RevOps Champions

In Episode 29 of "RevOps Champions," hosted by Brendon Dennewill and featuring guest Therese Brinkman, the discussion zeroes in on the integral role of CRM technology and change management in improving marketing-sales collaboration within B2B organizations. Therese underscores that while CRMs like HubSpot can facilitate collaborative efforts, true change is driven by people and well-defi...

In Episode 28 of the RevOps Champions podcast, Brendon Dennewill sit down with Emily Grotkin, an expert in product development and AI integration. The episode delves into the significant product announcements from HubSpot's Inbound 2024 event, focusing on Breeze AI, Breeze Intelligence, and the enhancements to Marketing Plus. Emily emphasizes the importance of these new tools in driving opera...

In Episode 27 of RevOps Champions, host Brendon Dennewill welcome Luke Carlson, CEO and founder of Discover Strength, to delve into the complexities of scaling franchise businesses. Carlson underscores the necessity of viewing franchisees as partners rather than employees, given their financial stake and the imperative to uphold brand standards. Drawing from the successes of iconic franchises like...

In this episode, Jaime Taets joins us to explore the four pillars of the RevOps framework: people, process, data, and technology. Jaime emphasizes the critical role of leadership and clarity in scaling organizations, while also highlighting the importance of strategy, understanding the external landscape, and leveraging technology and data effectively. We discuss setting smaller goals, using metri...

In this episode, Brendon Dennewill and Ryan Tansom dive into the essential pillars of entrepreneurship, exploring ownership frameworks, financial KPIs, and the critical role of systems and technology in scaling businesses. They discuss the importance of understanding a business's purpose and how it delivers value to customers, emphasizing cash flow and equity growth as keys to achieving indep...

Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy. She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services fi...

In this episode, we interview Charlie Saunders, the CRO and co-founder of CS2, a consulting practice specializing in go-to-market (GTM) operations for B2B SaaS companies.  We discuss the ongoing debate within the industry about the meaning and scope of the terms revenue operations, sales ops, marketing ops, and GTM ops. Charlie believes business leaders should approach operations as a product deve...

Today's guest is George Hadjiyanis, SVP of Sales and Marketing at Parallax, a platform that helps digital agencies and software development companies improve their resource planning, margins, and utilization. He shares his approach to evaluating and implementing new technology, acknowledging the difficulties of transitioning from older systems to modern tools. He believes having the right too...

Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers. Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to...

In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot.  He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions.  Chris stresses the value of continuous employee tr...

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts. Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a stro...

Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework. Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling. Allen also shares advice about adopting new technologies, stressing the need f...

Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training. She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find...

In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth.  Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the co...

Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack.  Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology.  By incorporating feedback early on from these pilot groups, companies can identify process gaps...

Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time. He shares several specific use cases for process automation with HubSpot's Operations Hub , including...

Today's guest, John Marcus III, describes RevOps as "an internal service organization" that supports the executives, leaders, and individual reps in a company's go-to-market teams. He emphasizes the importance of cross-functional alignment and trust between sales, marketing, and customer success. The role of RevOps is to provide a shared resource that helps these departments ad...

Our conversation with Stephanie Schafer, President and Chief Growth Officer at The Social Lights, covers a range of topics including:  the impact of social media and AI on human behavior the benefits of using a phased approach to technology implementation the importance of using organizational frameworks or operating systems the evolving dynamics of company culture with remote workforces Is your b...

Rob Dwyer, VP of Customer Engagement at Happitu, describes the contact center as a ‘critical touch point’ in the full customer experience. The conversation covers the role of technology in empowering contact center reps and the challenges of technology adoption when scaling a customer service team. Rob emphasizes the importance of aligning technology purchasing decisions with business goals and sh...

Our guest, Jim Sheehan, reflects on his experience building PowerObjects, the number one Microsoft Dynamics CRM partner globally.  He emphasizes the importance of 'fanatical' focus to scale a company efficiently. This includes honing in on a particular specialty or niche in the market, as well as using some form of operating system like EOS to remain focused on the right priorities.   Ji...

In today's episode, we chat with Pete Caputa, CEO of Databox, a software company that helps marketing agencies and professional services firms leverage data to drive growth for their clients.  Prior to joining Databox, Pete built and scaled HubSpot's partner program to account for 40% of the company's revenue. Since his departure, companies like Denamico, and the solutions partner e...

Sales leader Jason Rozenblat discusses the importance of a strong partnership between sales and marketing, as well as the value of a robust revenue operations (RevOps) function within an organization. He highlights the significance of data in decision-making and the challenges of working with unstructured or unreliable data.  Jason also shares his approach to evaluating new job opportunities and h...

In this episode, Jim Tobin describes the team structure at Ignite Social Media and how they were able to maintain their company culture during a period of high growth.  He acknowledges that implementing new technology can be risky, but is critical for scaling your business and adapting to the ever-changing marketing landscape.  He discusses ways to leverage AI to gain efficiencies in the content c...

Channing Ferrer discusses the importance of data as an asset and the role of operations in aligning go-to-market teams. He emphasizes the need for accurate data to make strategic decisions and ensure alignment across the business. Channing also shares insights on managing technology and the decision-making process for adopting new systems.  Is your business ready to scale? Take the Growth Readines...

Larry Long Jr., Chief Energy Officer, shares insights on the importance of investing in tools and technology for sales teams. He emphasizes the need for strong implementation and intentional use of tools to drive success. Larry also discusses the challenges faced by growing teams and the importance of maintaining culture and core values. He highlights the role of the CFO in revenue operations and...