In Episode 21, scaleMatters CEO and Co-Founder Scott Stouffer shares a five-part framework for determining how to build your RevOps function.
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RevOps Done Right for B2B Companies in Growth Mode
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
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Tangible Ways RevOps Improves Your Probability of Success as a Growing B2B Company
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
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Data Analyst or RevOps Leader: Who's the First Hire for B2B Startup CEOs?
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
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B2B Startups: When is it Too Early to Invest in RevOps?
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
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Raising Series A? Why You Should Include RevOps in Your 100-Day Plan
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
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What Good RevOps Solves at Series Seed, A, B
Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations.
Topics: The Data Room
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Why Early/Growth Stage B2B Startup CEOs Need to Start Caring About RevOps
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
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What Does RevOps Actually Bring to the Table for Bootstrapped B2B Startups?
All startup CEOs care about revenue. But if you’re bootstrapped, do you need to care about revenue operations?
Topics: The Data Room
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Applying Lean Six Sigma Principles to Revenue Operations
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
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The Case for Hiring a Business Analyst Before a RevOps Leader
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
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Solving Data Hygiene Issues, Ops Team Building, and Customer Journey Mapping
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
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Hypergrowth GTM Leaders Should Be Best Friends with RevOps + CS + Product
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
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How Remote Learning for GTM Teams Dramatically Improves Outcomes
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
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Tangible Ways RevOps Can Provide Strategic Value to the C-Suite
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
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You Can't Scale Marketing Winning 0.1% of Leads
With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.
Topics: Go-to-Market Excellence
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This is Why Periodic CRM Data Cleanups Fail
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
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Breaking Down the Issues With Multi-Touch Attribution Reporting
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
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Strategic Alignment & Planning, NOT Silos & Scrambling
In enterprise sales, you can’t save the quarter with last-minute prospecting.
It just doesn’t work.
Topics: Go-to-Market Excellence
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How to Best Figure Out Your Tech Company's Competitive Positioning
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
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G2's GTM Advantage: Happy People, Rigorous Planning, Buyer Intent Data
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
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Two Types of GTM Data That Help Growth-Stage Companies Compete
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
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Two Distinct Qualities of Successful GTM Leaders
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
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How World-Class Tech Companies Scale Faster With Data
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
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How a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue
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
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Using Go-to-Market Data to Show Growth and Support Your Valuation
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
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5 Principles of World-Class Go-to-Market Leadership
Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions.
Topics: Go-to-Market Excellence
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Your GTM Data is Tightly Connected to Growth & Scalability
Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe.
Topics: The Data Room
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RevOps is Essential to Moving Up-Market in B2B SaaS
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
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Discussing MOVE with Sangram Vajre: A New Framework for Go-to-Market
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
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RevOps is the #2 Most Important Business Function in this New Go-to-Market Framework, "MOVE"
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
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GTM Planning, Forecasting and Funnel Building for Series A-C
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
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The Misconception of Being Data-Driven: Why Revenue Leaders are Continually Frustrated With Their Go-to-Market Data
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
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The Fallacy of Multi-Touch Attribution
Multi-touch attribution has its place in lower levels of an organization like channel management.
Topics: Go-to-Market Excellence
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Data Infrastructure Required to Go From Series A to E
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
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Data Integrity Starts with the CEO
Part of a CEO’s job includes being an evangelist for CRM.
Topics: Go-to-Market Excellence
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Growth-Stage Strategies for Elevating Your Go-to-Market Data Integrity
The go-to-market data you capture is invaluable to your company’s growth.
Topics: The Data Room
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Prioritizing Process Before Tech Stack
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
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Elevating Ops from Order Takers to Strategic Leaders
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
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How and Why Pendo Built a Go-to-Market Analyst Function
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
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Making the Jump from RevOps to Start-Up CEO
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
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Making Others Successful: RevOps Leadership
The mission statement of RevOps should be to reduce friction for other teams.
Topics: Go-to-Market Excellence
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CRO's Keys to Aligning Sales & Success in First 90 Days
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
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The 7 Criteria for an Effective Chief Revenue Officer
What does it take for a CRO to be an A-player, not just an overtitled VP of Sales?
