This week I sit down with seasoned RevOps executive Danielle Marquis to explore the evolving landscape of the discipline and how professionals can find balance and fulfillment in their careers. Danielle shares insights from her 15 years of experience in the field, discussing how RevOps has changed over time and how the role is increasingly being positioned as a critical function within organizations. We dive into the best practices for structuring RevOps teams, prioritizing work, and aligning internal strategies for maximum impact.As the conversation unfolds, we also explore some personal aspects of career growth, with Danielle offering candid advice on how to carve out a fulfilling path in RevOps and find your happy place at work. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest With 15 years of experience in revenue operations, Danielle Marquis has lead global teams supporting sales, marketing, and customer success functions in achieving their goals and growing the business. Her super power is connecting the dots across various business decisions and technologies to drive and design a more operationalized path to GTM. https://www.linkedin.com/in/daniellemarquis/Key Topics[00:00] - Introduction[01:06] - Evolution of RevOps in the past 15 years[11:08] - Positioning RevOps internally[16:46] - Team structure[26:16] - Planning and prioritization[30:40] - Finding your happy place at work[39:40] - What’s next in RevOps[43:46] - RevOps vs. GTM OpsThanks to Our SponsorThis November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners. This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day. Registration is capped at 700 attendees, and tickets are going fast. MOps-Apalooza 2024 Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

This week I'm sharing another podcast I've guested on recently: The Revenue Marketing Report, hosted by Camela Thompson of Caliber Mind.Camela is a veteran marketing and analytics leader, and we have an in-depth conversation about the business and cultural dimensions of reporting: what KPIs are you reporting to different audiences, data rituals, analytics storytelling, and more. This is a super important topic for me, because how you create and share data stories in your organization can be the difference between building an executive-level presence for yourself or getting pigeon-holed as a service provider. We'll be back to regularly scheduled programming next week, until then, enjoy the rest of your August. ------Justin Norris, host of the RevOps FM Podcast and Sr. Director of BDR and Marketing Operations at 360Learning, joins our host, Camela Thompson, Go-To-Market Thought Leader and B2B Insights Expert, in this episode of the Revenue Marketing Report. Justin shares his insights and how years of experience sitting at the executive table representing marketing changed his views about which numbers matter most and why. They also geeked out over why MQLs are evil, how to build a ritual around data, and why B2B ops and marketing should focus more on learning from one another.For more great content like this, check out https://calibermind.com/

It’s August and I’m taking some time off this month to travel and recharge a bit. But I didn’t want to leave you hanging for a whole month, so I thought it would a great time to share some recent podcasts where I’ve been featured as a guest. First up, we have an episode on Beyond the Pipeline with Vivin Vergis, where we do a deep dive into reporting for B2B SaaS orgs. This is a tough, thorny, sometimes painful topic, but Vivin asked some really great questions and we explore how to tell better stories with data, create a culture of objectivity, prioritize ad-hoc requests, and a whole bunch more. Let’s dive in to the episode.--------In this episode of Beyond the Pipeline, host Vivin welcomes Justin Norris, Director of Marketing and BDR Operations at 360 Learning and host of the RevOpps FM podcast. Justin shares his journey into operations, transitioning from an English major to a pivotal figure in marketing operations. They dive deep into the challenges of reporting in B2B SaaS, discussing concepts like reporting fatigue, the importance of storytelling in data presentation, and handling impulsive reporting requests.Justin emphasizes the need for a cultural shift towards objective data analysis and the role of ops in being accountable for business performance. Tune in to gain valuable insights on managing reporting requests, addressing cognitive biases, achieving a single source of truth, and avoiding reporting fatigue in B2B SaaS.Timestamps:[00:02] Introduction and Justin’s Journey into OperationsJustin shares his unique path from being an English major to becoming a pivotal figure in marketing operations.[03:32] Reporting Fatigue in B2B SaaSDiscussion on the challenges of data overload and how reporting fatigue sets in within organizations.[07:22] Storytelling with DataThe importance of creating a narrative around data and how effective communication can alleviate reporting fatigue.[08:23] Handling Impulsive Reporting RequestsStrategies for filtering and prioritizing reporting requests from different teams to avoid unnecessary work.[14:38] Enabling Self-Serve ReportingTips on empowering teams to generate their own reports and the role of ops in making tools accessible.[19:35] Common Reporting Tools and Their LimitationsComparing the effectiveness of tools like Salesforce, Looker, and Tableau for self-serve and advanced reporting needs.[27:58] Cognitive Bias in ReportingAddressing the impact of biases like confirmation bias in reporting and the importance of maintaining objectivity.[35:45] Taking Action on Data InsightsThe critical role of follow-through on data insights and establishing a feedback loop for continuous improvement.[39:49] Achieving a Single Source of TruthChallenges and strategies for creating a single source of truth in organizations and the trade-offs involved.

Enabling revenue teams to use the systems we build and maintain is a huge part of our job as revenue operators. Unfortunately for us, it often doesn’t work very well. We create documents that no one reads. They sit in knowledge bases that no one visits.We're repeatedly interrupted by Slack messages from confused users. We're forced to send Chatter reminders asking people to PLEASE follow the process for the 500th time. Today’s guest thinks that there’s a better way to do software enablement, and he founded a company called Tango to deliver on that promise.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Daniel Giovacchini is COO and Co-Founder at Tango, a tool for creating how-to documentation and software walkthroughs that drive digital process adoption. https://www.linkedin.com/in/daniel-giovacchini/Key Topics[00:00] - Introduction[01:52] - AI and changes in the tech market[06:33] - Two approaches to enablement[10:43] - Building a minimum-lovable product[20:44] - Bottom-up monetization[29:38] - Learning in the flow of work [36:37] - The knowledge management stack[40:09] - Role as COOThanks to Our SponsorThis November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners. This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day. Registration is capped at 700 attendees, and tickets are going fast. MOps-Apalooza 2024 Resource LinksCreate software training guides, in minutes | Tango Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

Matt Volm is the founder of RevOps Co-op, a vibrant community for RevOps pros. He shares his journey as a repeat founder, who has taken the roller-coaster of building multiple startups, and reflects on the tenacity and toughness it requires. RevOps Co-op actually started as a community in support of a software company, but when Matt saw the need for more education and resources for the RevOps field, he pivoted and hasn't looked back. Matt and I discuss the crucial interplay between finance and RevOps, how RevOps pros can build their finance acumen, the hot debate on unified vs. split RevOps functions, and much more. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Matt Volm is a repeat founder and CEO of RevOps Co-op, a community for folks who love revenue operations. He's also a scout at Mucker Capital, focused on early stage B2B software. Matt has an MBA from Berkeley Haas and a background in strategic finance, operations and business development.https://www.linkedin.com/in/matthewvolm/Key Topics[00:00] - Introduction[01:01] - Finance and RevOps[07:01] - Developing finance literacy[10:15] - Operating during the tech bubble[12:35] - Unified vs. split RevOps[21:13] - RevOps Co-op[27:53] - Lessons learned as a repeat founder[32:00] - The community-led business model[39:05] - What’s next for RevOps?Thanks to Our SponsorThis November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners. This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day. Registration is capped at 700 attendees, and tickets are going fast. MOps-Apalooza 2024 Resource LinksRevOps Co-opI just shut down my startup. Here’s what I learned. Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

Content has been the lifeblood of how B2B companies go to market for at least 20 years, since Hubspot pioneered the concept of Inbound Marketing. We make content, we drip it out, we nurture people with it, we align it with our funnels, and we have a conviction that it makes people buy things—although that's also quite difficult to prove.The content game is not going anywhere, but it IS changing. And to guide us through those changes, we're chatting today with B2B content expert Ashley Faus, Head of Lifecycle Marketing at Atlassian. Ashley challenges traditional content mapping to the B2B funnel and introduces the idea of a "content playground" where people engage with content in a way that suits them best in a non-linear, non-standard journey. She also delves into the different intents behind content (buy, use, help, trust), the different levels of content (conceptual, strategic, tactical), the nuances between individual and brand-led content, and the growing role of B2B creators.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Ashley Faus is a marketer, writer, speaker by day, and a singer, actor, fitness fiend by night.She's a leading content marketing expert who loves telling the high-level stories that resonate with an audience and connecting the dots between types of assets and distribution channels. For the past seven years, she's been the Head of Lifecycle Marketing, Portfolio, at Atlassian. Her writing has been published on TIME, Forbes, MarketingProfs, and The Muse, and she's spoken on various marketing topics for INBOUND, Harvard Business Review, and MarketingProfs.https://www.linkedin.com/in/ashleyfaus/Key Topics[00:00] - Introduction[01:17] - A brief history of content marketing[04:41] - Over-indexing on attribution[08:55] - Different types of content intent [15:42] - Individual vs. brand-led content[19:12] - B2B creators[29:24] - The content playground [45:52] - Email as a consumption channel[49:02] - Treating people as a whole human[51:47] - Content formats[54:54] - AIResource LinksCreate a “Content Playground” that’s Fun for Buyers (and Lucrative for You) Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

Renowned expert Jacco van der Kooij discusses AI's impact on sales, the evolution of SaaS industry, and the crucial role of Revenue Operations. Insights on adapting to changing market conditions and the future of sales roles with AI technology.

Is the future of SaaS growth product-led or sales-led? What if it's both? Zapier uses PLG to create an ecosystem of users and product signals which then drives their sales-led outreach. Coordinating these motions in parallel takes technical sophistication, great communication, and tight process. Fortunately, they have a unified RevOps team that keeps everyone on the same page. This week we chat with Lindsay Rothlisberger, Director of RevOps at Zapier, about how her team helps the magic happen. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Lindsay Rothlisberger is a dedicated Revenue Operations Leader with a background enriched in marketing. She thrives on transforming ideas into strategies that improve the customer experience and business metrics. She currently serves as Director of Revenue Operations at Zapier, and has previously held marketing positions at UNiDAYS, Oracle, and Blackboard. https://www.linkedin.com/in/lindsay-rothlisberger/Key Topics[00:00] - Introduction[00:59] - The RevOps scope at Zapier [02:52] - Blending PLG and Sales-Led Funnels [15:11] - How RevOps helps coordinate different GTM motions[22:19] - Org and reporting structure [28:49] - Planning and prioritization[34:05] - Tech stack and governance[41:07] - Tracking signals and CRM architectureThanks to Our SponsorThis November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners. This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day. Registration is capped at 700 attendees, and tickets are going fast. MOps-Apalooza 2024 Resource LinksHow Zapier created a centralized revenue operations team Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

B2B buying signals are generating a lot of buzz right now—and for good reason.In today's challenging selling environment, conversion rates are dipping, and identifying active buyers has become more critical than ever. Signal vendors offer a promising solution, but the questions remain: Are these signals truly transformative? How can they enhance your go-to-market strategy? And what the heck is a "signal" anyhow?In this episode, Chris Walker joins me to demystify the concept of buying signals. With his characteristic clarity and candor, Chris sheds light on why he's emphasizing signals as a key driver for efficient growth.Regular listeners will know Chris as a significant influence on my thinking. I’ve learned a lot from him over the years, making it a true pleasure to finally have him on the show.Tune in as we cut through the noise and delve into the real impact of B2B buying signals.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Chris Walker is a serial entrepreneur and go-to-market thought leader. In 2019 he founded Refine Labs, the leading B2B Digital Marketing and Demand Generation agency, growing it to an 8-figure revenue business with a dominating digital presence in less than 3 years. In 2024 he launched Passetto, a tech-enabled GTM Strategy Consultancy that helps B2B executives identify and execute against their highest priority growth levers with confidence and clarity. Chris is host of B2B Revenue Vitals (formerly State of Demand Gen), one of the top marketing and GTM podcasts. https://www.linkedin.com/in/chriswalker171/Key Topics[00:00] - Introduction[01:34] - Shifting focus to signals[08:03] - What is a signal?[11:59] - The signal data layer[18:12] - Connection between demand creation and signals[21:13] - Landscape of signal tools[24:39] - Identifying high-converting signals[36:25] - Inbound vs. outbound [40:34] - How RevOps can level upThanks to Our SponsorThis November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners. This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day. Registration is capped at 700 attendees, and tickets are going fast. MOps-Apalooza 2024 Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

I have a fascination with how SaaS products actually get made—especially those that become institutions in the software landscape. As users, we become deeply familiar with these products, the nitty-gritty of how they work, and what it's like to live inside them. People base entire careers on these platforms. What we usually DON'T see is the backstory: How do these great products get designed? What were the decisions and trade-offs along the way? How do they catch on?How do you create lovable features? What causes great products to often stagnate? Today's guest is a legendary product leader and innovator. As the first employee of Marketo, Glen Lipka led the product team during a critical early phase, building many of its still most-beloved features.This episode is packed with Marketo lore, product design insights, and lessons about how to build a product that users love. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Glen Lipka is a 25+ year veteran of product innovation and design. As Chief Design Officer and first employee at Marketo, he built the flagship product. He has held numerous other product leadership roles and is currently VP of Product Design for Crowdstrike. https://www.linkedin.com/in/glenlipka/Key Topics[00:00] - Introduction[01:14] - Glen’s start at Marketo[02:56] - Marketo’s first features[13:36] - Product differentiation[20:37] - Developing the concept of marketing automation[26:00] - Why great products start to suck[40:46] - Hubspot as a product company[44:19] - AIResource LinksGlen's series of retrospective articles on building MarketoGlen's personal blog Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter