OpsStars Podcast

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share his skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.

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.

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, shares 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.

Sean Lane, VP of Field Operations at Drift, joins us to share how operations can play an instrumental role in designing and ensuring a great customer experience.

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.

In this episode of the OpsStars Podcast, Rachael McBrearty is joined by Jon Miller, CMO at Demandbase. They discuss why using data to drive account intelligence can help sales and marketing teams be more relevant, different types of data, and how to apply the data strategically.

TJ Macke, former SVP of Strategy at Sapper Consulting, shares his thoughts on the current inflection point sales teams are experiencing. He also talks about 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.

Crissy Vetere-Saunders is the CEO and Co-Founder of CS2 Marketing, an agency focused on the three P’s of digital marketing, people, processes, and performance. Crissy shares her insight on the evolution of the marketing operations role in a dynamic environment.

In this episode of the OpsStars Podcast, Kerry Cunningham, Research 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.

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack - because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?

Mary Shea, Global Innovation Evangelist at Outreach, joins us to share insights on the new era of digital sales transformation and how leaders are leveraging new strategies, technology, training, diversity, equity, and inclusion to drive success at their organizations.

Pat Oldenberg, Vice President of Demand Generation Operations at Motive, joins us in today’s episode of the OpsStars podcast to share his insights on scaling business processes while transitioning from small and medium-sized clients to account-based enterprise-level customers.

Chris Van’t Hof, Director of Revenue Operations at CB Insights, joins us in today’s episode of the OpsStars podcast to share his expertise and experience building a top-notch RevOps team.

Seth Wylie, Director of CS Ops and Admin Community at Gainsight, shares how customer success 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.

Joe McNeill, Chief Revenue Officer at Influ2, shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

Ross Nibur, Director of Operations at Toast, shares how he built his operations team and how we can successfully hire and train a high-performing group of operators.

In this episode of the OpsStars Podcast, Evan Liang, CEO & Co-Founder of LeanData, joins Rachael to talk about the revenue tech stack - because who better to share his perspective on this fast-evolving landscape within which LeanData sits at the center?

Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share the skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.

Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.

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.

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.

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.

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.

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.

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.

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.

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.

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.