GTM Science - A show for GTM and RevOps leaders

Welcome to the first episode of CRO Stories! This is a new segment of the RevOps Corner podcast, where we interview brilliant CROs and GTM experts to discover how revenue leaders are making massive impact in B2B SaaS. Our host, USC Marketing Manager Rachael Bueckert, sits down with Warren Zenna of The CRO Collective to talk about how CROs can thrive in their role -- and the mistakes companies make...

In this solo episode of The RevOps Corner, host Eddie Reynolds , founder and CEO of Union Square Consulting, shares a recent experience where an AE missed an opportunity to grow him as a customer. Eddie illustrates the mistakes that were made and how you can learn from them to increase your own expansion pipeline. The process that Eddie highlights is the same one he learned from his time at Salesf...

In this episode of RevOps Corner, host Eddie Reynolds interviews Adam Robinson , founder and CEO of RB2B and Retention.com. They discuss the abysmally low prospect response rates in today's market and the significance of leveraging thought leadership on platforms like LinkedIn to enhance outbound sales strategies. Eddie and Adam share insights from their own experiences building recognizable b...

In this episode of RevOps Corner, our host Mallory Lee chats with Andrew Nadeau , founder of Align.ly , to explore different ways of qualifying leads other than the "dead" MQL. They discuss whether MQLs are still relevant, the problems associated with traditional lead scoring, and the importance of intent signals. The conversation highlights how companies can improve lead routing, the nu...

In this episode of The RevOps Corner, host Eddie Reynolds speaks with Jim Wilson , partner at Costanoa Ventures , about blending inbound and outbound strategies to build an effective pipeline for B2B SaaS companies. They discuss definitions of inbound and outbound, account-based marketing (ABM), the importance of prioritizing quality over quantity, and how to balance experimentation with establish...

Every lead you have, whether they've shown interest or not, is a lead that you've paid for. Whether you spent money on an ad to generate them, or you paid reps to find and research them, or you bought tickets to an event to meet them. Optimizing your lead qualification and routing is a practice that not only helps increase ROI on these leads going forward, but it can be applied to all of t...

You have no control over revenue growth if you can't see what's happening in your business. In this recording of our Revenue Factory Webinar hosted by Union Square Consulting and Growblocks, Mallory Lee (SVP of RevOps Strategy at USC) and Tony Holhbein (CEO at Growblocks) discuss how B2B SaaS companies can optimize their go-to-market strategies using the revenue factory model. They explore...

In this episode of The RevOps Corner, host Eddie Reynolds interviews Collin Cadmus , revenue growth coach and podcaster, to explore the evolution of modern outbound sales strategies. Collin recounts his career journey and the vital lessons he learned moving through ranks and across companies, the significance of market dynamics, and the shift in B2B buyer behaviors among younger generations. They...

In this episode of The RevOps Corner, our host Eddie Reynolds chats with Mallory Lee , the new SVP of RevOps Strategy at Union Square Consulting. The discussion centers on the concept of Pipeline Councils and their role in maintaining an accurate, predictable pipeline in B2B SaaS companies. Mallory provides a deep dive into what a Pipeline Council is, how to set one up, the importance of cross-fun...

In this episode of The RevOps Corner, our host Eddie Reynolds chats with Ben Murray , The SaaS CFO, about the relationship between the CFO and Revenue Operations. They discuss Ben's journey becoming The SaaS CFO and explore critical topics such as forecasting, pipeline review processes, and what the CFO needs from RevOps. The conversation also covers the complexities of calculating customer ac...

In this episode of RepOps Corner, host Eddie Reynolds discusses the intricacies of building a repeatable sales motion with Liam Mulcahy from Kleiner Perkins. They cover various aspects of establishing a sales process, including the importance of your first sales hires, team building in mature companies, tracking metrics early, and the significance of outbound sales. They also touch on the potentia...

In this guest episode of No Nonsense Sales with Tom Boston , CEO of USC Eddie Reynolds discusses the best way to harness data in order to drive revenue and retain customers.

In this episode of The RevOps Corner, our host Eddie Reynolds explores the relationship between the CRO and Revenue Operations with guests Tim Strickland and Scott Sutton . Tim, former CRO at ZoomInfo and now an advisory partner at Summit Partners, and Scott, former VP of RevOps at Zoominfo and now CEO at Later, discuss their collaborative experience at ZoomInfo. They discuss the structure and rol...

In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan , EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices" . Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highe...

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Megan Bowen , CEO at Refine Labs – one of the top marketing agencies for B2B SaaS scale ups. You'll learn about: Hybrid marketing attribution (blending the attribution between software and self-reporting) Measuring the effectiveness of marketing all the way through to revenue And breaking it down by each channel withi...

In this episode of the RevOps Corner, our host Eddie Reynolds interviews Andrej Zinkevich , co-founder of Fullfunnel.io, on defining ABM, launching it efficiently with minimal resources, and avoiding common pitfalls. The discussion covers the importance of understanding the buying process, focusing on accounts likely to convert, and the role of marketing and sales collaboration in identifying and...

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Renee Cohen , Vice President of Marketing and Operating Partner at Norwest Venture Partners, to discuss the evolution of lead generation strategies in B2B SaaS companies and the death of the MQL. The conversation covers topics such as the integration of inbound and outbound strategies, the importance of account-based mark...

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with none other than John Barrows , CEO of JB Sales and professional sales trainer to some of the biggest B2B brands in the world. John shares his methods for successful outbound, focusing on how to operationalize the outbound process for B2B SaaS companies in 2024. This episode is filled with practical advice for sales operat...

In this crossover episode with RevOps Lab, hosts Philip and Janis interview USC Founder Eddie Reynolds on the intricacies of executing a successful customer success motion. You'll learn about the importance of customer success and how RevOps can assist this key department – from implementing processes for onboarding to expansion and renewal. 00:00 Introduction 02:39 How do you define RevOps an...

In this crossover episode with The RevOps Review, host Jeff Ignacio interviews Union Square Consulting founder and CEO, Eddie Reynolds, about his journey from starting his first business at a young age to finding his passion in revenue operations. Eddie discusses his unique approach to B2B SaaS sales and highlights the importance of building a repeatable process. Eddie also shines a light on the c...

In this episode of The RevOps Corner, our host Eddie Reynolds welcomes Tony Rodoni, Operating Partner at Bessemer Venture Partners and former Executive Vice President at Salesforce, to lay bare the nuances of building a sales team from when you're $10M in revenue to $100M. Tony discusses what he looks for when recruiting top-tier sales leaders and crafting revenue operations primed for explosi...

In this episode of The RevOps Corner, Kerry Cunningham, research and thought leadership expert at 6sense, joins host Eddie Reynolds to discuss the concept of Dark Funnel Attribution. He shares key insights from the 2023 6ense B2B Buyer Experience Report and explores the challenges B2B SaaS companies face as they attempt to understand where their buyers are originating. With a deep dive into the bu...

In this crossover episode with Converge Coffee, host Sean Sullivan chats with Union Square Consulting founder and CEO, Eddie Reynolds, about intertwining strategy, processes, and tech to improve customer retention and expansion. You'll learn about: - The vital metrics for customer success based on Eddie's experience at Salesforce - Why startups can have a better playbook than billion dolla...

Why do some startups become billion dollar companies while others fail? What makes the key difference? Pablo Dominguez is an Operating Partner at VC Firm Insight Partners and runs the team that coaches their portfolio companies on better Go To Market Strategy and Process. He and his colleague, Matthew May, recently published the book "What A Unicorn Knows" sharing many of the secrets the...

Getting new customers today is 10X harder than keeping the ones we have. To expand business, we must focus on increasing the satisfaction of our current customers. By doing so, we can not only retain them but also create growth opportunities. In this exciting episode of RevOps, host Eddie Reynolds and guest Joel Arnold share powerful insights on customer retention in today's economy. Join them...