Rise of RevOps

Qualified
  • 5.0 (11)
  • Business
  • Updated Biweekly

The world’s top RevOps leaders share insights from the cutting edge of “revenue intelligence” to help you maximize revenue potential. They detail the tools and techniques they're using to drive pipeline and accelerate growth.

  1. 12/19/2023

    Go Beyond the Click with Post-Website Engagement, with Kieran Snaith, VP of Revenue Operations at Qualified

    This episode features an interview with Kieran Snaith, VP of Revenue Operations at Qualified, the pipeline generation platform for revenue teams that use Salesforce. Kieran describes how, in a world of inbox overload, we can catch the attention of potential customers. He also explains how his team harnesses the power of real-time engagement to drive conversions.  Guest Bio In his over two years at Qualified, Kieran was the Director of Revenue Operations before moving into the role of VP. He has previous experience at SurveyMonkey, LeadIQ, and GetFeedback. A skilled business developer and strategist, Kieran has experience driving teams to success. He lives in Belmont, California. Guest Quote “This stuff is hard. There's a lot going on. You're going to be surrounded by challenges. Really work with the cross functional leaders to get that buy in on the top priorities. Focus on those. We've been in times where we've just had too much going on at a given time. And we're doing, you know, too many things at 95%. Really focus on the things that are going to impact the metrics that matter the most to you. Prioritize that, get the cross functional buy in and take those on.” Time Stamps **(01:05) Defining RevOps **(01:30) Building a RevOps function **(08:42) Creating a strategy **(13:17) BDRs and SDRs **(21:03) Why you have to respond quickly **(25:15) RevObstacles **(29:56) RevOops **(38:10) The Tool Shed **(42:16) Quick Hits Sponsor Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  Links  Find Kieran on LinkedInFind Ian on LinkedinCheck out Qualified’s Website

    Go Beyond the Click with Post-Website Engagement, with Kieran Snaith, VP of Revenue Operations at Qualified

  2. 12/05/2023

    The Year in RevOps

    Today, we’re taking a look back on our most recent season. We’ve heard from some incredible minds in the Revenue Operations space, and one of our favorite parts of every conversation is hearing how guests define “RevOps.” Each definition is a little different, and each definition brings something new to the RevOps table.  Let’s take a quick look back at some of those conversations. How do our guests define RevOps? Why is RevOps important? And what do you need to know to make your RevOps team successful? Guests featured: Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicksTodd Thomas, Chief Revenue Officer at Aiden AutoScott Hoffman, Chief Revenue Officer of GFT USAKiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.Brian Tully, Chief Revenue Officer at GoldcastJamie Anderson, Chief Revenue Officer of EmburseCharles Lu, VP of Operations at LexCheckSaima Rashid, Senior Vice President of Revenue Analytics at 6senseJason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRMJohn Foong, CRO of Domain Group-- Time Stamps (00:55) -  Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks (01:56) - Todd Thomas, Chief Revenue Officer at Aiden Auto (04:09) - Scott Hoffman, Chief Revenue Officer of GFT USA (05:07) - Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc. (07:38) - Brian Tully, Chief Revenue Officer at Goldcast (09:49) - Jamie Anderson, Chief Revenue Officer of Emburse (12:29) - Charles Lu, VP of Operations at LexCheck (15:11) - Saima Rashid, Senior Vice President of Revenue Analytics at 6sense (18:15) - Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM (20:33) - John Foong, CRO of Domain Group — Sponsor Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  — Links  Connect with Jason on LinkedInCheck out QualifiedLearn more about Caspian Studios

    The Year in RevOps

  3. 11/21/2023

    The Art of Asking ‘So What?’ in Business, with John Foong, CRO of Domain Group

    Today Ian interviews John Foong, CRO of Domain Group. Domain is one of the largest property marketplaces and portals in the Southern Hemisphere. John tells us how to leverage metrics rather than drown in data, and how to demonstrate your business’ value, even in a tight market. He also describes how you should treat frequent flyers; what John calls his best customers.  Guest Bio: John joined Domain as CRO in September 2021, having previously held senior leadership roles at Uber, Google and McKinsey & Co. John has focused on accelerating Domain‘s marketplace strategy leveraging Domain mantra of “Better Together”. John’s focus is helping agents build sustainable and effective businesses by offering a set of connected solutions to supercharge agents workflow to complete today's tasks in half the time. He was ranked #36 in Elite Agent’s “Most influential leaders in Australian real estate” at the end of 2022.John has a Bachelor of Commerce Honours from degree UNSW and an MBA and Masters in Education from Stanford University, where he was the Class President. Guest Quote: “You can easily spend a lot of time reviewing metrics, collating metrics, trying to clear out all the noise so those metrics are reasonable and comparable. And the useful question I find in trying to figure out that middle ground, that optimal point of metrics, is that question of, ‘so what?’ Or put differently, if I have this metric, if I measure it, will it help me make a different management decision in a timely way? What’s the so what?” - John Foong Time Stamps: **(00:50) - John’s role at Domain **(01:33) - Defining RevOps **(06:48) - Building RevOps Strategy **(11:45) - RevObstacles  **(14:28) - RevOops **(25:10) - The Toolshed  **(36:41)  - Quick Hits  Sponsor: Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  Links: Connect with John on LinkedInConnect with Ian Faison on LinkedinCheck out the Domain Group Website

    The Art of Asking ‘So What?’ in Business, with John Foong, CRO of Domain Group

  4. 10/31/2023

    Asking Tough Questions for Successful Outcomes, with Jason Rushforth, SVP and GM for the Americas at SugarCRM

    Go-to-market leaders have to fill a lot of roles. Today’s guest says that, of many jobs, his most important role is fueling revenue success.  This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM. SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer.  Jason emphasizes the importance of doing your research and asking questions to set yourself up for success. He and Ian talk building pipeline, critical tools, and aligning cross-operational teams. Guest Bio: As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM – all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions. Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On). Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects. —----- Guest Quote: “We're putting an emphasis on doing your research and qualification, asking the tough questions, because that sets the table for what a future successful outcome looks like. And there's so many data points around a customer or prospect. With a high degree of curiosity, with some structure around it, you can go into a meeting a lot more prepared to ask the hard questions by just understanding the general landscape of that company.” ----- Time Stamps: **(00:15 ) - Jason’s start **(01:45) - Defining RevOps **(02:58) - Why RevOps is like a cake **(05:49) - Building a RevOps Team **(23:17) - RevObstacles  **(31:39) - The Toolshed  **(41:36)  - Quick Hits  — Sponsor: Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  — Links: Connect with Jason on LinkedInConnect with Ian Faison on LinkedinCheck out the SugarCRM Website

    Asking Tough Questions for Successful Outcomes, with Jason Rushforth, SVP and GM for the Americas at SugarCRM

  5. 10/17/2023

    Time Kills All Deals, with Charles Lu, VP of Operations at LexCheck

    This episode features Charles Lu, VP of Operations at LexCheck. LexCheck accelerates contract review and streamlines negotiations by delivering redlines and issues lists in minutes while ensuring consistency across contracts. There, Charles is responsible for executing the C Suite's strategies to grow its product offerings and customer base. Charles explains how he uses RevOps as a strategic tool for not only tracking revenue, but assessing performance and identifying areas for improvement. He also describes the biggest challenge in modern sales leadership: balancing creativity and process to empower teams while providing insights on performance. --- Guest Bio Charles Lu is the VP of Operations at LexCheck where he is responsible for executing the C Suite's strategies to grow its product offerings and customer base. With a background in law, Charles has served as an M&A Associate at leading law firms such as Latham & Watkins and Goodwin. He holds a J.D. from the University of Michigan Law School and a BASc in Mechanical Engineering from the University of Waterloo. In his current position, Charles leverages his legal expertise and engineering knowledge to drive operational excellence at LexCheck. With a Juris Doctor degree, he possesses a comprehensive understanding of the legal intricacies. Additionally, his Bachelor of Applied Science in Mechanical Engineering equips him with a versatile skill set. Charles' multifaceted background makes him a valuable asset in executing growth strategies at LexCheck. His commitment to operational excellence and deep understanding of the legal industry contribute to advancing the company's impact on the legal tech industry. --- Guest Quote “One of the mantras that I live by is that time kills all deals, right? Inactivity kills all deals. Open decision points will kill a deal, right? And so the challenge that we solved was taking those exit criteria and boiling them down to can you write a proposal for this client. Not a proposal that they need necessarily to sign. But can you write a proposal that will basically set out something that we can provide them that will provide them value.” --- Time Stamps 00:24 - How Charles got started 01:54 - Defining Revenue Operations 06:46 - RevObstacles 15:14 - Scaling legal review 26:26 - RevOops 29:20 - The Tool Shed 35:56 - Quick Hits --- Sponsor Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  --- Links  Connect with Charles Lu on LinkedInConnect with Ian Faison on LinkedinCheck out LexCheck

    Time Kills All Deals, with Charles Lu, VP of Operations at LexCheck

  6. 10/03/2023

    Live from Dreamforce: The Ultimate Guide to Data-Driven Marketing

    Welcome to Rise of RevOps. We’re bringing you straight to a live interview at Dreamforce. In today’s episode, Robert Zimmermann, CRO of Qualified, interviews Saima Rashid, Senior Vice President of Revenue Analytics at 6sense. Saima says that data helps us make our best, most informed decisions. She also describes which AI tools she uses to drive digital transformation and efficiency. Guest Bio: Saima is a five-time Industry award winning Marketing and RevOps leader with a demonstrated history of driving change and adoption of a data and insights driven approach towards decision making. She’s currently the SVP of Revenue Analytics at 6sense. Before 6sense, she worked at PTC as VP, Field Analytics & Insights and Director - Marketing Analytics. Before PTC, Saima worked at CVM Marketing Inc as a Consultant in business analytics. Saima has a Master of Business Administration (MBA) degree with a focus on Management Information Systems and Marketing. Saima also holds a Bachelor of Science degree in Economics, Statistics, and Mathematics.  Guest Quote: “I'm Senior Vice President of Revenue Analytics, and I feel like I'm an accidental marketer. Because it all starts with the data, and really letting that inform what marketing strategies we should be putting our money in and investing in, and how do we quickly understand if it’s working. I'm a big believer in data to drive insights. Let's rely less on the gut.” Time Stamps: 00:33 - How Saima got into her role 02:40 - Defining RevOps 08:08 - Solving marketing operations problems 09:50 - Using data to problem solve 12:03 - The Tool Shed 19:46 - Looking to the future 21:45 - Quick hits Sponsor: Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  Links: Connect with Jamie on LinkedInConnect with Saima Rashid on LinkedinCheck out 6Sense

    Live from Dreamforce: The Ultimate Guide to Data-Driven Marketing

  7. 09/26/2023

    RevOps Isn’t New, with Jamie Anderson, CRO of Emburse

    This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions.  Jamie believes that revenue operations have been around for a long time, but we haven’t always called it “RevOps.” He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line. Guest Bio: As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University. Guest Quote: “Revenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.” - Jamie Anderson Time Stamps: 1:32 - How Jamie views RevOps 13:22 - The importance of specialization 15:23 - What makes a horrible client experience 21:58 - Making leaders better 25:47 - Why RevOps has a great ROI 29:26 - The tool shed 34:46 - Quick hits Sponsor: Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  Links: Connect with Jamie on LinkedInConnect with Ian Faison on LinkedinCheck out Emburse

    RevOps Isn’t New, with Jamie Anderson, CRO of Emburse

  8. 09/12/2023

    How to Not Go Bankrupt, with Brian Tully, Chief Revenue Officer at Goldcast

    Today we'll hear from Brian Tully, Chief Revenue Officer at Goldcast. Goldcast is a platform for enterprises to conduct meaningful and measurable digital events. Goldcast provides strong tools/dashboards for you, the marketer, to measure the ROI of the event and get strong lead qualification insights. Brian’s specialty is quickly growing SaaS companies year over year.  In this episode, Brian explains how to build a solid RevOps strategy and how to gather actionable data. He also describes how to expand enterprise, mid-market companies internationally. Guest Bio: Brian is a senior technology executive with 20 years of experience in Go To Market strategy, B2B Implementation, Sales, Operations, and Marketing at Startups and Fortune 500 technology companies. His specialty is rapidly growing SaaS companies 50%+ Year over Year. Guest Quote: “Don't go bankrupt expanding internationally. First of all, you need to have a base to know what works first. Full stop. You need to have the US and find a niche, find a persona, find an industry, find a problem that you solve better than anyone else. You're like, yes, this is working. Cuz if you don't have that yet and you think you're gonna solve it by going international, that's probably like getting married to solve the bickering that you have.” Time Stamps: **(01:12) Brian’s role at Goldcast **(03:18) Brian’s RevOps strategy **(06:52) What makes a horrible client experience **(16:40) How to know your plan is working **(20:18) Expanding internationally without going bankrupt **(24:08) RevOops **(28:58) What metrics matter **(38:04) Quick hits Sponsor: Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com.  Links: Connect with Brian Tully on LinkedInConnect with Ian Faison on LinkedinCheck out the GoldCast Website

    How to Not Go Bankrupt, with Brian Tully, Chief Revenue Officer at Goldcast
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5
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About

The world’s top RevOps leaders share insights from the cutting edge of “revenue intelligence” to help you maximize revenue potential. They detail the tools and techniques they're using to drive pipeline and accelerate growth.

Information

  • Creator
    Qualified
  • Years Active
    2022 - 2023
  • Episodes
    38
  • Rating
    Clean
  • Copyright
    © Qualified
  • Show Website
    Rise of RevOps