Opstars - A RevOps Podcast artwork

Opstars - A RevOps Podcast

79 episodes - English - Latest episode: 3 days ago - ★★★★★ - 87 ratings

The OpsStars Podcast is your go-to resource for Revenue Operations insights and strategies. Join us as we bring together RevOps professionals from marketing, sales, and customer success operations to share ideas, discuss best practices, and explore cutting-edge revenue growth techniques. Expect candid conversations with top OpsStars in the field, giving you the knowledge and inspiration needed to enhance the buyer experience, drive organizational growth, and excel in your career. Discover the latest trends in Revenue Operations, sales and marketing alignment, customer acquisition, and more as we dive deep into the world of RevOps.

Careers Business Management operations revenue operations sales operations marketing operations sales ops rev ops leandata
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Episodes

Next-Level GTM Tactical Tips for Personalized Buying Experiences

March 26, 2024 08:00 - 20 minutes - 27.6 MB

When you have your marketing, sales, operations, and partnerships teams all marching in the same direction, you’re sure to pull off an impressive show. In this session, you’ll find hot takes, actionable takeaways, and thought-provoking answers that will help you innovate on your go-to-market strategy to deliver more personalized buying experiences, even amidst turbulent economic conditions.

Cracking the Code of Revenue Operations: Expert Advice and Insights with Laura Wheeler, Owner of Renegade Operations

March 19, 2024 08:00 - 39 minutes - 91.1 MB

In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura's journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimizing processes and achieving sustainable growth.

How to Design and Execute a Rock-Solid AI Strategy that Drives Results

March 12, 2024 08:00 - 23 minutes - 32.3 MB

It’s time to go from theory to action. In this session, you’ll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft’s Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft’s unique perspective as an innovator in the category.

Data-Driven Performance Management in 2024 with Pete Kazanjy, Co-founder of Atrium

March 05, 2024 08:00 - 36 minutes - 82.5 MB

In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support offered by the Modern Sales Pros community. Pete also dives into remote working, measuring and managing performance to drive growth and accountabi...

Collaboration Station: RevOps and Enablement

February 27, 2024 08:00 - 21 minutes - 50.1 MB

In this panel discussion with operations and enablement leaders, you’ll learn best practices on improving handoffs, achieving tight alignment, and capitalizing on joint opportunities to achieve sustained growth and revenue.

Certifications, Community, Competencies, and AI: Setting Yourself up for Success with Keith Jones, GTM Systems Lead at OpenAI

February 20, 2024 08:00 - 33 minutes - 75.6 MB

In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment.

The Impact of Generative AI on Ops Roles

February 13, 2024 08:00 - 29 minutes - 67.9 MB

Are you prepared to incorporate generative AI into your Sales organization? Is now the best time to join the GenAI movement? Learn from Karan Singh and Craig Rosenberg, two experienced revenue leaders, as they share their investigation into the generative AI landscape.

Education, Community, and Resilience: How to Start a Career in RevOps with Michael Orndoff, Senior Manager of Sales Operations at EverCommerce

February 06, 2024 08:00 - 41 minutes - 96.1 MB

In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success.

3 Ways to Protect Revenue and Preserve Customers

January 30, 2024 08:00 - 25 minutes - 58.1 MB

In this session hear how business leaders are reducing churn, getting ahead of risk, and cultivating a legion of loyal customers. The panelists cover topics such as automation, using the right customer data, renewals cadences, and more.

Exploring the Landscape of Analytics and AI in Marketing Operations with Rachel Squire, Marketing Operation Consultant at MOBI Solutions

January 23, 2024 08:00 - 37 minutes - 86.3 MB

In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue operations.

The Next RevOps Revolution: AI & Data Science in Revenue Plays

January 16, 2024 08:00 - 27 minutes - 62.1 MB

Ari and Kelly, representing NVIDIA’s Revenue Marketing team, take the OpsStars stage to share their experience in leveraging AI and data science for revenue play efficiency, scaling, and ROI. Learn how NVIDIA’s team of data scientists interpret the signals that feed into tying all things to revenue for a clearer lens in identifying buying groups in ready-to-engage accounts. Ari and Kelly highlight the iterative process of collecting feedback, analyzing metrics, and making data-driven changes ...

Curiosity and Creativity in Ops: Navigating Challenges and Shaping the Future with Rachel Godfrey, Senior Marketing Operations Manager at BambooHR

January 09, 2024 08:00 - 33 minutes - 76.6 MB

In this episode of the OpsStars podcast, Rachel Godfrey, Senior Marketing Operations Manager at BambooHR, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps.

[Greatest Hits] Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt

January 02, 2024 08:00 - 36 minutes - 83.6 MB

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.

Route Your Way to More Website Pipeline

December 19, 2023 08:00 - 23 minutes - 54.1 MB

Your website is filled with untapped pipeline potential. Every day, qualified buyers are landing on your site but if it isn’t fully optimized for conversion – or worse, your operational processes have qualified leads falling through the cracks – then you are leaving money on the table.

OpsStars Unplugged: Navigating the Revenue Engine in Turbulent Times

December 12, 2023 08:00 - 28 minutes - 64.7 MB

In this OpsStars panel discussion, they’ll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros today.

Navigating Changes in RevOps: The Customer Journey, Collaboration, and Communication with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation

December 05, 2023 08:00 - 39 minutes - 91.3 MB

In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey.

Busting Silos: Snowflake’s Unified, Account-Based Motions at Scale

November 28, 2023 08:00 - 22 minutes - 51.3 MB

Through a combination of account prioritization, digital advertising and highly targeted SDR prospecting, Snowflake experiences 2X to 4X increases in SDR efficiency. Hear from Travis and Hillary as they describe a unique approach to account-based marketing they’ve coined “One-Team GTM.” Learn from Travis and Hillary as they share plays and strategies from their recently published book, Busting Silos.

Maximizing ROI: Building and Scaling Your Tech Stack for Revenue Growth with Josh Hill, GTM Operations & Technology Leader

November 21, 2023 08:00 - 36 minutes - 83.8 MB

In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams.

2023 OpsStars Keynote: RevOps - Past, Present and Future

November 14, 2023 08:00 - 43 minutes - 99.4 MB

With RevOps emerging on the scene in 2015, there have been no opportunities for history to repeat itself — no past corollaries for the downturn we’ve all been experiencing recently. RevOps is an ever-evolving practice with unlimited room for improvement as you connect people, processes, and technology. LeanData CEO Evan Liang takes the keynote stage joined by three noted revenue leaders, Jeff Serlin, Franco Anzini, and Christine Maxey, as they provide perspective and discuss the challenges an...

Bridging the Gap: The Role a Fractional RevOps Consultant Can Play in Early-Stage Organizations with Anne Pao, Founder and CEO of Ignite Consulting

November 07, 2023 08:00 - 38 minutes - 88 MB

In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps.

Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu

October 24, 2023 08:00 - 31 minutes - 73.2 MB

In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science in RevOps.

RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99

October 10, 2023 08:00 - 33 minutes - 76.4 MB

In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations and highlights the value of long-term thinking and the revolutionary trends in revenue operations, including the growing role of AI.

Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence

September 26, 2023 08:00 - 31 minutes - 73.2 MB

In this episode of the OpsStars podcast, Sean Frazer, VP of Revenue Operations at Dental Intelligence, joins Don Otvos to shed light on the art of growing into a leadership role in RevOps, the importance of building relationships with people and considerations to make when building scalable and dynamic systems in revenue operations.

The What and How of Revenue Orchestration

September 12, 2023 08:00 - 49 minutes - 113 MB

With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through operational alignment strategies.

Core vs. Context: The Most Important Components of Any Tech Stack

September 11, 2023 08:00 - 58 minutes - 133 MB

Building a solid tech stack foundation is synonymous with building a solid house. You must have a solid foundation to build upon. Without that foundation, adding on can turn your tech stack into a house of cards. You can't add curtains before you have windows much like you can't add on intent tools without having your CRM and MAP processes implemented and running. This panel discusses what is core versus context in your tech stack, how to plan, and considerations when adding new components.

Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census

September 05, 2023 08:00 - 33 minutes - 75.8 MB

In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making.

Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb

August 22, 2023 08:00 - 25 minutes - 59.4 MB

In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similarweb, joins Don Otvos to discuss her award-winning workforce management project, harnessing the power of data for effective workforce management, and the role of workforce management in driving growth.

Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies

August 08, 2023 08:00 - 32 minutes - 75.1 MB

In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, and the opportunities to leverage AI to improve the sales process and enhance the customer experience.

Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt

July 25, 2023 08:00 - 36 minutes - 83.6 MB

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.

Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases

July 11, 2023 08:00 - 38 minutes - 88 MB

When Cat was laid off from her RevOps role in January, she submitted her resume to 203 companies. In her 4.5-month job search, she took to LinkedIn to share the numbers behind her journey, something to help keep her sane but also help others in a similar situation. Today she joins Don to share more about her search and her new role!

How to Help Sales Help You Help Them with Nicholas Lansberry, Go-To-Market Operations Manager at Expedient

June 27, 2023 08:00 - 36 minutes - 66.6 MB

In this episode of the OpsStars Podcast, Nicholas Lansberry, Go-To-Market Operations Manager at Expedient, joins Don Otvos to explore how RevOps becomes a driving force for breaking down silos, leveling up internal operations, and enhancing customer success.

Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio

June 13, 2023 08:00 - 32 minutes - 58.9 MB

In this episode of the OpsStars Podcast, Trent Allen, RevOps Manager of Automation and Systems at Maxio, joins Don Otvos and discusses the importance of RevOps being the source of truth and aligning with all business functions to enable efficient growth.

[Greatest Hits] Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad

May 30, 2023 08:00 - 28 minutes - 51.7 MB

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share his skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.

[Greatest Hits] SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound

May 16, 2023 08:00 - 34 minutes - 62.6 MB

David Dulany, Founder and CEO of Tenbound, joins Rachael to share his best strategies, tactics, and tools on how you can optimize and build successful sales development teams.

[Greatest Hits] Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast

May 02, 2023 08:00 - 42 minutes - 77 MB

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

[Greatest Hits] Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce

April 18, 2023 08:00 - 36 minutes - 67 MB

Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, shares how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful.

[Greatest Hits] How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift

April 04, 2023 08:00 - 30 minutes - 70 MB

Sean Lane, VP of Field Operations at Drift, joins us to share how operations can play an instrumental role in designing and ensuring a great customer experience.

[Greatest Hits] Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting

March 21, 2023 07:42 - 36 minutes - 66 MB

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.

[Greatest Hits] Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase

March 07, 2023 08:00 - 34 minutes - 63.1 MB

In this episode of the OpsStars Podcast, Rachael McBrearty is joined by Jon Miller, CMO at Demandbase. They discuss why using data to drive account intelligence can help sales and marketing teams be more relevant, different types of data, and how to apply the data strategically.

[Greatest Hits] Designing a Buyer-Centric Seller Experience with TJ Macke, former SVP of Strategy at Sapper Consulting

February 21, 2023 08:00 - 28 minutes - 52 MB

TJ Macke, former SVP of Strategy at Sapper Consulting, shares his thoughts on the current inflection point sales teams are experiencing. He also talks about how the best-sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience, and earn customer trust.

[Greatest Hits] Reimagining Marketing Operations to Amplify User Experience with Crissy Vetere-Saunders, CEO and Co-Founder of CS2 Marketing

February 07, 2023 08:00 - 45 minutes - 105 MB

Crissy Vetere-Saunders is the CEO and Co-Founder of CS2 Marketing, an agency focused on the three P’s of digital marketing, people, processes, and performance. Crissy shares her insight on the evolution of the marketing operations role in a dynamic environment.

[Greatest Hits] Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense

January 24, 2023 08:00 - 38 minutes - 70.6 MB

In this episode of the OpsStars Podcast, Kerry Cunningham, Research and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales, including why now is the time to move past MQLs as a measurement of success and how to better leverage opportunities to support buying groups.

[Greatest Hits] Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2

January 10, 2023 08:00 - 26 minutes - 49.3 MB

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

[Greatest Hits] Perspectives on the Modern RevTech Stack with Evan Liang, CEO & Co-Founder at LeanData

December 27, 2022 08:00 - 24 minutes - 45.5 MB

In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack - because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?

[Greatest Hits] The Dawn of a New Sales Era with Mary Shea, Global Innovation Evangelist at Outreach

December 13, 2022 08:00 - 40 minutes - 74.8 MB

Mary Shea, Global Innovation Evangelist at Outreach, joins us to share insights on the new era of digital sales transformation and how leaders are leveraging new strategies, technology, training, diversity, equity, and inclusion to drive success at their organizations.

[Greatest Hits] The Playbook for Transitioning From SMB to Enterprise Clients with Pat Oldenburg, Vice President of Demand Generation Operations at Motive

November 29, 2022 08:00 - 35 minutes - 65 MB

Pat Oldenberg, Vice President of Demand Generation Operations at Motive, joins us in today’s episode of the OpsStars podcast to share his insights on scaling business processes while transitioning from small and medium-sized clients to account-based enterprise-level customers.

[Greatest Hits] Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights

November 15, 2022 08:00 - 41 minutes - 76.2 MB

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us in today’s episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team.

[Greatest Hits] Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight

November 01, 2022 08:00 - 44 minutes - 82.2 MB

Seth Wylie, Director of CS Ops and Admin Community at Gainsight, shares how customer success operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and the team looks like and what capabilities and skills are required to become a high-performing CS Ops team.

Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2

October 18, 2022 08:00 - 26 minutes - 49.3 MB

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast

October 04, 2022 08:00 - 42 minutes - 77 MB

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

Twitter Mentions

@leandata 15 Episodes
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