OpsStars - A RevOps Podcast
82 episodes - English - Latest episode: 13 days ago - ★★★★★ - 87 ratingsThe 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.
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Episodes
[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 MBSeth 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 MBJoe 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 MBRoss 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.
Perspectives on the Modern RevTech stack with Evan Liang, CEO & Co-Founder at LeanData
September 20, 2022 08:00 - 24 minutes - 45.5 MBIn 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?
Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad
September 06, 2022 08:00 - 28 minutes - 51.7 MBRaheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share the skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.
Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting
August 23, 2022 08:00 - 36 minutes - 66 MBMaura 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.
SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound
August 09, 2022 08:00 - 34 minutes - 62.6 MBDavid 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.
Building and Measuring Success for an Account-Based Framework with Pat Oldenburg, Vice President of Demand Generation at Motive
July 26, 2022 08:00 - 35 minutes - 65 MBPat Oldenburg, Vice President of Demand Generation at Motive, joins Rachael McBrearty to discuss how to set up the foundation for an account-based framework, what metrics you should measure, and why marketers need to work closely with sales to succeed.
Designing a Buyer-Centric Seller Experience with TJ Macke, SVP of Strategy at Sapper Consulting
July 12, 2022 08:00 - 28 minutes - 52 MBTJ Macke, SVP of Strategy at Sapper Consulting shares his thoughts on the current inflection point sales team are experiencing and 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.
Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase
June 28, 2022 08:00 - 34 minutes - 63.1 MBIn this episode of the OpsStars Podcast, Jon Miller, CMO at Demandbase, shares why using data to drive account intelligence can help sales and marketing teams be more relevant by aligning go-to-market motions and messages to the buyer journey.
Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce
June 14, 2022 08:00 - 36 minutes - 67 MBKaren Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, joins the conversation today to share 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. Karen is the author of four books: “Success From Anywhere: Create Your Own Future of Work from the Inside Out,” “Working From Home: Making the New Normal Work ...
Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights
May 31, 2022 08:00 - 41 minutes - 76.2 MBChris Van’t Hof, Director of Revenue Operations at CB Insights, joins us on this episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team. Previously, Chris was the Director of Global Revenue Operations for Uniphore, Director of Sales Operations for Honor and NextHealth, and Senior Analyst of Sales Operations and Pricing at ServiceSource. His experience is heavily focused on providing sales teams with insightful and actionable recommendations ...
Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense
May 17, 2022 08:00 - 38 minutes - 70.6 MBKerry is a Featured Thought Leader at Sales Assembly, the industry’s only Scale-as-a-Service platform that leads B2B Tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team. Kerry brings over twenty-five years of experience in B2B demand generation and management, spanni...
Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight
May 03, 2022 08:00 - 44 minutes - 82.2 MBSeth is a self-proclaimed “unredeemable CS Geek,” passionate about creating human first connections. He brings over fifteen years of experience in various analyst and customer success roles and leadership positions. Before his current role at Gainsight, Seth was the Director of Customer Success Operations at InsightSquared, where he managed various swaths of their CS. He saw the organization grow from fewer than ten employees to the largest company he had ever worked for. Today, Seth share...
The Emerging Role of a Pipeline Strategist with Krystal Diel, Pipeline Strategist at Panther
April 19, 2022 08:00 - 34 minutes - 62.6 MBKrystal is a Pipeline Strategist at Panther, a cloud-scale security analytics platform that alleviates the pain of traditional SIEM with detections-as-code and a scalable security data lake. She initially got into sales operations as a personal trainer. Krystal brings over seven years of experience in various Sales and RevOps roles and leadership positions. Before her current role, she was the Director of Revenue Operations at Capacity and the Manager of Sales Development at BizLibrary. She...
The Case for a Unified RevOps Org to Align Sales and Marketing and Drive Revenue with Justin Schmidt, VP of Marketing at Capacity
April 05, 2022 08:00 - 42 minutes - 97.4 MBIn this episode, Rachael is joined by Justin Schmidt, VP of Marketing at Capacity, an enterprise artificial intelligence SaaS company focused on helping teams do their best work. He is also the host of the Support Automation Show, where he hosts conversations with leaders in customer or employee support who are using technology to answer questions, automate processes, and build innovative solutions to any business challenge. Justin brings over twenty years of experience in various marketing...
Aligning Sales Development to Bigger Picture Business Goals with Ryann Morrow, Senior Director, Sales Development at Cybrary
March 22, 2022 08:00 - 27 minutes - 50.2 MBIn this episode, Rachael is joined by Ryann Morrow, Senior Director, Sales Development at Cybrary, a cyber security professional development platform that provides IT and security professionals with the knowledge and skills to achieve their career goals. Ryann joined Cybrary in 2019 and in 2020, Cybrary won an OpsStars Award for Highest ROI Program of the Year for driving a 133% increase in pipeline in just one quarter after a major project to automate their go-to-market processes. In this ...
It’s Here - The New Era of Sales! with Mary Shea, Global Innovation Evangelist at Outreach
March 08, 2022 08:00 - 40 minutes - 74.8 MBIn this episode, Rachael is joined by Mary Shea, Global Innovation Evangelist at Outreach, the first and only sales execution platform that helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit forecasts with confidence. Previously she was a Principal Analyst at Forrester, where she led research and authored the inaugural Forrester Wave for the Sales Engagement category. Now with Outreach, Mary conducts thought-provoking rese...
Building Automated Revenue Dashboards with Elizabeth Medlicott, the Director of Marketing Operations at Model N
February 22, 2022 08:00 - 31 minutes - 71.3 MBIn this episode, Rachel is joined by Elizabeth Medlicott, Director of Marketing Operations at Model N. Elizabeth has over a decade of experience in marketing operations, primarily in B2B software, for enterprise, mid-market, and start-up businesses, including public and unicorn companies. She is skilled in Marketo, SFDC, ABM, data migration, data management, and various marketing/sales tech stack tools. Model N was also a finalist for a 2021 OpsStars Award for Digital Transformation. In toda...
How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift
February 08, 2022 08:00 - 30 minutes - 70 MBIn this episode, Rachael is joined by Sean Lane, VP of Field Operations at Drift, a conversational marketing platform that combines chat, email, video, and automation to remove the friction from business buying. Sean started his career in customer success and later led a sales development team. It was there that he learned how important operations were to all the GTM teams’ success. Sean has spent the last four years in operations at Drift, leveraging his experience across the customer journe...
How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast
January 25, 2022 08:00 - 19 minutes - 44.2 MBIn this episode, Rachael is joined by Jeff Ignacio, host of The Revenue Architect Podcast, a podcast for anyone deeply interested in building go-to-market capabilities, revenue operations, and revenue enablement. Jeff brings a breadth of knowledge learned from his experience across various sales and revenue operations positions. Before his current role, he was the head of revenue and growth operations at UpKeep where he built and developed a team composed of marketing operations, business sy...
Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle
January 11, 2022 08:00 - 40 minutes - 27.5 MBIn this episode, Rachael is joined by Greg Poirier, the CEO and founder of CloudKettle, a company specializing in improving operations and revenue growth for large enterprises through marketing automation, lead generation, sales management, and renewals. He is also an advisor at Salesforce Accelerate, a three-month virtual program powered by Salesforce for Startups. Greg is a sought-after speaker and advisor that specializes in marketing and sales operations for SaaS companies with many indu...
Closing the Customer Experience Gaps with Jason Reichl of Breadcrumbs and Go Nimbly
December 21, 2021 08:00 - 48 minutes - 112 MBIn this episode, Rachael is joined by Jason Reichl, the CRO at Breadcrumbs, a revenue acceleration platform based on a co-dynamic lead scoring and routing engine living at the intersection of marketing and sales. He also co-founded Go Nimbly, a Revenue Operations consultancy, where he currently serves as a board member, advisor, and RevOps Evangelist. He joins us to discuss how today’s customers expect a personalized buying experience and how RevOps can use data and analytics to close the ex...
Design Your Operations With the End (User) in Mind with Chelsea Katich, Director of Marketing Operations at McGraw Hill
December 07, 2021 08:00 - 34 minutes - 79.8 MBIn this episode, Rachael is joined by Chelsea Katich, Director of Marketing Operations at McGraw Hill, an American learning company and one of the “big three” educational publishers that provides customized educational content, software, and services for pre-K through postgraduate education. Chelsea is a 5x Marketo Champion, Fearless 50 member, MUG Co-Leader, 2019 Champion of the Year Revvie Finalist, 2020 Adobe Experience Maker Award Winner, and a 2021 OpsStars of the Year finalist. Today, ...
Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett, Head of Revenue and Community Operations at RevGenius
November 23, 2021 08:00 - 36 minutes - 83.9 MBIn this episode, Rachael is joined by Asia Corbett, Head of Revenue and Community Operations at RevGenius, a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow. Asia joined RevGenius because of its mission to educate, empower, and inspire all revenue professionals and operators. Asia is passionate about putting processes and structures in place to ensure everyone’s workflow is optimized so that they all execute better together. S...
Operationalizing the Customer Experience: The role of MOPs with Crissy Vetere-Saunders, CEO & Co-founder at CS2 Marketing
November 02, 2021 08:00 - 45 minutes - 105 MBIn this episode, Rachael is joined by Crissy Vetere-Saunders, CEO and Co-founder of CS2 Marketing, a B2B SaaS marketing agency started in the heart of Silicon Valley, now supported by a remote team across the US. With over a decade of experience in marketing operations and demand generation, she is still striving to learn the best ways to optimize the three P’s of tech marketing: people, process, and performance. They discuss the opportunity for marketing operations to take on the role of le...
Operationalizing the Customer Experience: The role of MOPs with Crissy Vetere-Saunders, CEO and Co-founder at CS2 Marketing
November 02, 2021 08:00 - 45 minutes - 105 MBIn this episode, Rachael is joined by Crissy Vetere-Saunders, CEO and Co-founder of CS2 Marketing, a B2B SaaS marketing agency started in the heart of Silicon Valley, now supported by a remote team across the US. With over a decade of experience in marketing operations and demand generation, she is still striving to learn the best ways to optimize the three P’s of tech marketing: people, process, and performance. They discuss the opportunity for marketing operations to take on the role of le...
True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson, Senior Director of Revenue Operations at ringDNA
October 19, 2021 16:10 - 32 minutes - 75.2 MBIn this episode, Rachael is joined by Jordan Henderson, Senior Director, Revenue Ops at Revenue.io (formerly ringDNA), a revenue acceleration platform that uses AI to transform sales teams into high-performing revenue engines. His background is spread across revenue operations, sales enablement, sales operations, strategic planning, and project management. He also hosts the RevOps Podcast. This episode provides a detailed look at what a RevOps team looks like from the inside. We also look at...
Customer Focused Revenue Operations with Jordan Henderson, Senior Director of Revenue Operations at ringDNA
October 19, 2021 16:10 - 32 minutes - 75.2 MBIn this episode of the OpsStars Podcast, Rachael is joined by Jordan Henderson, Senior Director of Revenue Operations at ringDNA. They discuss how to improve the customer buying journey, how Jordan's team maintains a customer-focused approach and the importance of maintaining buying experience momentum.
Customer Focused Revenue Operations with Jordan Henderson, Director of Revenue Operations at ringDNA
October 19, 2021 16:10 - 32 minutes - 75.2 MBIn this episode of the OpsStars Podcast, Rachael is joined by Jordan Henderson, Director of Revenue Operations at ringDNA. They discuss how to improve the customer buying journey, how Jordan's team maintains a customer-focused approach and the importance of maintaining buying experience momentum.
What It Means To Be An OpsStar with Kimberly Galitz, Senior Manager Marketing Operations at F5 Networks
October 04, 2021 08:59 - 18 minutesIn this episode, Rachael is joined by Kimberly Galitz, Senior Manager, Marketing Operations at F5. Kimberly was hired to clean up the Marketo architecture at F5 and apply her expertise with marketing tech stacks to help F5 grow. She’s also a 2x Marketo Champion and the 2020 OpsStar of the Year. They discuss the confidence issues Ops professionals face and how being a part of a community of Ops professionals helps overcome them. They also talk about the importance of being visible by working ...
Trailer
October 04, 2021 07:23 - 1 minute - 2.63 MBIn this trailer, Rachael shares what to expect from the OpsStars Podcast, and why we are doing this...