OpsStars - A RevOps Podcast

The Balancing Act: Achieving Fairness and Efficiency in Territory Design with Kevin Davis, Co-founder and CEO of BoogieBoard.ai

In this insightful episode of the OpsStars podcast, Kevin Davis, Co-founder and CEO of BoogieBoard.ai, joins host Don Otvos to unravel the complexities of territory planning in sales organizations. Kevin shares his unique journey from being a sales representative at NetSuite and Google Cloud to founding a company that's changing the game in territory management. Kevin discusses the pain points he experienced as a salesperson and later as a RevOps professional, which led him to create BoogieBoard.ai. He explains how the traditional spreadsheet-based approach to territory planning is inefficient and often leads to perceived inequities among sales teams. Kevin then delves into how BoogieBoard.ai addresses these challenges by providing a data-driven, automated approach to territory design that ensures fairness and balance. Throughout the conversation, Kevin and Don explore the importance of stakeholder alignment, the role of data quality in territory planning, and the need for flexibility in territory design. They also discuss the concept of "balance goals" and how it contributes to creating equitable territories. Kevin shares success stories from clients like Watershed and Challenger, demonstrating how BoogieBoard.ai has transformed their territory planning processes. Episode resources * Kevin Davis on LinkedIn [https://www.linkedin.com/in/kevinboogie/] * BoogieBoard.ai on LinkedIn [https://www.linkedin.com/company/boogieboard/] * BoogieBoard.ai Website [https://boogieboard.ai/] * Join the OpsStars Community [https://www.ops-stars.com/community/] If you enjoyed this episode, then please either: * Subscribe, rate, and review on Apple Podcasts [https://apple.co/3iu0ddQ] * Follow on Spotify [https://spoti.fi/3DaVQwo] * Check out OpsStars Podcast [https://podcasts.bcast.fm/opsstars-podcast] OpsStars Podcast is hand crafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=confessions-of-a-b2b-marketer] Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing Check out our three most downloaded episodes: * What It Means To Be An OpsStar with Kimberly Galitz [https://podcasts.bcast.fm/e/v85r4l1n] * Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett [https://podcasts.bcast.fm/e/v85rj6wn] * True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson [https://podcasts.bcast.fm/e/182mj4wn]

RevOps AF: Breaking Down Silos and Building a Data-Driven Future with Camela Thompson, Head of Marketing at Rev Ops Co-op

In this insightful episode of the OpsStars podcast, Camela Thompson, Head of Marketing at RevOps Co-op, shares her unique journey from finance to revenue operations and her current mission to shape the future of RevOps. Host Don Otvos and Camela dive deep into the challenges faced by revenue operations professionals in breaking down silos, the importance of data-driven decision making, and strategies for effective board presentations. Camela brings a wealth of experience from her roles in finance, sales operations, customer success operations, and system administration. She emphasizes the critical importance of empathy in RevOps and shares valuable insights on optimizing team handoffs, leveraging data analytics in marketing strategies, and aligning RevOps initiatives with overall company objectives. Throughout the episode, Camela and Don discuss the evolution of RevOps, the need for a balanced approach across marketing, sales, and customer success, and the challenges in changing executive mindsets. They also explore the importance of consistent metrics reporting, the value of insights over raw data, and strategies for RevOps professionals aiming to move into executive roles. Episode resources * Camela Thompson on LinkedIn [https://www.linkedin.com/in/camela-thompson/] * RevOps Co-op LinkedIn [https://www.linkedin.com/company/revopscoop/] * RevOps Co-op Website [https://www.revopscoop.com/] * Join the OpsStars Community [https://www.ops-stars.com/community/] If you enjoyed this episode, then please either: * Subscribe, rate, and review on Apple Podcasts [https://apple.co/3iu0ddQ] * Follow on Spotify [https://spoti.fi/3DaVQwo] * Check out OpsStars Podcast [https://podcasts.bcast.fm/opsstars-podcast] * Instructions on how to rate and review the OpsStars Podcast can be found here [https://www.fame.so/follow-rate-review] OpsStars Podcast is hand crafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=confessions-of-a-b2b-marketer] Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing Check out our three most downloaded episodes: * What It Means To Be An OpsStar with Kimberly Galitz [https://podcasts.bcast.fm/e/v85r4l1n] * Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett [https://podcasts.bcast.fm/e/v85rj6wn] * True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson [https://podcasts.bcast.fm/e/182mj4wn]

Rethinking Your CRM: The Case for Contacts over Leads with Kyle Sosa, Marketing Operations Leader at Etumos

In this insightful episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins host Don Otvos to delve into the transformative shift from traditional lead-based models to a contact-only approach in CRM systems. With his extensive experience in marketing technology and operations, Kyle provides valuable insights into the benefits, challenges, and best practices for implementing this significant change. Kyle shares his journey from media and political consulting to becoming a RevOps expert, highlighting how his diverse background shapes his approach to sales and marketing operations. He discusses the intricacies of transitioning to a contact-only model, including the impact on sales processes, data management, and cross-functional collaboration. Throughout the conversation, Kyle offers practical advice on: * Evaluating whether a contact-only model is right for your organization * Gaining buy-in from sales leadership and other stakeholders * Implementing best practices for data accuracy and routing * Addressing common challenges in the transition process * Leveraging technology to support the new model This episode provides a comprehensive look at the evolving landscape of CRM management and offers valuable lessons for companies considering or undergoing similar transformations in their sales and marketing operations. Episode resources * Kyle Sosa on LinkedIn [https://www.linkedin.com/in/kyle-sosa18/] * Etumos on LinkedIn [https://www.linkedin.com/company/etumos/] * Etumos Website [https://etumos.com/] * Join the OpsStars Community [https://www.ops-stars.com/community/] If you enjoyed this episode, then please either: * Subscribe, rate, and review on Apple Podcasts [https://apple.co/3iu0ddQ] * Follow on Spotify [https://spoti.fi/3DaVQwo] * Check out OpsStars Podcast [https://podcasts.bcast.fm/opsstars-podcast] OpsStars Podcast is hand crafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=confessions-of-a-b2b-marketer] Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing Check out our three most downloaded episodes: * What It Means To Be An OpsStar with Kimberly Galitz [https://podcasts.bcast.fm/e/v85r4l1n] * Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett [https://podcasts.bcast.fm/e/v85rj6wn] * True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson [https://podcasts.bcast.fm/e/182mj4wn]

Navigating the Shift from Seat-Based to Consumption-Based Pricing with Ilana Matro, Senior Manager of Sales Operations at MongoDB

In this insightful episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins host Don Otvos to delve into MongoDB's transformative journey from a license-based model to a consumption-based go-to-market strategy. Ilana shares her unique perspective on the challenges and opportunities this shift presents, drawing from her diverse background in media, political consulting, and IT operations. Ilana discusses the intricacies of developing a new forecasting model for consumption-based pricing, highlighting how it differs from traditional methods and the impact on various roles within the organization. She explains how this shift has necessitated changes in sales processes, customer success strategies, and even the profiles of sales representatives MongoDB seeks to hire. Throughout the conversation, Ilana offers valuable insights on: * The challenges of forecasting in a consumption-based model * Changes in roles and responsibilities across the organization * The importance of aligning the tech stack with the new business model * Strategies for effective change management during this transformation This episode provides a comprehensive look at the operational complexities involved in shifting to a consumption-based pricing model and offers valuable lessons for companies considering or undergoing similar transformations. Episode resources * Ilana Matro on LinkedIn [https://www.linkedin.com/in/ilana-matro/] * MongoDB on LinkedIn [https://www.linkedin.com/company/mongodbinc/] * MongoDB Website [https://www.mongodb.com/] * Join the OpsStars Community [https://www.ops-stars.com/community/] If you enjoyed this episode, then please either: * Subscribe, rate, and review on Apple Podcasts [https://apple.co/3iu0ddQ] * Follow on Spotify [https://spoti.fi/3DaVQwo] * Check out OpsStars Podcast [https://podcasts.bcast.fm/opsstars-podcast] OpsStars Podcast is hand crafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=confessions-of-a-b2b-marketer] Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing Check out our three most downloaded episodes: * What It Means To Be An OpsStar with Kimberly Galitz [https://podcasts.bcast.fm/e/v85r4l1n] * Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett [https://podcasts.bcast.fm/e/v85rj6wn] * True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson [https://podcasts.bcast.fm/e/182mj4wn]

Human-Centric RevOps: The Intersection of People, Process and Technology with Jeremy Steinbring, Founder of Revonix Consulting

In this insightful episode of the OpsStars podcast, Jeremy Steinbring, Founder of Revonix Consulting, shares his unconventional journey from audio engineering to becoming a RevOps expert. Host Don Otvos and Jeremy dive deep into the challenges faced by fast-growing startups in managing their tech stacks and the importance of maintaining a human-centric approach in the age of AI. Jeremy discusses how his background in customer service at Apple and his experience in various startup roles shaped his unique perspective on RevOps. He emphasizes the importance of understanding customer needs, effective communication, and the balance between technology implementation and business goals. The conversation covers a wide range of topics, from tech stack optimization and the dangers of "tech confetti" to the evolving role of AI in revenue operations. Throughout the episode, Jeremy shares valuable insights on how Revonix helps startups streamline their operations, reduce unnecessary tech bloat, and align their technology investments with their business objectives. He also offers a thoughtful perspective on the future of RevOps, including the potential impact of AI on traditional roles and the importance of adapting to these changes. Episode resources * Jeremy Steinbring on LinkedIn [https://www.linkedin.com/in/jeremysteinbring] * Revonix Consulting on LinkedIn [https://www.linkedin.com/company/revonyx/] * Revonix Consulting Website [https://www.revonyx.io/] * Join the OpsStars Community [https://www.ops-stars.com/community/] If you enjoyed this episode, then please either: * Subscribe, rate, and review on Apple Podcasts [https://apple.co/3iu0ddQ] * Follow on Spotify [https://spoti.fi/3DaVQwo] * Check out OpsStars Podcast [https://podcasts.bcast.fm/opsstars-podcast] OpsStars Podcast is hand crafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=confessions-of-a-b2b-marketer] Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing Check out our three most downloaded episodes: * What It Means To Be An OpsStar with Kimberly Galitz [https://podcasts.bcast.fm/e/v85r4l1n] * Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett [https://podcasts.bcast.fm/e/v85rj6wn] * True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson [https://podcasts.bcast.fm/e/182mj4wn]