The RevOps & ABM Alignment

Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success.HIGHLIGHTS:00:00 From IT outsourcing to product studio35:59 Team management38:18 Achieving Product-Market Fit59:36 Balancing product and service offeringsWant to get more fresh insights into product management? Discover the top 5 podcasts recommended by Yaroslaw and Sergiy!https://railsware.com/blog/product-podcasts/Connect with Yaroslaw Lazor:LinkedIn | WebpageConnect with Sergiy Korolov:LinkedIn | 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. 

Landscape in the Software Development Industry is getting harder. Less demand, more competitors.Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses.All B2B professional services companies can learn much about growth from this episode. HIGHLIGHTS:00:00 Intro03:23 NetGuru's growth journey10:33 Changes in the market27:40 The impact of content on Netguru's success31:03 Building a strong brand 36:21 Gaining industry understanding46:28 Identifying profitable niches53:15 Couching young professionals57:26 Avoid general business advicesConnect with Radek ZaleskiLinkedIn | 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. 

What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies?  Why should C-level executives be involved in building ABM strategy early on? Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions.HIGHLIGHTS:00:00 Intro and Reflections on the Market Condition08:30 Person-Based Ads in ABM16:19 Advanced Marketing Tactics36:21 C-level Executives in ABM StrategyConnect with Dmitri LisitskiLinkedIn | 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. 

What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies?Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions:HIGHLIGHTS:00:00 Intro and Background01:23  GTM Roadmapping 09:27  Customer Feedback and Insights20:38 Entering a New Market31:47 Message Customization for Different Regions34:40 GTM Execution Plan41:23 Internal Competencies vs Outsourcing44:45 GTM Maintenance and Optimization48:23 Post Launch Phase50:55 Neglected GTM AreasConnect with Derek OsgoodLinkedIn | 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. 

How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance?Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:11 The Uncertainty in the B2B SaaS Market05:32 Optimizing GTM efficiency08:31 Consolidating the GTM Tech Stack12:03 The Benefits of Product-Led Growth15:03 Surviving as a Smaller B2B Company23:00 The Art and Science of Sales and Marketing26:19 Advanced Segmentation and Targeting29:42 Benchmarking GTM metrics33:23 Critical Role of GTM Strategy42:25 Adapting to Technological Changes and AI Connect with Thomas Hansen:LinkedIn | 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. 

What is Allbound? What are the challenges with traditional inbound and outbound? How to improve the B2B buying process? Romeo Mann sits down with Catie Ivey, CRO at Walnut, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:15 Developing Outbound Motion06:00 The Difference Between CRO and Sales Leader08:00 Aligning Inbound and Outbound Strategies11:44 When to invest in ABM platform15:29 Essential skills for marketers today21:09 Challenges with Outbound Sales27:12 What should CRO prioritize in a Series B Company?35:11 Improving the B2B buying process37:27 Recommended Resources Connect with Catie Ivey:LinkedIn | 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. 

How does Lean methodology factor into go-to-market strategies? What are the key considerations before adopting an ABM strategy? How does RevOps' role shift before and after an IPO?Romeo sits down with Pablo Dominguez, Advisory Leader at Insight Partners, to answer these and more questions.00:00 Introduction and background06:54 Applying Lean Methodology in GTM9:33 How Insight Partners Work with Companies15:45 Finding GTM Fit25:19 The Ultimate Metric in ABM28:14 Experimentation and Iteration in ABM29:33 RevOps Pre-IPO vs Post-IPO37:45 Leveraging AI in Marketing and RevOpsConnect with Pablo Dominguez:LinkedIn | WebpageConnect with Romeo: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. 

What drove the shift from SalesOps to RevOps? What are the key functions in RevOps and how do they evolve with company growth? When should a company start RevOps and what are the initial steps?Romeo Mann sits down with Carol Chen, VP of Revenue Operations, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background04:22 How SalesOps shifted to RevOps07:17 When to implement RevOps10:22 Focus areas in RevOps16:49 RevOps blueprint19:33 Internal RevOps vs Agency23:01 Pre-IPO and Post-IPO dynamics25:52 Shift from growth at any cost to retention29:59 Tools consolidation and ROI33:58 Investing in RevOps35:28 How ABM aligns with RevOps42:32 RevOps Inspirations and resourcesConnect with Carol Chen:LinkedIn | 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. 

What are the marketing fundamentals many B2B marketers overlook or neglect? What does alignment between sales and marketing look like in practice? What the CMO should focus on during the first 90 days?Romeo sits down with Jeff Perkins, CMO at Greenlight Guru, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background03:09 The basics of marketing and ABM10:20 Transition to B2B marketing15:11 Key focus areas for marketers in 202421:33 Understanding the customer journey|25:37 Creating a 90-day plan as a CMO33:27 What the CEO expects from the CMO37:11 Sales and marketing alignment in practice41:23 Habits for marketeers in 202447:55 Jeff's book recommendation Connect with Jeff Perkins:LinkedIn | WebpageConnect with Romeo: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. 

In this episode Romeo sits down with Shantanu Shekhar, Senior Director of GTM operations at Gong.io, to explore creative go-to-market strategies, from exclusive events to community building.Additionally, our guest sheds light on Gong's AI strategy, highlighting the importance of understanding data volume, relevance, and compliance. Drawing from Gong's experience, he illustrates how conversational intelligence helps revolutionize sales processes and Account-based marketing.During the conversation, Shantanu also shares practical tips for engaging with target personas in a crowded market, especially in enterprise deals.HIGHLIGHTS:00:00 From engineering studies to RevOps08:24 Conversational intelligence in GTM11:19  Gong's conversational intelligence tool15:10 Using accounts' insights in ABM19:08 Targeted events for building thought leadership30:37 Challenges in enterprise deals and how to overcome them35:09 Content and playbooks for enterprise deals38:07 RevOps resourcesConnect with Shantanu:LinkedIn | WebpageConnect with Romeo: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.