Rise of RevOps

This episode features an interview with Kieran Snaith, VP of Revenue Operations at Qualified, the pipeline generation platform for revenue teams that use Salesforce.Kieran describes how, in a world of inbox overload, we can catch the attention of potential customers. He also explains how his team harnesses the power of real-time engagement to drive conversions. Guest BioIn his over two years at Qualified, Kieran was the Director of Revenue Operations before moving into the role of VP. He has previous experience at SurveyMonkey, LeadIQ, and GetFeedback. A skilled business developer and strategist, Kieran has experience driving teams to success. He lives in Belmont, California.Guest Quote“This stuff is hard. There's a lot going on. You're going to be surrounded by challenges. Really work with the cross functional leaders to get that buy in on the top priorities. Focus on those. We've been in times where we've just had too much going on at a given time. And we're doing, you know, too many things at 95%. Really focus on the things that are going to impact the metrics that matter the most to you. Prioritize that, get the cross functional buy in and take those on.”Time Stamps**(01:05) Defining RevOps**(01:30) Building a RevOps function**(08:42) Creating a strategy**(13:17) BDRs and SDRs**(21:03) Why you have to respond quickly**(25:15) RevObstacles**(29:56) RevOops**(38:10) The Tool Shed**(42:16) Quick HitsSponsorRise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links Find Kieran on LinkedInFind Ian on LinkedinCheck out Qualified’s Website

Today, we’re taking a look back on our most recent season. We’ve heard from some incredible minds in the Revenue Operations space, and one of our favorite parts of every conversation is hearing how guests define “RevOps.” Each definition is a little different, and each definition brings something new to the RevOps table. Let’s take a quick look back at some of those conversations. How do our guests define RevOps? Why is RevOps important? And what do you need to know to make your RevOps team successful?Guests featured:Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicksTodd Thomas, Chief Revenue Officer at Aiden AutoScott Hoffman, Chief Revenue Officer of GFT USAKiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.Brian Tully, Chief Revenue Officer at GoldcastJamie Anderson, Chief Revenue Officer of EmburseCharles Lu, VP of Operations at LexCheckSaima Rashid, Senior Vice President of Revenue Analytics at 6senseJason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRMJohn Foong, CRO of Domain Group--Time Stamps(00:55) -  Michelle Torrey-Teunissen, Chief Revenue Officer at 6clicks(01:56) - Todd Thomas, Chief Revenue Officer at Aiden Auto(04:09) - Scott Hoffman, Chief Revenue Officer of GFT USA(05:07) - Kiva Kolstein, President and Chief Revenue Officer at AlphaSense, Inc.(07:38) - Brian Tully, Chief Revenue Officer at Goldcast(09:49) - Jamie Anderson, Chief Revenue Officer of Emburse(12:29) - Charles Lu, VP of Operations at LexCheck(15:11) - Saima Rashid, Senior Vice President of Revenue Analytics at 6sense(18:15) - Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM(20:33) - John Foong, CRO of Domain Group—SponsorRise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links Connect with Jason on LinkedInCheck out QualifiedLearn more about Caspian Studios

Today Ian interviews John Foong, CRO of Domain Group. Domain is one of the largest property marketplaces and portals in the Southern Hemisphere. John tells us how to leverage metrics rather than drown in data, and how to demonstrate your business’ value, even in a tight market. He also describes how you should treat frequent flyers; what John calls his best customers. Guest Bio:John joined Domain as CRO in September 2021, having previously held senior leadership roles at Uber, Google and McKinsey & Co. John has focused on accelerating Domain‘s marketplace strategy leveraging Domain mantra of “Better Together”. John’s focus is helping agents build sustainable and effective businesses by offering a set of connected solutions to supercharge agents workflow to complete today's tasks in half the time. He was ranked #36 in Elite Agent’s “Most influential leaders in Australian real estate” at the end of 2022.John has a Bachelor of Commerce Honours from degree UNSW and an MBA and Masters in Education from Stanford University, where he was the Class President.Guest Quote:“You can easily spend a lot of time reviewing metrics, collating metrics, trying to clear out all the noise so those metrics are reasonable and comparable. And the useful question I find in trying to figure out that middle ground, that optimal point of metrics, is that question of, ‘so what?’ Or put differently, if I have this metric, if I measure it, will it help me make a different management decision in a timely way? What’s the so what?” - John FoongTime Stamps:**(00:50) - John’s role at Domain**(01:33) - Defining RevOps**(06:48) - Building RevOps Strategy**(11:45) - RevObstacles **(14:28) - RevOops**(25:10) - The Toolshed **(36:41)  - Quick Hits Sponsor:Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with John on LinkedInConnect with Ian Faison on LinkedinCheck out the Domain Group Website

Go-to-market leaders have to fill a lot of roles. Today’s guest says that, of many jobs, his most important role is fueling revenue success. This episode features an interview with Jason Rushforth, Senior Vice President and General Manager for the Americas at SugarCRM. SugarCRM is a CRM software that helps marketing, sales, and service teams reach peak efficiency through better automation, data, and intelligence so they can achieve a real-time, reliable view of each customer. Jason emphasizes the importance of doing your research and asking questions to set yourself up for success. He and Ian talk building pipeline, critical tools, and aligning cross-operational teams.Guest Bio:As SVP and GM, Americas, Jason Rushforth brings more than 20 years of product and SaaS experience to SugarCRM – all of it in CRM and CX. He is a respected technology industry veteran; his most recent role as VP and GM for Infor saw him implementing the vision and execution of their Customer Experience suite of solutions.Prior to Infor, Jason was VP of Industry Solutions and Enterprise Sales at Oracle, where he joined via the acquisition of Eloqua and was responsible for top line revenue growth of the $750B Marketing Cloud. He served Eloqua as the GM of Industry Solutions and drove the go to market strategy for specific applications, resulting in a 1B+ sale to Oracle. Jason was also President of Front Office Solutions at CDC Software (now Aptean), and on the board of directors for Marketbright (now Act-On).Armed with years of knowledge in building out both MarTech and CRM stacks, Jason is a subject matter expert in the discipline of customer service, with thousands of speaking engagements under his belt. He is passionate about education and thought leadership, and energized to build relationships with customers, analysts and prospects.—-----Guest Quote:“We're putting an emphasis on doing your research and qualification, asking the tough questions, because that sets the table for what a future successful outcome looks like. And there's so many data points around a customer or prospect. With a high degree of curiosity, with some structure around it, you can go into a meeting a lot more prepared to ask the hard questions by just understanding the general landscape of that company.”-----Time Stamps:**(00:15 ) - Jason’s start**(01:45) - Defining RevOps**(02:58) - Why RevOps is like a cake**(05:49) - Building a RevOps Team**(23:17) - RevObstacles **(31:39) - The Toolshed **(41:36)  - Quick Hits —Sponsor:Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. —Links:Connect with Jason on LinkedInConnect with Ian Faison on LinkedinCheck out the SugarCRM Website

This episode features Charles Lu, VP of Operations at LexCheck. LexCheck accelerates contract review and streamlines negotiations by delivering redlines and issues lists in minutes while ensuring consistency across contracts. There, Charles is responsible for executing the C Suite's strategies to grow its product offerings and customer base.Charles explains how he uses RevOps as a strategic tool for not only tracking revenue, but assessing performance and identifying areas for improvement. He also describes the biggest challenge in modern sales leadership: balancing creativity and process to empower teams while providing insights on performance.---Guest BioCharles Lu is the VP of Operations at LexCheck where he is responsible for executing the C Suite's strategies to grow its product offerings and customer base. With a background in law, Charles has served as an M&A Associate at leading law firms such as Latham & Watkins and Goodwin. He holds a J.D. from the University of Michigan Law School and a BASc in Mechanical Engineering from the University of Waterloo. In his current position, Charles leverages his legal expertise and engineering knowledge to drive operational excellence at LexCheck. With a Juris Doctor degree, he possesses a comprehensive understanding of the legal intricacies. Additionally, his Bachelor of Applied Science in Mechanical Engineering equips him with a versatile skill set. Charles' multifaceted background makes him a valuable asset in executing growth strategies at LexCheck. His commitment to operational excellence and deep understanding of the legal industry contribute to advancing the company's impact on the legal tech industry.---Guest Quote“One of the mantras that I live by is that time kills all deals, right? Inactivity kills all deals. Open decision points will kill a deal, right? And so the challenge that we solved was taking those exit criteria and boiling them down to can you write a proposal for this client. Not a proposal that they need necessarily to sign. But can you write a proposal that will basically set out something that we can provide them that will provide them value.”---Time Stamps00:24 - How Charles got started01:54 - Defining Revenue Operations06:46 - RevObstacles15:14 - Scaling legal review26:26 - RevOops29:20 - The Tool Shed35:56 - Quick Hits---SponsorRise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. ---Links Connect with Charles Lu on LinkedInConnect with Ian Faison on LinkedinCheck out LexCheck