 common traits of the most successful Operators. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.
Why Venture Capital Needs Operators with Operator Collective’s Mallun Yen
February 25, 2022 11:00 - 35 minutes - 32.1 MBThere’s an “aha” moment when you’re teaching someone something. You become more clear in your own point of view and you realize how much you know about that particular topic. That moment of realization is exactly what happened to this week’s guest, Mallun Yen. Mallun is the the Founder and General Partner of Operator Collective, a VC fund and community comprised of tech’s most sought-after operators from diverse backgrounds. Her “aha” moment led her to approach the unapproachable ...
How To Increase Bookings Through Strategic Account Management With Bain's Greg Callahan
February 11, 2022 11:00 - 35 minutes - 32.5 MBWhat if someone told you they could increase your company’s bookings by 20 - 40%? Not a bad hook, right? The strategy to support that hook comes from this week’s guest, Greg Callahan. Greg is a Partner at Bain & Company, and the Founder of Coro Account Planning. In his work with Bain’s portfolio companies, Greg has developed a blueprint for getting the most yield out of your customers that have the most potential: Strategic Account Management. In our conversation, we review the f...
The Anatomy of Creating a Category with Former Gainsight COO Allison Pickens
January 28, 2022 11:00 - 28 minutes - 26.3 MBWhat does it mean to create category? A lot of companies say they are creating their own category, so we wanted to talk to someone who is an expert in it. That expert is Allison Pickens, former COO at Gainsight and now an investor and advisor through her work as the Founder and General Partner of The New Normal Fund. In our conversation, we talk about how Allison and the team at Gainsight created the Customer Success Category, why she believes it’s all about elevating a community ...
#throwback Imperfection is Commitment’s Secret Weapon with Karen Borchert
January 07, 2022 11:00 - 43 minutes - 39.5 MBIt’s that time of year when everyone is taking stock of what they accomplished (and didn't accomplish) last year, so we decided to bring back one of our earlier episodes all about setting goals. Luckily, self-proclaimed goals nerd Karen Borchert, formerly COO at Flywheel and current COO of ROKA, is here to help. In our conversation, we go deep on the goal-setting framework she used at Flywheel, the special quadrant she built to help you plot all of your goals, and if you stick ar...
LIVE from Modern Sales Pros: Why Operations is the Key to Sales & Marketing Alignment
December 17, 2021 08:00 - 53 minutes - 48.7 MBOn this episode, we're taking you inside a recent LIVE panel hosted by Drift and Modern Sales Pros on a topic everyone in Operations has likely wrangled with at one point or another: alignment. And not just any type of alignment: Sales and Marketing alignment. And to tackle such a meaty topic, we were lucky to be joined by two people who have been in different, important roles in creating that alignment: Kate Adams, the Senior Vice President of Marketing at Validity and Jaclyn Balb...
Inside a Consultant's Operations Framework with CS2's Crissy Vetere-Saunders
December 03, 2021 11:00 - 45 minutes - 41.9 MBIt's fascinating to consider the different Operations approaches of consultant vs. in-house practitioners. Consultants have so many more data points and companies they’re exposed to than we do in-house, so their ability to find patterns and create frameworks is accelerated at an unfairly high rate. On this episode, we talk to Crissy Vetere-Saunders about these patterns and the framework she's created at her business. Crissy is the Co-founder and CEO of CS2, a marketing ops and revo...
How Solutions Consultants Build Trust Both In and Outside of Their Companies with Drift's Joshua Perk
November 12, 2021 10:45 - 34 minutes - 31.5 MBIf you've worked in a start-up company, you know the feeling of when things really start to scale. Sales reps that used to do everything from prospecting to negotiation to support can no longer give the customer or prospect all the information they need. That's where solutions consultants come in. Joshua Perk, Senior Director of Solutions Consulting at Drift, came to the company just as it entered this phase. He led the build-out of the solutions consulting team as Drift shifted it...
The Top Books Recommended by Operations Pros
October 29, 2021 10:00 - 6 minutes - 6.36 MBIn the more than 60 episodes of this show, we’ve learned a lot from our guests. But if you’re a regular listener to the show, you know we also ask our expert operators where they learn. At the end of each episode, we ask each guest for the best book they’ve read in the last six months. And over the history of this show, we’ve compiled quite the list. So today, we're going to highlight some of those books and the themes raised by our guests (spoiler alert: they aren't just business...
Building MongoDB's Complex Go-to-Market Motion with Meghan Gill
October 15, 2021 15:59 - 34 minutes - 31.5 MBHypergrowth organizations are constantly evolving: product offerings change, go-to-market strategies shift, personnel turns over. In Operations, we often have to help our companies through those seismic shifts. On this episode, we're talking to someone who has seen 12 years of those shifts at her company and now oversees one of the more complex go-to-market motions we’ve ever talked about on this show. Our guest, Meghan Gill, is the VP Sales Operations and Sales Development at Mon...
Under the Hood of Product-Led Growth with OpenView's Kyle Poyar
October 01, 2021 10:00 - 38 minutes - 34.9 MBThe tech industry is definitely one of trends and hype for those trends. Go on Twitter, go on LinkedIn -- you’ll find evangelists for the next big thing. One of those new shiny things in our industry is PLG, or product-led growth. So on this episode, we're going under the hood of product-led growth to figure out how Operators should think about it and what considerations to make in this Go-To-Market motion. Our guide, and our guest on this episode, is one of the foremost thought l...
Happy International Podcast Day
September 30, 2021 07:00 - 1 minute - 1.22 MBThanks for listening to Operations. We’re always looking for ways to level up our podcasts, so today we’re asking for your feedback. Head to https://now.drift.com/podcast, and fill out our 1-minute survey. As a thank you, you’ll be entered to win an Elgato microphone and Logitech webcam ($200 value).
Why Drift's Dave Gerhardt Changed His Mind about Marketing Ops
September 03, 2021 10:00 - 36 minutes - 33.8 MBEver heard of a "boomerang" employee? Someone who left, and then later comes back to rejoin the company? We’ve had a few awesome boomerang stories during my time at Drift, but we just recently announced arguably our most significant one yet. This week's guest is Dave Gerhardt (or DG), who just returned to Drift as our Chief Brand Officer. Dave helped build Drift into one of the most well-known brands in our industry, and then spent the last 2 years as CMO of Privy, which was recent...
3 Consistent Truths for Operations Teams and Your Reporting Structure
August 20, 2021 16:13 - 10 minutes - 9.77 MBA lot has been written about the different types of team models and reporting structures in Operations. And, of course, it’s important to be thoughtful about how you design your team and set each individual on the team up for success. But not everyone always has a choice about the team they are joining or where they sit in an org chart. I’ve come to believe that the mindset you instill in your team and 3 other consistent truths matter far more than who you report to. In this epis...
The Truth About CPQ Tools with DealHub CRO Eyal Orgil
August 06, 2021 10:00 - 35 minutes - 32.1 MBAt hypergrowth companies, a pretty common sign that your company is growing up is when it comes time to purchase and implement a tool to help you Configure, Price, and Quote your deals (or CPQ). CPQ tools, though, have a pretty negative reputation amongst both Sales teams and Ops teams alike. So we set out to talk to someone to learn why, and to put together a blueprint for how to approach these tools in a smarter, more successful way. That someone is Eyal Orgil, the Co-Founder an...
Get Reps Out of the Data Entry Business with InsightSquared CEO Todd Abbott
July 23, 2021 10:00 - 28 minutes - 26.2 MBIt’s rare that a guest prompts us to completely rethink how we approach the work we do and our roles in our companies. That’s exactly what happened, though, with this week’s guest, Todd Abbott. Todd is the CEO of InsightSquared, the forecasting and analytics platform. Todd has dramatically changed the way he thinks about sales, sales funnels, and what he calls the "science of sales". And on this episode, he shares that evolution with all of us. In our conversation, Todd and I tal...
Solving for the Reps' Day In the Life with Dooly's Michelle Pietsch
July 09, 2021 14:28 - 23 minutes - 21.2 MBAs operators, we spend so much time thinking about the Day-In-The-Life of the sales reps at our companies. There are so many different things competing for time and mental headspace in a rep’s day in the life. Apps, tools, managers, Salesforce, prospects Our guest on this episode, Michelle Pietsch, is an expert in helping to cut out the noise and getting reps back to what they want to do most: sell. Michelle is the Vice President of Revenue at Dooly, a tool that helps reps to upd...
4 Steps to Launching a New Tool That People Actually Use
June 25, 2021 12:27 - 8 minutes - 7.43 MBWhen you buy a new tool, your organization has placed a considerable investment in buying that tool, not to mention the investment made in Operations folks like us to implement and run these tools. So why is it that so many tools go unadopted? Or, just as commonly, why do so many end up only being used for a fraction of what they’re capable of? In this episode, I’m going to outline 4 steps to launching a new tool at your organization that people will actually use. Like this epi...
The Future of Sales Ops' Relationship with Sales with GlobalFoundries' Kelley Chan
June 11, 2021 10:00 - 29 minutes - 26.6 MBIt’s easy to say that the relationship between Sales and Sales Ops is an important one. We all get that. But how do you make that relationship actually work? In this episode, we sit down with Kelley Chan, the Director of Commercial Sales Strategy and Execution at GlobalFoundries. Kelley has a unique set of experiences that ranges from working at a massive organization like Box to being, as she puts it, "a one-woman band" at People.ai. In our conversation, we dive into the metric ca...
Why Professional Services Are the Product Managers of Your Future Company with Confluent's Mickey Heynen
May 28, 2021 10:00 - 36 minutes - 33.6 MBSo much of what we do in Operations is figuring out how we get from Point A to Point B, and then how do we get there better, faster, and smarter the next time around. On this episode, we had the chance to talk to Mickey Heynen, who has built a team around this mission of getting from Point A to Point B better, faster, and with longer lasting results. Mickey is the Vice President of Global Professional Services and Education at Confluent, where his team of change agents makes the co...
Designing The Post-Sale Customer Journey With Gainsight's Caitlin Quinlan
May 14, 2021 19:40 - 24 minutes - 22.6 MBWhile everything in sales and marketing funnels is measured and instrumented to ridiculous levels of detail, it's easy to forget about the post-sale customer journey. That's where Customer Success Operations teams come in. CS Ops hasn’t always received the same amount of time and attention that Marketing Ops and Sales Ops have, but it’s making its presence known now. Our guest on this episode, Caitlin Quinlan, is the Senior Vice President of Revenue Operations at Gainsight, and sh...
Going Under The Hood Of How Drift Uses Drift With Monique Lemieux And Tim Ozmina
April 30, 2021 10:00 - 43 minutes - 39.9 MBA very common question we get is, “How does Drift use Drift at Drift?” So on this episode, we're going answer that question. To do this, we called in the experts. Those experts, and our guests, are Tim Ozmina, Senior Conversion Marketing Manager, and Monique Lemieux, Senior Marketing Operations Manager. Together, Tim and Monique form the Marketing and Marketing Ops foundations upon which our Drift instance is built. This episode isn’t an infomercial; it's a master class. In our co...
The Real Cost Of The Meetings On Your Calendar With Resultably's Dave Link
April 16, 2021 12:23 - 33 minutes - 30.5 MBHow many times have you been in a meeting and heard someone say, “This is an expensive meeting.” But exactly how expensive is that meeting? In Operations, we spend a lot of time instrumenting things like bookings, lead funnels, and retention rates. Measuring and instrumenting time? That's too fluffy, too subjective. Our guest on this episode, Dave Link, is on a mission to change that, and bring a whole new meaning to the phrase, “time is money”. Dave is the Founder and CEO of Resu...
What "Good" Looks Like In Professional Services With Acquia's Meagen Williams
April 02, 2021 10:00 - 46 minutes - 42.2 MBAs your customer base grows and your product offerings expand, you’re likely going to be faced with an important inflection point about the most effective way to make your customers successful. You’ll likely start having conversations about how much your customers do on their own versus how much your company can and should help them to do. If you’re having conversations like these, chances are you’ve considered whether or not your company should have a Professional Services team. ...
How To Run A Virtual Kickoff That Actually Works With Drift's Maria Casella, Mark Siciliano, And Jackie Wright
March 19, 2021 10:00 - 39 minutes - 36.5 MBA pretty common tradition at the beginning of each year at tech companies is the Company Kickoff. This is usually where the entire company comes together to talk about what they’ve achieved, what is up next, and how to get there. These are usually massive in-person events, and obviously, this year that just isn’t happening. In this episode, we dig into how companies can adapt the kickoff format to be a truly virtual event, and have it actually work. The trio with the playbook to p...
Top 5 Lessons From 50 Episodes Of Operations
February 19, 2021 11:00 - 25 minutes - 23 MB50 episodes of Operations! We have officially hit the half-century mark for our show, and that would not have been possible without the brilliant Operators who have been so generous with their time and their lessons on this show. After 50 episodes, we thought it was only fitting to look back at the top 5 lessons we’ve taken away from our guests. So whether you’ve been with us from the beginning or you’re just checking out Operations for the first time, these lessons are enduring an...
The 8 Pillars Of Being A Second In Command (aka the COO) With Cameron Herold
February 05, 2021 11:00 - 30 minutes - 27.9 MBWhen we first started this show, there was one podcast out there about Operations that people told us we should check out. That podcast is called “Second in Command." The host of that podcast and our guest today is Cameron Herold. In addition to his podcast duties, Cameron is the founder of the COO Alliance, the former COO of 1-800-GOT-JUNK, a keynote speaker, author, and one of the foremost thinkers and leaders on the work of COOs and their relationship with CEOs. In our conversati...
A CRO's World Clocks For Running A Business With Demandbase's Allison Metcalfe
January 22, 2021 14:03 - 33 minutes - 30.6 MBWhen a new leader joins your organization, there is often an exercise to review and revisit all of the key metrics and indicators of the business. This can be a difficult exercise if you’re used to the way things are or you were the one who picked out the original metrics in the first place. On this episode, we talk to a leader who is in the midst of that exact exercise. Our guest today is Allison Metcalfe, the new Chief Revenue Officer at Demandbase. Allison’s approach as an incomi...
From Sales Ops To GM With Gainsight's Ryan Toben
January 08, 2021 13:13 - 36 minutes - 33.6 MBWe have spent most episodes of this show looking at the work of Operators. Where we haven’t spent enough time is on the career development of the Operators themselves. Today, we’re going to change that by looking at a specific role that could be a future landing place for those in Ops today: the GM. Our guest is Ryan Toben, the SVP and GM of EMEA for Gainsight, and also someone who started his career in Ops. Ryan leveraged his Ops experience to make the jump to sales leadership and ...
The Crossover Episode: Behind the Scenes with Drift's Podcast Hosts
December 30, 2020 11:00 - 28 minutes - 26.1 MBIn this special crossover episode, Sean is joined by Maggie Crowley (host of Build) and Matt Bilotti (host of Growth) to take you behind the scenes of Drift’s podcast program. You’ll learn how the hosts prepare for new episodes, the biggest lessons they’ve learned after recording 50+ episodes each, the best piece of advice they’ve received from their guests, and what listeners can expect in 2021. Want to learn Operations’ origin story? Listen to the full episode to hear Sean’s initi...
How To Migrate A Marketing Database Of 8 Million People With InVision's Jamie Sloan
December 11, 2020 11:00 - 39 minutes - 36.1 MBThe best teachers and leaders share their hard-earned lessons so that those who come after them don’t make the same mistakes or experience the same pain that they did. The rest of us just need to listen and pick the right people to learn from, and this episode is one such opportunity. Our teacher on this episode is Jamie Sloan, the Senior Director of Marketing Operations and Digital Marketing at InVision, the digital product design platform. In our conversation, we go deep in the tr...
How To Move Up-Market with Carta's Anil Kumar
November 13, 2020 11:00 - 29 minutes - 27.1 MBHypergrowth companies are constantly reinventing themselves. At Drift, we often say, "what got us here isn’t going to be the thing that gets us to the next stage.” On this episode, we’re exploring one of those significant moments of transition: how companies move up-market and start to sell into larger, enterprise companies. Our guide through that transition is Anil Kumar. Anil is the VP of Go-to-Market Strategy & Operations at Carta, and prior to joining Carta, he successfully help...
How Toast Uses Data To Drive Hospitable Moments With Emmanuelle Skala
October 30, 2020 10:00 - 34 minutes - 31.9 MBEvery single Customer Success team says that they want to become less reactive and more proactive. But few CS leaders will admit that it's a long journey to get there. Our guest on this episode, Emmanuelle Skala, takes us inside that journey. Emmanuelle is the Senior Vice President of Customer Success at Toast, the restaurant technology juggernaut trusted by tens of thousands of restaurants for their POS system, online ordering, payroll and more. In our conversation, we talk about ...
Mastering The Game Of Tech Stack Jenga With Sonar's Brad Smith
October 02, 2020 10:00 - 36 minutes - 33.3 MBManaging tech stacks inside of hypergrowth companies can often feel like a precarious game of Jenga, hoping you can pull out the next block carefully enough so that the whole tower doesn’t come tumbling down on top of you. On today’s episode, we’re talking to someone who has mastered the Operator’s game of tech stack Jenga: Brad Smith. Brad is the co-founder and CEO of Sonar, a tool that enables teams to manage your tech stacks from a single source of truth. In our conversation, we ...
The Two-Way Highway Of Drift’s Data Engineering And Data Analytics Teams with Arun Venkateswaran and Kyle Thelemann
September 18, 2020 10:00 - 40 minutes - 37.2 MBOperators are often referred to as unsung heroes. But there's a group of unsung heroes within the unsung heroes: the Data Team. For companies in hypergrowth, the volume of data requests and the variety of data sources to access can be daunting. So we've turned to Drift's own Data team for help in navigating the world of big data. Together, Arun Venkateswaran, Senior Data Engineer, and Kyle Thelemann, Senior Manager of Business Intelligence, form the two-lane highway of Drift’s data ...
The Art & Science Of Snowflake’s Sales Capacity Planning With Rachel Haley
September 04, 2020 10:00 - 37 minutes - 34.7 MBIt's hard to take what looks like a perfect plan on paper and translate that to real life. It's even harder inside of a hypergrowth company. In this episode, we go inside one of the fastest growing companies out there: Snowflake. Our guest Rachel Haley spent two and a half years at Snowflake as their Senior Director of Sales Operations, and is now the co-founder and CEO of Clarus Designs, a consulting firm focused on operational efficiency. Rachel saw Snowflake explode from 30 reps ...
Scrappiness, Storytelling, And Search Queries With SolarWinds' Kyle Sutton
August 21, 2020 10:00 - 33 minutes - 30.9 MBThere is no shortage of change inside of hypergrowth companies. The channels through which we market to our customers change. The ways we engage with prospects change. But there is an exception. The people on the other side of those interactions -- they remain constant. Today’s guest, Kyle Sutton, breaks down why this one constant matters so much. Kyle is the Senior Director of Marketing at SolarWinds, a publicly traded IT infrastructure company with a market cap of $6 billion dolla...
How Clari Runs Effective QBRs With Rosalyn Santa Elena
August 07, 2020 10:00 - 38 minutes - 35.7 MBA pretty common exercise within Sales organizations is the Quarterly Business Review. This is a time to both look back at the previous quarter’s performance as well as look ahead to the quarter ahead. It’s usually a mix of both qualitative and quantitative, of learnings and reflection, and of course, forecasting. But what makes a Quarterly Business Review, or QBR, a good one? What makes it worth the time and effort invested to run one of these for every single rep on your team? And how do yo...
How Clari Runs Effective QBRs With Rosalyn Santa Elena
August 07, 2020 10:00 - 38 minutes - 35.7 MBA pretty common exercise within Sales organizations is the Quarterly Business Review. This is a time to both look back at the previous quarter’s performance as well as look ahead to the quarter ahead. It’s usually a mix of both qualitative and quantitative, of learnings and reflection, and of course, forecasting. But what makes a Quarterly Business Review, or QBR, a good one? What makes it worth the time and effort invested to run one of these for every single rep on your team? And ...
The 3 Ways To Level Up Every Interaction With Go-To-Market Leaders
July 24, 2020 10:00 - 11 minutes - 10.5 MBWe have talked a lot on this show with guests about their routines and cadences -- who they meet with regularly, what they meet about, even the structure of these meetings. Just as important as the content of these meetings, though, is how you present and articulate that content. The words you use and the energy you bring to the conversations you have with Go-To-Market leaders matter. In this episode, Sean outlines three ways you can level up your interactions with Go-To-Market lead...
How To Maximize The Partnership With Your CMO And Accelerate Revenue with Karen Steele
July 10, 2020 10:00 - 32 minutes - 29.6 MBThe relationship you build with a Go-To-Market leader is one of the most important components of an Operations role. The data you present, the way you frame your position, and the empathy you bring to your interactions are all foundational to building a strong partnership with any team. Today, we’re going inside the relationship between Ops and one of the most important C-level leaders in hypergrowth: the CMO. Our guest is former LeanData CMO Karen Steele, and she's the perfect pers...
How This Nonprofit Built A $3.7M Book Business That is Surviving and Thriving During A Pandemic
June 26, 2020 15:45 - 39 minutes - 36.1 MBIn this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words. More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business. Our guests, Lea...
How This Nonprofit Built A $3.7M Book Business That’s Surviving & Thriving During The Pandemic (With More Than Words' Leanne Goff And Shaun Newell)
June 26, 2020 15:45 - 39 minutes - 36.2 MBIn this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words. More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business. Our guests, Lea...
How This Nonprofit Built A $3.7M Book Business (With More Than Words' Leanne Goff & Shaun Newell)
June 26, 2020 15:45 - 39 minutes - 36.2 MBIn this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words. More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business. Our gue...
How Gong Uses Gong with Brandy Ringler
June 12, 2020 10:00 - 39 minutes - 36 MBA pretty common question we get is, “How does Drift use Drift?” On today's episode, we're turning the tables on someone else who also uses their own company's product: Gong. Gong is a revenue intelligence platform that gives you visibility into customer interactions, and our guest is Brandy Ringler, their Global Sales Enablement Manager. Brandy is going to help us answer the question, "How does Gong use Gong?" In our conversation, we chat about how to instrument Gong in the first pl...
The Go-To-Market Maturity Model Part II With Highspot's Stephen Hallowell
May 29, 2020 15:44 - 27 minutes - 24.8 MBWe're back for Part 2! The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go...
The Go-To-Market Maturity Model Part I With Highspot's Stephen Hallowell
May 15, 2020 10:00 - 34 minutes - 31.6 MBThe playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can be nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millio...