RevAmp by DealHub.io

Shantanu Shekhar | RevOps | Gong's Growth Journey: From Single Product to Multinational Success

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...

Chirag Gulati | RevOps | The Current and Future State of the CPQ Space

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...

Inese Pumpure | RevOps | Navigating the Complexities of Modern Revenue Operations

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 ...

James Eaton | Sales Leader | Adapting to Changing Market Conditions as a Sales Leader

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 prosp...

James Hunsberger | RevOps | Being Adaptable While Preparing an Organization for Growth

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 ...

Jacki Leahy | Reops | The Human Reason Behind Low Adoption & How to Fix it

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 th...

Jen Igartua | RevOps | Scaling for Success: Navigating the New Normal in RevOps

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 ins...

Hannah Hanrahan | RevOps | Scalability Through Standardization in Revenue Operations

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 e...

Shivam Shah | RevOps | Adaptability & RevOps: Navigating Challenges & Finding Opportunities

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 i...

Amie Weizer | RevOps | The Frameworks for Scalable RevOps

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 a...

Jeremey Donovan | RevOps | Optimizing RevOps for Efficient, Scalable Growth

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 operat...

Brian Tully | Sales Leader | Scaling Through Transformative Sales Leadership

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, wher...

Sandy Robinson | RevOps | Unifying to Scale: Methodologies, Processes, and Technologies

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 highli...

Matt Hadreas | RevOps | The Agile Approach to Revenue Operations

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 e...

Josh Pudnos | RevOps | Lessons From Building a Revenue Operations Function from Scratch

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 challeng...

Colin Specter | Sales Leader | Balancing Functionality and the Human Touch in Sales

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 a...

Patrick Franciotti | RevOps | Adapt, Enable, Excel: Usability-Centric RevOps for Dynamic Sales Teams

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 ...

Danielle Marquis | RevOps | Agility as a Core Pillar of RevOps

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 curr...

Pete Kazanjy | Sales Leader | Agile Leadership: Navigating Sales Teams Through Dynamic Markets

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 ...

Matt Volm | RevOps | The Role of Functionality in Optimizing RevOps

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 nasc...

Malcolm Smith | Functional Leadership: Building High-Performing Sales Teams

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 experimenta...

Sean Lane | RevOps | How to Think About Scalability in a Time of Constant Change

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 designin...

Natalie Furness | RevOps | The Importance of User-Friendly Systems in RevOps

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, a...

Chris Nethercote | Sales Leaders | Streamlining Processes for Sales Success

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 th...

Nicholas Gollop | The Importance of Data Integrity in RevOps

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 ar...

Danae Ruiz | Building Alignment and Resilience in Revenue Operations

In this episode of the RevAmp podcast, host Mark Lerner interviews Danae Ruiz, a Revenue Operations strategist at New Breed. Dene shares her background and how she got into her current role. She discusses her experience with HubSpot certifications and how she discovered her passion for revenue operations (RevOps). Dene also talks about her speaking engagement at Inbound, where she discussed the migration from Salesforce to HubSpot. The main focus of this episode is on the importance of alig...

Niko Lafakis | Exploring AI in RevOps: From Parlor Tricks to Real Application

In this episode of the Revamp podcast, host Mark Lerner interviews Nico Lafakis, RevOps Strategist at New Breed, about the use of AI in RevOps. Nico’s background in graphic design and CRM work gives him a unique perspective on the topic.  They discuss the history of AI, from Siri to Amazon Alexa, and how it has evolved over time. Nico explains how AI is being used in RevOps, particularly in drawing cross comparisons of data and generating insights that would take a significant amount of tim...

Jeff Ignacio | The RevOps Evolution: Past, Present, and Future

In this episode of the RevAmp podcast, host Mark Lerner welcomes Jeff Ignacio, a seasoned expert in Growth and Revenue Operations at Regrow Ag, to discuss how the field of revenue operations has evolved and its future in the B2B SaaS industry. Jeff, with a rich background in RevOps spanning a decade, delves into how his journey began and his current endeavors, including running "The Rev Ops Review" podcast with Cognism and creating educational content for revenue operators. The conversation...

Anthony Enrico | RevOps Journey: From Startup to Exit and Beyond

In our latest podcast episode, host Mark Lerner sits down with Anthony Enrico, the visionary co-founder of LeanScale, a company revolutionizing Rev Ops as a service. Anthony delves into his rich experience in B2B technology and the dynamic world of revenue operations, drawing from his journey with a fast-growing firm that achieved successful acquisition. Get Anthony's GTM Framework Here. The episode focuses on the pivotal concept of growth modeling. Anthony explains how this strategy empow...

Stuart Balcombe | Customer Journey Consolidation and HubSpot Trends

In this episode, Mark Lerner interviews Stuart Balcombe, who leads growth at Arrows, a HubSpot App partner.  They discuss trends in the HubSpot ecosystem and how companies are increasingly focused on consolidating their tech stack to provide a more connected customer journey. Stuart highlights the importance of the RevOps role in achieving business goals, especially as companies aim to consolidate their data into one place. They also touch on the impact of AI on data and the recent acquisit...

Christopher Barnett | RevOps Revolution: AI, Strategy, and the Future of Growth

In this episode, Christopher Barnett, founder of WORQFLOW and a HubSpot Solutions partner, discusses the evolving role of RevOps within the HubSpot ecosystem. Chris and Mark explore the growing complexity of customer use cases and how HubSpot is adapting to meet these challenges. The conversation then moves on to discussing the influence of AI on RevOps and its potential to streamline processes, enhance productivity, and create a more strategic focus. They also touch upon the changing lands...

Lucas Munisteri | Navigating the AI Frontier: Data, Ethics, and Business Transformation

Lucas Munisteri is the CEO of Theia Strategies. Amidst the lively setting of the INBOUND 2023 conference, DealHub's Mark Lerner got to know Lucas, hearing about the transformative journey of Lucas's agency over half a decade. Their conversation shed light on the myriad challenges and shifts businesses faced, especially during the COVID-19 pandemic. Lucas, showcases an unwavering determination to navigate every challenge that comes his way. With a rich history rooted in the oil and gas sect...

Cameron Collins | Pioneering change: HubSpot's rise, RevOps strategy, and AI integration

Cameron Collins is the Revenue Operations Strategist at RevPartners and a dynamo in the RevOps arena. DealHub's Mark Lerner had a chat with Cameron, with the vibrant backdrop of the HubSpot Inbound conference. Their exchange highlighted the transformative role of RevOps in today's business ecosystem. Self-described as a "hydraulic press," Cameron possesses the tenacity to excel in every challenge he faces. His background is enriched with experiences in business development, sales, marketin...

Emerson McCuin | Building RevOps success through processes and AI

Emerson McCuin is the Head of RevOps at Haas Alert.   DealHub's Mark Lerner had the opportunity to sit down and chat with him on the sidelines of the HubSpot Inbound conference. Emerson's journey to RevOps is not your ordinary one - he started in social work, moved to sales, and, in the process learned to build a "Shadow" CRM to better align it with his own process. Soon after, other people within the company started asking him to build the same thing for them. It was then that he realized ...

James Abraham: How RevOps Can Best Support Sales

Mollie Bodensteiner: Growing the Go-to-Market Team Through Data

How clean is your data?  Data is an asset to the business the same way people are an asset to a business. Our recent RevAmp podcast guest, Mollie Bodensteiner of Syncari, challenges us to have a unified customer data set to really understand our business and make decisions on clean data.

Frank Devine: Top Tips for Building Revenue Operations in Hyper-Growth

Robert Fulkerson: How Technology can Transform Human Capital Management

Semir Jahic: Building Explainability Into Your Product

How “explainable” is your product?  Your salespeople need to be able to explain the product to their customers and your customers need to be able to explain it to decision-makers and execs. Semir Jahic, Sr. Manager of Sales Engineering and Operations EMEA at Clari, joined the RevAmp podcast to the value sales engineering brings to revenue operations. Listen to the full interview.

JM Wilke: Keeping Your Sales Team Happy

JM Wilke is VP of Operations and Principal Growth Consultant at Scott Leese Consulting. In this episode, we discuss systems and how technology affects efficiency in RevOps. We also dive into how good sales operations technology and processes can help recruit and retain a happy sales team.

Perry Nalevka: Using Salesforce and HubSpot to Scale B2B Marketing

Perry Nalevka from Penguin Strategies joined the RevAmp podcast this week to discuss how you can use your CRM, such as Salesforce and HubSpot, to scale B2B marketing.  Listen to the interview to learn more about: How Salesforce and HubSpot differentiate their brands Where the breakdown is when integrating Salesforce and HubSpot Product-led sales may be the answer to closing deals

Mathias Saint-Jean: Revenue Operations for Product-Led Growth

Mathias Saint-Jean, Head of Revenue Operations at Unito, answers that question and many more in our latest episode of the RevAmp podcast. We also get his take on lead scoring, customer onboarding, and the PLG tech stack.

Mathias Saint-Jean: Revenue Operations for Product-Led Growth

Mathias Saint-Jean, Head of Revenue Operations at Unito, answers that question and many more in our latest episode of the RevAmp podcast. We also get his take on lead scoring, customer onboarding, and the PLG tech stack.

Alex Oppenheimer: Three Sets of Metrics Every Startup Should Track

Jay McBain: The Value of Building Channel Partnerships

Jay McBain is the Chief Analyst - Channels, Partnerships and Ecosystems at Canalys, the leader in sales channel analysis and data. Their services help the world’s largest tech companies manage their partner landscape. Jay wrote excellent content when he was at Forrester, providing real value and insights. In this podcast, we dive deep into partnerships and channel sales. 

Katie Zinman: Growing a Deal Desk Team

“Slow is smooth and smooth is fast.” That’s the deal desk team motto at Braze. Katie Zinman, Director of the Global Deal Desk at Braze, joins the RevAmp podcast this week to share what she’s learned by growing a deal desk team from 2 to 11 people in 2 years.  Listen to learn valuable tips for onboarding new sales hires, using technology to streamline the sales process, and scaling the deal desk at a high-growth company.

Mike Dickerson: Integrating Microsoft Dynamics CRM with DealHub CPQ for a Frictionless Sales Process

RevAmp Podcast: Mike Dickerson, CEO of ClickDimensions, discusses how DealHub CPQ integrated with Microsoft Dynamics creates a frictionless buying process.

Ben Rubin: How to Remove Friction Across RevOps Teams

Ben Rubin, Revenue Director at Remotish, discusses removing friction across RevOps teams and fostering collaboration with customers.

Briana Yarborough: Finance is Revenue Operations’ Best Friend

Finance and RevOps are best friends, or at least they should be!   In our latest RevAmp podcast, Revenue Operations leader Briana Yarborough discusses the importance of Finance, Business Intelligence, and Revenue Operations working together and building trust. Briana also shares her insights on hiring for diversity and inclusion in finance and revops.

Anya Ciercierski: The Power of the Microsoft Dynamics Partner Community

Anya Ciecierski is the co-founder of the top blogs for Microsoft Dynamics Partners - ERP Software Blog, CRM Software Blog and ERP Cloud Blog. Combined, they have 90,000+ visitors a month and serve as valuable resources for Partners and anyone looking to implement Microsoft Dynamics 365. Anya discusses how the Partner community serves to educate and inspire MSD users.