The RevOps & ABM Alignment

This time, Romeo together with Anastasiia Binss (now RevOps Head at Semble) discusses the 5 most common pitfalls of ABM in organizations and how to fix them. What you'll learn from this episode:00:00 Journey from Anthropology to ABM and RevOps5:28 What is Account-based marketing7:28 Changing to ABM is scary17:41 Common misconceptions about ABM21:21 Pitafll #1: We don't understand what ABM is25:75 Pitafll #2: We set ourselves the wrong KPIs31:26 Pitafll #3: We set it and forget it36:25 Pitafll #4: Our sales team is not part of the process41:33 How to get sales buy-in for ABM44:50 Pitafll #5: We underestimate the size of the project49:27 Treat ABM as a strategy, not a project Connect with Anastasiia: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. 

Today, Romeo is joined by Jeppe Wienziers Stenbæk - Head of Business Architecture & Technology at Pleo. They offer smart company cards that enable employees to buy the things they need for work, all while keeping the company's finance team in control of spending. From this episode, you will learn the difference between tactical and strategic RevOps, the "domain model" for operations teams, how RevOps in Pleo helps in optimizing GTM, the role of AI in RevOps, and more.HIGHLIGHTS:00:00 Jeppe's journey into RevOps06:54 Overview of Plio and evolution of the RevOps team18:05 Organizing RevOps teams23:09 RevOps - Marketing cooperation29:56 Attribution and reporting35:02 Data integration and usage37:44 Data consolidation39:22 Roles and competencies in RevOps41:25 The pricing team as a part of RevOps44:48 RevOps strategic projects47:02 Adapting to changing market conditions51:26 Changing competency metrics in hiring52:48 The Role of AI in RevOps***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. Connect with Jeppe:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage 

In this episode, Romeo sits down with Jesse Ouellette, founder of LeadMagic, discussing insights on email deliverability, technology setup, and pitfalls of conventional outreach.Together with Romeo, they explore challenges in data and tools for modern outbound strategies and ABM. They also address GDPR concerns with tools like ZoomInfo and Apollo, and the usefulness of 3-rd party data.Tune into the full episode for insights into optimizing email outreach with a focus on data and tooling.Connect with Jesse: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. 

Kubilay, VP of Revenue at Insider, guides listeners through the global impact of overseeing sales, marketing, and customer success for a company with over 1000 employees and 26 offices. Serving clients like Singapore Airlines, Estelada, Samsung, Adidas, and Nike, Insider's technology, illustrated through the New Balance example, enhances conversion rates and customer value.Kubilay reminisces about the "Crocodile Approach" strategy, focusing on unexplored markets, and the hard work behind building a European presence. He describes Insider.'s unique approach to outbound based on personalized gap analysis and use cases tailored to every client.Discussing the influence of COVID-19 on e-commerce, Kubilay emphasizes the importance of over-serving customers, retention strategies, and the evolving market dynamics. He explores the trend of B2B consolidation and unveils Insider's strategy to generate one in four new businesses from existing clients.In the final segment, Kubilay recommends game-changing books: "The Hard Thing About Hard Things" by Ben Horowitz and "Principles" by Ray Dalio. Explore more insights for revenue leaders, entrepreneurs, and business strategists on the evolution of revenue operations and the impact of personalization in the full episode.Connect with Kubilay: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 is joined by Nicholas Lansberry - GTM Operations Manager at Expedient. They are a data center and cloud services provider for digital transformation. Nick together with Romeo discusses the role of AI as a teammate. Nick explains a few use cases, eg. using AI to assist salespeople in crafting tailored messages for target accounts, using CRM data and industry insights.They also envision the future of AI in roles like revenue architects, focusing on customizing and refining AI blueprints to align with specific business needs. The discussion also covers Ai importance in reporting, especially in tools like HubSpot. Watch the full episode to learn more about using AI in your go-to-market operations.Connect with Nick: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 is joined by Leopold van Oosten, the CEO and Founder of Amsterdam Standard - a Software House providing team augmentation for product companies.Leo describes Amsterdam Standard's journey from referral-based business to scaling marketing and sales motions in the red ocean of the IT market.He agrees with Romeo, that to stand out as a Software House, you must have a clear ideal customer profile, a unique point of view, and an expertise-based value proposition for the chosen industries you're targeting.As an example, Leo tells how his LinkedIn strategy became one of the main sources of leads for the company.Connect with Leo: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 is joined by Mark Kosoglow, the CRO of Catalyst Software  - a Customer Success Platform that helps CS managers proactively take the right actions to prevent churn.During the conversation with Romeo, Mark challenges the traditional focus on top-of-funnel acquisition and advocates for prioritizing post-sales efforts. He explains the crucial role of creating a recurring impact for customers after the initial sale for SaaS growth.He introduces the concept of "moments of impact" as critical experiences within the customer journey that contribute to the overall value creation. In a nutshell, they're a series of impactful moments for customers.Additionally, Romeo's guest explains the operational rhythm and philosophy necessary for effective post-sales management. He details how Catalyst.io deploys specific solutions aligned with customers' business initiatives, constantly delivering value through a structured approach.For dessert, Mark challenges the reliance on lagging metrics like churn and advocates for measuring success through metrics tied to specific business initiatives.Tune into the full episode to learn more ways to create recurring impact for customers and increase business growth.Connect with Mark:LinkedIn Connect 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. 

Romeo and Todd Thomas, CRO of Aiden Automotive Technologies, touch upon the essential nature of subject matter expertise in B2B and targeted ABM.No matter how advanced technology becomes, knowing the nuances of a specific industry or field remains critical.True ABM requires a deep understanding of the target audience, precise messaging, and tailored approaches.All that should come from identifying the unique needs and challenges of different stakeholders in target accounts.Businesses should also not underestimate the role of data in refining strategies. Understanding what works and what doesn't is crucial in iterating for better outcomes.Tune into this episode to delve deep into the blend of technology, data science, and its impact across various industries. If you've ever wondered about the true value of subject matter expertise in marketing, this episode is a must-listen!Connect with Todd:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage 

In this episode, Romeo delves deep into the world of Revenue Operations (RevOps) alongside Dan Tyre, a seasoned veteran from HubSpot, with a robust entrepreneurial background spanning over 42 years.From the very beginning, Dan takes listeners on a journey through his impressive career. He recounts his pivotal roles in five startups - with the first one starting at a valuation of two million dollars and eventually soaring to a staggering 1.4 billion dollars. His subsequent ventures led him from Phoenix to Microsoft, eventually crossing paths with Brian Halligan and Dharmesh Shah, the co-founders of HubSpot. Now, 16 years into his tenure at HubSpot, Dan finds himself deeply entrenched in the marketing world, gaining invaluable insights into the growing importance of RevOps.During their conversation, both Romeo and Dan touch upon the transformational shift in the perception of RevOps. From being a role relegated to "fire extinguishing", RevOps is now envisioned as the Spider-Man of the corporate world, connecting different strands to ensure seamless operational synergy. Dan brilliantly captures its essence, quoting the HubSpot RevOps overview: "RevOps is a strategic integration of sales, marketing, and service to provide a better end-to-end view of administration and management, thereby enhancing day-to-day processes across these departments."But why has RevOps become so essential in recent times? Dan believes that it's the rapid scaling of companies that pushes them towards a metaphorical "bottleneck". When growth becomes too quick to handle, companies run the risk of diluting their customer experience. Herein lies the true power of RevOps - its ability to consolidate data and offer insights that propel companies toward sustainable and intentional growth.Romeo also introduces listeners to the intricacies of setting up an effective RevOps framework within tools like HubSpot. From understanding the lifecycle stages to defining lead statuses, Romeo emphasizes the need for clarity and visibility in data management. This episode dives deep into practical steps, including the usage of lucid charts and the maturity model, which helps businesses understand their stage in the RevOps journey - be it crawling, walking, or running.Before wrapping up, Dan shares a potent takeaway. He underscores the immense competitive advantage businesses can gain by embracing RevOps. With the right data, understanding, and efficiency, businesses can not only delight customers but also solidify their position in the market.Tune into the full episode to learn how RevOps can revolutionize your growth strategy and why it's quickly becoming an indispensable facet of modern businesses.Connect with Dan: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 is joined by Matt Volm, CEO and Co-Founder of RevOps Co-op.Matt's journey into Revenue Operations (RevOps) began as a VP at ALLY.io, an early-stage startup focused on developing OKR software. As one of the initial ten employees, he managed various aspects, including accounting, legal, finance, and revenue operations. Despite his extensive finance and strategy background, Matt was new to RevOps. In just two years, the company expanded to 150 employees, experienced increased revenue, and was eventually acquired by Microsoft, becoming what we know today as Viva Goals. Subsequently, Matt ventured into building his own company in the RevOps space, founding RevOps Coop—a global community of 10,000 individuals passionate about revenue operations. The main RevOps challenges, according to Matt, include its evolving nature, the transition to a more strategic approach, and resource allocation. On the other hand, Romeo emphasizes RevOps professionals' need to understand various business processes, such as sales ops, marketing ops, funnels, sales processes, customer success, and finance. Matt elaborates that RevOps is an evolving field, with its scope aligned with revenue-supporting operations like marketing, sales, post-sales, customer success, and customer support. The guest stresses the importance of identifying revenue drivers and investing resources strategically.When hiring a RevOps candidate, Matt suggests looking for adaptability and a willingness to tackle new challenges. Established companies may prefer specialists, while early-stage ones benefit from versatile generalists. To cultivate strategic thinking in RevOps professionals, Matt suggests constantly asking "why" and learning from internal and external sources, such as team meetings and communities like RevOps Coop. Continuous improvement is crucial in this broad field. The initial period in a RevOps role, Matt advises, should be focused on understanding problems, prioritizing them by impact, and delivering quick wins to gain trust. Building internal relationships and aligning with business goals is essential.Matt also underscores the importance of reporting structure, recommending that RevOps reports to a Chief Revenue Officer, COO, or VP of Business Ops rather than sales or marketing leaders.Tune into the full episode to learn more on how to go from a start-up to an acquisition!HIGHLIGHTS01:00 Introducing Matt05:00 Pitfalls of RevOps12:00 The evolving role of RevOps19:35 The perfect internal RevOps candidate23:15 Becoming a strategist 26:30 Hiring internal vs external candidates30:15 Resource allocation in RevOps35:45 The big buckets of projects in RevOps roadmaps40:40 RevOps resource allocation and priorities44:00 Reporting in RevOpsConnect with Matt:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage