OpsStars Podcast
Every two weeks, we host authentic conversations with OpsStars at the top of their game…. to empower you to create a great buyer experience, drive growth for your organization and ultimately: succeed in your operations career.
SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound
August 9, 2022 • 34 MIN
David Dulany, Founder and CEO of Tenbound, joins Rachael to share his best strategies, tactics, and tools on how you can optimize and build successful sales development teams.
Building and Measuring Success for an Account-Based Framework with Pat Oldenburg, Vice President of Demand Generation at Motive
July 26, 2022 • 35 MIN
Pat Oldenburg, Vice President of Demand Generation at Motive, joins Rachael McBrearty to discuss how to set up the foundation for an account-based framework, what metrics you should measure, and why marketers need to work closely with sales to succeed.
Designing a Buyer-Centric Seller Experience with TJ Macke, SVP of Strategy at Sapper Consulting
July 12, 2022 • 28 MIN
TJ Macke, SVP of Strategy at Sapper Consulting shares his thoughts on the current inflection point sales team are experiencing and how the best sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience and earn customer trust.
Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase
June 28, 2022 • 34 MIN
In this episode of the OpsStars Podcast, Jon Miller, CMO at Demandbase, shares why using data to drive account intelligence can help sales and marketing teams be more relevant by aligning go-to-market motions and messages to the buyer journey.
Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce
June 14, 2022 • 36 MIN
Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, joins the conversation today to share how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful. Karen is the author of four books: “Success From Anywhere: Create Your Own Future of Work from the Inside Out,” “Working From Home: Making the New Normal Work for You,” “Success With Less: Releasing Obligations and Discovering Joy,” and “Listen Up!: How to Tune In to Customers and Turn Down the Noise.” Karen is also an internationally-recognized thought leader whose TEDx appearance, keynotes, blogs, and books reach hundreds of thousands of business leaders each year. She is a prolific blogger and sought-after media interviewee, featured in Forbes, and regularly contributes to Thrive Global and ZDNet.
Building a High-Performing RevOps Team with Chris Van’t Hof, Director of Revenue Operations at CB Insights
May 31, 2022 • 41 MIN
Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us on this episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team. Previously, Chris was the Director of Global Revenue Operations for Uniphore, Director of Sales Operations for Honor and NextHealth, and Senior Analyst of Sales Operations and Pricing at ServiceSource. His experience is heavily focused on providing sales teams with insightful and actionable recommendations about product offerings, consultative selling tactics, customer retention, and pricing strategy. Today, Chris will share some of that experience to provide you with practical insights and advice you can apply to your business and RevOps team.
Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense
May 17, 2022 • 38 MIN
Kerry is a Featured Thought Leader at Sales Assembly, the industry’s only Scale-as-a-Service platform that leads B2B Tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learning behind every member of the B2B revenue team. Kerry brings over twenty-five years of experience in B2B demand generation and management, spanning a broad array of industries and markets. Prior to his current roles, he was an analyst at SiriusDecisions and Forrester, where he authored and co-authored a wide range of key models and frameworks. In this episode of the OpsStars Podcast, Kerry Cunningham, Researcher and Thought Leader at 6sense and former VP, Principal Analyst at Forrester, joins Rachael to discuss the future of B2B Marketing and Sales including why now is the time to move past MQLs as a measurement of success and how to better leverage Opportunities to support buying groups.
Building a Top-Tier Customer Success Operations Team with Seth Wylie, Director of CS Ops and Admin Community at Gainsight
May 3, 2022 • 44 MIN
Seth is a self-proclaimed “unredeemable CS Geek,” passionate about creating human first connections. He brings over fifteen years of experience in various analyst and customer success roles and leadership positions. Before his current role at Gainsight, Seth was the Director of Customer Success Operations at InsightSquared, where he managed various swaths of their CS. He saw the organization grow from fewer than ten employees to the largest company he had ever worked for. Today, Seth shares how CS Operations can become a strategic leader and partner to the CCO, what the maturity evolution of this role and the team looks like and what capabilities and skills are required to become a high-performing CS Ops team.
The Emerging Role of a Pipeline Strategist with Krystal Diel, Pipeline Strategist at Panther
April 19, 2022 • 34 MIN
Krystal is a Pipeline Strategist at Panther, a cloud-scale security analytics platform that alleviates the pain of traditional SIEM with detections-as-code and a scalable security data lake. She initially got into sales operations as a personal trainer. Krystal brings over seven years of experience in various Sales and RevOps roles and leadership positions. Before her current role, she was the Director of Revenue Operations at Capacity and the Manager of Sales Development at BizLibrary. She also ran a fitness and wellness business for over seven years, having helped hundreds of people improve their quality of life, both physically and emotionally. Today, Krystal joins us to share her career journey from Sales to RevOps and into Pipeline Strategy and how this new role collaborates with the go-to-market teams to optimize strategies and processes to increase revenue.
The Case for a Unified RevOps Org to Align Sales and Marketing and Drive Revenue with Justin Schmidt, VP of Marketing at Capacity
April 5, 2022 • 42 MIN
In this episode, Rachael is joined by Justin Schmidt, VP of Marketing at Capacity, an enterprise artificial intelligence SaaS company focused on helping teams do their best work. He is also the host of the Support Automation Show, where he hosts conversations with leaders in customer or employee support who are using technology to answer questions, automate processes, and build innovative solutions to any business challenge. Justin brings over twenty years of experience in various marketing leadership roles, mainly in digital marketing and publishing. Before his current position, he was the VP of Publishing Operations in Marketing at Multiply, where he led a thirty-member team. Today, Justin shares his thoughts and the advantages of having Marketing and Sales Ops on the same team.
Aligning Sales Development to Bigger Picture Business Goals with Ryann Morrow, Senior Director, Sales Development at Cybrary
March 22, 2022 • 27 MIN
In this episode, Rachael is joined by Ryann Morrow, Senior Director, Sales Development at Cybrary, a cyber security professional development platform that provides IT and security professionals with the knowledge and skills to achieve their career goals. Ryann joined Cybrary in 2019 and in 2020, Cybrary won an OpsStars Award for Highest ROI Program of the Year for driving a 133% increase in pipeline in just one quarter after a major project to automate their go-to-market processes. In this episode, Ryann shares how she took her sales development team from survival mode to a thriving organization, by aligning with big picture business goals.
It’s Here - The New Era of Sales! with Mary Shea, Global Innovation Evangelist at Outreach
March 8, 2022 • 40 MIN
In this episode, Rachael is joined by Mary Shea, Global Innovation Evangelist at Outreach, the first and only sales execution platform that helps revenue teams bring intelligence to workflows, unlock full visibility across the entire revenue cycle, and commit forecasts with confidence. Previously she was a Principal Analyst at Forrester, where she led research and authored the inaugural Forrester Wave for the Sales Engagement category. Now with Outreach, Mary conducts thought-provoking research on the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2B sales organization. She is also the co-host of the Revenue Innovators podcast. She joins us today to share insights on the new era of sales and why leaders are focused on new strategies, technology, training, diversity, equity, and inclusion to set their organizations up for success.
Building Automated Revenue Dashboards with Elizabeth Medlicott, the Director of Marketing Operations at Model N
February 22, 2022 • 31 MIN
In this episode, Rachel is joined by Elizabeth Medlicott, Director of Marketing Operations at Model N. Elizabeth has over a decade of experience in marketing operations, primarily in B2B software, for enterprise, mid-market, and start-up businesses, including public and unicorn companies. She is skilled in Marketo, SFDC, ABM, data migration, data management, and various marketing/sales tech stack tools. Model N was also a finalist for a 2021 OpsStars Award for Digital Transformation. In today's episode, Elizabeth shares how to build a revenue dashboard. In doing so, removing huge operational burdens on MOPs by automating reports and improving the speed and access to critical business information.
How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift
February 8, 2022 • 30 MIN
In this episode, Rachael is joined by Sean Lane, VP of Field Operations at Drift, a conversational marketing platform that combines chat, email, video, and automation to remove the friction from business buying. Sean started his career in customer success and later led a sales development team. It was there that he learned how important operations were to all the GTM teams’ success. Sean has spent the last four years in operations at Drift, leveraging his experience across the customer journey, working across all the different parts of the operations spectrum — marketing ops, sales ops, and CS ops. Sean is also the host of the podcast “Operations with Sean Lane,” where he goes under the hood of how hyper-growth companies operate and gives operational tactics needed to scale growth and drive results at your company. Sean shares how operations can play an instrumental role in designing and ensuring a great customer experience.
How to Become a Trusted Advisor to Sales with Jeff Ignacio, Sales Ops Leader and Host of the Revenue Architect Podcast
January 25, 2022 • 19 MIN
In this episode, Rachael is joined by Jeff Ignacio, host of The Revenue Architect Podcast, a podcast for anyone deeply interested in building go-to-market capabilities, revenue operations, and revenue enablement. Jeff brings a breadth of knowledge learned from his experience across various sales and revenue operations positions. Before his current role, he was the head of revenue and growth operations at UpKeep where he built and developed a team composed of marketing operations, business systems, customer success operations, and revenue enablement. Jeff will share why it’s a great time for Ops to move from order taker to valued partner to sales – a shift that will earn them a seat at the decision making table and enable them to be leaders in their own right.
Building Revenue Dashboards the C-Suite will Love with Greg Poirier, CEO, and Founder of CloudKettle
January 11, 2022 • 40 MIN
In this episode, Rachael is joined by Greg Poirier, the CEO and founder of CloudKettle, a company specializing in improving operations and revenue growth for large enterprises through marketing automation, lead generation, sales management, and renewals. He is also an advisor at Salesforce Accelerate, a three-month virtual program powered by Salesforce for Startups. Greg is a sought-after speaker and advisor that specializes in marketing and sales operations for SaaS companies with many industry awards to his credit, notably the EY Entrepreneur of the Year (2018) and Atlantic Business Top 50 CEOs. Today he shares his advice on how Revenue Operations professionals can build effective dashboards, including ones that the C-Suite will adore.
Closing the Customer Experience Gaps with Jason Reichl of Breadcrumbs and Go Nimbly
December 21, 2021 • 48 MIN
In this episode, Rachael is joined by Jason Reichl, the CRO at Breadcrumbs, a revenue acceleration platform based on a co-dynamic lead scoring and routing engine living at the intersection of marketing and sales. He also co-founded Go Nimbly, a Revenue Operations consultancy, where he currently serves as a board member, advisor, and RevOps Evangelist. He joins us to discuss how today’s customers expect a personalized buying experience and how RevOps can use data and analytics to close the experiential gaps in their GTM processes to maximize revenue.
Design Your Operations With the End (User) in Mind with Chelsea Katich, Director of Marketing Operations at McGraw Hill
December 7, 2021 • 34 MIN
In this episode, Rachael is joined by Chelsea Katich, Director of Marketing Operations at McGraw Hill, an American learning company and one of the “big three” educational publishers that provides customized educational content, software, and services for pre-K through postgraduate education. Chelsea is a 5x Marketo Champion, Fearless 50 member, MUG Co-Leader, 2019 Champion of the Year Revvie Finalist, 2020 Adobe Experience Maker Award Winner, and a 2021 OpsStars of the Year finalist. Today, she reveals best practices for marketing operations professionals to help them become more strategic and successfully manage complex projects.
Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett, Head of Revenue and Community Operations at RevGenius
November 23, 2021 • 36 MIN
In this episode, Rachael is joined by Asia Corbett, Head of Revenue and Community Operations at RevGenius, a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow. Asia joined RevGenius because of its mission to educate, empower, and inspire all revenue professionals and operators. Asia is passionate about putting processes and structures in place to ensure everyone’s workflow is optimized so that they all execute better together. She’s here to give her perspective on how RevOps teams organize this journey and outlines the steps that you can take to get your team operationally organized.
Operationalizing the Customer Experience: The role of MOPs with Crissy Vetere-Saunders, CEO and Co-founder at CS2 Marketing
November 2, 2021 • 45 MIN
In this episode, Rachael is joined by Crissy Vetere-Saunders, CEO and Co-founder of CS2 Marketing, a B2B SaaS marketing agency started in the heart of Silicon Valley, now supported by a remote team across the US. With over a decade of experience in marketing operations and demand generation, she is still striving to learn the best ways to optimize the three P’s of tech marketing: people, process, and performance. They discuss the opportunity for marketing operations to take on the role of leading the customer experience, operationalizing the customer journey, orchestrating the digital experience, and why adopting team coalitions is key to successfully orchestrating cross organization. They also dive into some advice for early in career MOPs professionals.
True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson, Senior Director of Revenue Operations at ringDNA
October 19, 2021 • 32 MIN
In this episode, Rachael is joined by Jordan Henderson, Senior Director, Revenue Ops at Revenue.io (formerly ringDNA), a revenue acceleration platform that uses AI to transform sales teams into high-performing revenue engines. His background is spread across revenue operations, sales enablement, sales operations, strategic planning, and project management. He also hosts the RevOps Podcast. This episode provides a detailed look at what a RevOps team looks like from the inside. We also look at how metrics fit into the RevOps equation, promising technologies leading the way for the future of RevOps, and the key skills needed to become a successful RevOps professional.
What It Means To Be An OpsStar with Kimberly Galitz, Senior Manager Marketing Operations at F5 Networks
October 4, 2021 • 18 MIN
In this episode, Rachael is joined by Kimberly Galitz, Senior Manager, Marketing Operations at F5. Kimberly was hired to clean up the Marketo architecture at F5 and apply her expertise with marketing tech stacks to help F5 grow. She’s also a 2x Marketo Champion and the 2020 OpsStar of the Year. They discuss the confidence issues Ops professionals face and how being a part of a community of Ops professionals helps overcome them. They also talk about the importance of being visible by working to build connections across organizations and highlighting accomplishments to the right stakeholders. Finally, this very first episode of the Podcast includes advice for newbie Ops professionals on how to approach their new jobs with confidence.
October 4, 2021 • 1 MIN
In this trailer, Rachael shares what to expect from the OpsStars Podcast, and why we are doing this...