In this episode, Dave is joined by Sean Lane, Founding Partner at BeaconGTM and RevOps expert, to talk about scaling RevOps in B2B. With over a decade of experience at Drift and other B2B SaaS companies, Sean shares actionable tips for marketers looking to align operations with business goals.
Dave and Sean cover:
- How to build alignment between sales, marketing, and ops
- Why early-stage companies must align operational complexity with their growth maturity
- How continuous planning helps marketing and ops teams stay agile as business challenges come up
Timestamps
- (00:00) - - Intro to Sean
- (06:31) - - Going From Founder Led Sales to Having A Professional GTM
- (09:12) - - How Ops Bridges Business Goals
- (13:02) - - How To Align Sales, Marketing, and Operations
- (17:11) - - Why You Need A Clear Marketing Strategy
- (19:37) - - How To Build A Partnership Between Marketing and Operations
- (26:01) - - Guidelines For Long Term vs Short Term Budgeting And Planning
- (31:15) - - Marketing's Role At The Bottom Of The Funnel
- (36:10) - - How To Get “Hand-raisers” For Your Product In The Customer Journey
- (40:02) - - Do Engaged Accounts Measure The Success Of Marketing?
- (41:52) - - Sean’s Podcast ROI
- (44:08) - - AI Use Cases In Ops
- (49:10) - - How To Hire A Good Ops Person
- (52:38) - - Closing Remarks
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The Exit Five CMO Podcast (Hosted by Dave Gerhardt) 