Go To Market

On the latest episode of Go-to-Market with Dr. Amy Cook, Olga Traskova, vice president of RevOps at Birdeye, shares insights on the ongoing evolution of RevOps.  Once a reactive, supportive role, RevOps is now transforming into a proactive, strategic driver of business growth. Olga discusses why this shift calls for a new generation of RevOps professionals—those with technical expertise across div...

Looking for a proven strategy that aligns RevOps teams and long-term goals within an agile GTM function? Balaji Krish says there's a formula for that. In this episode of Go-to-Market with Dr. Amy Cook, Balaji explains why RevOps thrives with a hands-on, balanced formula that emphasizes 40% strategy, 40% operations, and 20% tactical practices. "One of the most fulfilling things you can do as a RevO...

For Saket Kapoor, three essential keys drive success in revenue operations: First, being data native, which means being adept at navigating and interpreting vast amounts of data. Second, acting as a clarity creator, able to distill complex information into key insights and answer the crucial "so what?" questions. Third, generating forward momentum, since much of what RevOps identifies necessitates...

All of us at the Fullcast Go to Market podcast want to wish you the very Merriest Christmas, and Happy Holidays! We look forward to seeing you in 2025!

While much of a RevOps leader's work happens behind the scenes, their impact is profound and far-reaching. For Clay Blanchard, a trailblazer in revenue operations, the mission of these "custodians of the company's revenue" is clear: drive growth responsibly and optimize outcomes for both shareholders and the business at large. In this episode of Go to Market with Dr. Amy Cook, Clay sheds light on...

Have your RevOps and sales team lost that lovin' feeling? Tyler Morrow, director of corporate sales at Qualtrics, emphasizes the importance of redefining a "win" to keep your sales team motivated and focused while also highlighting the need for collaboration with RevOps to achieve goals.  In this episode of Go to Market with Dr. Amy Cook, Tyler discusses the crucial role of transparency and commun...

Katerina Ostrovsky knows that balancing art and science is key to success. As senior vice president of global revenue operations and Go-to-Market strategy at Jellysmack, she combines a lifelong dedication to RevOps with a sharp focus on data-driven strategies to engineer seamless annual plans. "Companies are starting to understand that treating revenue as a science and process engineering every fa...

For those who believe that Sales and RevOps are destined to forever be at odds, think again.  By aligning their goals and strategies, Sales and RevOps teams can transform from rivals to powerful allies and drive unprecedented growth and efficiency.  In this episode of Go to Market with Dr. Amy Cook, we'll explore how bridging this gap can unlock new levels of performance and profitability. Andrew...

  In this episode, Prasad Varahabhatla, Senior Director of Sales and Partner Operations at Philips, dives into the fascinating world of Revenue Operations (RevOps) and its growing importance in today's go-to-market. Learn about the positive impact of a strategic shift from siloed operations to a seamless, unifying data flow and why having a single source of truth and rock-solid data integrity is a...

Mari Manglaras didn't plan to develop her career around revenue operations. As a data engineer, her world revolved around analytics. But when a sudden economic downturn impacted her industry, Mari discovered her superpower was inside sales.  "I got a job as a salesperson at a startup, and by my third month, I was 1,113 percent to goal," Mari said. "I sat there and listened to other people about ho...

Is your GTM buried under unforced errors? Are your sales processes hitting flyouts before they even safely reach first base? Are account execs striking out on unclear leads and confusing campaigns? For Steve Settle, Senior Director of Revenue Operations at Customer.io, the all-in-one customer engagement platform, team communication and alignment is a critical play in the game of go-to-market.   In...

Do you rely on luck or chance for successful go-to-market forecasting decisions? You're not alone.  Research shows that almost 62 percent of companies create a data-driven GTM plan, but only 33 percent use a systematic approach that reduces unpredictability.   "There's always going to be things that happen as a matter of chance or outside of your control, that will either win your deals, lose your...

From leading sales teams to mastering Revenue Operations, Whitney Merrill's professional journey in RevOps and Go-To-Market has been about blending technology, processes, and people. In this episode, Whitney describes RevOps as a three-legged stool where each leg represents a critical element: technology, processes, and people. This blend creates a strategic powerhouse that drives revenue success....

In this Go To Market Podcast episode with Dr. Amy Cook, the spotlight shines on the strategic advantages of elevating the RevOps leader to the executive table.   Cody Guymon, COO of GTM Operations, drives home this critical point: when RevOps reports directly to the CEO, they gain a holistic view of the organization, which is crucial for cohesive strategy and long-term success.   "You have to know...

"Move fast and don't break things." That's the mantra that guides Jared Barol, a successful entrepreneur, revenue operations leader and go-to-market expert, as he guides some of today's most influential organizations like Salesforce and Reputation.com toward scalable revenue-building strategies.  Ironically, "breaking things" is how he got his start on the RevOps practices and business transformat...

In this inaugural episode, Fullcast co-founders Ryan Westwood and Amy Cook "Start with Why" and discuss the state of sales, marketing, and especially RevOps as a catalyst for business growth in today's uncertain marketplace.