It's hard to take what looks like a perfect plan on paper and translate that to real life. It's even harder inside of a hypergrowth company. In this episode, we go inside one of the fastest growing companies out there: Snowflake. Our guest Rachel Haley spent two and a half years at Snowflake as their Senior Director of Sales Operations, and is now the co-founder and CEO of Clarus Designs, a consulting firm focused on operational efficiency. Rachel saw Snowflake explode from 30 reps to 450 during her time there. In our conversation, we talk about the insane growth she saw, how they were constantly planning and re-planning at Snowflake, and why Snowflake’s CRO once told her he wished they had invested and hired in Sales Ops even sooner. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

There is no shortage of change inside of hypergrowth companies. The channels through which we market to our customers change. The ways we engage with prospects change. But there is an exception. The people on the other side of those interactions -- they remain constant. Today’s guest, Kyle Sutton, breaks down why this one constant matters so much. Kyle is the Senior Director of Marketing at SolarWinds, a publicly traded IT infrastructure company with a market cap of $6 billion dollars. In our conversation, Kyle teaches us how to get to know those end users. We go deep on storytelling, how to learn about your users based on the questions they ask, and why scrappiness is the trait that he looks for on his teams today. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Kyle on Twitter @Seany_Biz @kylesutton @HYPERGROWTH_pod

A pretty common exercise within Sales organizations is the Quarterly Business Review. This is a time to both look back at the previous quarter’s performance as well as look ahead to the quarter ahead. It’s usually a mix of both qualitative and quantitative, of learnings and reflection, and of course, forecasting. But what makes a Quarterly Business Review, or QBR, a good one? What makes it worth the time and effort invested to run one of these for every single rep on your team? And how do you make sure you are spending time on the stuff that matters. We’re going to answer all of those questions with our guest, Rosalyn Santa Elena, the Head of Revenue Operations at Clari. In our conversation, we outline how to run QBRs at your organization, the role of Operations in those QBRs, and we’ll get some insight into how Clari forecasts their own business. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

We have talked a lot on this show with guests about their routines and cadences -- who they meet with regularly, what they meet about, even the structure of these meetings. Just as important as the content of these meetings, though, is how you present and articulate that content. The words you use and the energy you bring to the conversations you have with Go-To-Market leaders matter. In this episode, Sean outlines three ways you can level up your interactions with Go-To-Market leaders. Whether it’s a one-time presentation or a standing weekly meeting, we’re going to take you through ways you can improve how you present and articulate your work to others. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

The relationship you build with a Go-To-Market leader is one of the most important components of an Operations role. The data you present, the way you frame your position, and the empathy you bring to your interactions are all foundational to building a strong partnership with any team. Today, we’re going inside the relationship between Ops and one of the most important C-level leaders in hypergrowth: the CMO. Our guest is former LeanData CMO Karen Steele, and she's the perfect person to give us the perspective from the CMO's side of the relationship. A 30-year Marketing veteran, Karen got her professional start at Apple and has since led Marketing at B2B organizations like Informatica, Xactly, VM Ware, Marketo, and most recently, LeanData. In our conversation, Karen is going to take us through the evolution she’s seen in the role of Operations, the best way to communicate with a CMO like her, and what it took to build highly-engaged communities for Operators like Marketing Nation at Marketo and OpsStars at Lean Data. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Karen on Twitter @Seany_Biz @karenmsteele @HYPERGROWTH_pod

In this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words. More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business. Our guests, Leanne Goff and Shaun Newell, are going to take us inside their $3.7M book business. We’ll break down how the journey of a single donated book eventually leads to 2,000 books being shipped out of their warehouse every day, and why, despite a global pandemic, More Than Words is still on pace to hit its revenue targets this year and keep 100% of its staff employed. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and More Than Words on Twitter @Seany_Biz @mtwyouth @HYPERGROWTH_pod.

A pretty common question we get is, “How does Drift use Drift?” On today's episode, we're turning the tables on someone else who also uses their own company's product: Gong. Gong is a revenue intelligence platform that gives you visibility into customer interactions, and our guest is Brandy Ringler, their Global Sales Enablement Manager. Brandy is going to help us answer the question, "How does Gong use Gong?" In our conversation, we chat about how to instrument Gong in the first place, how to leverage the tool for specific events like product launches or messaging changes, and what ongoing sales enablement looks like at the ultimate enablement company. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

We're back for Part 2! The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in revenue to hundreds of millions, and luckily, Stephen has written the whole playbook down for the rest of us to follow. That playbook is what he calls the Go-To-Market Maturity model, and he published 4 pillars to that model in a series of LinkedIn articles. On our previous episode, we covered Pillars 1 and 2. On today’s episode, we’re going to cover Pillar 3, The Sales Process, and Pillar 4, Accountability. Stephen's GTM Maturity Model: https://www.linkedin.com/pulse/introducing-gtm-maturity-model-stephen-hallowell/ Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can be nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in revenue to hundreds of millions, and luckily, Stephen has written the whole playbook down for the rest of us to follow. That playbook is what he calls the Go-To-Market Maturity model, and he published 4 pillars to that model in a series of LinkedIn articles. On today’s episode, we’re going to cover Pillar 1, Targeting, and Pillar 2, Messaging. Our next episode will the other two pillars. Stephen's GTM Maturity Model: https://www.linkedin.com/pulse/introducing-gtm-maturity-model-stephen-hallowell/ Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

Have you ever shown up to a meeting where you have one version of numbers to report only to find someone else in the meeting with a completely different version of those numbers? And then you spend half the meeting figuring out whose numbers are right? In this episode, Bridget Zingale, the Global Director of Analytics at HubSpot, is going to help us all avoid this all-too-familiar situation. Bridget and Sean talk about how the HubSpot analytics organization has evolved, what it means to promote data literacy at your company, and why the biggest risk in building centralized data teams is a departure from context. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod