RevOps Champions (Denamico)

There is no RevOps playbook. However, understanding the essence of the RevOps framework can significantly help companies align their teams, improve their sales, and provide exceptional customer and employee experience. And that's not even the beginning of what RevOps can do.

But is RevOps only about technology and tools? While software solutions can undoubtedly maximize the company's business operations and increase revenue, the key to success lies beyond technology. In most cases, companies pay for several programs they don't even use. So, how does that impact their revenue?

In this episode of RevOps Champions, Brendon Dennewill welcomes Adam Stewart, the CMO at Denamico. The two problem-solvers get into the meaning of RevOps, the reasons companies should embrace RevOps, the role of technology and tools in a company's success, and all the challenges and obstacles they face along the way.

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RevOps is the building block of an organization as it unifies different departments around the same goal — revenue generation. 

But it all starts with people and how you make them feel. If you give your people what they need to thrive, revenue and profitability will follow.

In this episode of the RevOps Champions podcast, our host Brendon Dennewill introduces Bob Gardner, the CEO of Gardner Builders. They talk about the importance of RevOps, the challenges of growing a business, and the power of people management. 

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Without a doubt, the lifeblood of every company is sales. And that's why RevOps is such a critical function of a go-to-market strategy for scaling revenue and driving business growth.

But RevOps goes beyond sales teams and extends into other business functions; as our guest says, RevOps is both sales and operational execution.

In this episode of the RevOps Champions podcast, host Brendon Dennewill welcomes Rob Weber, the Managing Partner of Great North Ventures. They discuss the key pillars of RevOps, why product-driven growth is not strictly reserved for software companies, the importance of nurturing a culture of innovation, and so much more.

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Running a business and being an entrepreneur can be pretty rewarding. But it comes with many challenges. Therefore, every business owner aspiring to become a successful leader must be open to new perspectives, use an employee-first approach, constantly learn, and make fast, informed decisions. 

In this episode of RevOps Champions, our host Brendon Dennewill welcomes Mark Lachance, the CEO of Maxy Media. Aside from being a successful business owner, Mark is also an author. His book 'The Lucky Formula: How to Stack the Odds in Your Favor and Cash in on Success' is a valuable resource that every business owner should have in their home library.

Mark and Brendon discuss the formula for a successful business, why having the right people is the key to long-term success, and why leaders must lead by example and focus on motivating employees to get desired results. 

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Technology has developed over the years. Its impact can be seen in the rise of new business models that have been successful. More recently, high-growth companies have adopted Revenue Operations (RevOps) as the main strategy in their go-to-market plans. 

RevOps is meant to bring together all customer-facing operations, people, and teams to drive growth and make operations more efficient. But many companies have a problem of misalignment between marketing and sales, which is why they are unable to generate revenue.

In this episode of RevOps Champions, our host Brendon Dennewill welcomes Troy Thibodeau. They get into the pillars on which successful revenue teams are currently building their businesses. They also discuss the impact of technology on customers and employees and how it has changed the business world.

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Employee satisfaction and customer experience depend on the company’s tech stack. However, few organizations see innovation as necessary for business growth rather than as another box they need to check like everyone else.

Therefore, if you want to help your team to work smarter, not just harder, and meet the clients' needs, you need to ensure that your formula for success is complete and comprises people, process, data, and technology.

In this episode of RevOps Champions, Mark Hokanson, the CTO of Bridgewater Bank, joins host Brendon Dennewill. The two discuss RevOps, how technology brings departments within an organization closer, and why successful technology implementation depends on a company's openness to change.

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RevOps is all about maximizing the business's revenue potential. And technology is one of its most important components.

But there's more to RevOps than just tech — it is actually more about aligning people, processes, and technology to grow your business. 

In this episode of the RevOps Champions podcast, our host Brendon Dennewill welcomes Scott Sannes, the principal & director of strategic growth at SEH (Short Elliott Hendrickson). They talk about the importance of user experience, what is the client lifecycle, and why alignment is everything in an organization.

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RevOps is a B2B function that uses automation to help teams make decisions that grow the business. It represents the convergence of marketing, sales, and customer service and has four components: people, process, data, and technology.

But companies often do not take into account the alignment of all these components. They only invest in technology, thinking that it will fix data, processes, and people.

Paul Pirkle, the president of Mid-America Paper Recycling, points out that technology can make people, processes, and data better, faster, and cheaper, but only if you understand these three components.

In this episode of RevOps Champions, Paul gets into the importance of using automation systems to keep you organized. He and our host Brendon Dennewill discuss RevOps, the significance of communicating both with customers and within the organization, and how business technology impacts customer experience.

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In this episode of RevOps Champions, we are joined by Devyn Bellamy, the senior marketing manager, partner GTM enablement at HubSpot, and George B. Thomas, the owner of George B. Thomas. 

The two share their experiences building various communities, the challenges they faced along the way, and the lessons they learned. They also discuss authenticity, consistency, and mastering the art of listening as critical factors in building and growing a community online.

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Every leader knows how important it is to analyze business data. And whether you want to track your marketing strategy or alter your processes, HubSpot reporting is key to success. 

But if you want to create a report that drives your business forward, you need to ask yourself the right questions. 

In this episode of the RevOps Champions podcast, our host Tiffany Cavegn welcomes Bradley Hofbauer, the director of digital enablement at Denamico. They discuss the essential questions you must answer before creating a new report in HubSpot.

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In this episode of RevOps Champions, we welcome Jack Coopersmith, GTM Specialist – Commerce & Payments at HubSpot. Jack introduces HubSpot Payments and why the solution, although built for small and mid-size businesses, can be a good fit for organizations across various industries. 

Jack also shares why Hubspot shifted from being an inbound marketing-focused company to a commerce company and what it looks like to build a commerce-powered CRM with the aspiration of making it the number-one solution in the global market. 

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Sales visibility makes sales management much more accessible. And sales visibility creates clarity, camaraderie, and empathy — foundations you can scale your business on. 

But while sales managers are responsible for enabling the entire team's success, your sales team is often focused on their efforts and results. That is why it is necessary that an individual or a team is evaluated based on their performance or behavior related to what they are responsible for.

According to Aaron Rickard, the VP of Operations at Denamico, when a team is aligned and working well, you're still going to have problems; however, the team will be able to solve them.

In this episode of RevOps Champions, Aaron explains the biggest problems companies face regarding sales visibility. Aaron and our host Tiffany Cavegn get into the importance of clarity, clean data, horizontal accountability, and sales methodology for business and also discuss the automation process.

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In this episode of RevOps Champions, Kyle Jepson, the senior inbound professor at HubSpot, walks us through the most significant features Hubspot updated in 2022. Then, he demos each and gives us a closer look into a function's past and current capabilities. 

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In this episode, Kate Kompelien discusses her process for building a customer experience (CX) strategy and how companies can use a customer-centric approach to achieve revenue growth.

The conversation explores the link between CX and revenue, as well as the importance of measuring and tracking customer feedback to drive improvements. Kate also highlights the role of technology in aligning customer-facing teams to enhance the customer experience.

Episode Highlights

• 01:01 Challenges in Building Customer Experience Strategy
• 03:19 Overcoming Roadblocks in Implementing Customer Experience
• 06:44 The Link Between Customer Experience and CRM
• 12:24 Defining CX Strategy and Technology Scoping
• 15:12 Understanding Current State and Future State Experience
• 20:24 Consolidating Ideas and Creating Roadmaps
• 22:20 Customer Experience in B2B and B2C
• 25:13 Who Owns Customer Experience?
• 27:32 Tying Customer Experience to Revenue
• 30:51 Designing a Measurement Program for Customer Experience
• 35:13 The Role of CFOs in Customer Experience
• 39:27 The Bowtie Funnel and Customer Retention

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In today's episode, Michael Ewing discusses the critical role of data for decision-making, alignment, and scaling teams. He emphasizes the challenges posed by siloed systems and the necessity of integrated processes to align sales, marketing, and customer success. He also encourages collaboration between the Chief Revenue Officer (CRO) and the Chief Financial Officer (CFO). He aptly describes revenue operations (RevOps) as "the glue" that brings go-to-market teams together and enables growth.

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Today's episode explores the vital role of authentic, long-term relationship-building in consulting and professional services firms. 

Our guest, Sean Johnson, contrasts entrepreneurial and corporate consulting, stressing the challenges of smaller firms and the advantages of resource agility. He underscores the value of sharing insights, referrals, and niche expertise and advocates for a long-term perspective in business. 

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In this conversation, Cliff Simon, Chief Revenue Officer at Carabiner Group, shares insights on "revops-as-a-service" and the importance of understanding the customer buying journey. He emphasizes the need to work out processes manually before automating them and the value of documenting processes and concepts. 

The importance of people, consistency, and change management in scaling businesses is highlighted, as well as the considerations for choosing between HubSpot and Salesforce as CRM solutions.

The conversation also touches on the role of Pavilion in providing education and networking opportunities for revenue operations professionals. 

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Larry Long Jr., Chief Energy Officer, shares insights on the importance of investing in tools and technology for sales teams. He emphasizes the need for strong implementation and intentional use of tools to drive success. Larry also discusses the challenges faced by growing teams and the importance of maintaining culture and core values. He highlights the role of the CFO in revenue operations and the need for a holistic approach to technology implementation. Larry provides tips on leadership, motivation, and personal growth, encouraging individuals to prioritize their goals and take action.

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Channing Ferrer discusses the importance of data as an asset and the role of operations in aligning go-to-market teams. He emphasizes the need for accurate data to make strategic decisions and ensure alignment across the business. Channing also shares insights on managing technology and the decision-making process for adopting new systems. 

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In this episode, Jim Tobin describes the team structure at Ignite Social Media and how they were able to maintain their company culture during a period of high growth. 

He acknowledges that implementing new technology can be risky, but is critical for scaling your business and adapting to the ever-changing marketing landscape. 

He discusses ways to leverage AI to gain efficiencies in the content creation process and he encourages companies to be useful and memorable in their social media and marketing efforts. 

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Sales leader Jason Rozenblat discusses the importance of a strong partnership between sales and marketing, as well as the value of a robust revenue operations (RevOps) function within an organization.

He highlights the significance of data in decision-making and the challenges of working with unstructured or unreliable data. 

Jason also shares his approach to evaluating new job opportunities and how he has leveraged LinkedIn for networking and professional development.

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In today's episode, we chat with Pete Caputa, CEO of Databox, a software company that helps marketing agencies and professional services firms leverage data to drive growth for their clients. 

Prior to joining Databox, Pete built and scaled HubSpot's partner program to account for 40% of the company's revenue. Since his departure, companies like Denamico, and the solutions partner ecosystem as a whole, have had to evolve to keep up with the capabilities of HubSpot's software.

In order for companies to scale efficiently, Pete stresses the importance of transparency and visibility across business functions. He explains how his teams use their data and reporting, as well as objectives and key results (OKRs) to solve problems and optimize their performance. 

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Our guest, Jim Sheehan, reflects on his experience building PowerObjects, the number one Microsoft Dynamics CRM partner globally. 

He emphasizes the importance of 'fanatical' focus to scale a company efficiently. This includes honing in on a particular specialty or niche in the market, as well as using some form of operating system like EOS to remain focused on the right priorities.  

Jim also shares his current B2C venture, Wydaho Property Management, and how he is applying the lessons he learned from growing a B2B technology consulting firm to expand this business.  

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Rob Dwyer, VP of Customer Engagement at Happitu, describes the contact center as a ‘critical touch point’ in the full customer experience. The conversation covers the role of technology in empowering contact center reps and the challenges of technology adoption when scaling a customer service team. Rob emphasizes the importance of aligning technology purchasing decisions with business goals and shares his perspective on the use of AI in customer interactions. 

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Our conversation with Stephanie Schafer, President and Chief Growth Officer at The Social Lights, covers a range of topics including: 

• the impact of social media and AI on human behavior
• the benefits of using a phased approach to technology implementation
• the importance of using organizational frameworks or operating systems
• the evolving dynamics of company culture with remote workforces

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Today's guest, John Marcus III, describes RevOps as "an internal service organization" that supports the executives, leaders, and individual reps in a company's go-to-market teams. He emphasizes the importance of cross-functional alignment and trust between sales, marketing, and customer success. The role of RevOps is to provide a shared resource that helps these departments adapt to the changes that come with each growth stage of the company.

While technology is a key component of revenue operations, John encourages leaders to remain focused on the specific needs and goals of the organization, rather than get caught up in the latest trends.  

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Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time.

He shares several specific use cases for process automation with HubSpot's Operations Hub, including supplementing free integrations with custom field mapping and running JavaScript and Python in workflows for data enrichment and deduplication checks. 

He also touches on the benefits of using HubSpot’s AI tools for anomaly detection and data forecasting.

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Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack. 

Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology.  By incorporating feedback early on from these pilot groups, companies can identify process gaps or roadblocks before the full-scale implementation. This iterative approach enhances the effectiveness of new systems, boosts productivity for users, and fosters a culture of continuous improvement across the organization.

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In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth. 

Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the company's mission and customer success stories into everyday work to motivate and inspire employees.

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Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training.

She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find it challenging to track sales from traditional marketing efforts, they should still attempt to quantify these activities, because failing to do so could result in budget cuts. 

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Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.

Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.

Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" when implementing new systems or processes.

The episode concludes with the importance of "doing the work," rather than expecting instant results without effort. For leaders, this work includes delegation, empowering team members, and focusing on high-value activities.

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In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.

Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes. 

Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.

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In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot. 

He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions. 

Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively. 

Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes. 

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Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers.

Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to stabilize the organization.

She reflects on the highs and lows of running a company, the lessons she learned on her leadership journey, and the importance of developing a strategic plan based on mission, vision, and values.

Amy is now a Board Member for Health Partners and Executive Chair of Avio Medtech Consulting. She is excited to be part of another entrepreneurial company that values workplace culture and building relationships.

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Today's guest is George Hadjiyanis, SVP of Sales and Marketing at Parallax, a platform that helps digital agencies and software development companies improve their resource planning, margins, and utilization.

He shares his approach to evaluating and implementing new technology, acknowledging the difficulties of transitioning from older systems to modern tools. He believes having the right tools and processes in place is worth the challenge and expense because it provides visibility into data. For leaders to make informed decisions that drive business growth, data must be clean, accurate, and accessible.  

George urges companies to merge their ops roles in sales, marketing, and customer service into one revenue operations function. The revenue operations manager is responsible for data quality across those teams and their systems. This enables more holistic analysis from a 'single source of truth.'

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In this episode, we interview Charlie Saunders, the CRO and co-founder of CS2, a consulting practice specializing in go-to-market (GTM) operations for B2B SaaS companies. 

We discuss the ongoing debate within the industry about the meaning and scope of the terms revenue operations, sales ops, marketing ops, and GTM ops.

Charlie believes business leaders should approach operations as a product development cycle (similar to that of SaaS products), focused on making continuous process improvements.

Charlie also emphasizes the importance of reliable data for effective decision-making while acknowledging the challenges and expense of obtaining such data.

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Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy.

She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services firms - to protect existing revenue and grow existing accounts. Account expansion becomes easier when CS reps can articulate the value of their product or service. Daphne shares a few examples of CRMs and AI-powered solutions that enable CS teams to track and communicate value.   

Other resources mentioned in the episode:
--> Daphne's podcast, This is Growth, and the corresponding newsletter

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In this episode, Brendon Dennewill and Ryan Tansom dive into the essential pillars of entrepreneurship, exploring ownership frameworks, financial KPIs, and the critical role of systems and technology in scaling businesses. They discuss the importance of understanding a business's purpose and how it delivers value to customers, emphasizing cash flow and equity growth as keys to achieving independence and freedom. The conversation also highlights the need for true ownership and leadership alignment, along with the value of revenue operations in aligning people, processes, data, and technology. Ryan Tansom shares his insights on measuring backwards, practicing gratitude, and clarifying personal goals, all while stressing the importance of having a clear vision and purpose in business.

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In this episode, Jaime Taets joins us to explore the four pillars of the RevOps framework: people, process, data, and technology. Jaime emphasizes the critical role of leadership and clarity in scaling organizations, while also highlighting the importance of strategy, understanding the external landscape, and leveraging technology and data effectively. We discuss setting smaller goals, using metrics to motivate teams, and the need for collaboration across marketing, sales, and customer service. Jaime also addresses the challenges of tech integration and the distinction between operational and strategic planning.

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In Episode 27 of RevOps Champions, host Brendon Dennewill welcome Luke Carlson, CEO and founder of Discover Strength, to delve into the complexities of scaling franchise businesses. Carlson underscores the necessity of viewing franchisees as partners rather than employees, given their financial stake and the imperative to uphold brand standards. Drawing from the successes of iconic franchises like McDonald's, Carlson and his team embarked on a journey to understand the franchise business thoroughly and define their own approach. Key success factors discussed include meticulous location analysis and the pivotal role of selecting suitable franchisees, though understanding this process is ongoing.

Carlson shares the importance of building robust, simple systems that embody the brand's essence, ensuring they are teachable and usable by all levels within the franchise. He emphasizes the need for interconnected success among vendors, franchisees, and franchisors, drawing parallels from Ray Kroc's philosophy at McDonald's. The episode also highlights the critical balance between maintaining personal touch and leveraging technology, advocating for "rifle shot" testing of new systems before full-scale implementation to ensure efficiency and return on investment. Carlson stresses that franchisees must follow core processes and playbooks, as consistent consumer experience is paramount.

In discussing the broader challenges of scaling, the conversation touches on financial and infrastructural demands that accompany growth, as well as the continuous effort needed to sustain organizational values and culture. Carlson and the hosts agree on the importance of sustaining long-term value, ensuring franchisees' success, and maintaining economic feasibility. They explore the idea of balancing revenue growth with infrastructure investment, and Carlson shares insights on keeping the franchise model flexible yet robust to accommodate new technologies and evolving market dynamics. The episode concludes with an emphasis on long-term customer satisfaction, vendor relations, and the necessity of attracting talented individuals for sustainable franchise growth.

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In Episode 28 of the RevOps Champions podcast, Brendon Dennewill sit down with Emily Grotkin, an expert in product development and AI integration. The episode delves into the significant product announcements from HubSpot's Inbound 2024 event, focusing on Breeze AI, Breeze Intelligence, and the enhancements to Marketing Plus. Emily emphasizes the importance of these new tools in driving operational efficiency and increasing productivity for marketing and sales teams by embedding AI capabilities directly into their daily workflows. Breeze Intelligence, which leverages HubSpot's acquisition of Clearbit, aims to enrich data and provide buyer intent insights without relying on third-party integrations.

The conversation also addresses the economic challenges businesses face, such as slowing sales processes and shrinking budgets. Emily discusses how these new HubSpot tools can help businesses navigate these uncertainties by providing fast, easy-to-use solutions that unify systems and improve data governance. This is particularly crucial as companies move away from cookies and need more robust data solutions. The hosts and Emily stress the importance of maintaining clean data to maximize the effectiveness of CRM and AI tools, highlighting how Breeze AI and Breeze Intelligence can help automate data cleaning and enrichment tasks.

Additionally, a notable development from HubSpot's recent announcements is the capability to store sensitive and highly sensitive data, making HubSpot a viable CRM solution for industries like finance and healthcare. Emily suggests that businesses should take advantage of these new tools to improve productivity now and prepare for future economic recovery. The episode wraps up with a call to action for listeners to explore HubSpot’s latest product releases and consider how these advancements can be integrated into their own business strategies for maximum benefit.

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In Episode 29 of "RevOps Champions," hosted by Brendon Dennewill and featuring guest Therese Brinkman, the discussion zeroes in on the integral role of CRM technology and change management in improving marketing-sales collaboration within B2B organizations. Therese underscores that while CRMs like HubSpot can facilitate collaborative efforts, true change is driven by people and well-defined processes, rather than technology alone. The conversation highlights the Four Pillars of RevOps—People, Process, Data, and Technology—with a particular emphasis on the human element in successful CRM implementation.

The episode delves deeply into the significance of change management, distinguishing it from project management. Project managers focus on technical details like budget, timeline, and scope, whereas change managers concentrate on helping people adapt and adjust, which is vital for realizing ROI. Therese elaborates on the need for a comprehensive discovery and design phase before configuring CRM systems to meet unique industry requirements, whether in architecture, engineering, nonprofits, or franchises. The discussion also covers practical strategies for effective communication, the role of middle management, and the importance of internal change champions in driving organizational transformation.

Both Brendon and Therese stress the importance of customizing CRM tools to reduce data entry burdens and optimize efficiency for sales teams. They highlight the importance of regular feedback sessions, clear communication, and building resilience to adapt to rapid changes, such as the rise of AI technologies. By looking beyond technology and focusing on people, companies can streamline their processes, trust their data, and foster a collaborative environment that drives growth and delivers better ROI. This episode is an informative dive into the intricacies of CRM adoption and the critical role of change management in achieving successful business outcomes.

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In this episode of "RevOps Champions", host Brendon Dennewill engages in an insightful conversation with Barb Stinnett, an experienced business leader and CEO of Timaron Group. The discussion centers around the strategic use of AI in business, emphasizing that understanding AI and integrating it into strategic goals can provide a competitive edge. Barb highlights the significance of clean, organized data for effective AI usage and discusses the transition her mid-sized company made from Salesforce to HubSpot, resulting in enhanced productivity and better integration with tools like ZoomInfo.

The episode delves into the evolving nature of work-life balance and company culture, noting the generational shift towards prioritizing personal time, which contrasts with the workaholic tendencies of the past. Additionally, Barb talks about the modern work trends, such as the rise of the gig economy, where flexible roles are becoming more mainstream. The importance of aligning people, processes, data, and technology is underscored as key to successful Revenue Operations (RevOps), with practical examples of using frameworks like EOS and Six Sigma Lean to streamline processes and ensure team alignment.

Brendon Dennewill and Barb Stinnett also discuss AI competency training for C-suite executives and the necessity of aligning AI initiatives with company culture and leadership commitment. They emphasize the need to avoid deploying technology without first understanding the specific needs and identity of the company. The episode concludes with a look at the future of data, tech, and AI, encouraging businesses to prepare for rapid advancements and to leverage historical data for current problem-solving and innovation.

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In episode 51, host Brendon Dennewill and guest Brandon Wentland delve into the nuances of technology implementation and data management, focusing on how businesses can leverage these elements for strategic growth. They emphasize the necessity of understanding and manually testing new technologies before full-scale adoption to avoid operational disruptions. The conversation highlights the dual nature of data and technology as both assets and liabilities, emphasizing the significance of unified systems and reliable integrations to maintain data integrity and avoid accumulation of technology debt.

The episode underscores the importance of a holistic data view across departments to gain comprehensive insights, citing examples of efficient data utilization from major companies like Amazon. Both speakers stress the importance of ensuring data readiness before implementing AI technologies, as poor data quality can lead to unfavorable outcomes. They advocate for regular 80/20 analyses to identify which efforts drive the most value and discuss Simon Sinek's "infinite game" concept, promoting long-term strategic thinking over rapid, unsustainable growth. Leadership also plays a crucial role, with the need for realistic timelines and proper adoption strategies to ensure successful technology integration.

Brendon Dennewill and Brandon Wentland also reflect on the challenges of leading teams and transitioning business strategies, particularly under pressing circumstances like the COVID-19 pandemic. They discuss the significant pivot in Dennewill's business from a digital marketing agency to focusing on technology implementation and integration, driven by the increasing capabilities of platforms like HubSpot. Both speakers share insights on fostering a balanced organizational culture that integrates technology, processes, and people effectively. They highlight the critical role of leadership in articulating a vision, the importance of gradual change, and the need to focus on manageable initiatives to avoid stagnation and inefficiency.

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In Episode 32 of "RevOps Champions," guest Christopher Nault and host Brendon Dennewill delve deep into strategies for fostering company growth, leadership, and team culture as businesses scale from 50 to 500 employees. They underscore the importance of assembling diverse and talented teams to solve problems effectively, balancing the need for specialization with the benefits of versatility. Key discussion points include how to maintain motivation and intensity after achieving initial goals, with Christopher emphasizing that leaders should continuously focus on understanding and caring about their team's motivators to ensure collective growth alongside technological advancements.

The conversation also covers the critical role of technology and processes in scaling an organization. Both speakers discuss the importance of integrating tools like Asana for project management and the strategic use of AI to enhance productivity. Brendon highlights the need for clean data practices to ensure AI applications are effective, while Christopher emphasizes the cautious, thoughtful adoption of AI to achieve realistic outcomes. HubSpot's unified CRM system and supportive partner program are praised for their positive impact on business operations, with particular attention to HubSpot's people-first culture and community that drive better implementation and customer solutions.

Lastly, the episode explores the evolving landscape of AI and account-based marketing (ABM), drawing parallels between current AI adoption and early automotive industry growth. Christopher shares insights on the limited competition and significant market opportunities in AI enablement services. Both hosts agree that a strong company culture open to change is vital for successful technology implementations and ongoing business adaptation. They stress the importance of brand awareness and transparent marketing strategies in driving growth. Listeners are encouraged to explore further content on revopschampions.com for more insights and practical advice.

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In this episode of RevOps Champions, host Brendon Dennewill engages in a compelling conversation with guest John Aikin about the complexities of technology implementation in business. Aikin emphasizes that technology alone cannot solve business problems; it amplifies existing processes, whether they are effective or flawed. They discuss the crucial role of experienced service partners in this journey, stressing the importance of choosing the right partner from the start. They delve into the pitfalls of opting for cheaper solutions, which often results in clients returning for better service after encountering unsatisfactory outcomes. Furthermore, the conversation highlights the necessity of thoroughly vetting implementation partners, engaging with the actual team members instead of just sales representatives to ensure alignment and trust.

A key topic is Aikin's leadership evolution, where he shares valuable lessons from his journey, moving from an operational focus to an ownership perspective. He speaks candidly about learning from past mistakes and the risks of hiring close friends, which led him to establish a personal rule against it. The importance of a positive organizational culture is discussed, with Aikin advocating for a work environment that balances well-developed systems with supportive, collaborative team dynamics. This perspective is underscored by their shared experiences with both failed and successful implementations, providing insights into the challenges and rewards of effective change management and technology adoption.

The episode also touches on strategic planning and data analysis, with Aikin and Dennewill emphasizing the need for thoughtful, well-timed technology and data initiatives. They advocate for a platform-agnostic approach, focusing on business needs rather than specific tools. Brendon underscores the increasing role of CFOs in these strategic decisions, particularly in evaluating the return on investment (ROI) for technology purchases. They share stories about sector-specific CRM implementations, addressing unique challenges faced in industries like manufacturing and professional services. The conversation wraps with reflections on learning from past mistakes, the significance of staying current with technology updates, and the financial benefits of auditing and eliminating unnecessary software expenses. For more insights, listeners are encouraged to visit revopschampions.com.

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In Episode 34 of RevOps Champions, Brendon Dennewill sits down with Marc Hans from HubSpot Academy to delve into themes of business growth, technology adoption, and the critical importance of clarity and focus. Marc Hans, inspired by the podcast, speaks about a significant decision he's planning to execute, emphasizing the role of understanding your audience, identifying what makes your business unique, and maintaining a strong focus on your work and team. The discussion is rich with practical advice and anecdotes, highlighting how these principles can drive growth and effective leadership within any organization.

The episode then shifts to the challenges and opportunities in adopting new technologies such as HubSpot. Brendon addresses the allure of the "shiny object syndrome," where businesses are tempted by the latest tools without customizing them to their needs. Marc underscores the necessity of clean, well-organized data to leverage AI effectively, drawing parallels between meal experiences and client interactions with technology. Both speakers agree that establishing clear expectations and regular evaluations are crucial for staying relevant and maintaining a customer-centric approach.

Finally, Brendon and Marc explore broader themes such as the importance of an entrepreneurial mindset, the role of AI, and the four pillars of success: data, technology, process, and people. They emphasize the need for businesses to set clear objectives, understand their audience, and manage success metrics diligently. Brendon's insights into coaching and strategic planning, coupled with Marc's practical tips from HubSpot Academy, weave a narrative that stresses simplicity and clarity in achieving business success. This episode offers invaluable insights into making informed strategic decisions, effectively adopting new technologies, and maintaining a clear, customer-focused business strategy.

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In this episode of RevOps Champions, Brendon Dennewill engage with Sangram Vajre for an insightful discussion on critical aspects of Revenue Operations (RevOps). The conversation delves into the common challenges companies face in selling and renewals, emphasizing issues like customer retention and the need for expanding into additional personas or product lines. Sangram highlights the importance of having business coaches and frameworks, such as the Entrepreneurial Operating System (EOS), to guide leadership teams through these challenges, ensuring organizational alignment and clarity.

The discussion also brings to light the significant role that external advisors and frameworks play in providing the necessary strategic clarity and growth for businesses. Sangram stresses the impact of AI in enhancing business processes, noting that while AI won't replace jobs, those who effectively utilize AI will have a competitive advantage. He underscores the necessity of clean and organized data for effectively leveraging AI tools. The episode further covers customer retention strategies, the importance of managing change within organizations, and the evolving landscape of go-to-market strategies, including HubSpot's expansion and competition with larger players like Salesforce.

Towards the end, Sangram and the hosts explore the Go-to-Market Operating System, which comprises various components like RevOps, and its critical role in organizational alignment and growth. They discuss the CEO's ownership of go-to-market decisions and why some companies scale better than others, introducing concepts like the "Five Valleys of Death." The episode concludes with a reflection on the importance of integrating brand and demand, improving pipeline velocity, and ensuring customer time to value and expansion—all essential for maintaining a healthy net revenue retention (NRR). This episode offers B2B leaders invaluable perspectives and actionable strategies to navigate the complexities of the modern business environment effectively.

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In this episode of RevOps Champions, Brendon Dennewill engage with David Pflum, an industry leader in the HVAC sector, to discuss how crises can drive innovation, the significance of robust business processes, and the role of people and technology in achieving scalable growth. Pflum highlights how market changes pushed his company, DriSteem, to develop a groundbreaking product and stresses the shift from custom to configurable products to enhance scalability. He shares valuable insights from his career in niche HVAC markets and underscores the importance of efficient, end-to-end business processes over purely custom solutions.

The discussion also delves into team dynamics and the essential role diverse, skilled teams play in business success. Both speakers emphasize the importance of people as a company's greatest asset and the need for effective change management when implementing new technologies. Pflum explains how the integration of data tools like Zoho with ERP systems revolutionized their operations, highlighting the transition from paper reports to cloud-based IT systems for better data access and decision-making. This shift has allowed DriSteem to nearly double its revenue with minimal headcount increase, showcasing the power of leveraging technology for high ROI.

Additionally, the episode touches on the importance of ISO certification in maintaining rigorous business standards, with Pflum discussing how ISO processes impact change management and overall operations. The conversation expands into the potential and risks associated with AI in marketing, sales, and customer service, emphasizing that clean, organized data is crucial for AI readiness. The hosts and Pflum agree on the critical need for strong data management practices to ensure technology benefits the business rather than becoming a costly liability. The episode wraps up with insights into decision-making and the need to align technological advancements with business strategies for sustainable growth.

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There’s no shortage of data to tap into as a business leader. When used properly, data can propel the company to new heights. But there’s also the possibility of disorganized data or data overwhelm. Departments that don’t necessarily talk to one another don’t share data resources, especially if those resources are in a format like a PowerPoint or a PDF. Even when those resources are shared, they aren’t easily searchable. 

Did you know the average knowledge worker spends 20-25% of their time simply looking for answers? That’s the problem that inspired this week’s RevOps Champions guests Scott Litman and Dan Mallin, founders of Lucy.ai. 

Seasoned entrepreneurs, Dan and Scott - who previously led and sold a very successful Salesforce practice - led their company’s growth with a focus on the customer problem and used their early-stage feedback from users to let the product mature. Building a team wasn’t a new concept for them, but they knew from past experience that the more they could integrate their team’s work together, the more employee loyalty they’d have alongside better company results overall. 

Host Brendon Dennewill, Scott, and Dan get into why companies need to consider embracing technology, the importance of integrating all your teams as early as possible to prevent silos, and what to expect on a successful entrepreneurial journey. 

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Child hunger has always been a problem. Although schools provide food for all kids on weekdays, it doesn’t solve the problem of children going hungry over the weekend if their families cannot afford enough food during weekends. As a result, students feel sluggish and moody when Monday comes.

Some students even sneak some food into their pockets to take home so they don’t go hungry over the weekend. Clearly, child hunger is a huge problem that requires immediate solutions. Luckily, two young gentlemen came up with an idea that's changed both their and the hungry children's lives.

In the new episode of RevOps Champions, Brendon Dennewill welcomes Rob Williams, the President and Founder of Every Meal, a non-profit organization that helps fight child hunger. They dive into the exciting beginnings of Every Meal, its most distinguished programs, challenges, and why cultural and situational food relevancy matters when providing meals to specific groups of people.

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A robust strategy is not the only secret ingredient for the success of any business. While strategy plays a vital role in achieving business goals, it's important to have the right people on your team and focus on them primarily. That way, entrepreneurs have the opportunity to "fill up the whole circle" and grow their companies.

But what challenges does this process bring? How do entrepreneurs use the idea of "right person, right seat" to identify which people are right for their business? And what happens if the person is sitting on the wrong seat? By focusing on these aspects, a company can bring more value to its clients.

In the new episode of RevOps Champions, Brendon Dennewill chats with Chris Heim, the President and CEO of AbeTech, which focuses on barcode, RFID, and IoT tech in the manufacturing space. They get into why business is about people, the key ingredients of business success, and what the idea of "digital" actually means.

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RevOps is a fairly complex business function and data and alignment are its two most vital parts. When companies leverage data to achieve more and combine it with great marketing, sales, and service alignment, they can expect tremendous success.

But other aspects, including sales comp, territory structuring, headcount planning, target setting, and change management, also play a vital role in a company's success. They are an essential part of thorough planning, and companies shouldn't rush with it.

In this episode of RevOps Champions, Brendon Dennewill introduces the listeners to Channing Ferrer, the VP of Sales Operations & Strategy at HubSpot. They get into the essential aspects of RevOps, the idea of business planning, and the answers to the most frequently asked questions regarding sales operations.

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Moving from hardware to software and focusing on automation is what most companies — both tech and traditional ones — aim for. But, that transition is far from easy and not without its challenges. 

That's why every company needs to answer a few questions before diving into it. The most critical ones are: a) What is the purpose of our business? b) Do we have a skilled team? c) Is our leadership prepared for such a shift?

In this episode of RevOps Champions, Brian McLaughlin, the CEO of Alula, joins our host Brendon Dennewill to discuss the most common challenges tech companies like Alula face. Brian and Brendon also touch upon the importance of trust and collaboration between the sales and marketing team as a prerequisite for business growth.

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Unlike marketing and sales, RevOps is a relatively new player in the field. And that's the main reason why marketers and people in general usually don't understand it completely.

While RevOps is often described as a method that helps businesses generate more revenue, other RevOps masterminds have a broader perspective on its significance. But no single definition can encompass the real essence of RevOps — it's like a three-layered cake where the taste of each layer is equally dominant.

In the latest episode of RevOps Champions, our host Brendon Dennewill welcomes Alison Elworthy, the EVP of Revenue Operations at HubSpot. They get into the meaning of RevOps, its three pillars, the challenges that led to investing in RevOps teams, and how they, at HubSpot, perform RevOps on a daily basis.

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