Darrell Alfonso and Jeff Ignacio dive into the world of revenue growth sharing their perspectives on sales, marketing, and operations.
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Interviewing leading revenue operators - reviewing the ever changing landscape of GTM operations to keep your revenue engine on track.
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Sean Boyce and Stuart Balcombe interview the world's leading marketing, growth and product experts to learn more about how they make products customers love.
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1
The RevOps Review - With Jeff Ignacio, Stephen Diorio and Steven Busby - Defining, Funding and Executing Revenue Operations
34:51
34:51
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Our host Jeff Ignacio sits down with Stephen Diorio, author of ‘Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data’ and Steven Busby, Managing Director of Slate Point Partners. They discuss how to calculate and measure the financial impact of RevOps and how to create a business case for RevOps leaders to fund their growth progr…
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1
The RevOps Review - With Jeff Ignacio and Jeffrey Serlin - GTM Planning
28:02
28:02
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28:02
Our host Jeff Ignacio sits down with Jeffrey Serlin, CRO of Revcast to discuss GTM planning. They look into annual planning, creating alignment, and setting OKRs. They also look at how to factor in time scaling and headcount and how to remain data driven. Finally, they delve into the metrics that matter, tracking progress and adjusting when necessa…
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1
The RevOps Review - With Jeff Ignacio and Renoli Huauya - Pricing Strategies And Planning
26:24
26:24
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26:24
Our host Jeff Ignacio sits down with Renoli Huaya, Head of Revenue Operations at Common Room. They talk about building a team, operating as a team of 1 and keeping yourself accountable. They also discuss how to create a pricing strategy and roadmap, as well as how to effectively prioritise your tasks and stay motivated.…
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1
The RevOps Review - With Jeff Ignacio and Sarika Garg - Pricing, Proposals and Usage
24:35
24:35
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24:35
Our host Jeff Ignacio sits down with Sarika Garg, Co-founder and CEO of Cacheflow. They discuss how to optimise your pricing strategies, the importance of usage metrics and how to craft proposals. They also discuss renewals, the handoff process and the relationships between sales and finance and forecasting.…
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1
The RevOps Review - With Jeff Ignacio and Mark Lerner - Finding Your Product Market Fit & Differentiating Your Strategies
26:21
26:21
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26:21
Our host Jeff Ignacio sits down with Mark Lerner - Director of Growth Marketing at DealHub. They talk all things marketing and marketing operations, looking at newsletters and guerilla marketing tactics. They also discuss finding a product market fit, moving fast but remaining agile and the tools and systems you need to support your functions.…
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1
The RevOps Review - With Jeff Ignacio and Chris Kierz - Lead Scoring, Intent Scoring and Creating Alignment
24:54
24:54
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24:54
Our host Jeff Ignacio sits down with Chris Kierz, Head of Marketing Operations at Jasper. They discuss having multiple sources of truth and different CRM infrastructures. They also look into lead tracking, lead scoring and intent scoring. Finally, they discuss the marketing-to-sales handoff and how this can be improved through a sales-accepted lead…
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1
The RevOps Review - With Jeff Ignacio and Ryan Milligan - Building A Sales Process
20:39
20:39
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20:39
Our host Jeff Ignacio sits down with Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath. They look at how to tailor your sales process and demos to each buyer and their pain points. They also discuss outbound automation, forecasting and the buying process. Finally, they look at the importance of gaining street credibility and looking at…
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1
The RevOps Review - With Jeff Ignacio and Ali Rastiello - Staying Proactive & Becoming A Strategic Partner
22:54
22:54
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22:54
Our host Jeff Ignacio sits down with Ali Rastiello, VP of Revenue Operations at Health Catalyst. They discuss how to be proactive rather than reactive, break down silos and change the mentality of your teams in RevOps. They also look into CPQ and how to improve visibility, standardise systems and become a strategic advice partner for your GTM funct…
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1
The RevOps Review - With Jeff Ignacio and Laura Fu - Improving Productivity and Creating Repeatable Processes
24:20
24:20
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24:20
Our host, Jeff Ignacio, sits down with Laura Fu, VP of Revenue Operations and Productivity. They talk about managing the entire customer journey and which metrics to focus on, including pipeline coverage and NRR. They also look into how to optimise the sales funnel in a scaleable and repeatable way and how to inspire and incentivize reps. Finally, …
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1
The RevOps Review - With Jeff Ignacio and Camela Thompson - Why RevOps Is Not Just SalesOps Rebranded
20:18
20:18
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20:18
Our host Jeff Ignacio sits down with Camela Thompson, RevOps and Marketing consultant. They discuss how RevOps is so much more than just sales ops rebranded and how it plays an important role across the entire GTM motion. They look into defining North Star metrics, the importance of brand building and why more time and focus needs to be spent on cu…
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1
The RevOps Review - With Jeff Ignacio and Gabe Naviasky - Transitioning Into RevOps and Leading From The Front
25:40
25:40
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25:40
Our host Jeff Ignacio sits down with Gabe Naviasky, co-founder of Leadbeam. They discuss how to transition into RevOps and the skills that are important as a revenue operator. They also discuss how to coach your reps, prioritise your problems and understand what is best for the company. Finally, they look at how to lead from the front and how Gabe …
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1
The RevOps Review - With Jeff Ignacio and Samarth Mital - Scaling GTM Strategies
23:04
23:04
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23:04
Our host Jeff Ignacio sits down with Samarth Mital, Senior Director of Global Sales Strategy, Planning and Analytics, Renewals and Sales Development at Rubrik. They discuss how to intelligently scale GTM strategies, from creating sophisticated models, planning and analytics and working cross-functionally. They also discuss transitioning from a cons…
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1
The RevOps Review - With Jeff Ignacio and Jake Dunlap - Improving The Buyer’s Experience
19:14
19:14
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19:14
Our host Jeff Ignacio sits down with Jake Dunlap, CEO of Skaled Consulting. They look at how to improve the buyer’s experience and improve personalisation. They also look into the power of AI and how it can help build sales relationships and understand personas, pain points, and how you solve problems. Finally, they discuss how RevOps can help scal…
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1
The RevOps Review - With Jeff Ignacio and Nicholas Garza - Operating As A Team Of 1 & Optimising Tech Stacks
24:08
24:08
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24:08
Our host Jeff Ignacio sits down with Nicholas Garza, Revenue Operations Manager at Membersy. They discussed how to work effectively as a team of 1, from prioritising tasks to creating departmental alignment. They also spoke about the difference between having a backlog and a roadmap. They looked into how to request and prioritise new resources, bui…
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1
The RevOps Review - With Jeff Ignacio and Akansha Aggarwal - Becoming An Objective Trusted Partner
16:09
16:09
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16:09
Our host Jeff Ignacio sits down with Akanshsa Aggarwal, Senior Director of GTM Strategy and Ops at NetApp. They discuss how to learn from failure and reflect on your impact, as well as their time together at AWS. They also look at how to become an objective trusted partner and look at the objective data points to plan and advise strategically. They…
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1
The RevOps Review - With Jeff Ignacio and Max Maeder - Scaling Systems And Structures
28:33
28:33
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28:33
Our host Jeff Ignacio sits down with Max Maeder, CEO of Found HQ. They discuss how to build and scale systems and internal structures. They look into the consequences of working in silos and the importance of unifying teams and systems. They also discuss how to build a roadmap and a centralised org.By Cognism
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1
The RevOps Review - With Jeff Ignacio and Jacki Leahy - Building A RevOps Team & GTM Tech Stack
19:02
19:02
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19:02
Our host Jeff Ignacio sits down with Jacki Leahy, Founder of Activate the Magic. They discussed her journey into RevOps, Jacki’s love of breaking and fixing things, and how she learned to operationalise processes. They also delved into how to construct and scale a team and build a GTM tech stack vs what she could unlock with capability.…
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1
007 - 8 Frictions of Ops and dealing with firedrills
40:07
40:07
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Darrell and Jeff delve into the practical challenges and strategies associated with operational efficiency in business. They explore the concept of 'friction' within organizations, categorizing it into eight distinct types that can affect operations: people, technology, process, information, leadership, customer, departmental, and skill friction. T…
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1
The RevOps Review - With Jeff Ignacio and Rob Jones - Tracking The Right Metrics & Understanding Your ICP
25:33
25:33
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25:33
Our host Jeff Ignacio sits down with Rob Jones, Creative Lead at RevPartners. They discuss how to define your core personas, ICP and product market fit. They also look into how RevOps as a service can add value and the crucial metrics you need to track for your marketing function, including the importance of dark social. Finally, they cover why you…
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1
The RevOps Review with Jeff Ignacio and Matthew Volm - Key Insights And Trends In The RevOps Community
20:38
20:38
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20:38
Our host Jeff Ignacio sits down with Matthew Volm, CEO of The RevOps Co-Op community. They discussed the upcoming trends within the RevOps space, including the shift in attention towards the post-sales side of operations and customer success. They also covered how AI will speed up processes and efficiency, especially when implementing new tools. Fi…
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1
006 - Marketing Ops, OKRs, and Building Bridges OH MY! Featuring Mike Rizzo of MO Pros
34:04
34:04
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Darryl Alfonso and Jeff Ignacio are joined by marketing operations maestro Mike Rizzo, founder of MarketingOps.com and the MO Pros community. The conversation kicks off with Mike sharing his rich background in marketing operations and his venture into community building and growth hacking, highlighted by the successful MOPSapalooza conference. The …
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1
The RevOps Review with Jeff Ignacio and Cody Kimball - Functional Intelligence and Retroactive Insights
20:29
20:29
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20:29
Our host Jeff Ignacio sits down with Cody Kimball, Senior Director or Revenue Operations and Analytics at Entrata. They discussed how to improve operational efficiency and automate intelligence and the need to be strategic and intentional with decisions. They also spoke about the cost of bad and stale data and the difference between a single source…
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1
The RevOps Review with Jeff Ignacio and Timothy Hughes - Breaking Down Silos And Aligning The Funnel
26:15
26:15
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26:15
Our host Jeff Ignacio sits down with Timothy Hughes, author of ‘Smarketing’ and CEO of DLA Ignite, to discuss collaboration and alignment. They cover the sales and handoff process, how to measure success and ratios. They also discuss the power of social media, the dark funnel and leading indicators.By Cognism
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1
005 - RevOps vs GTM Ops. What a NOTHINGBURGER
26:54
26:54
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26:54
Darryl and Jeff dive deep into the evolving landscape of business operations, specifically focusing on the buzz around GTM (Go-to-Market) and Revenue Operations. They explore the nuances between different operational strategies, the debate over new terminologies in the industry, and the significance of breaking down silos within organizations for b…
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1
The RevOps Review with Jeff Ignacio and Chris Fezza - Metrics, Data Architecture and Growth Rates
27:21
27:21
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27:21
Our host Jeff Ignacio sits down with Chris Fezza, CEO of Operatus. They discuss the metrics that matter, the importance of establishing a robust data structure and the impact of AI in RevOps. They also talk about how to be more strategic with your decisions, the quote to cash process and how to prioritise your budget.…
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1
The RevOps Review with Jeff Ignacio and Jen Bergren - Documenting Processes and Building Communities
23:16
23:16
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23:16
Our host Jeff Ignacio sits down with Jen Bergren, a course creator and instructor. They delve into the RevOps community and how to find resources, from courses to newsletters. They also discuss which tools can be used to document your processes and touch on what role AI can play with creating chatbots.…
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1
004 - Building a Marketing Ops or RevOps team from scratch
38:48
38:48
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Dive deep into the world of revenue operations and marketing operations with insights friend of the pod Justin Norris, a veteran in the field. This episode peels back the layers on building effective teams, balancing internal and external perspectives, and the challenges of navigating the ever-evolving tech stacks in marketing. Timestamps: 0:13 - W…
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1
The RevOps Review with Jeff Ignacio and Mallory Lee - Understanding The Customer Journey and Cross-Functional Alignment
15:18
15:18
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15:18
Our host Jeff Ignacio sits down with Mallory Lee, Vice President of Operations at Nylas. Mallory delves into her experience in marketing ops and how RevOps can enhance alignment and provide a unified vision. She and Jeff cover the customer journey and the data you need to understand personas. They also discuss the importance of product usage inform…
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003 - Navigating Careers, Leadership, and Tech in Marketing & Revenue Operations
34:11
34:11
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34:11
Darrell Alfonso and Jeff Ignacio dive into the multifaceted world of marketing and revenue operations. The episode offers valuable insights into acing job interviews, understanding and adopting various leadership styles, and the intricacies of marketing operations. It's tailored for professionals aiming to sharpen their interview strategies and lea…
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1
The RevOps Review with Jeff Ignacio and Eddie Reynolds - RevOps as a strategic growth function
19:41
19:41
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19:41
Our host Jeff Ignacio sits down with Eddie Reynolds, CEO and Revenue Operations Strategy Consultant at Union Square Consulting, to talk about why RevOps is needed as a strategic function. They discuss how RevOps can help fix undocumented and broken GTM and sales processes. They also talk about the sales assembly line, the need to improve prospectin…
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1
002 - Should I quite my job and go fractional?
20:28
20:28
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20:28
Darrell and Jeff explore the evolving dynamics in the tech and job markets, focusing on trends, challenges, and strategic shifts. Jeff and Darrell delve into Docusign's market performance, discussing potential reasons for its decline and comparing it with other tech giants. The conversation shifts to the job market's state, especially in marketing …
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1
The RevOps Review with Jeff Ignacio and Sam Sutton-Reid - The Skills You Need As a Revenue Operator
29:43
29:43
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29:43
Our host Jeff Ignacio sits down with Sam Sutton-Reid, Director of Revenue Operations at Pearson, to discuss which skills you need as a revenue operator. They discuss how previous experience in sales roles adds a level of empathy and understanding to the role and what it takes to be a leader in RevOps. They also touch on the RevOps continuum and how…
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1
001 - Candid conversation: don't call me an influencer
28:44
28:44
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28:44
Join Jeff and Darrell as they discuss the evolution of operations management over the years. Delve into their experiences and learn how they've transitioned from focusing solely on technical skills to incorporating broader business acumen.By Jeff Ignacio and Darrell Alfonso
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1
The RevOps Review with Jeff Ignacio and Cliff Simon - Data Insights and Data Governance
20:07
20:07
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20:07
Our host Jeff Ignacio sits down with Cliff Simon, Chief Revenue Officer at Carabiner Group, to discuss all things data. They discuss how to use data to drive insights and the importance of data governance and a robust data infrastructure. They also highlight why data hygiene is integral and how companies can leverage intent data and various data se…
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1
The RevOps Review with Jeff Ignacio and Caterina Torres - Customer Success and Expansion Opportunities
19:40
19:40
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19:40
Our host Jeff Ignacio sits down with Caterina Torres to discuss all things customer success. They talk about the different approaches with high-touch and low-touch customers and how why collaboration between customer success and sales is paramount. They also discuss how to set the right customer success metrics, feedback loops and ARR.…
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1
The RevOps Review with Jeff Ignacio and Anastasiia Binns - Prioritising Problems and Building Relationships
19:30
19:30
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19:30
Our host Jeff Ignacio sits down with Anastasiia Binns, Head of Revenue Operations at Semble to discuss how to prioritise and categorise problems in RevOps. They delve into the importance of quick wins and building relationships and credibility within the org. They also talk about why you should pick your battles and how to decipher what is actually…
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1
The RevOps Review with Jeff Ignacio and Ping Del Giudice - Data-Driven Decision Making and The Single Source of Truth
18:17
18:17
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18:17
Our host Jeff Ignacio sits down with Ping Del Giudice, VP of Revenue Operations at Leapsome, to discuss the single source of truth. They talk about the importance of data visibility, accuracy and dashboards. They also delve into how to map out your buyer's journey and develop a roadmap with consistent definitions and metrics. On top of this, they d…
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1
The RevOps Review with Jeff Ignacio and Haris Odobasic - Product Signals and Customer Health
23:12
23:12
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23:12
Our host Jeff Ignacio sits down with Haris Odobasic, Co-Founder of Revenue Wizards to talk about customer health and success. They discuss the importance of customer health scores and product signals. They also talk about how to prevent churn, drive upsell understand usage data.By Cognism
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1
The RevOps Review with Jeff Ignacio and Shantanu Shekhar - Annual Planning and Process Optimisation
20:27
20:27
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20:27
Our host Jeff Ignacio sits down with Shantanu Shekhar, the Head of EMEA Customer Sales at Gong, to discuss how to improve and optimise operational efficiency. They cover the annual planning process, unit economics and how to test ratios. They also discuss improving processes and tech stacks to save time and resources.…
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1
The RevOps Review with Jeff Ignacio and Jeff Cullimore - How Marketing Operations Fits Into RevOps
19:09
19:09
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19:09
Our host Jeff Ignacio sits down with Jeff Cullimore, the Senior Manager of Marketing Operations at Coalition, Inc. They discussed how marketing operations fits into RevOps as a whole and the importance of working and communicating as one single organisation. As well as this, they delve into how to become a strategic advisor, prioritise team goals a…
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1
The RevOps Review with Jeff Ignacio and Sam McManus - One-Way vs Two-Way Doors
17:07
17:07
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17:07
Our host Jeff Ignacio sits down with Sam McManus, a GTM Strategy and Operations Director at Capital One, to talk about one-way and two-way doors in RevOps. They discuss how to categorise, define and differentiate between the two. They also talk about how to build a RevOps team, the importance of specialisation and data-driven decision-making.…
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1
The RevOps Review - With Jeff Ignacio and Stephen Stouffer - AI, Account Scoring & Lead Routing
20:16
20:16
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20:16
Our host Jeff Ignacio sits down with Stephen Stouffer, VP of Digital Transformation and Innovation at SaaScend, to discuss how AI is transforming the RevOps space. They focus on how AI will impact account scoring and lead routing and enhance planning and accuracy. They also discuss custom integrations and how this can improve efficiency.…
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1
The RevOps Review with Jeff Ignacio, Morgan Ingram & Gaetano Nino DiNardi - Aligning Sales & Marketing Teams
34:49
34:49
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34:49
Our host Jeff Ignacio sits down with both Morgan Ingram and Gaetano Nino DiNardi to discuss how best to align sales and marketing teams. They explore how these teams can collaborate throughout the annual planning process and how to make the handoff process as seamless as possible. They also delve into how to establish regular operating rhythms.…
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1
The RevOps Review - With Jeff Ignacio and Brad Smith - RevOps Pain-Points & Opportunity Costs
22:20
22:20
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22:20
Our host Jeff Ignacio sits down with Brad Smith, CEO of Sonar & Founder of The Wizard of Ops. In this week’s episode, they discuss the current pain-points and challenges for revenue operators and how to optimise RevOps as a function accordingly. They also highlight the importance of the opportunity cost and why revenue operators must call out what …
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1
The RevOps Review with Jeff Ignacio and Rudy Wilson-Evans - Inbound vs Outbound Messaging
21:44
21:44
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21:44
Our host Jeff Ignacion sits down with Rudy Wilson-Evans, Revenue Operations Manager at Synthesia, to discuss inbound and outbound messaging. He highlights the importance of understanding your ICP and tweaking your messaging accordingly. He also shares insights into his career progression and his experience in merging sales development operations wi…
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1
The RevOps Review with Jeff Ignacio and Taimoor Tariq - Communicating Impact and Building Roadmaps
24:24
24:24
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24:24
Our host Jeff Ignacio sits down with Taimoor Tariq to discuss his experience and findings whilst working in RevOps. They focus on the key responsibilities of a revenue operator and its integral link to product management, and discuss how to communicate impact and prioritise work. They also delve into the use of tools, metrics and roadmaps.…
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1
The RevOps Review with Jeff Ignacio and Sean Lane - Moving Up-Market and Adjusting Strategy
21:44
21:44
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21:44
Our host Jeff Ignacio sits down with Sean Lane, a Founding Partner of Minot Light Consulting to discuss all things RevOps. They talk about both the internal and external challenges of going up-market and the importance of creating strategies which can adapt to the realities of new business. Sean also explains the importance of operating rhythms and…
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1
The RevOps Review - With Jeff Ignacio and Charlie Saunders - Metrics That Matter & Funnel Analytics
24:49
24:49
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24:49
Our host Jeff Ignacio sits down with Charlie Saunders, Chief Revenue and Operations Officer at CS2, to discuss how to build an analystics strategy. Throughout, thet talk about the metrics that matter and different attribution models. They also highlight how to track a funnel and custom objectives.By Cognism
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1
The RevOps Review with Jeff Ignacio and Manas Kulkarni - Transitioning Into RevOps & Building a Team
25:19
25:19
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25:19
Our host Jeff Ignacio sits down with Manas Kulkarni, the Director of Revenue Operations at Spring Health, to talk about the key responsibilities of a RevOps team leader. They discuss how Manas transitioned from an SDR role into RevOps and how his unique perspective and understanding of the gaps in the sales process helped to construct creative solu…
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1
The RevOps Review with Jeff Ignacio and Drew Noel - Upcoming RevOps Trends & Optimising The Sales Pipeline
24:33
24:33
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24:33
Our host Jeff Ignacio sits down with Drew Noel, the Vice President of Revenue at SCS Cloud, to discuss upcoming trends and strategies within revenue operations. They focus on the importance of aligning different functions and the collection process. They also explore how CROs and CFOs fit into RevOp strategies and how this could change in the futur…
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