The RevOps & ABM Alignment

Roee Hartuv, Head of Revenue Architecture Practice at Winning by Design, shares his expertise in building scalable revenue models for SaaS companies. He discusses the six-core models fundamental to a revenue factory and the shift necessary from founder-led sales to structured growth. Roee emphasizes the importance of product-market fit and adaptive pricing strategies, as well as effective customer retention techniques. This insightful conversation highlights how a robust data model can drive long-term engagement and sustainable revenue.

Not all buyers are created equal. In this episode, Romeo sits down with Frank Nardi, CRO at Cin7, to unpack the key differences between latent and active buyers. You’ll discover how to tweak your sales approach to connect with both types and avoid costly mistakes from treating every lead the same. HIGHLIGHTS:00:00 Intro02:34 Inventory management08:18 The role of a Chief Revenue Officer14:00 Breaking Silos23:38 Creating a smooth handoff process29:05 Latent buyers vs. active buyers37:07 Personalization in the customer journey49:44 Moments that matter55:02 Applying ABM and PLGConnect with Frank NardiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. 

In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies.HIGHLIGHTS:00:00 Intro03:19 What is SaaS Group15:56 SaaS market trends21:50 Niching down for SaaS25:07 Founders' mental health, AI, growth39:00 Exploring SaaS niches46:00 Targeting the US market48:09 Cultural differences in GTM59:31 Should everyone have a podcast?01:12:51 Anna's recommendationsConnect with Anna NadeinaLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. 

In this episode, Romeo chats with Jan Zborowski, CEO of SoftwareMill, about how they shaped their go-to-market strategy with customer insights and market research. They also discuss the role of organic content in business growth, the future of AI, and the importance of building strong partnerships.HIGHLIGHTS:00:00 Intro and background02:00 The evolution of Software Mill09:40 The influence of business people on technical decisions15:11: Building a new strategy19:24 Hiring a Chief Growth Officer29:17 The challenges of hiring in a specialized field31:00 The importance of networking 33:26 Understanding the market 36:40 Investing in sales and partnerships40:38 Specializing in new areas of technology45:17 The power of content marketing 48:39 The future of the tech marketConnect with Jan ZborowskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. 

In this episode,  Sam Sutton covers building a successful RevOps team, key skills for this role, and tips on talent development.HIGHLIGHTS:00:00 Intro & Background03:16 Sam's Journey into RevOps07:37 Attracting talents to RevOps11:05 The Structure and Roles in RevOps Teams14:22 Balancing Firefighting and Planning in RevOps20:10 The Evolution of RevOps from SalesOps24:08 Essentials Skills for RevOps Talent27:48 Saying NO in RevOps31:11 Finding Talent in Unexpected Places35:09 Power of RevOps CommunitiesConnect with Sam SuttonLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.

In this episode, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today.HIGHLIGHTS:00:00 Intro and background07:23 Economic Uncertainty20:06 AI revolution25:24 Challenges for CTOs27:48 Processes with Business Impact29:31 Technology with Industry Expertise 37:35 DeepNext: System for building AI use cases44:01 Success Competencies in Tech Connect with Ronald BinkofskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue. 

In this episode, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role. HIGHLIGHTS:00:00 Intro and Background02:31 Intent-Based Revenue Ops Framework06:24 Change Management13:43 The Power of Well-Defined Mission Statement16:15 Driving Impact with Intent-Based RevOps25:28 Skills and Competencies for RevOps TeamLearn more about the Intent-Based Revenue Ops Framework here: https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impactConnect with Darren FayLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue. 

Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline.Connect with Jeremey DonovanLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue. 

Guest Roee Hartuv from Winning by Design discusses setting up GTM ops, revenue architecture, growth challenges, and business algorithms for growth in B2B SaaS companies. Topics include product vs go-to-market fit, implementing GTM ops, optimizing customer journey through data modeling, and RevOps-like processes for e-commerce conversion rate optimization.

GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved. HIGHLIGHTS:00:00 Intro and background06:29 Partnerships in modern GTM13:22 Nearbound strategy27:32 Sales and marketing alignment48:49 Partnerships for sustainable growthConnect with Jill RowleyLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines. How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.