The Thread Podcast

Justin Vandehey
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The Thread Podcast explores the future of enterprise sales in the era of AI.  Hosted by Justin Vandehey, founder of Thread, we bring together top sales leaders, enablement pros, and innovators shaping how go-to-market teams grow and win. Each episode dives deep into what’s changing in sales—from real-time AI coaching to modern revenue systems of action—and features actionable insights from CROs, RevOps leaders, startup founders, and the technologists building the next generation of tools. Whether you’re scaling founder-led sales or leading a global GTM team, you’ll walk away with new strategies to improve seller performance, accelerate deal cycles, and leverage AI for growth. If you’re ready to think differently about sales execution and the future of GTM, follow The Thread and join the conversation.

  1. 14 НОЯБ.

    AI Is a Mirror, Not a Miracle: John Queally, Head of RevOps at Clari, on the Future of RevOps

    Episode Summary In this episode of the Thread Podcast, host Justin Vandehey sits down with John Queally, Senior Director of Revenue Operations at Clari, to explore how RevOps is evolving in the age of AI, and what it really means to build a data-driven go-to-market organization. John’s career spans consulting, analytics at JP Morgan, leadership roles at American Express and Qualtrics, and now Clari — one of the companies that helped define modern RevOps. He shares how his early assumption that tech companies were “amazing at data” turned out to be completely wrong, and why that realization led him to see RevOps as the spinal column and nervous system of every go-to-market organization. Together, they dive deep into: How to unify fractured data systems across sales, marketing, CS, and productThe difference between “tools” and true data architectureWhy AI is exposing every fault line in go-to-market organizationsThe human side of RevOps: partnerships, trust, and communicationWhat “world-class” looks like for RevOps in 2025 and beyondHow to balance machine intelligence with human intuition in salesAnd how leaders can prepare for the next generation of revenue operationsChapters 00:00 – Introduction Justin introduces John Queally and his path from consulting and banking to RevOps leadership at Clari. 01:10 – From JP Morgan to Clari: The Data Reality Check John shares how his early experience in finance led him to realize how disorganized data is across tech companies — and how that sparked his RevOps journey. 03:30 – Defining RevOps as the Spinal Column Why RevOps should serve as the connective nervous system for GTM — ensuring every function operates from the same base of facts. 05:00 – What “World-Class” RevOps Looks Like Today John explains how the definition of world-class RevOps is shifting toward data ownership, cohesive field experiences, and AI-enabled decision-making. 06:30 – AI vs. Human Intuition The ongoing tension between automation and human instinct in sales — and why RevOps needs to serve as a checkpoint, not a replacement. 08:15 – The Future of CRM and GTM Systems A look ahead at how the sales tech stack is evolving beyond monolithic CRMs into a connected ecosystem of specialized tools. 10:00 – Machine Learning and Predicting Customer Behavior John shares how Clari partnered with data science firm QuadSci to achieve 94% churn prediction accuracy — and how that insight gets surfaced seamlessly to the field. 13:00 – Cross-Functional Alignment at Scale Why true RevOps alignment comes from people, not tickets — and why John’s team embeds directly within every GTM function. 15:30 – Developing the Next Generation of RevOps Leaders The skills operators need to thrive in this next era — including data fluency, architectural thinking, and strategic ownership. 18:00 – The AI Wake-Up Call Why 80% of AI projects fail — and how RevOps leaders can prepare their orgs by fixing data quality and alignment first. 20:00 – Closing Thoughts John’s reflections on RevOps as a community-driven discipline, the future of collaboration, and why every GTM leader must now own their data story.

    26 мин.

  2. 31 ОКТ.

    Building B2B at B2C Scale: Max Mozes on RevOps, Data Strategy, and the Walmart for Business GTM Motion

    In this episode of the Thread Podcast, host Justin Vandehey sits down with Max Mozes, Director of Revenue Operations at Walmart for Business, to unpack what it takes to build a world-class B2B motion inside one of the world’s largest retail organizations. Before joining Walmart, Max carried a quota as a seller, scaled local business teams at LevelUp (acquired by Grubhub for $400M), and held key operational roles at Amazon Business — giving him a unique perspective on how to connect frontline sales experience with scalable systems and data strategy. Together, Justin and Max dive into: The evolution of RevOps from sales enablement to strategic business architectureHow Walmart is redefining B2B commerce for 30+ million potential business customersWhat RevOps looks like when you’re serving both local bakeries and Fortune 500sThe art of structuring and prioritizing massive datasets across millions of prospectsWhy data enrichment and hierarchy matter more than just “more data”What’s hype vs. what’s real when it comes to AI and GTM automationAnd the soft skills that separate good operators from great ones: agency, resourcefulness, and ownership Key Takeaways B2B at scale is an architecture problem. Data flows, enrichment, and prioritization define how sales teams actually execute.RevOps must translate complexity into clarity. The role is as much about storytelling as it is about systems.AI and data are only as powerful as the processes behind them. Automation should amplify human productivity, not replace it.Resourcefulness + Agency = Operator Superpowers. The best RevOps leaders identify problems, fix them, and bring solutions already in motion.Memorable Quotes “Every business in the U.S. is a potential Walmart customer — from a one-person bakery to a university with a $300M endowment.”  “There’s no sales team big enough to manually reach every account — so data prioritization becomes your growth strategy.”  “RevOps isn’t about the system you use. It’s about how you organize information so sellers can take action.”  “Agency and resourcefulness — that’s the difference between operators who just report problems and those who drive change.” Chapters 00:00 — Introduction: From Seller to RevOps Leader  02:00 — Lessons from LevelUp and Amazon Business  03:30 — Bridging Sales and Operations  05:00 — Inside Walmart for Business: Scaling B2B at Retail Scale  08:00 — Data Architecture, Enrichment, and Prioritization  11:00 — AI Hype vs. Reality in Enterprise RevOps  14:00 — Building Resourceful Teams and Taking Ownership  17:00 — Walmart for Business: Hiring and Next Steps Resources & Mentions Walmart for Business — https://business.walmart.comGrubhub acquires LevelUp — $400M acquisition (TechCrunch, 2021)Max Mozes on LinkedIn — https://www.linkedin.com/in/maxwellmozes About the Guest Max Mozes is the Director of Revenue Operations at Walmart for Business, where he leads strategy, data, and process optimization for one of the largest B2B commerce initiatives in the U.S. His career spans sales and RevOps roles at Amazon, Grubhub/LevelUp, and high-growth startups, giving him a rare perspective on building go-to-market infrastructure from both startup scrappiness and enterprise scale.

    23 мин.

  3. 17 ОКТ.

    Navigating RevOps in Healthcare with Chantel Hirschel, Head of RevOps at Sana

    In this episode, Chantel Hirschel, Director of Revenue Operations at Sana, discusses the unique challenges and opportunities in the healthcare industry, particularly in revenue operations.  She shares insights on transitioning from traditional B2B SaaS to healthcare, the importance of HIPAA compliance, and the role of AI in rev ops. Chantel also offers advice for aspiring leaders in the field, emphasizing the importance of communication and strategic thinking. Chapters Introduction to Chantel Hirschel(0:00)Transitioning to Healthcare Rev Ops(3:00)AI and Automation in Rev Ops(9:00)Leadership and Communication in Rev Ops(15:00)Future of Sales and Rev Ops(21:00)

    23 мин.

  4. 26 СЕНТ.

    Building sales strategies in sports and entertainment with Larry Peters, CRO of World of Dance

    In this episode of the Thread Podcast, host Justin Vandehey speaks with Larry Peters, the Chief Revenue Officer of World of Dance.  They discuss Larry's extensive background in sales and marketing within the sports and entertainment industries, emphasizing the importance of understanding customer needs and the role of practice in sales.  Justin and Larry explores the integration of AI in sales strategies, particularly in enhancing team efficiency and customer engagement. Larry shares insights on building effective sales teams and the unique challenges of marketing to Gen Z consumers. Chapters 00:00 Introduction to Larry Peters and His Background 08:40 Building Revenue Strategies in Entertainment 17:38 The Role of AI in Sales 24:20 Engaging with Gen Z Consumers

    30 мин.

  5. 5 СЕНТ.

    Breaking Barriers in Supply Chain: Kara Brown on GTM, AI, and The Revenue Engine

    Summary In this episode of the Thread Podcast, host Justin Vandehey speaks with Kara Brown, founder and CRO of Lead Coverage, about her journey in the supply chain industry, the importance of go-to-market strategies, and the impact of AI on sales technology. Kara shares insights from her book, 'The Revenue Engine,' and discusses the challenges faced by women entrepreneurs in achieving significant revenue milestones. The conversation also delves into the intricacies of the supply chain ecosystem and the necessity for companies to adapt to technological advancements. Takeaways Kara Brown emphasizes the importance of owning customer email addresses for effective marketing.The supply chain industry has a low bar for go-to-market activities, presenting opportunities for growth.Women entrepreneurs face significant challenges in reaching $1 million in revenue.Kara's book, 'The Revenue Engine,' serves as a framework for success in the supply chain sector.AI is transforming sales tech, but many companies are lagging behind in adoption.Understanding the total addressable market (TAM) is crucial for business strategy.Kara's agency focuses on companies that physically move freight or have the tech behind it.The conversation highlights the tactile nature of logistics and its importance in business.Kara's journey includes significant milestones, such as writing an IPO and launching a successful consulting agency.The future of sales tech will require companies to adapt to new tools and methodologies. Chapters 00:00 Introduction to Kara Brown and Her Journey 04:14 The Revenue Engine: Framework and Insights 07:01 Target Audience and Ideal Customer Profile 10:14 The State of CRM in Supply Chain 13:00 AI and the Future of Sales 15:57 Kara's Philosophy on Market Engagement 18:42 Goals and Future Aspirations

    27 мин.

  6. 15 АВГ.

    The Future of Sales: AI and Human Connection with Karan Singh, SVP of GTM Operations & Strategy @ LaunchDarkly

    In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies.  Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes. Takeaways Karan Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS.AI tools should enhance human connections rather than replace them in sales processes.Productivity is more important than leanness in sales organizations.The average tenure of a seller is around 18 months, highlighting the need for effective training.Investing in seller readiness early can lead to long-term success in sales organizations.Automation can help sellers focus on meaningful human interactions.Sales training should be consistent and comprehensive to ensure seller success.Understanding customer needs is crucial for effective sales conversations.Karan emphasizes the importance of developing B sellers into A sellers. The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement. Chapters 02:26 Karan Singh's Journey in Go-to-Market Strategy 07:15 The Role of AI in Sales and Human Connection 10:36 Productivity vs. Leanness in Sales Organizations 14:13 Challenges in Seller Training and Development 18:53 Key Insights for New Rev Ops Hires

    26 мин.

  7. 29 ИЮЛ.

    Rebranding the Bridge: The Thread Podcast Launch

    In this episode of the Thread Podcast, host Justin Vandehey introduces his co-founders Jeremy Vandehey and Samuel Kenney as they discuss their journey in building Thread, a company focused on enhancing the go-to-market strategy for sales teams. The conversation explores the challenges of acquiring the first customer, aligning sales operations, and the importance of technology in sales. They delve into the future of sales technology, the role of AI in augmenting seller efficiency, and the competitive landscape of the sales industry. The episode concludes with insights on lessons learned from their experiences and the official launch of Thread. Takeaways The consistent challenge for founders is acquiring the first customer.Empathy for the seller's experience is crucial in product development.Sales is a critical function for every startup, not just a separate department.Technology is rapidly changing the sales landscape, making it essential to innovate.AI can significantly enhance seller efficiency and effectiveness.Understanding the competitive landscape is vital for product positioning.Building a product that meets the needs of sellers is key to success.The rate of technology adoption is increasing, requiring quick adaptation.Founders must navigate noise and chaos in the current market environment.Feedback from users is essential for continuous improvement of the product. Chapters 00:00 Introduction to Thread Podcast and Founders' Journey 05:36 The Importance of Sales Operations and Customer Understanding 08:24 Innovating in the Go-to-Market Space 11:07 Building a Product for Sellers 14:00 Challenges and Rewards of Founding Thread 16:47 The Future of Sales Technology and AI 19:45 Augmenting Seller Efficiency with Technology 22:41 Navigating the Competitive Landscape 24:41 Lessons Learned from Building Thread 27:15 Closing Thoughts and Call to Action 35:51 Introduction and Excitement for the Journey 36:48 Invitation to Join and Future Guests 37:17 Gratitude and Encouragement for Listeners

    39 мин.

  8. 20 ИЮН.

    Building AI That Actually Works — Jessica Collier on Spot, Evernote, and the Future of Workplace Incident Management

    In this episode of The Bridge, Justin sits down with Jessica Collier, CEO of Spot, and founding partner of All Turtles, to explore her journey from academia to building one of the most thoughtful AI-driven tools in the HR tech space. Jessica was the first UX writer at Evernote, where she helped shape user experiences through words before it was a recognized craft. She later went on to co-found All Turtles, alongside Phil Libin (former Evernote CEO) and Jon Cifuentes, with a mission to build practical AI applications — long before the current hype cycle. In this conversation, Jessica shares: The early days of bringing AI into product workflows before it was coolHow Spot is reshaping the case management and incident reporting category with anonymous, AI-powered reporting tools for any case typeWhy “trust” is the foundation of any product solving sensitive problemsThe build vs. partner decision framework when enhancing core functionalityLessons from scaling multiple ventures rooted in ethical product designWhether you're an operator building with AI, a founder evaluating product scope, or someone navigating tough conversations in the workplace — this episode offers tactical insights and big-picture clarity.

    27 мин.
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The Thread Podcast explores the future of enterprise sales in the era of AI.  Hosted by Justin Vandehey, founder of Thread, we bring together top sales leaders, enablement pros, and innovators shaping how go-to-market teams grow and win. Each episode dives deep into what’s changing in sales—from real-time AI coaching to modern revenue systems of action—and features actionable insights from CROs, RevOps leaders, startup founders, and the technologists building the next generation of tools. Whether you’re scaling founder-led sales or leading a global GTM team, you’ll walk away with new strategies to improve seller performance, accelerate deal cycles, and leverage AI for growth. If you’re ready to think differently about sales execution and the future of GTM, follow The Thread and join the conversation.

Информация

  • Автор
    Justin Vandehey
  • Годы выхода
    2022 - 2025
  • Выпуски
    141
  • Ограничения
    С ненормативной лексикой
  • Авторские права
    © 2025 The Thread Podcast
  • Сайт подкаста
    The Thread Podcast