OpsStars - A RevOps Podcast

Crissy Vetere-Saunders is the CEO and Co-Founder of CS2 Marketing, an agency focused on the three P’s of digital marketing, people, processes, and performance. Crissy shares her insight on the evolution of the marketing operations role in a dynamic environment.Previously, she has held demand generation and senior marketing roles at Agri and Jive. She has also served in an advisory capacity at Chili Piper and Women in Revenue. She has also served as the marketing operations manager at Marketo.Today Crissy shares her insights on the evolving role of marketing operations and touches on how a unified approach to customer interaction can lead to a better user experience. Episode resources:Crissy Vetere on LinkedInCS2 WebsiteJoin the OpsStar Community If 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

Kerry is a Featured Thought Leader at Sales Assembly, the industry’s only Scale-as-a-Service platform that leads B2B tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team. Kerry brings over twenty-five years of experience in B2B demand generation and management, spanning a broad array of industries and markets. Prior to his current roles, he was an analyst at SiriusDecisions and Forrester, where he authored and co-authored a wide range of key models and frameworks. In this episode of the OpsStars Podcast, Kerry Cunningham, Researcher and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B marketing and sales including why now is the time to move past MQLs as a measurement of success and how to better leverage opportunities to support buying groups.Episode resources:Kerry Cunningham on LinkedInKerry Cunningham on Twitter6sense WebsiteArticle: Why We Have A New Waterfall For 2021 (And Why You Should Care)Join 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 episode, Rachael is joined by Joe McNeill, Chief Revenue Officer at Influ2. Joe is a B2B technology sales leader focused on client service delivery, employee empowerment, and robust revenue operations, positioning organizations to scale and grow. During his career, he has contributed to developing four rapidly growing tech firms, two of which he helped lead to successful exits. Today, Joe shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes. Episode resources:Joe McNeill on LinkedInInflu2 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

Evan Liang is the co-founder and CEO of LeanData. Evan founded LeanData in 2012 after managing a data-cleanup project at his last company and felt the pain of cleaning CRM data by hand. LeanData is a company now recognized as a modern revenue tech stack essential - certainly by its nearly 900 loyal customers, but also by Gartner - the largest analyst firm in the world covering the IT market. Prior to LeanData, Evan was the GM and VP Products at Caring.com, where he grew a small acquisition into the company’s main business, generating over fifty percent of the company’s revenue over two years. Before Caring.com, Evan worked at Shasta Ventures, a leading venture capital firm focused on end-user-driven businesses.In this episode we speak with Evan about the revenue tech stack, because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?Episode resources:Evan Liang on LinkedInLeanData's IntegrationsJoin 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 episode of the OpsStars podcast, Mary Shea, Global Innovation Evangelist at Outreach, joins Rachael to discuss how Outreach is breaking fresh ground in the digital sales management space. Outreach is the first and only sales execution platform that provides intelligent workflows, granular visibility, and achievable forecasts across the revenue cycle. She has previously worked as a Principal Analyst at Forrester, where she led research and authored the inaugural Forrester Wave for the Sales Engagement category. At Outreach, Mary conducts path-breaking research on the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2B sales organization. She is also the co-host of the Revenue Innovators podcast.Mary joins us today to share insights on the new era of sales and why leaders are focused on new strategies, technology, training, diversity, equity, and inclusion to set their organizations up for success.Episode resources:Mary Shea on LinkedInMary Shea on TwitterOutreach WebsiteRevenue Innovators PodcastJoin 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

Pat Oldenberg, Vice president of Demand Generation Operations at Motive, joins us in today’s episode of the OpsStars podcast to share his insights on scaling business processes while transitioning from small and medium-sized clients to account-based enterprise-level customers. Motive offers modern fleet management software that improves safety, productivity, and profitability for over 120,000 businesses across a wide bandwidth of industries.Pat brings over fifteen years of experience in the marketing industry. Before his current role, he was the VP of demand marketing at ServiceMax. He was responsible for driving awareness in the market, sourcing pipeline, and improving win rate and velocity. In addition to his responsibilities at Motive, Pat is an advisor at Goldcast and Sendoso.Episode resources:Pat Oldenburg on LinkedInMotive 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

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us in the next episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team. Previously, Chris was the Director of Global Revenue Operations for Uniphore, Director of Sales Operations for Honor and NextHealth, and Senior Analyst of Sales Operations and Pricing at ServiceSource. His experience is heavily focused on providing sales teams with insightful and actionable recommendations about product offerings, consultative selling tactics, customer retention, and pricing strategy. Today, Chris shares some of that experience to provide practical insights and advice you can apply to your business and RevOps team.Episode resourcesChris Van’t Hof on LinkedInCB Insights 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

Seth is a self-proclaimed “unredeemable CS Geek,” passionate about creating human-first connections. He brings over fifteen years of experience in various analyst and customer success roles and leadership positions. Before his current role, Seth was the Director of Customer Success Operations at InsightSquared, where he managed various swaths of their CS. He saw the organization grow from fewer than ten employees to the largest company he had ever worked for.Today, Seth shares how CS Operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and team looks like and what capabilities and skills are required to become a high-performing CS Ops team.Episode resources:Seth Wylie on LinkedInGainsight WebsiteCS Ops CentralJoin 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 episode, Rachael is joined by Joe McNeill, Chief Revenue Officer at Influ2. Joe is a B2B technology sales leader focused on client service delivery, employee empowerment, and robust revenue operations, positioning organizations to scale and grow. During his career, he has contributed to developing four rapidly growing tech firms, two of which he helped lead to successful exits. Today, Joe shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes. Episode resourcesJoe McNeill on LinkedInInflu2 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 episode, Rachael is joined by Ross Nibur, Director of Operations at Toast, an all-in-one restaurant management platform that empowers restaurants of all sizes to build great teams, increase revenue, improve operations, and delight guests.Ross started his career as a prep cook. But then he pivoted into sales, and from there, into operations development and leadership. He has been at Toast for nearly six years, having moved from Director of Business Development to Director of Revenue, Operations, and Strategy to his current role as Director of Operations.Ross was also recognized as one of the Top 10 Sales Development Leads in the World. Today, he shares how he built his operations team and how to successfully hire and train a high-performing group of operators.Episode resourcesRoss Nibur on LinkedInToast WebsiteToast on LinkedInJoin the OpsStars CommunityThe OpsStars Podcast WebsiteLeanData on LinkedinLeanData on FacebookLeanData on TwitterRate & Review OpsStars PodcastSpotifyApple PodcastsRSS FeedOpsStars 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