On this week’s episode of RevOps Rockstars, we’re joined by someone who enjoys scaling teams and organizations to make them more efficient and productive. He’s a proven relationship builder, and an established leader who knows how to use data to drive decision making processes. Welcome to the show, VP of Revenue Operations at Muck Rack, Tyler Uteg! Tyler is a RevOps pro who joins hosts David Carnes and Jarin Chu to give them the scoop on how Muck Rack has built a successful RevOps department. In this episode we’ll discuss all things KPIs, the importance of a good CRM, and how to make sure you give the right accounts to the right people. Takeaways: Because of how new RevOps is, there is no playbook. One of the hardest challenges is figuring out exactly what a company needs from their Ops team. You’ll need to be able to balance and meet the needs of many departments.On an Ops team, you’ll be asked to complete a lot of different tasks. It’s important to understand that not everything is urgent. Ops teams need to be strategic in prioritizing the core issues to drive effective progress.As a RevOps lead, you need to be proactive about hiring as you don’t want to react to things on the spot. To help align leadership with your goals, build out clear roles and responsibilities, and explain why each role will help the overall business growth.As RevOps’ responsibilities change frequently, it’s important to be aligned with your team. Set quarterly OKRs for your department, align on vision and strategy, and identify your core deliverables.As a RevOps team, you need to have the right team members targeting the right accounts. Different accounts have different needs, and pairing those accounts with the member who best supports them reduces churn.While there are lots of great tech tools out there, your CRM is the foundation of your tech stack. If you’re not effectively using your CRM, the other tools in your tech stack will fall short.Looking towards the future of tech in RevOps, more teams need to take advantage of AI enabled call analysis software. These tools allow you to rapidly analyze sales calls and outreach methods, and allow you to improve outreach at a faster rate. Quote of the Show: “Core alignment is the most important thing for any RevOps professional in any business.” - Tyler Uteg Shoutouts: Jordan Henderson: https://www.linkedin.com/in/jordanmichaelhenderson/Jeff Ignacio: https://www.linkedin.com/in/jeffbethechange/Jacob Dailey: https://www.linkedin.com/in/daileyjacob/ Links: LinkedIn: https://www.linkedin.com/in/tyleruteg/Company website: https://muckrack.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/SonWEGcacPY

She’s led go-to-market operations for award winning consumer and SaaS products mentioned in the Wall Street Journal, Forbes, Forrester and TechCrunch. She’s the Global Technology Chair for Harvard Alumni Entrepreneurs, and a member of Google Women Techmakers. Julia Kim, VP of RevOps at Electric, is this week's guest on RevOps Rockstars. Hosts David Carnes and Jarin Chu sit down with Julia to learn more about her experience as a RevOps leader, and dive into how she runs her teams. In this episode we’ll cover some pitfalls of AI data tools, why you need to create brand awareness for your RevOps team, and the most effective way to communicate with the board. Takeaways: While it’s tempting to solve issues with tech, there is no perfect tool. A tool could have all the features you could ever want, but you also need to ask “is this something people will use”? You need to balance the usability of a tool with the likelihood someone uses it.There is a lot of buzz around AI data tools. These tools often promise forecasting or predictive analytics, but frequently fall short at customization. To utilize data effectively, RevOps teams need more traditional data teams that give them customization.RevOps is almost managed like a startup. You need to manage your budgets, be on top of tech spend, and be able to clearly communicate the value of the tools you are using.When it comes to balancing in house and outsourced work, Julia will have external teams handle non critical projects. For larger scale projects, having that internal knowledge of the company is required to execute efficiently.When building out your tech stack, most teams have their typical CRM and marketing automation tools. One tool Julia feels is equally important is a lead routing tool, as it ensures leads get handled with a high priority.AI and predictive analytics are only as good as the data you give them. If your reps are putting varying, inaccurate data into your databases, you are going to get terrible predictions. Before implementing these tools, make sure you have good data accuracy.Interacting with the board requires you to paint a strong narrative around the revenue work you are doing. Instead of shying away from issues, focus on those areas in your presentation. Be confident about the situation, and highlight how you’re addressing it. Quote of the Show: “There is no perfect tool.” - Julia Kim Shoutouts: Winning By Design: https://winningbydesign.com/ Links: LinkedIn: https://www.linkedin.com/in/juliajuleskim/Twitter: ​​https://twitter.com/juliajuleskimCompany website: https://www.electric.ai/Linktree: https://linktr.ee/juliajuleskim Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/rno70NAT50U

On this episode of RevOps Rockstars, we’re joined by a GTM & Customer Leader with a deep experience guiding growth stage enterprise SaaS companies to hundreds of millions of dollars in revenue. He’s a senior global go-to-market and operations executive who has a proven record of delivering enduring value to shareholders. Staring on the show this week is VP RevOps at Formstack, Daniel Swimm. Hosts David Carnes and Jarin Chu sit down with Dan to learn about his role at Formstack, how he ties teams to metrics, and why Ops teams don’t need to always strive for perfection. Takeaways: It doesn’t always need to be perfect. In an ops role, you don’t have time to strive for absolute perfection. 80% of the way there is the right thing to solve for in an ops role.When determining whether to in house or outsource work, outsourcing can allow you to implement new systems without an expert on staff. That external expertise allows you to focus staff on things that are closer to the institutional knowledge of the business..At the end of the day, at board meetings the members want to hear how you are performing, but also how they can help you. Your board is a resource, and they are more than happy to help you make introductions or help you pursue new market opportunities.One of the most important roles of a RevOps team is building connections across the organization. RevOps teams are the one team that can speak to product, sales, finance, and marketing teams. Leverage that communication to drive growth for the organization.When looking at the future of RevOps, teams will need to focus more on the customer. As we look towards potential economic hardships, retention of current customers will play a more important role than before.When looking to find their next CRO or other executive leadership member, companies should be looking at RevOps leaders. As RevOps leads cover such a multidisciplinary focus, they bring a well balanced background of skills to leadership roles.The best RevOps teams tie themselves to their numbers and feel a partnership with other teams in the organizations. Quote of the Show: “At the end of the day, the board really wants to hear how you're performing, but also how do they help you?” - Dan Swimm Shoutouts: Sean Lane: https://www.linkedin.com/in/seanrlane/Openview: https://www.linkedin.com/company/openview-/ Links: LinkedIn: https://www.linkedin.com/in/danswimm/Website: https://www.formstack.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/r6qu1yO49Ok

Today's RevOps Rockstar is a highly effective strategy-to-action professional with 15 years of experience in marketing and sales operations. She’s a skilled leader who is passionate about creating alignment, partnership and operational efficiencies between Marketing, Sales and Revenue departments. Taking the stage this episode is the VP of Revenue Operations at Tiger Connect, Olga Traskova. Hosts David Carnes and Jarin Chu sit down with Olga to make sure no leads get left behind, discuss the future of RevOps, and learn how Olga manages 300 kpi’s. Takeaways: It’s hard to study RevOps in theory, most aspects require a practical understanding. While you can rely on past experience, your methods and approaches will need to be tailored to each company.RevOps leaders come from a wide variety of backgrounds. The three most common backgrounds are sales, finance, and marketing. Each background provides a unique perspective on how they will lead a RevOps team.RevOps processes should not be for the sake of ops or the sake of the company. Your ops processes needed to be focused on the customer journey.When it comes to in-housing or outsourcing work, Tiger Connect does most of the work in-house. When it comes to upgrading and streamlining systems, those are the situations where they will rely on outside help.Prioritize progress over perfection. When making changes, sometimes it makes more sense to step back to keep the progress going, rather than trying to make it perfect.When looking towards the future of RevOps, it needs to be more than a fancy new title or a different name for SalesOps. RevOps needs to focus on analytics, enablement, managing the customer lifecycle, and driving change within the organization.As a RevOps leader, it is important to involve yourself in your community. One of the best ways to learn more is by taking part in community groups, or even just talking with other team members at your company. Quote of the Show: “Your best tool is your team.” - Olga Traskova Shoutouts: Jordan Henderson: https://www.linkedin.com/in/jordanmichaelhenderson/The OG Ops Podcast: https://www.ogopspod.com/ Links: LinkedIn: https://www.linkedin.com/in/olgatraskova/Website: https://tigerconnect.com/Hiphop dance clips: https://www.youtube.com/watch?v=uFb3IUtfoqUhttps://www.youtube.com/watch?v=U0fTl35HXkQ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/Fx0Oic14llQ

This week’s guest on RevOps Rockstars is someone who brings over 23 years of global sales operations experience. He’s the author of the upcoming book “What A Unicorn Knows,” coming out next week on Feb 21, 2023. Our guest this week is none other than Operating Partner, Sales and Customer Success at Insight Partners, Pablo Dominguez. David, Jarin, and Pablo take a deep dive into strategies Ops teams can implement to make their processes more efficient. We’ll cover how to utilize lean processes, Pablo’s new book, and how to make the perfect rack of smoked ribs. Takeaways: Don’t over engineer the solution. While it can be tempting to custom build a new solution at each company you join, if something has worked well once, it likely works well a second time.When tracking metrics for success, ROI and ARR growth are quantifiable and easy to assess. Other metrics, like sales enablement, take longer to track, and are more subjective. Both types of metrics are valuable and need to be measured.When taking on a new portfolio company, start by establishing a baseline of where the company is. After setting the baseline, set your goals for 3 months, 6 months, 9 months, and a year out.As an ops lead, one of the best things you can do are “ride alongs” with your sales reps. Watching them work, and the processes they go through will highlight areas of improvement for your team.RevOps teams need to know their details. If asked for a number, and you give a wrong answer, that's a red flag. However, being able to provide accurate information, and show you know what you're doing, inspires confidence from higher ups.When asked why you didn’t hit a target, having an answer, and being able to explain your answer, is much better than saying “I don’t know”.Improving efficiency in sales doesn’t always mean buying a new piece of tech. By taking your existing systems and simplifying what is already there, you can remove 25% of the waste without spending a single cent. Quote of the Show: “I don’t know is a terrible answer” - Pablo Dominguez Links: Twitter: https://twitter.com/pabtexasLinkedIn: https://www.linkedin.com/in/pabtexas/Website: https://www.insightpartners.com/Book Link: whataunicornknows.com Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/_nBwCH5eHUs

Joining us for another great episode of RevOps Rockstars is a dad, an amateur Youtuber, and a global RevOps leader based in Barcelona. Bringing 15 years of experience in global organizations to the show is VP of Revenue Operations at DocPlanner Gabriel Rustice. Gabriel joins hosts David Carnes and Jarin Chu to discuss why being busy is not the same as being effective, how he’s led ops teams on a global scale, and when the right time to implement a BI tool is. Takeaways: Being busy is not the same as being effective. While RevOps can be a busy field, it is important to be able to distinguish noise from a signal, and push projects that affect the bottom line.In RevOps, you need to understand the balance between technical and business. You may be a BI wiz, but if you can’t communicate effectively with your reps those tech skills won't get you far on their own.One way to measure success in RevOps is by tying the team to bottom line revenues. Even though RevOps does not carry quota, that is one way to stay accountable.DocPlanner is a global company with a RevOps team that spans multiple countries and languages. To ensure alignment, Gabriel has a high focus on communication and alignment meetings with the different teams.Frameworks at DocPlanner are established from both a global and local perspective. The overall structure and consistency comes from a top down global direction. Local teams make quick changes which are then replicated in other markets.When it comes to in-housing or outsourcing work, DocPlanner prefers to in-house any work they can do or should do. The tasks they will outsource are the ones that they truly can’t do internally.In many cases, the best RevOps tool is the simplest one that gets the job done. While lots of features and new tools can be appealing, more complexity does not mean it will help in terms of scalability. Quote of the Show: “It's less about not having resources, it is how we make that happen in a way that brings value to the company.” - Gabriel Rustice Shoutouts: Dana Therrien: https://www.linkedin.com/in/danatherrien/Rob Dandorph: https://www.linkedin.com/in/robdandorph/Rob Levey: https://www.linkedin.com/in/roblevey/ Links: Twitter: https://twitter.com/rusticeLinkedIn: https://www.linkedin.com/in/gabrielrustice/Website: https://www.docplanner.com/Youtube: https://www.youtube.com/@rustice2 Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/FhuUeJQv4oA

On this episode of RevOps Rockstars we talk with a guest who brings over 5 years of ops experience to the podcast. She is a proven leader who helps companies implement best practices and drive go-to-market efficiencies to support their growth. Joining hosts David Carnes and Jarin Chu is VP of Revenue Operations at Mainsail Partners, Megan Heinz. Megan shares her insights utilizing customer data to drive revenue, providing educational resources for your ops teams, and ways RevOps can support sales and customer support teams. Takeaways: Just because something is being done one way currently does not mean that it is the right way to keep doing it. When you come into a new position, performing an audit can highlight inefficiencies that need to be addressed.When measuring success for your RevOps leaders, there are two main areas of success. The first is how much revenue they have driven. The second is focused on their personal success, and ensuring they are growing and developing skills.When you work with a bootstrapped client, you may only have 30 days to gather information on how the different teams work together. While it may be a challenge to gather the data, having it will make your day to day decisions more effective.Even though your team members may work separately, the issues they face don’t need to be siloed! Having monthly or quarterly meetings where Ops can share problems and assist others creates an amazing learning environment.Technical integration is one of the biggest challenges a RevOps team can face. Ops teams need to be overly communicative, and clearly outline the steps of integration to ensure all parties understand what it will and won’t have.It’s ok to change processes. While you may worry about a sunk cost, if the tool doesn’t fit your process, or the process you are aiming for, change it.When it comes to supporting your sales and customer support teams, anything you can do to examine the health of existing customers is great. Quote of the Show: “Success should never feel like you're stagnant. There should always feel like there's something else that you're working towards.” - Megan Heinz Shoutouts: Rosalyn Santa Elena: https://www.linkedin.com/in/rosalyn-santa-elena/Jeff Gardner: https://www.linkedin.com/in/jeff-gardner-5aa7883/Phil Stern: https://www.linkedin.com/in/phil-stern/ Links: LinkedIn: https://www.linkedin.com/in/megan-heinz-7b507019/Website: https://mainsailpartners.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/ZS_uqyXAnR4

When you think of IT, you likely think of a department that installs antivirus software rather than one that helps drive revenue. Stas Daszkiewicz is a seasoned RevOps professional, a Salesforce savant, and serves as the Senior Director of IT at Sisense. Stas joins hosts David Carnes and Jarin Chu for another insight packed episode of RevOps Rockstars where he breaks down some RevOps myths. In this episode we dive into his 12 years of Ops experience, the role that IT plays in RevOps, and how new RevOps pros can get a leg up in the industry. Takeaways: Nothing is irreversible, but the time to reverse it is all dependent on how much prep you have done.The role of an IT department had evolved from just a department that fixes computers and solves tickets. While Sisense’s IT department does that work, they are also responsible for managing business systems like Salesforce outreach and Marketo.When implementing systems, your main focus should be to allow reps to not have to think about the systems. Keeping this in mind will allow your reps to focus on satisfying the customer.When it comes to in-housing or outsourcing work, Stas has two main metrics, turnaround time and expertise needed. Quick turnaround times, and projects that require expertise not found internally, are when he outsources work.As technology improves, software will allow general admins to be able to make changes that would have required a developer 10 years ago.A good way to progress your rev ops career is to learn from those above you, and network with their peers. One of the best things you can do is build your network as quickly as you can.Take advantage of as many learning tools as you can. Many tools are free or low cost. Some great examples include Trailhead, Udemy, or LinkedIn Learning. Quote of the Show: “Our focus is to allow all of our reps to not have to think about the systems.” - Stas Daszkiewicz Shoutouts: Mike Sitter: https://www.linkedin.com/in/mikesitter/Maggie Cerami: https://www.linkedin.com/in/maggiecerami/ Links: LinkedIn:https://www.linkedin.com/in/stasdaszkiewicz/Website: https://www.sisense.com/Etsy: https://www.etsy.com/shop/DaszTimber Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/e45ogZr9FqU

Today’s guest is an expert in both quantitative and qualitative analytics, who specialized in translating raw data into actionable insights. She’s led marketing and revenue ops teams for over 8 years. Samantha Richey was most recently the Head of Global Revenue Marketing & Operations at HYCU inc. On this episode of RevOps Rockstars, Samantha joins hosts David Carnes and Jarin Chu to share her RevOps experience. Samantha teaches us why you have to watch the data, and provides ways that you can get a better understanding of the challenges your sales and marketing teams face. Takeaways: While you may have an idea that is brilliant in theory, it may not fully pan out in reality. It is important to not take it personally, and be agile and adaptable with your progression.As Ops professionals, user feedback is critical to what you do. You need to collect data points, and have real conversations with all of your different users.As a RevOps leader, you are responsible for protecting both your time, and the company’s time. If there is no push back or prioritization of initiatives, everyone ends up wasting time.RevOps teams at companies of different sizes are varied. You may not have the same resources everywhere you go, so it is important to know how to work in the confines of your team.Once a quarter you should sit down with members of your sales and marketing teams to watch how they operate in the field. Doing these walkthroughs will give you new perspectives, and show first hand how those reps operate.VC backed businesses and public companies have different board interactions. In public companies, you are less likely to interact directly with the board, but with VC backed companies, your interactions are closer and are based on helping you accomplish goals.Despite all of the amazing tools out there, there is no perfect platform. To get a full picture, you need to combine the data you are given, with the knowledge you have on what is going on in the business. Quote of the Show: “As ops professionals, user feedback is critical for us.” - Samantha Richey Shoutouts: Marija Zivanovic-Smith: https://www.linkedin.com/in/marijazivanovicsmith/Jim Lenskold: https://www.linkedin.com/in/lenskold/Meredith Albertson: https://www.linkedin.com/in/meredithpmorgan/ Links: LinkedIn: https://www.linkedin.com/in/samantha-richey/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/wndU-FtBbcU

Today's guest on RevOps Rockstars is a strategic B2B revenue leader who excels at forging C - Level relationships. He has a proven ability to lead teams that create, implement and optimize strategies that drive business. Joining us this week is Will Post, the VP of Revenue at VidMob. In this episode, Will highlights why RevOps needs to be a main focus of a company and not a side project, and how he “fired” himself from RevOps at his current company by bringing on someone to handle RevOps full time. Takeaways: RevOps is not a side function. RevOps is a dedicated job that requires a dedicated leader to get that job done.Before you can scale your sales team, you need to have the infrastructure to support them. You need to be able to measure what is effective, and observe how the changes you implement take form.When implementing processes for sellers, you need to balance ease and structure. Processes need to be easy enough for sellers to learn quickly, but not so rigid that sellers need to unlearn things when the processes inevitably change.As RevOps interacts with multiple departments, having a consolidated comms channel is essential. While Slack, text, email, and face to face communication all offer benefits, having one central channel is crucial to keeping support tickets organized.As a growing organization, lean on your outside investors' experience and advice as much as you can. Their knowledge will help you ask the right questions, know what you don’t know yet, and identify what you want to measure for the next year.RevOps teams are made up of members from all different backgrounds. Instead of assuming everyone is on the same page, take time to identify the learning gaps, and make sure everyone is using terms in the same way.When establishing a tech stack, especially at a growing company, it is important to make sure the software you use is the single source of truth, and that employees know where to find that info. Quote of the Show: “Rev ops is a function that needs dedicated focus. It is not a side project or part of someone else's job.” Shoutouts: Kevin Sayles: https://www.linkedin.com/in/kevinsayles/Kevin Leighton: https://www.linkedin.com/in/kleighton/Taylor Gagliardi: https://www.linkedin.com/in/taylorgagliardi/ Links: LinkedIn: https://www.linkedin.com/in/wjpost/Website: https://www.vidmob.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/WimxHP5g_08

Today's guest is a SalesOps swiss army knife. He’s a results-oriented professional with over 5 years of experience, and a proven RevOps leader. Matthew Amadea is the Head Of RevOps at Tigera, and the guest on this episode of RevOps Rockstars. Listen in as hosts David Carnes and Jarin Chu interview Matt to learn about his PLG strategies, finding the balance between the many requests facing a RevOps team, and his 70/30 rule. Takeaways: As a RevOps leader it can be exciting to help people solve any problem you can, but it can quickly take up your time. It is important to be a gatekeeper and not a yes man.When leading RevOps teams, success can be measured through ROI, but it is important to also ensure you are meeting the requirements of the shareholders.As a RevOps leader, Matthew finds himself following a 70/30 rule. He is reactive 70% of the time, and promotes strategic initiatives 30% of the time.When deciding between in-house and out-sourced work, Matthew looks at how many hours a week his company could give to that employee. If there is less than 20 hrs a week of work, it makes sense to hire a contractor rather than a full time employee.One of the most valuable things you can provide in RevOps is to help pull all the teams together and help align them on revenue goals.The best way RevOps can support PLG is by having a clear overview of the process. While it can be exciting to get your product in the hands of users via 6 month trials, it is important to assess the value you receive relative to the costs of doing so.The current field of PLG automation tools offer an exciting look at the future of RevOps. As technology improves, we can expect to see more integrated and cross communicating solutions. Quote of the Show: “Right now it's probably 70-30 where I'm reactive 70% of the time and I'm promoting my strategic initiatives 30% of the time.” - Matthew Amadea Shoutouts: Michael Heilmann: https://www.linkedin.com/in/mikeheilmann/ Links: Twitter: https://twitter.com/mattamadeaLinkedIn: https://www.linkedin.com/in/mattamadea/Website: https://www.tigera.io/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/5czIkGYeM7s

Leading a RevOps team can be difficult, but today’s guest is here to make it a bit easier. He’s a Strategy and Operations Executive with 15 years of diverse tech industry experience, and was honored as one of Utah Businesses’ 40 under 40 for 2022. Brandon Bussey is the SVP of Revenue Operations at Entrata. Brandon is a seasoned leader who joins the show this week to share some of the lessons he’s learned, tips for incoming RevOps leaders, and how he likes to build out his RevOps teams. Takeaways: When you are building a comp plan on behavior that wasn’t incentivized in the past, you can’t expect it to correlate directly.When looking at success metrics focus on a revenue growth number, a productivity number, and a retention number. Having clear success metrics can help keep your team focused.When you take on a new leadership role, you can easily get flooded with problems and requests. Before diving in, take a step back and establish your long term goals, then see how these problems fit in with that goal.As a new employee, it can feel like you have a lot to learn. Don’t be afraid to ask to meet with company leaders, or employees who can teach you a skill. If you do get a meeting set up, be sure to have a goal so that you respect their time.When leading cross functional initiatives, it is important to understand the learning curve that newer members may face.When rolling out comp plans, roll it out to the leadership team first and gather their feedback.As RevOps continues to grow and become more established, we will see more and more roles like “Chief RevOps Officer” that place RevOps at a forefront of the company. Quote of the Show: “Your board deck shouldn't be any different or any less quality than a Fortune 500 company.” - Brandon Bussey Shoutouts Spencer Dent: https://www.linkedin.com/in/spencer-dent-2b23521/Dan Watkins: https://www.linkedin.com/in/d-watkins/ Links: LinkedIn: https://www.linkedin.com/in/brandonbussey/Website: https://www.entrata.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/KujNy6p4QcU

Today's guest is a great friend of OpFocus. She's a sales and RevOps superstar, and an established leader with over 14 years of sales and revenue experience who has taken her career from rocketship to rocketship. Welcome to the show, VP of Revenue Operations at Onapsis Kaitlin MacKenzie! This week, David and Jarin chat with Kaitlin to learn how she likes to lead RevOps teams, her tips for interacting with the board, and find out her strategies for implementing tech. Takeaways: It can be exciting to make changes to a system to improve efficiency. It is important to understand how the changes you make may affect others before you implement the changes.Comp plans need to go beyond a payment or inventive piece and be aligned with the goals of the company. The comp plan determines how your reps will sell, and can allow you to direct reps towards specific objectives.The best way to be successful is to generate trust with those you are serving.When building a RevOps team, you need to make sure people you hire are curious and want to learn more.Salesforce developers should be outsourced. Developers are expensive resources, and it’s better to go with someone who has prior experience.As a RevOps leader, it is ok to not take on extra work that is not related to revenue. While there may be a lot of people who want your help, if you don’t have time, it’s ok to prioritize certain tasks.When preparing to talk to the board, always come with an ask. The board should be helping you as well, don’t just provide them information. Quote of the Show: “My favorite and least favorite part about rev ops is that we are involved in everything.” - Kaitlin MacKenzie Shoutouts: Sherrie Mersdorf: https://www.linkedin.com/in/sherriemersdorf/ Links: LinkedIn: https://www.linkedin.com/in/kaitlin-mackenzie/Website: https://onapsis.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/D2tRCHv3kF8

RevOps works with many different teams, and cross department communication is difficult. Today’s guest is here to help. She's a fearless ops leader with over 20 years of experience. Joining the show this week is the VP of Revenue Planning and Operations at FloQast Lisa Daly. Hosts David Carnes and Jarin Chu chat with Lisa to learn more about her leadership experiences, the future of RevOps, and how to establish cross functional communication. Takeaways: Failure is ok. Many of the projects RevOps teams partake in are difficult and don’t always run smoothly. When failure happens, the best thing you can do is learn from the situation, and improve for next time.You need to slow down some times to speed up your projects. While a new project can be exciting, it is important to take the right amount of time to gather all the details.For those starting their RevOps careers, it is important to be aware of how cross functional the role is. The sales department is tied to every other department, and understanding how it all comes together will provide a clearer sense of direction.In house and outsourced talent have different advantages. In house talent is great for repeatable problems that you are constantly fixing. For more temporary solutions, outsourced talent provides an advantage.When working cross functionally, define what the metrics are. Different departments may use different terms, but ultimately mean the same thing.When looking at implementing new technology, a single platform that only solves 80% of the problem is easier to operate than 3 platforms that solve 100% of the problem together.Having someone on the team who leads RevOps has evolved from a nice to have to a need to have. Quote of the Show: “You feel like you're in a room of disagreements, but you're really agreeing. It's just a vernacular issue.” - Lisa Daly Shoutouts: Teresa Swart: https://www.linkedin.com/in/teresaswart/ Links: LinkedIn: https://www.linkedin.com/in/lisa-daly-7aa4162/Website: https://floqast.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/0kbP7DMv1rs

On this episode of RevOps Rockstars, we sit down with a true RevOps professional who finds satisfaction in helping others and making lives easier. He's made a career from learning and improving the inner workings of revenue architecture in SaaS. Bringing over five years of experience in leading ops teams to the show is the VP of RevOps at Mavrck, Branden Baldwin. Co-hosts David Carnes and Jarin Chu chat with Branden to learn how Ops teams can find their vision, how to drive cross functional corporate initiatives, and tips for interacting with the board. Takeaways: As a RevOps team member, it’s easy to want to always be the hero and try to solve every problem. Instead of rushing in, take time to ask good questions, and speak up when you don’t understand something.When you join an organization, you don’t want to offend the person who built the RevOps foundation. It is important to quickly build trust so that you can address the issues in a way that is respectful and effective.Many organizations are currently running lean ops teams. While a smaller team can have financial incentives, it is important to understand that those members will be rolling up their sleeves more than anticipated.Finding the balance between in house and outsourced talent can be tricky. In house provides high levels of accountability, direction, and control. Consultants offer an outside perspective, and are often more tactical and quick with their work.Without a seamless customer experience, you won’t be able to take advantage of a product lead growth framework.When talking with the board, make sure your data is accurate and that your story is aligned.For RevOps professionals, online communities are helpful but can quickly become overwhelming with information. The best communities to join are ones that prioritize one on one interactions. Quote of the Show: “The quicker I can see that visibility and understanding that everyone knows what's going on, that's success in my mind.” - Branden Baldwin Shoutouts: Simon Sinek: https://www.linkedin.com/in/simonsinek/Rosalyn Santa Elena: https://www.linkedin.com/in/rosalyn-santa-elena/Hillary Headlee: https://www.linkedin.com/in/hilaryheadlee/Jeff Ignacio: https://www.linkedin.com/in/jeffbethechange/Jordan Henderson: https://www.linkedin.com/in/jordanmichaelhenderson/Gabriel Rustice: https://www.linkedin.com/in/gabrielrustice/ Links: LinkedIn: https://www.linkedin.com/in/brandenbaldwin/Website: https://www.mavrck.co/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/o3ICoimvvz0

Today’s guest is a great friend of OpFocus, who's worked in business operations the past eight years, across three companies. He has a passion for problem solving and removing barriers, and loves working with all facets of an organization to help them optimize their workflow. Let's welcome Ben Bryer, Vice President of Business Operations at Facet Wealth. In this episode Ben teaches us about the importance of properly generating data, managing beyond KPI’s, and why new sales reps should focus on interpersonal skills over technical skills. Takeaways: When implementing new systems, you need to sell what you’re about to do before you do it.It’s really easy for organizations to blame the data or analysts, however, it's rarely either group at fault. Most commonly the issue lies in the system that is generating the data not being set up properly.RevOps goes beyond just sales and marketing. While sales and marketing may generate leads, customer support and service help keep them around.Technology for RevOps teams is getting more and more advanced. Programs like Chili Piper and Gong are making the jobs of RevOps easier.It’s important to communicate what your team does. Otherwise you become the team that when things go well no one knows what you do, but when things go wrong, everyone blames your team.If you are starting out on a RevOps team, don’t sweat the technical skills. Be communicative, curious, and collaborative.RevOps leaders need to manage beyond KPI’s. While hard metrics may be easier to track, they can often push down and stymie your team. Quote of the Show: “Data doesn't just make itself to be wrong” - Ben Bryer Links: LinkedIn: https://www.linkedin.com/in/benjamin-bryer-b027872/Website: https://facetwealth.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh

Join us for our inaugural episode of OpFocus’s podcast RevOps Rockstars! Today’s guest has a history of working in hyper-growth SaaS companies. She’s a strong revenue leader skilled in Business Planning, Strategy, Operations Management, and Reporting & Analytics across the entire GTM funnel. Heidi Thompson is the VP of GTM Strategy & Revenue Operations at Unqork. Heidi joins hosts David Carnes and Jarin Chu to dive into some RevOps topics. On this episode we smash a RevOps myth, share Heidi’s strategies for RevOps leaders, and learn about her role at Unqork. Takeaways: When you first start your RevOps career, it can be easy to just be an order taker. What you really need to do is be a question asker. Ask what problems are trying to be solved, or what success looks like.Projects can be tough to track quantifiably, but the STAR method can help. Ask yourself, what are the Situations, the Tasks, the Actions completed, and the Results?Just because something is quantifiable does not mean it is impactful. You can set a goal to produce 50 RFP’s, but what does that entail?It is important to have a clearly delineated list of what the RevOps team is and isn’t responsible for. Without one, you will become the “get stuff done” department with extra responsibilities.Offshoring responsibilities as a small startup may save you some cash in the immediate future but will end up costing you in the long run.When dealing with the board, your number one goal is to anticipate what they are going to ask.While the future is uncertain and may lead to turbulence, it also provides a good opportunity for focus. Focus on what goals you and your team are trying to achieve, and establish a plan. Quote of the Show: “At the end of the day, if we're not providing impact and ultimately driving revenue, I don't know why else I would be here.” - Heidi Thompson Shoutouts: Managing Up: How to Forge an Effective Relationship With Those Above You - Rosanne BadowskiChanneling Robert Glazer Elevate wisdom at 28:48Recognizing the brilliance of the one & only Dana Therrien at 31:32Huge respect and gratitude for Rosalyn Santa Elena at 32:09 Links: LinkedIn: https://www.linkedin.com/in/heidi-thompson-rawding/Website: https://www.unqork.com/ Ways to Tune In: Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstarsApple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6ChxhYouTube - https://youtu.be/qfkgamL3JnI

Coming soon! RevOps Rockstars.