Pit Stops to Podium: B2B RevOps Podcast

Scott Wilder, Head of Communities at HubSpot, talks with Brendan about how to build a community that supports the flywheel. He shares the three silos you should focus on to truly engage community, prioritize customers, and create and a frictionless environment that works for everyone. Wilder also touches on the importance of being transparent with internal community structure and how to reflect th...

Brian Garvey, VP of Worldwide Solutions Partners at HubSpot explains how the partner ecosystem can generate a domino effect that impacts the company’s ability to scale, their customer success management, and the product roadmap. Prior to HubSpot, Brian led Strategy and Enablement at Amazon Web Services. His work at AWS was centered around reinventing computing and elastic computing to recreate tha...

Putting the customer first is always the primary goal for HubSpot. But, there is a team within the company whose “customer” is somewhat more unorthodox than what people generally picture. Cody Normand, the Senior Manager for Sales Productivity and Enablement at HubSpot, shines some light onto who his team primarily serves and why it is such a crucial focus for revenue growth at HubSpot. “Our true...

Many sales, marketing, and ops leaders are familiar with the term “funnel”, but flywheel is a bit newer in the business sphere. Yamini Rangan, CEO at HubSpot, answers questions around what a flywheel is, why it matters, why HubSpot has chosen that model, and what the prescriptive process is to reach that model. Listen to the quick “Pit Stop” with Yamini and then head back to the races!

Completing the comprehensive playbook that takes a company from founding all the way to scale, Channing Ferrer in part two of this podcast series covers the next two stages - High Growth and Scale. Listen to the continuation of the conversation with Channing Ferrer, VP of Sales Ops and Strategy at HubSpot, on how to leverage data across the entire customer journey.

Channing Ferrer, VP of Sales Ops and Strategy at HubSpot, shares his comprehensive playbook for building a scalable go-to-market organization in this 2-part series. In part one, Channing lays the foundation and instructs business leaders on where to put their focus during the founding and early stages.

Rob Forman, in this podcast episode, unpacks why getting the right people in the right seat is a skill in which business leaders must invest. Rob encourages listeners to put in the work to get GREAT at hiring GREAT people. And Rob has done just that. He is currently the Co-founder, President, and Chief Strategy Officer of SalesLoft, a company currently valued at $1.1B which just surpassed $100M in...

Maintaining human elements is something few business leaders and entrepreneurs expect to challenge them as their company scales. But, authenticity, creativity, and grit are core elements to growth that can often be displaced by process, professionalism, and templatization. Sarah Lee, in this episode of Pit Stops to Podium, reveals what many companies lose as they scale and coaches on practical way...

Charlie Paparelli in Episode 16 remarks how “people are the secret to success in all that we do” and coaches the audience on the 3 Milestones of Team Building during the early stages of company growth. Building teams strategically is one of the greatest contributors to growth and something that Charlie has much experience in, with his 40+ years of building and investing in companies. He now gives...

It takes creativity to craft a culture and cast a vision in a way that impacts all levels of an organization. In episode 15 of Pit Stops to Podium, William Warren, Founder and CEO of The Sketch Effect, offers understandable and actionable insights for scaling companies on culture and vision. Prior to The Sketch Effect, William worked in Marketing at Chick-fil-A, Inc. and has a Masters Degree from...

Every company and executive has experienced challenges to gain any sort of forward momentum at the earliest stages of growth. In episode 14 of Pit Stops to Podium, Sam Ellis coaches on how to get traction and maneuver smoothly as you accelerate your company from zero to one. Sam is a West Point graduate, the technical co-founder of the unicorn company Dutchie, and currently the Managing Partner of...

In this episode of Pit Stops to Podium, “Crew Chief” Pablo Dominguez, expert in sales operations, shares key advice for when it is time to double your sales team in preparation for scale. Pablo is the Operating Partner for Sales and Customer Success at Insight Partners, one of the top Venture Capital Firms in the country that primarily invests in growth companies as they begin to scale. Prior to I...

As the average CMO tenure continues to decline, Jeff Perkins outlines his framework for breaking the trend and outlasting the average. Jeff is the CMO and Head of Product for ParkMobile, the #1 parking app in the United States with close to 25 million users. He operates his marketing efforts with focus, flexibility, and speed and is eager to connect with other marketing professionals over strategi...

The Big Idea, "Nobody Cares About Your Product is jarring claim for a product marketer, but one that holds a lot of truth as Ryan Yackel describes in this episode of the RevPartners podcast. The VP of Marketing at KeyFactor shares with the Pit Stops to Podium audience some quick, consumable concepts on how to view Product Marketing rightly through the lens of sales, marketing, and the product deve...

In this episode of the RevPartners Podcast, CEO Tim Kopp of Terminus, the leading ABM platform that powers high-performing go-to-market teams, opens the “Three P” Playbook that Terminus has used to improve their retention rate by more than 30 points over just two quarters. Tim says that, “The greater the NRR, the quicker companies can scale.” So what goes into increasing NRR? Listen to hear how Ti...

Along the entrepreneur’s journey, a habit of continuous learning develops into what Matt McIlwain has coined The Learning Loop. Partnering with talented founders and innovators for over twenty years, Matt has seen patterns develop as entrepreneur’s experiment with new ideas and begin to scale their companies. Currently the Managing Director at Madrona, one of the top VC firms in the country around...

Don't skip too quickly by Episode 8 of Pit Stops to Podium! "Crew Chief" Tyler Karlen delineates the clarity, collaboration, and culture needed to scale a sales team successfully. These 3 C's are not quite as simple as ABC, but are just as essential. They encompass much of the mindset and practices Tyler has developed over his years as a leading sales executive and he gives practical examples from...

The Who, When, and How to Breaking the Enterprise Barrier w/ Mike Arrieta Pit Stops to Podium: A RevPartners Podcast

Booster has their culture and company virtues locked and loaded. And they have seen vast results in their ability to grow and scale over the past 19 years with clearly defined cultural virtues that are able to be reproduced across their organization. Curious what these virtues are? Chris Carneal, Booster’s Founder, and Stephen Murray, the President and COO of Booster, share their wisdom about deve...

“Crew Chief” Mike Coscetta coaches executives and managers of scaling companies on adopting an effective “remote mindset” to lead after the rapid shift in 2020 to a distributed sales context. The same management principles no longer apply in this new environment. As a leading sales executive in the technology space and currently the Chief Commercial and Strategy Officer at Compass, Mike has much w...

“Crew Chief” Wendi Sturgis, the President of Lyte, fires off clue after clue to Customer Insights in Episode 4 of Pit Stops to Podium. With a passion for disrupting technology for scaling companies, Wendi is constantly refining ways to stay customer-centric and capture the data that articulates the value created for the customer.

Hot take. Increasing structure does not always crush creativity. “Crew chief” Ellen Kindley in Episode 3 of Pit Stops to Podium coaches on establishing a structure that also preserves the entrepreneurial spirit present at the origin of your company. Balancing this tension is rare for scaling companies and Ellen is certainly no rookie! Currently, she is the Chief Transformation Officer at Keyfactor...