Your GTM message has an incredibly difficult task: to speak to the people who will love your product and take them from a place of disinterest and zero context to a place of understanding and excitement. When done well, it’s pure magic. I think that every GTM and ops professional should be familiar with how to do this, and so I asked my old boss, Mitch Solway, to join me for a masterclass in messaging. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't...

Refine Labs has changed the course of B2B marketing over the past few years. Challenging conventions on attribution and funnel tracking and championing new ways of generating demand, this agency has broken pretty much every mold and driven the conversation and debate. Today we're joined by SVP of Marketing Sidney Waterfall, who produces much of the Refine Labs IP and brings together both deep demand gen and RevOps expertise. In this in-depth discussion we unpack the nitty-gritty of the...

In a world where we have so much tech, it's amazing that revenue planning and forecasting remain relatively primitive in most companies. You could have literally a million dollar tech stack and yet still be creating your business plan with a spreadsheet and forecasting results with a best guess from sales. Today we look at how to go beyond the spreadsheet paradigm with the CEO of Growblocks, a revenue planning and analytics platform. We'll explore whether it's possible to have a truly...

What lies ahead for marketing operations? How can it become more strategic and impactful? Darrell Alfonso has spent the past ten years answering these questions through his work at companies like AWS and Indeed. He's also dedicated himself to moving the discipline of marketing ops forward as an author, teacher, speaker, and thought-leader. In this episode, he shares his vision of how marketing operations can encompass both strategy and technical expertise and describes how MOPS practitioners...

Benjamin Marchal is perhaps the most effective revenue operator I've ever met. We work together, and so I've been fortunate to collaborate with Ben often. I've learned a ton from studying him in action. However I wanted to go deeper into exactly how he's so effective while shouldering massive responsibility as COO of a $50 million ARR company. We go deep into his vision of operations and unpack the mindset, routines, and methodologies that help him be successful. Thanks to Our...

Sanford (“Sandy”) Whiteman is a legend in the Marketo world. A software developer by trade, he’s one of a small handful of engineers who have focused specifically on marketing platforms and problems - not merely as a one-time project or side interest but as a dedicated speciality. Sandy is the #1 all-time contributor in the Marketo product community with over 23,500 posts and an honorary community moderator designation. He's also been a great friend and teacher to me over the years and a...

Today we're joined by Jen Igartua, a RevOps leader and 10+ year operations consultant. We discuss her vision of the go-to-market engine as a product, how to ensure the work of RevOps is aligned with C-level priorities, and the importance of focus for enabling deep work. Jen shares some awesome knowledge here for how RevOps teams can achieve greater impact and how operators can level-up their careers. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know...

Note: I've also shared a full video version of this episode, where you can see me screen share everything I'm describing. You can find it here: Documentation Episode - Full Video I’m incredibly (absurdly? ridiculously?) enthusiastic about documentation. Part of that is just my personality, but it’s also because I’ve seen what a game-changer good documentation can be. This first hit home when I started consulting. It was incredibly stressful (in the very early days) to work on poorly...

Data is the raw material we work with in marketing. You can come up amazing campaign ideas. You can even build them out. But if your data is junk, everything falls apart. Today's guest spent a decade building Digital Pi, a top marketing automation agency, and is now making a pivot to customer data ops. We chat about the data problems facing revenue teams, the issues with traditional data warehouse approaches, and why Syncari is his data platform of choice. About Today's Guest Ryan Vong is a...

About the EpisodeOperations can be difficult in organizations of any size, but in large companies, there are special challenges. What does it take to succeed as an ops leader in the world's biggest enterprises? Today's guest is a former marketing ops leader from Marketo, Adobe, Slack, and Salesforce. He delivers a master class on navigating enterprise complexity. About Today's Guest Paul Wilson has been a sales and marketing leader, consultant, and marketing operations executive at some of...

About the EpisodeB2B Marketing can be broadly grouped into eras based on specific go-to-market strategies that were dominant at the time. Today's guest played a pivotal role in the development of not just one but two (!) of these era-defining strategies: lead generation / content marketing and account-based marketing (ABM). About Today's Guest Jon Miller was the co-founder and first CMO of Marketo, CEO of Engagio, and CMO of DemandBase. From Jon's LinkedIn: "Jon has played a pivotal role in...

Hi I'm Justin 👋 - creator and host of RevOps FM. In this short trailer episode, I walk through why I created the podcast and what you can expect. There's lots of RevOps content out there - so why listen to this show? One unique feature is that I'm not selling or representing any particular product or point of view. My main goal is to figure out what works and how to be the best RevOps leader/practitioner I can be. That curiosity and desire to learn is the driving force of the show, and it...