OpsStars - A RevOps Podcast

Latest Episodes:

Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu Oct 24, 2023

Show notes

In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science in RevOps.
Francis describes himself as the "NASCAR of SaaS," specializing in turbocharging B2B SaaS companies' inbound pipelines. He focuses on automating the time-consuming but critical tasks of researching, qualifying, and engaging leads.
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OpsStars Podcast is hand crafted by our friends over at: fame.so
Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing
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RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99 Oct 10, 2023

Show notes

In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations and highlights the value of long-term thinking and the revolutionary trends in revenue operations, including the growing role of AI.
Nani has a wealth of experience as a Marketing leader, specializing in B2B and Account-Based Marketing strategies. Her leadership has consistently been marked by the formation of high-performing, data-centric teams that consistently surpass business objectives. In addition to her prowess in Operations, Demand Generation, and Product Marketing, Nani has made significant contributions to innovative, rapidly growing companies. Before her tenure at Channel99, she served as the VP of Marketing at Ontra (Formerly InCloudCounsel) and held multiple leadership roles at Demandbase.
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Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence Sep 26, 2023

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In today's fast-paced business landscape, RevOps has emerged as a critical function for synchronizing the efforts of sales, marketing, and customer success teams to accelerate growth and optimize revenue streams. Becoming a leader in this domain demands a unique blend of courage, resilience, and expertise - qualities that are challenging to master.
In this episode of the OpsStars podcast, Sean Frazer, VP of Revenue Operations at Dental Intelligence, joins Don Otvos to shed light on the art of growing into a leadership role in RevOps, the importance of building relationships with people and considerations to make when building scalable and dynamic systems in revenue operations.
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The What and How of Revenue Orchestration Sep 12, 2023

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With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through operational alignment strategies.
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Core vs. Context: The Most Important Components of Any Tech Stack Sep 11, 2023

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Building a solid tech stack foundation is synonymous with building a solid house. You must have a solid foundation to build upon. Without that foundation, adding on can turn your tech stack into a house of cards. You can't add curtains before you have windows much like you can't add on intent tools without having your CRM and MAP processes implemented and running. This panel discusses what is core versus context in your tech stack, how to plan, and considerations when adding new components.
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Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census Sep 05, 2023

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In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making.
Sylvian is a revenue leader and mentor with a decade of experience building go-to-market strategies for developer tools. Beyond his role at Census, he is also a Member, Mentor, and Partner at HyperGrowth Partners, GrowthMentor, Revenue Collective, and Modern Sales Pros.
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Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb Aug 22, 2023

Show notes

Effective workforce management plays a vital role in determining a company's success and performance. By efficiently handling the workforce, businesses can boost productivity, enhance employee engagement, and ultimately improve their overall performance.
In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similarweb, joins Don Otvos to discuss her award-winning workforce management project, harnessing the power of data for effective workforce management, and the role of workforce management in driving growth.
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Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies Aug 08, 2023

Show notes

In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, and the opportunities to leverage AI to improve the sales process and enhance the customer experience.
Zach is an accomplished Marketing Automation and Technology specialist with expertise in martech management and strategy, lead and contact strategy, and marketing automation enablement. With a profound passion for process optimization, Zach excels in enhancing the functionality of martech stacks to simplify the lives of Sales Representatives and Marketers. By leveraging technology to its fullest potential, Zach empowers businesses to work smarter and achieve greater efficiency.
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Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt Jul 25, 2023

Show notes

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency.
Anthony details how he joined Saviynt at a time of tremendous growth and transformed the marketing tech stack from what he describes as a Frankenstein to an integrated tech stack that is built to scale, and how along with the tech, success is dependent on a deep understanding of the teams you’re supporting, and getting buy in, then driving change management and adoption.
Now, almost three years later, Anthony shares how they track and measure marketing performance to optimize budgets and what else is top of mind for him, including improving speed to lead at every stage of the journey.
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Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases Jul 11, 2023

Show notes

In 2020, Caterina Torres and her team at Zoom implemented a lead management program that went live just weeks before the global pandemic sent the world home. This program allowed them to scale and manage the unprecedented volume of inbound requests. For their work, they were recognized with an OpsStars Award for Lead Management Program of the Year. After 5 years, Cat left Zoom in 2022, moving to an early Series A startup in hopes of building out Ops from the ground up, but she was laid off in January 2023.
Throughout her 4.5-month search, she submitted her resume to 203 companies and frequently took to LinkedIn to share the data behind her journey, something to help keep her sane but also help others in a similar situation. Today she joins Don to share more about her search, her time at Zoom, and her new role!
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