The Revenue Lounge

This episode delves into the complexities of Account-Based Marketing (ABM), discussing its true nature as an organizational strategy rather than just a marketing campaign. Kristina Jaramillo, President at Personal ABM explores the common pitfalls companies face in implementing ABM, emphasizing the need for alignment between marketing, sales, and customer success teams.

This episode dives deep into what it really takes to move beyond MQLs and build a scalable, account-based revenue engine. We’ explore the biggest challenges, key learnings, and practical strategies to align teams, improve data quality, and maximize efficiency. Our guest is Joel Jacob. Joel is the Director of Marketing Operations at Reltio. Throughout his career he has helped companies realize valu...

In this episode of the Revenue Lounge podcast, host Randy Likas and guest Julie Kaplan discuss effective strategies for pipeline growth in a challenging economic environment. They explore the importance of optimizing existing marketing efforts, aligning sales and marketing goals, and focusing on customer retention.

We are joined by Jeremy Schwartz, senior manager of global lead management and strategy at Palo Alto Networks. Jeremy is also one of the pioneers of the buying group motion and has been across many, speaking at many conferences, webinars, sharing his journey and experience as Palo alto has transitioned from a traditional lead-based, MQL-based approach to a buying group model.

This episode dives into how to make the shift from MQL's to buying groups, the challenges involved, and the impact it can have on pipeline and revenue growth. Our guest is Eric Cross, the Chief Revenue Officer at Reltio. He has led the buying group transformation at Reltio and shares his first hand experience and lessons on the whole journey.

In this episode of the Revenue Lounge, host Randy Likas speaks with Jon Russo, founder of B2B Fusion, about the evolution of account-based marketing and the challenges companies face in pipeline generation. Jon discusses the intricacies of Account-Based Experience (ABX), emphasizing the importance of execution over strategy. He highlights the challenges of measuring effectiveness in ABX and the cr...

In this conversation, Randy Likas and Michael Phelan discuss the evolving landscape of B2B marketing and sales, emphasizing the critical need for organizations to adapt their strategies in response to changing buyer behaviors and market dynamics. Michael shares innovative approaches to reach out to prospects effectively, highlighting the significance of understanding their needs and providing valu...

In this episode of the Revenue Lounge podcast, host Randy Likas and RevOps expert Sonia Chawla discuss the evolving role of revenue operations in driving growth and alignment across organizations. They explore Sonia's career journey, the importance of centralized data, the challenges of change management, and the critical systems needed for effective forecasting and alignment.

In this episode of The Revenue Lounge, host Randy Likus speaks with Ken Lempit, president and chief marketing strategist of Austin Lawrence Group. They discuss Ken's extensive background in technology and marketing, the importance of aligning marketing with revenue goals, and the challenges SaaS companies face when trying to grow beyond their initial success.

This episode explores how customer success leaders can master the art of steering their teams and customers through periods of change. From maintaining team morale and ensuring alignment across functions to leveraging data and technology, it unpacks strategies and frameworks that empower customer success leaders to not just survive but thrive during transformational times. Andrea is the VP of Cust...

This episode explores how data-driven sales enablement can transform the way organizations drive results. From leveraging metrics to create effective programs, to ensuring cross-functional alignment, and measuring the impact on revenue, we’ll uncover actionable strategies to bridge the gap between enablement and impact. Joining us today is Penny Springer. Penny is the Vice President Global Enablem...

This episode dives deep into redefining demand generation through a revenue-centric lens. We’ll explore what it takes to build a holistic, 360-degree demand gen strategy that not only fuels new pipeline but also strengthens retention and expansion efforts. Our guest today is Irina Jordan. Irina is the head of Demand Generation at Chowly. She drives Chowly's business growth by developing and execut...

Explore how a data-driven approach, combined with inclusive leadership, can transform GTM strategies into scalable, sustainable frameworks. Our guest today is Barbara Merola Pawar. Barbara is the VP Sales & GTM, US Northeast at Avanade. She is a Fortune 100 strategic growth executive with 20 years track record of leading and motivating teams to outperform quotas and break down barriers in high...

This episode unpacks the Flywheel methodology, explore how it differs from the traditional funnel, and discuss the leverage points across departments that can fuel full-funnel revenue impact. Joining us today is Anil Somaney. Anil is the worldwide head of RevOps at island. He is a senior GTM executive known for delivering complex transformational business initiatives with proven results.

This episode dives into what it takes to build a governance framework that doesn't just keep IT operations in check, but also aligns technology investments with strategic objectives. Our guest today is Bill Vanderwall. Bill is the former VP of Business Applications at Cision. He has deep expertise with SaaS applications and cross-functional business process solutions, including business intelligen...

This episode dives into what it takes to transform customer success with consumption based selling. We will unpack actionable strategies and best practices to help you monetize your customer success efforts and maximize the value you deliver to your customers. Our guest is Santosh Sahoo. Santosh is the Global Leader of Consumption Selling at Mulesoft. Santosh is a technology leader with over 20 ye...

This episode dives into the complexities of overcoming marketing data challenges. Plus, it discusses the future of personalized marketing in a privacy-first world and the evolving role of first-party data in shaping effective strategies. Our guest is Liana Dubois. Liana is the Chief Marketing Officer at Nine where she has been a leader for the past 12 years. She is also an advisory member in the g...

This episode dives into the intricacies of scaling a global GTM strategy within a fully remote organization. Joining us is Patrick MacKelvie. Patrick is the Vice President - America Sales & GTM at Remote. Prior to Remote, he was the VP of Commercial Sales at Cornerstone on Demand.

This episode explores how aligning your RevOps strategy can drive substantial revenue growth. We’ll dive into the challenges of unifying engagement metrics, the role of data in ensuring team alignment, and the tools that can help optimize this process. And joining us today is John Hultman. John is the Chief Revenue Officer at Druva. He has spent his professional career of 27+ years in technology s...

This conversation explores the journey from strategic planning to the execution of RevOps reporting. Dive into the common challenges teams face, the key steps to turning data into action, and the different phases of maturity in RevOps reporting. And joining us today is Tyler Will. Tyler is the Vice President of Revenue Operations at Intercom. Prior to Intercom, he led the Global SMB Sales Strategy...

This episode dives into the art of moving from data to decisions, exploring how organizations can master the strategic use of data to drive tangible business outcomes. Our guest is Sarah Flaccavento. Sarah is the Senior Vice President of Strategic Initiatives at Alphasense. She is a results-driven strategic thinker skilled at stabilizing and rectifying challenges within complex organizations as we...

This episode dives into actionable strategies that can help Customer Success teams take a more proactive role in accelerating growth and engagement, ensuring that revenue becomes a natural outcome of deep, meaningful relationships. And joining us today is Daniel Silverstein. Daniel is the VP of Customer Success and Head of Business at Carta. With over 15 years of successful sales and account manag...

This conversation delves into how to design and execute a data-driven customer journey roadmap that delivers real results. From segmentation and risk mitigation to leveraging customer health indexes and developing actionable playbooks, we'll explore strategies for crafting a roadmap that leads to stronger relationships, increased upsell opportunities, and sustained revenue growth.

This episode explores how to align your customer success efforts with the reasons customers chose your product in the first place, ensuring that every digital touchpoint reinforces their decision. And joining us today is Sam Slevin. Sam is the Global Senior Vice President of Customer Success at Alphasense. His expertise lies in delivering dynamic revenue growth for both emerging and established co...

This episode dives into a comprehensive 30-60-90 day guide to building a high-impact RevOps engine. We'll explore the critical phases of setting up the foundation, auditing and optimizing the tech stack, designing scalable processes, and ensuring alignment across sales, marketing, and customer success teams. Our guest is Hassan Irshad, who is the Director of RevOps at FEVTutor. As a RevOps leader,...