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Go-to-Market Excellence

In each episode, we discuss with forward-thinking B2B leaders the innovative tools and data-driven strategies that give them an edge in today’s market.

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The Data Room

In each 15-20 minute episode, we share actionable tips and best practices to strategically optimize your go-to-market data - whether that's in your CRM, sales tools, or marketing platforms.

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1 min read

What's the Best Way to Build RevOps: In-house vs. Outsourced vs. Hybrid

By The Data Room on Jun 30, 2022 3:23:36 PM

In Episode 21, scaleMatters CEO and Co-Founder Scott Stouffer shares a five-part framework for determining how to build your RevOps function.

Topics: The Data Room Revenue Operations
1 min read

RevOps Done Right for B2B Companies in Growth Mode

By The Data Room on Jun 14, 2022 3:47:12 PM

In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into what RevOps "Done Right" looks like for companies looking to scale:

Topics: The Data Room Revenue Operations
1 min read

Tangible Ways RevOps Improves Your Probability of Success as a Growing B2B Company

By The Data Room on Mar 16, 2022 9:25:44 AM

B2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and potentially raise more funding. 

Topics: The Data Room
1 min read

Data Analyst or RevOps Leader: Who's the First Hire for B2B Startup CEOs?

By The Data Room on Feb 16, 2022 8:38:48 AM

You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine?

Ideally, you’d have enough capital to hire both, but that’s rarely the case.

Topics: The Data Room
1 min read

B2B Startups: When is it Too Early to Invest in RevOps?

By The Data Room on Feb 9, 2022 8:00:00 AM

As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus. 

Topics: The Data Room
1 min read

Raising Series A? Why You Should Include RevOps in Your 100-Day Plan

By The Data Room on Feb 2, 2022 8:57:00 AM

Raising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you can scale. But now what?

Topics: The Data Room
1 min read

What Good RevOps Solves at Series Seed, A, B

By The Data Room on Jan 26, 2022 8:00:00 AM

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations.

Topics: The Data Room
1 min read

Why Early/Growth Stage B2B Startup CEOs Need to Start Caring About RevOps

By The Data Room on Jan 19, 2022 8:00:00 AM

B2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business.

In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth.

In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup:

Topics: The Data Room
1 min read

What Does RevOps Actually Bring to the Table for Bootstrapped B2B Startups?

By The Data Room on Jan 12, 2022 8:00:00 AM

All startup CEOs care about revenue. But if you’re bootstrapped, do you need to care about revenue operations?

Topics: The Data Room
1 min read

Applying Lean Six Sigma Principles to Revenue Operations

By Go-to-Market Excellence on Dec 27, 2021 8:00:00 AM

Lean Six Sigma is a lot like a Swiss army knife. It provides the tools to handle just about any challenge that a business can throw at you.

Topics: Go-to-Market Excellence
1 min read

The Case for Hiring a Business Analyst Before a RevOps Leader

By Go-to-Market Excellence on Dec 20, 2021 8:00:00 AM

You’re the CEO of a startup. Who do you hire first? A business analyst or a head of RevOps?

Topics: Go-to-Market Excellence
1 min read

Solving Data Hygiene Issues, Ops Team Building, and Customer Journey Mapping

By Go-to-Market Excellence on Dec 13, 2021 8:00:00 AM

Data hygiene is a common challenge in many startups. Most organizations aren't aware of the importance of establishing a single source of truth for the whole organization from the beginning.

Topics: Go-to-Market Excellence
1 min read

Hypergrowth GTM Leaders Should Be Best Friends with RevOps + CS + Product

By Go-to-Market Excellence on Dec 6, 2021 8:00:00 AM

High-performing GTM leaders in hypergrowth companies make it a priority to cozy up with data, RevOps, CX, and product.

Why?

Topics: Go-to-Market Excellence
1 min read

How Remote Learning for GTM Teams Dramatically Improves Outcomes

By Go-to-Market Excellence on Nov 29, 2021 8:00:00 AM

When COVID hit, Toby Carrington, EVP of Global Operations, and the rest of the leadership team at Seismic had just completed their SKO in early 2020.

Topics: Go-to-Market Excellence
1 min read

Tangible Ways RevOps Can Provide Strategic Value to the C-Suite

By The Data Room on Nov 17, 2021 8:00:00 AM

How can RevOps leaders get a seat at the executive leadership table? Here’s a secret: The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department.

Topics: The Data Room
1 min read

You Can't Scale Marketing Winning 0.1% of Leads

By Go-to-Market Excellence on Nov 15, 2021 8:00:00 AM

With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.

Topics: Go-to-Market Excellence
1 min read

This is Why Periodic CRM Data Cleanups Fail

By The Data Room on Nov 10, 2021 8:00:00 AM

Have you ever had to clean up your CRM? If you’re like most RevOps leaders, it’s a regular chore to audit CRM data and ensure all the data is standardized.

Topics: The Data Room
1 min read

Breaking Down the Issues With Multi-Touch Attribution Reporting

By The Data Room on Nov 4, 2021 8:00:00 AM

Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary?

For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting:

Topics: The Data Room
1 min read

Strategic Alignment & Planning, NOT Silos & Scrambling

By Go-to-Market Excellence on Nov 1, 2021 8:00:00 AM

In enterprise sales, you can’t save the quarter with last-minute prospecting.

It just doesn’t work.

Topics: Go-to-Market Excellence
1 min read

How to Best Figure Out Your Tech Company's Competitive Positioning

By The Data Room on Oct 27, 2021 8:00:00 AM

An important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way to position yourself in relation to your perceived competition.

Topics: The Data Room
1 min read

G2's GTM Advantage: Happy People, Rigorous Planning, Buyer Intent Data

By Go-to-Market Excellence on Oct 25, 2021 8:00:00 AM

G2 crossed $50M in ARR in 2020.

That’s rarefied air. Only about 4% of SaaS and subscription companies have ever hit that mark.

Topics: Go-to-Market Excellence
1 min read

Two Types of GTM Data That Help Growth-Stage Companies Compete

By The Data Room on Oct 20, 2021 8:00:00 AM

Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches.

In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data:

Topics: The Data Room
1 min read

Two Distinct Qualities of Successful GTM Leaders

By Go-to-Market Excellence on Oct 18, 2021 8:00:00 AM

If you yearn to be a go to market commander or an iconic CRO, you’ve got to be an absolute expert in one of two crucial areas:

Building the machine, and building your team.

Topics: Go-to-Market Excellence
1 min read

How World-Class Tech Companies Scale Faster With Data

By The Data Room on Oct 12, 2021 8:00:00 AM

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data.

Topics: The Data Room
1 min read

How a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue

By Go-to-Market Excellence on Oct 11, 2021 8:00:00 AM

Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world.

Topics: Go-to-Market Excellence
1 min read

Using Go-to-Market Data to Show Growth and Support Your Valuation

By The Data Room on Oct 6, 2021 8:00:00 AM

Evaluating a company’s go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence.

Topics: The Data Room
1 min read

5 Principles of World-Class Go-to-Market Leadership

By Go-to-Market Excellence on Oct 4, 2021 8:00:00 AM

Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions.

Topics: Go-to-Market Excellence
1 min read

Your GTM Data is Tightly Connected to Growth & Scalability

By The Data Room on Sep 29, 2021 8:00:00 AM

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe.

Topics: The Data Room
1 min read

RevOps is Essential to Moving Up-Market in B2B SaaS

By Go-to-Market Excellence on Sep 27, 2021 8:00:00 AM

Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. 

Topics: Go-to-Market Excellence
1 min read

Discussing MOVE with Sangram Vajre: A New Framework for Go-to-Market

By The Data Room on Sep 21, 2021 8:00:00 AM

In this special episode of The Data Room, we’re joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus.

Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy.

Topics: The Data Room
1 min read

RevOps is the #2 Most Important Business Function in this New Go-to-Market Framework, "MOVE"

By Go-to-Market Excellence on Sep 20, 2021 9:00:00 AM

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.

Topics: Go-to-Market Excellence
1 min read

GTM Planning, Forecasting and Funnel Building for Series A-C

By Go-to-Market Excellence on Sep 20, 2021 8:00:00 AM

For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.

Topics: Go-to-Market Excellence
1 min read

The Misconception of Being Data-Driven: Why Revenue Leaders are Continually Frustrated With Their Go-to-Market Data

By The Data Room on Sep 15, 2021 8:00:00 AM

The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you’re capturing a lot of data, doesn’t mean you’re data-driven. It doesn’t mean you’re using data to power your business decisions.

Topics: The Data Room Go-to-Market Data
1 min read

The Fallacy of Multi-Touch Attribution

By Go-to-Market Excellence on Sep 13, 2021 8:00:00 AM

Multi-touch attribution has its place in lower levels of an organization like channel management.

Topics: Go-to-Market Excellence
1 min read

Data Infrastructure Required to Go From Series A to E

By The Data Room on Sep 8, 2021 8:00:00 AM

The data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data integrity seriously, you can accelerate your growth in ways that are significantly more efficient and cost-effective.

Topics: The Data Room
1 min read

Data Integrity Starts with the CEO

By Go-to-Market Excellence on Sep 6, 2021 8:00:00 AM

Part of a CEO’s job includes being an evangelist for CRM. 

Topics: Go-to-Market Excellence
1 min read

Growth-Stage Strategies for Elevating Your Go-to-Market Data Integrity

By The Data Room on Aug 27, 2021 8:00:00 AM

The go-to-market data you capture is invaluable to your company’s growth. 

Topics: The Data Room
1 min read

Prioritizing Process Before Tech Stack

By Go-to-Market Excellence on Aug 23, 2021 8:00:00 AM

Without processes, you’re flying blind. They give you the steps to follow and something to iterate off of and improve. 

Topics: Go-to-Market Excellence
1 min read

Elevating Ops from Order Takers to Strategic Leaders

By Go-to-Market Excellence on Aug 16, 2021 8:00:00 AM

Their orders are based on the sales and marketing challenges of the day, and they put out fires as they arise.

Topics: Go-to-Market Excellence
1 min read

How and Why Pendo Built a Go-to-Market Analyst Function

By Go-to-Market Excellence on Aug 2, 2021 8:00:00 AM

Go-to-market analysts have a unique vantage point from which they can understand how all the dots connect within a business. 

Topics: Go-to-Market Excellence
1 min read

Making the Jump from RevOps to Start-Up CEO

By Go-to-Market Excellence on Jul 26, 2021 8:00:00 AM

Entrepreneurs need to know a lot more about RevOps than they think they do. RevOps touches every part of a business, and in a new business, it’s essential.

Topics: Go-to-Market Excellence
1 min read

Making Others Successful: RevOps Leadership

By Go-to-Market Excellence on Jul 19, 2021 8:00:00 AM

The mission statement of RevOps should be to reduce friction for other teams.

Topics: Go-to-Market Excellence
1 min read

CRO's Keys to Aligning Sales & Success in First 90 Days

By Go-to-Market Excellence on Jul 6, 2021 8:00:00 AM

The CRO is the new kid on the block, but we make the mistake of thinking that the only party we can invite them to is the one happening in the sales department.

Topics: Go-to-Market Excellence
1 min read

The 7 Criteria for an Effective Chief Revenue Officer

By Go-to-Market Excellence on Jun 23, 2021 8:00:00 AM

What does it take for a CRO to be an A-player, not just an overtitled VP of Sales? 

Topics: Go-to-Market Excellence