The RevOps Hero Podcast

ClearPivot
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The RevOps Hero Podcast

The RevOps Hero Podcast will teach you how to improve and advance your company's revenue operations and your own career. Our clear, concise explanations will help you understand how new developments in the CRM, marketing automation, and data world will affect your company's customer journey lifecycle and pipeline.

  1. NOV 13

    Standard vs. Custom HubSpot-Salesforce Integration

    Running a Salesforce-HubSpot go-to-market stack is one of the most common tech setups in businesses today. Many businesses manage it using HubSpot's native Salesforce integration. But some businesses instead choose to build their own custom integration. Why would they do that? Should your company consider custom-building your HubSpot-Salesforce integration as well? We talk with Erick Salvatierra on this exact topic. We discuss topics like: When should you use the standard HubSpot-Salesforce integration? When would a custom integration be better? We discuss specific factors including: sync frequency requirements, field mapping requirements, number of records to sync, compliance requirements, and more. If you decide to build a custom integration, how should you do it?- After the integration is built, how should you do maintenance and error handling? When should you use an iPaaS / middleware solution vs. fully custom-coding an integration? Why should you bother with integration at all? If you're running Salesforce and HubSpot at a medium- or large-sized company, this episode will be incredibly valuable for you. So give it a like and a watch, and hit that subscribe button so that you never miss any future episodes of The RevOps Hero Podcast.

    27 min
  2. 1:Many vs. 1:1 Email Tools — What You Need to Know

    OCT 23

    1:Many vs. 1:1 Email Tools — What You Need to Know

    Over the past year, I’ve noticed a growing confusion among marketers and sales professionals about the different types of email tools—and it’s leading to serious consequences. In this video, I delve into the two main types of sales and marketing email tools: 1:many and 1:1. Understanding the distinction isn’t just technical—it’s essential for protecting your email domain reputation and ensuring your messages reach the intended audience. 🔍 In this episode we discuss: What are 1:many email tools and how they work What are 1:1 email tools and how they work How email providers like Gmail and Outlook filter your messages—and how to land in the Primary tab How you could jeopordize your personal email deliverability without even realizing it   Key things you need to do to maintain compliance and avoid getting flagged as spam Don’t let a simple misunderstanding derail your marketing efforts. If you’re sending emails—whether to one person or one million—you need to see this. Hit play to safeguard your email operations and boost your campaign success. 👊

    22 min
  3. Salesforce Campaigns & Multi-Touch Attribution with Lauren Sanyal

    AUG 2

    Salesforce Campaigns & Multi-Touch Attribution with Lauren Sanyal

    We do a deep dive into marketing operations with Lauren Sanyal in this episode. 🤘 We start off by talking with Lauren about how they structure their marketing ops and RevOps teams within her company, and how they decide who reports to who. From their we talk through how they run their marketing and revenue tech stack using Salesforce and Marketo. Lauren and her team run a very meticulous Salesforce campaign structure for organizing and tracking all of their marketing activities. We discuss the how and why of their Salesforce campaign setup. Many companies under-utilize the campaigns in their Salesforce orgs, so there is a lot that other marketing ops people can learn from Lauren and her team here! We then talk through how Lauren and her team run marketing attribution at her company. Their sales cycle is very long (1-2 years), so a well-planned multi-touch attribution model is critical for getting insight into the effectiveness of all the marketing and sales activities that Lauren's team is doing over the course of that time. We talk through what tools and data they use for multi-touch attribution, what events they track, which events are weighted more than others and why, and more. If you are struggling to track the effectiveness of all your marketing activities over a similar super-long sales process, you will want to take a lot of notes in this section. 📝 We wrap up by talking about when is the right time for a company to start investing in marketing operations specifically versus more marketing generalist roles (hint: it's probably sooner than you might think.) Give this episode a like and a listen, and subscribe to our show so that you won't miss out on any future episodes of The RevOps Hero Podcast while you're at it. 🙌

    28 min
  4. How to Use HubSpot for PLG SaaS Companies, with Emma Cimolini

    JUN 7

    How to Use HubSpot for PLG SaaS Companies, with Emma Cimolini

    The go-to-market motion for product-led growth (PLG) SaaS companies is VERY different from sales-led growth companies. ➡️ The contact lifecycle/funnel stages are different ➡️ The data/system architecture is different ➡️ The relationship between the CRM and billing systems are different. ➡️ The key funnel conversion rates are different. Instead of setting up sales pipelines, hiring Account Executives, and managing territories, you’re doing defining custom in-app behavior triggers, you’re integrating your CRM to your app user records or intermediary tools like data warehouses, and you’re tracking a very different set of success metrics. And the sheer amount of data will usually be significantly larger as well. What is the best way to run a CRM and marketing system like HubSpot for PLG SaaS companies like this? Emma Cimolini knows a thing or two about this subject. She’s been using HubSpot to build out go-to-market systems for SaaS startups and big publicly traded software companies for years. She’s built and launched multiple growth teams and has deep experience in building productive relationships with sales teams. In this episode, we talk through how to set up HubSpot to run product-led growth motions for SaaS companies. We discuss: 1️⃣ How to set up your system architecture and data architecture between HubSpot and different systems like your app databases, data warehouses, app analytics tools, web analytics tools, and billing systems 2️⃣ How and when to decide whether HubSpot or your data warehouse should be your company’s primary source of truth 3️⃣ How to make the case to get engineering resources for building your PLG funnel 4️⃣ How to map out PLG-focused contact lifecycle stages in HubSpot 5️⃣ What to watch out for when reporting on MRR and other financial metrics between HubSpot and your billing system 6️⃣ Technical constraints to watch out for in terms of API limits, multi-object reporting, data management, and engineering development time This is a must-watch episode for anyone working in go-to-market teams at PLG-focused SaaS companies! And if you’re at a company that runs Salesforce as your CRM rather than HubSpot, this episode will also apply to you as well. Most of the topics we cover here are equally as important to companies running Salesforce or other CRMs as companies running HubSpot by itself. Give this episode a listen and learn what you need to know for building up a killer go-to-market motion for your PLG-focused company.

    34 min
  5. How to Define the Role and Org Chart of RevOps, with Brandon Dith-Berry

    MAY 10

    How to Define the Role and Org Chart of RevOps, with Brandon Dith-Berry

    RevOps is the backbone of a company. It touches every business function: marketing, sales, customer success, finance, operations, and IT. But when a role touches a little bit of everything, how do you concisely define what that role itself is? Where does it fit in your company structure? Who should RevOps report to? We talk through all of these things in this episode with Brandon Dith-Berry. We then move on to discussing the systems architecture that Brandon has implemented at his company Zeni: what are the different systems they're running, and how they structure and pass data between their CRM system (HubSpot), their billing system, their user analytics system, and their custom-built internal tools. There's a lot of meat on the bone in this episode! Give Brandon Dith-Berry a connect or a follow on LinkedIn here: https://www.linkedin.com/in/brandondithberry/ Learn more about ClearPivot and how we help turn people like you into RevOps heroes at your company here: ⁠https://www.clearpivot.com

    35 min
  6. B2B and B2C Salesforce-HubSpot Integration with Nick Jensen

    MAR 12

    B2B and B2C Salesforce-HubSpot Integration with Nick Jensen

    In this episode we talk with Nick Jensen, who runs marketing operations for the world-famous Tony Robbins. Nick and his teammates run a marketing-sales operation with a contact database in the millions, using Salesforce and HubSpot together to run their operations. We talk about: The similarities and difference between their B2C and B2B customer lifecycles and sales pipelines How they connect HubSpot to Salesforce for people objects compared to contact and account objects How they decide what object and event data to sync between Salesforce and HubSpot How they run large-scale email marketing (40 million emails per month) What are the top sales and marketing KPIs that they track How they set up a custom object in Salesforce and HubSpot to track key contact activities as well as affiliate tracking Similarities and differences between their prior Salesforce-Marketo integration and their current Salesforce-HubSpot integration Give this episode a watch or a listen to learn how to run a high-impact marketing and revenue operations systems across Salesforce and HubSpot running at large scale. 🤘 You can connect with Nick Jensen on LinkedIn here: https://www.linkedin.com/in/nicholasljensen/ Learn more about ClearPivot and how we build high-impact revenue operations systems for companies here: https://www.clearpivot.com

    28 min
  7. Marketing-to-Sales Lifecycle with Kristina McConnell

    FEB 6

    Marketing-to-Sales Lifecycle with Kristina McConnell

    Ever run into friction with the sales team in a marketing role? You'll want to listen to this episode. We go deep into the full marketing-sales lifecycle in this episode with our guest Kristina McConnell from H1. She talks through how they run the full customer journey from marketing leads to BDR qualification to Account Executive handoff. We cover topics such as: How to manage contact lifecycle stages throughout the process How Kristina tracks attribution data through the process How Kristina and her team have integrated HubSpot and Salesforce to track their full customer journey How Kristina approaches marketing for a product with heavy awareness-building needs How to best equip sales reps with relevant prospect intelligence Give this episode a listen and learn how to better work with your colleagues on the sales team so that you can all win together. 🤘

    29 min
  8. CRM & Marketing Operations with Travis Johnson

    12/07/2023

    CRM & Marketing Operations with Travis Johnson

    In this episode we go into the operational side of marketing: how to run all the systems and data that power a company's sales and marketing efforts. We talk to Travis Johnson, who leads marketing operations at Velo3D. We talk through how they run Salesforce and Marketo together, how they structure their data in the systems, how they do campaigns, attribution, and lead scoring, and much more. Give this episode a listen to learn from Travis how to built out a whip-smart operational machine for your own company's marketing engine.

    25 min
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4.4
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About

The RevOps Hero Podcast will teach you how to improve and advance your company's revenue operations and your own career. Our clear, concise explanations will help you understand how new developments in the CRM, marketing automation, and data world will affect your company's customer journey lifecycle and pipeline.

Information

  • Creator
    ClearPivot
  • Years Active
    2020 - 2024
  • Episodes
    51
  • Rating
    Clean
  • Copyright
    © ClearPivot
  • Show Website
    The RevOps Hero Podcast

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