131 episodios

The world of operations isn’t always glamorous, but it’s the work that can make or break a company. Join Sean Lane every other Friday as he goes under the hood of how hypergrowth companies operate. Leave each episode with the operational tactics you need to scale growth and drive results at your company.

Operations with Sean Lane Sean Lane

    • Economía y empresa

The world of operations isn’t always glamorous, but it’s the work that can make or break a company. Join Sean Lane every other Friday as he goes under the hood of how hypergrowth companies operate. Leave each episode with the operational tactics you need to scale growth and drive results at your company.

    The Emergence of Revenue Orchestration Platforms with Forrester's Anthony McPartlin

    The Emergence of Revenue Orchestration Platforms with Forrester's Anthony McPartlin

    It can be hard sometimes to keep up with the pace of change in the tech landscape. New tools, new possibilities, new categories emerge. Luckily, there are folks whose job is to not only keep tabs on all these trends, but decipher what they mean for the rest of us. One such person, Anthony McPartlin, is our guest today.
    Anthony is a Principal Analyst at Forrester, and he recently co-authored an article about a new category that he and his colleagues at Forrester had identified: the Revenue Orchestration Platform.

    Revenue Orchestration is actually the consolidation of of other categories like sales engagement, conversational intelligence, and revenue intelligence platforms (enough buzz words for you?). In our conversation, Anthony teaches me about the market conditions that led to to the creation of this category, why too many people solve for tech, not business outcomes, and of course, how generative AI is going to disrupt this newly formed category all over again.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.
    This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!

    • 39 min
    Adapting from SaaS to Services with Mission Cloud's Dina Otero

    Adapting from SaaS to Services with Mission Cloud's Dina Otero

    The best Operators I know exhibit "adaptive excellence." They can be dropped into any brand new situation, use their experience and the context of the new situation to figure out what will work best in this new environment, and ultimately thrive.
    Our guest today is a perfect example of someone who exhibits adaptive excellence. That someone is Dina Otero, VP Demand Generation at Mission Cloud. After a decade of working in SaaS at companies like Confirmit (now Forsta) and Aprimo, Dina made the jump last year to a Mission Cloud, an AWS Premier Tier managed services provider.

    Not only did Dina have to transition from her SaaS background into Services, but over the course of her career, she also managed to grow from starting in Marketing Operations roles to ultimately leading all of Demand Generation.

    In our conversation, we explore which SaaS lessons she was able to combine with some creativity in a Services business model, how you run marketing within a competitive partner ecosystem like AWS, and why she says her background in Marketing Ops is the single most important factor in her career growth.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

    • 38 min
    The Color-Coding Exercise to Unlock Your RevOps Career Growth

    The Color-Coding Exercise to Unlock Your RevOps Career Growth

    Operators are employees who want to learn. They want to stretch their minds and better understand an organization and how all its pieces fit together. Yet it's common for Operators to get pigeonholed into a specific Ops function or tied to a specific internal customer or area of ownership.

    On today’s episode, I’m going to walk you through an exercise you can do yourself or with your teams to guarantee you avoid this problem, and more importantly, cement the ongoing development of your team and their skills as part of your team's culture.
    Make your own copy of the color-coding exercise here.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

    • 8 min
    Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman

    Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman

    It's really encouraging that the tech marketplace is making the transition from AI hype to AI execution. We’re getting into real, concrete use cases that drive outcomes at companies, which is what we care most about on this show.

    I wanted to talk to someone who is living and breathing those real use cases every day and could share them with the rest of us. That someone in Kyle Coleman, CMO of Copy.ai, the go-to-market AI platform.

    I caught up with Kyle just a couple months into his tenure at Copy.ai, so what’s great about this conversation is he was on just as steep a learning curve as the rest of us when it comes to applying AI to our GTM execution. In our conversation, we talk about what Kyle means by designing for more upstream AI workflows, why operators are critical in creating leverage through AI, and how his team accidentally created a blog post about using AI to write obituaries.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel. You can also check out Kyle's new podcast, Future Proofed, here.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

    • 47 min
    The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry

    The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry

    It’s not often someone builds something so high-functioning that it’s worthy of an entire book, but the guests on this episode accomplished exactly that.

    Hillary Carpio and Travis Henry from Snowflake, the cloud data platform, are the authors of Busting Silos, which details how Snowflake unites sales and marketing to win its best customers. Uniting Sales and Marketing is a claim made by many, accomplished by few. But these two might’ve pulled it off.

    In our conversation, they teach me the right and wrong questions to be asking when it comes to attribution, we talk about how Snowflake is set up to empower people to make decisions, and how their ABM/SDR partnership 2-4x’d the meeting rate at the company.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel. You can also find Hillary and Travis's book here.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

    • 38 min
    How to Forecast within 5% with Paul Shea and Chris Lowry

    How to Forecast within 5% with Paul Shea and Chris Lowry

    Kevin Knieriem, President of Strategic GTM at Clari, wrote, "The sales forecasting process is so much more than just calling a number. It represents the entire operating rhythm of the whole company."
    On today’s episode, we’re going deep into forecasting, specifically how Operators can contribute to the forecasting motion at their companies. And to do that, I’m bringing in two people who I know understand the ins and outs of forecasting because I built it alongside them: Paul Shea and Chris Lowry.
    Paul and Chris were the architects of our Operations team’s forecasting model that regularly forecasted within 5% of actual results.
    In our conversation, we talk about the crawl-walk-run approach you can follow to building your own model at your company, the tough conversations between Sales and Ops when your forecasts are different, and ultimately, whether all of this work is actually worth it.
    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.
    Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

    • 41 min

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