OpsStars - A RevOps Podcast

In this insightful episode of the OpsStars podcast, Kevin Davis, Co-founder and CEO of BoogieBoard.ai, joins host Don Otvos to unravel the complexities of territory planning in sales organizations. Kevin shares his unique journey from being a sales representative at NetSuite and Google Cloud to founding a company that's changing the game in territory management.Kevin discusses the pain points he experienced as a salesperson and later as a RevOps professional, which led him to create BoogieBoard.ai. He explains how the traditional spreadsheet-based approach to territory planning is inefficient and often leads to perceived inequities among sales teams. Kevin then delves into how BoogieBoard.ai addresses these challenges by providing a data-driven, automated approach to territory design that ensures fairness and balance.Throughout the conversation, Kevin and Don explore the importance of stakeholder alignment, the role of data quality in territory planning, and the need for flexibility in territory design. They also discuss the concept of "balance goals" and how it contributes to creating equitable territories. Kevin shares success stories from clients like Watershed and Challenger, demonstrating how BoogieBoard.ai has transformed their territory planning processes.Episode resourcesKevin Davis on LinkedInBoogieBoard.ai on LinkedInBoogieBoard.ai WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

In this insightful episode of the OpsStars podcast, Camela Thompson, Head of Marketing at RevOps Co-op, shares her unique journey from finance to revenue operations and her current mission to shape the future of RevOps. Host Don Otvos and Camela dive deep into the challenges faced by revenue operations professionals in breaking down silos, the importance of data-driven decision making, and strategies for effective board presentations.Camela brings a wealth of experience from her roles in finance, sales operations, customer success operations, and system administration. She emphasizes the critical importance of empathy in RevOps and shares valuable insights on optimizing team handoffs, leveraging data analytics in marketing strategies, and aligning RevOps initiatives with overall company objectives.Throughout the episode, Camela and Don discuss the evolution of RevOps, the need for a balanced approach across marketing, sales, and customer success, and the challenges in changing executive mindsets. They also explore the importance of consistent metrics reporting, the value of insights over raw data, and strategies for RevOps professionals aiming to move into executive roles.Episode resourcesCamela Thompson on LinkedInRevOps Co-op LinkedInRevOps Co-op WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastInstructions on how to rate and review the OpsStars Podcast can be found hereOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

In this insightful episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins host Don Otvos to delve into the transformative shift from traditional lead-based models to a contact-only approach in CRM systems. With his extensive experience in marketing technology and operations, Kyle provides valuable insights into the benefits, challenges, and best practices for implementing this significant change.Kyle shares his journey from media and political consulting to becoming a RevOps expert, highlighting how his diverse background shapes his approach to sales and marketing operations. He discusses the intricacies of transitioning to a contact-only model, including the impact on sales processes, data management, and cross-functional collaboration.Throughout the conversation, Kyle offers practical advice on:Evaluating whether a contact-only model is right for your organizationGaining buy-in from sales leadership and other stakeholdersImplementing best practices for data accuracy and routingAddressing common challenges in the transition processLeveraging technology to support the new modelThis episode provides a comprehensive look at the evolving landscape of CRM management and offers valuable lessons for companies considering or undergoing similar transformations in their sales and marketing operations.Episode resourcesKyle Sosa on LinkedInEtumos on LinkedInEtumos WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

In this insightful episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins host Don Otvos to delve into MongoDB's transformative journey from a license-based model to a consumption-based go-to-market strategy. Ilana shares her unique perspective on the challenges and opportunities this shift presents, drawing from her diverse background in media, political consulting, and IT operations.Ilana discusses the intricacies of developing a new forecasting model for consumption-based pricing, highlighting how it differs from traditional methods and the impact on various roles within the organization. She explains how this shift has necessitated changes in sales processes, customer success strategies, and even the profiles of sales representatives MongoDB seeks to hire.Throughout the conversation, Ilana offers valuable insights on:The challenges of forecasting in a consumption-based modelChanges in roles and responsibilities across the organizationThe importance of aligning the tech stack with the new business modelStrategies for effective change management during this transformationThis episode provides a comprehensive look at the operational complexities involved in shifting to a consumption-based pricing model and offers valuable lessons for companies considering or undergoing similar transformations.Episode resourcesIlana Matro on LinkedInMongoDB on LinkedInMongoDB WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

In this insightful episode of the OpsStars podcast, Jeremy Steinbring, Founder of Revonix Consulting, shares his unconventional journey from audio engineering to becoming a RevOps expert. Host Don Otvos and Jeremy dive deep into the challenges faced by fast-growing startups in managing their tech stacks and the importance of maintaining a human-centric approach in the age of AI.Jeremy discusses how his background in customer service at Apple and his experience in various startup roles shaped his unique perspective on RevOps. He emphasizes the importance of understanding customer needs, effective communication, and the balance between technology implementation and business goals. The conversation covers a wide range of topics, from tech stack optimization and the dangers of "tech confetti" to the evolving role of AI in revenue operations.Throughout the episode, Jeremy shares valuable insights on how Revonix helps startups streamline their operations, reduce unnecessary tech bloat, and align their technology investments with their business objectives. He also offers a thoughtful perspective on the future of RevOps, including the potential impact of AI on traditional roles and the importance of adapting to these changes.Episode resourcesJeremy Steinbring on LinkedInRevonix Consulting on LinkedInRevonix Consulting WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual," shares his wealth of knowledge on RevOps. He highlights the crucial qualities of adaptability, curiosity, and problem-solving that define great RevOps professionals. Sean emphasizes the balance between technology and human expertise, advocating for clear goal-setting and transparency. He discusses the importance of mapping the customer journey and offers practical tips for managing upwards and communicating value to stakeholders effectively.

In this episode of the OpsStars podcast, Jessenia Francisco, Director of Marketing Operations at Lucid Software, joins Don Otvos to share her journey from finance to RevOps and the valuable lessons she's learned along the way. They discuss the challenges of data management in rapidly growing organizations, the importance of clean and reliable data, and strategies for effective change management and stakeholder buy-in.Jessenia brings a unique perspective to RevOps, drawing from her experience in finance, nonprofits, and tech startups. She shares insights on building solid foundations, making data-driven decisions, and balancing business needs with regulatory requirements. The conversation covers a range of topics, from the evolution of RevOps to go-to-market operations, to the importance of community and continuous learning in career growth.Episode resourcesJessenia Francisco on LinkedInLucid Software WebsiteLucid Software on LinkedInJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastInstructions on how to rate and review the OpsStars Podcast can be found here OpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

In this episode of the OpsStars podcast, Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB, joins Don Otvos to explore the transformative impact of AI on Mongo DB’s GTM teams. SK shares MongoDB's journey in leveraging AI to enhance sales productivity, improve customer experiences, and streamline operations across the entire customer journey, for which they were the recipient of the 2024 OpsStars Award for Most-Cutting Edge Ops Program!SK discusses the development and success of coachGTM, an AI-powered sales enablement tool that has revolutionized how MongoDB's go-to-market teams access and utilize information. He also explores the concept of "generative BI" and how it's changing the way teams interpret and act on business intelligence.Throughout the conversation, Sai offers insights on balancing AI automation with human touch, the future of sales roles in an AI-enhanced environment, and strategies for breaking down complex RevOps problems into manageable AI-powered solutions.Episode resourcesSai Karthik “SK” Ramakuru on LinkedInMongoDB on LinkedInMongoDB WebsiteOpsStars Award Winning StoryJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

Especially in uncertain times, driving the right behaviors and outcomes is crucial for business success. But sustaining a high-performing GTM culture that consistently delivers revenue results, no matter the macroeconomic environment, is easier said than done. Join CaptivateIQ‘s Nate Broome, Brian Via and Tiffany Brown to hear real-world examples of how to keep your team energized and motivated by cultivating a GTM culture that’s set up to thrive in any circumstance.  Key takeaways:The secrets behind building — and maintaining — an A+ GTM team.Actionable steps for how to evaluate performance and identify areas of improvement.How the right incentive compensation strategy can help sustainably motivate reps and drive reliable revenue results.OpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson

If you know you know — organizations that have a strong RevOps function achieve more success, drive results more consistently, and create a better experience for both buyers and sellers. How can you position your RevOps organization to create this impact? What is the secret to making the sales experience better for your revenue team?In this keynote session, you’ll hear from Jake Goldfield, David Obrand, and Ellie Fields on how to understand the strategic role RevOps plays, offer great experiences to your customers, and get the visibility and common data set you need to make a positive impact on your business. If you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyOpsStars RSS FeedCheck out OpsStars PodcastOpsStars Podcast is hand crafted by our friends over at: fame.soPrevious guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 MarketingCheck out our three most downloaded episodes:What It Means To Be An OpsStar with Kimberly GalitzTrust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia CorbettTrue RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson