OpsStars - A RevOps Podcast

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 50% of the company’s revenue over 2 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 WebsiteJoin the OpsStars CommunityIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastRSS 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

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share the skills and insights on what it takes to be a rock star Salesforce Admin and an OpsStar of the Year. He has over seven years of experience in B2B SaaS, with various roles across marketing and operations. At his previous company, BombBomb, he realized that supporting high-velocity and account-based sales teams was only possible with highly scalable processes within Salesforce, so he moved into an operations role, where he has been ever since! In 2021, Raheel was recognized as the OpsStar of the Year! Episode resources:Raheel Alam on LinkedInShowpad Website2021 OpsStar of the Year HighlightOpsStars Virtual Session: What Should Ops Bring to the TableJoin 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

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.Maura is a proven global marketing executive who fuses storytelling with revenue growth. She helps startups to become publicly traded companies and build marketing programs, revenue, frameworks, marketing plans, and strategies. Maura is also a strong advocate of data-driven marketing and for putting customer needs at the heart of everything a company does.Episode resources:Maura Ginty on LinkedInBridge & Maeve 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

David Dulany joins Rachael to discuss his expertise and advice on how we optimize and build successful sales development teams. David is the Founder and CEO of Tenbound, an advisory firm focused and dedicated 100% to sales development. He is a sales development program building specialist with deep experience building highly successful sales development programs from scratch for technology companies.David brings over ten years of experience in sales development and previously led sales development teams for companies such as Glassdoor and Act-On Software. He is also the host of the #1 sales development podcast on iTunes: The Sales Development Podcast. David frequently speaks at conferences, seminars, and more, including the upcoming Virtual Sales Development Conference hosted by his company, Tenbound.Episode resources:David Dulany on LinkedInDavid Dulany on TwitterBook: The Sales Development FrameworkTenbound WebsiteThe Sales Development 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 Oldenburg, Vice President of Demand Generation at Motive, joins Rachael McBrearty to discuss how to set up the foundation for an account-based framework, what metrics you should measure, and why marketers need to work closely with sales to succeed.Episode resources:Pat Oldenburg on LinkedInMotive WebsiteGoldcast 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

TJ Macke, SVP of Strategy at Sapper Consulting shares his thoughts on the current inflection point sales team are experiencing and how the best sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience and earn customer trust.Learn More about TJ:TJ Macke on LinkedInTJ Macke on TwitterSapper Consulting WebsiteSalesSource WebsiteJoin the OpsStars CommunityEpisode resources:The 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

In this episode of the OpsStars Podcast, Jon Miller, CMO at Demandbase, shares why using data to drive account intelligence can help sales and marketing teams be more relevant by aligning go-to-market motions and messages to the buyer journey. Episode resourcesJon Miller on LinkedInJon Miller on TwitterDemandbase WebsiteOpening keynote speech at the June 2021 ABXperienceJoin the OpsStars CommunityEpisode resources:The 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

Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, joins the conversation today to share how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful.Karen is the author of four books: “Success From Anywhere: Create Your Own Future of Work from the Inside Out,” “Working From Home: Making the New Normal Work for You,” “Success With Less: Releasing Obligations and Discovering Joy,” and “Listen Up!: How to Tune In to Customers and Turn Down the Noise.”Karen is also an internationally-recognized thought leader whose TEDx appearance, keynotes, blogs, and books reach hundreds of thousands of business leaders each year. She is a prolific blogger and sought-after media interviewee, featured in Forbes, and regularly contributes to Thrive Global and ZDNet.Episode resources:Karen Mangia on LinkedInKaren Mangia’s WebsiteKaren Mangia on TwitterKaren Mangia’s BooksBook: Think Again by Adam GrantBook: Life Scale by Brian SolisVideo: The Stress Free ExperimentJoin the OpsStars CommunityRate & 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

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us on this 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 will share some of that experience to provide you with practical insights and advice you can apply to your business and RevOps team.Episode resources:Chris' LinkedinCB Insights' LinkedInCB Insights' Official WebsiteIf you enjoyed this episode, then please either:Subscribe, rate, and review on Apple PodcastsFollow on SpotifyCheck out OpsStars PodcastRSS 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

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 resourcesKerry 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 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