• EP 31 | Don't Hire A CRO... Yet
    Jun 18 2024

    In this episode, Toni Holhbein of Growblocks joins David and Adam to discuss everything from when to hire a CRO to skills needed for RevOps leaders.

    Highlights
    + Understanding the full funnel is crucial for managing the commercial engine effectively.

    + Having full-funnel visibility helps identify issues early on and take corrective actions promptly.

    + Disjointed systems and lack of visibility lead to challenges in diagnosing gaps and optimizing performance.

    + Full-funnel visibility enables leaders to protect blind spots, make accurate decisions, and drive growth.

    + Real-time data insights allow for proactive problem-solving and continuous improvement in organizational performance.

    Key Insights
    + Full-funnel visibility provides a comprehensive view of the commercial engine, enabling effective management and decision-making.

    + The lack of visibility due to disjointed systems leads to challenges in diagnosing gaps and optimizing organizational performance.

    + Protecting blind spots and making accurate decisions are key benefits of having full-funnel visibility for organizational leaders.

    + Real-time data insights facilitate proactive problem-solving and continuous improvement, driving growth and success.

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    33 mins
  • EP 30 | Strategic Business Bets Every Company Can Make In Any Market
    May 28 2024

    Conditions outside our control are constantly impacting our businesses. Sometimes for the better, and sometimes for the worse.

    And if we're honest, too often we take credit for the good times, but create excuses when things aren't going so well.

    However, the best companies know how to make the right strategic bets, regardless of the outside circumstances, to create the best chances to win.

    In this episode of The RevOps Recruiters podcast, we sit down with Justin Edwards, SVP of Revenue at Mercato Partners, to talk about the strategic bets he makes in portfolio companies, regardless of what's happen around him.

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    37 mins
  • EP29 | Progressing from Functional Fiefdoms to Centralized GTM Ops
    Apr 9 2024

    Looking to make the progression from siloed operations to true centralized GTM operations and intelligence? Join us for our discussion with Scott McKenzie, an operating partner at Bain Capital as we discuss topic like functional data fiefdoms, CEO operating systems, and why the best RevOps leaders should be a "pain in the butt."

    Video Podcast: www.revsearch.io/29

    -- Chapters --
    00:00 - Introduction
    00:50 - Meet Scott
    04:33 - Siloed Functional Data vs. Full Company Business Intelligence
    07:39 - Functional Data Fiefdoms
    12:04 - Assessing Analytical Resources
    17:32 - CEO Operating System
    23:17 - Inspecting the Business
    24:52 - RevOps Should be a "Pain in the Butt"
    31:27 - Why RevOps is Critical to Private Equity Success
    34:04 - Evolution of the RevOps Org Structure
    38:22 - Future of GTM Strategy

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    41 mins
  • EP28 | Must Have Skills for RevOps Leaders in PE Backed Companies
    Mar 11 2024

    What are the "must have" skills for RevOps leaders in PE backed companies? We sat down with Drew Bernstein, a RevOps leader and member of the LLR Partner value creation team to get his thought on this question.

    Video Podcast: www.revsearch.io/28

    -- Chapters --
    00:00 - Introduction
    00:50 - Meet Drew
    01:43 - How RevOps in PE is different
    06:18 - Key skill 1: Business IQ
    07:33 - Key skill 2: Ability to work Collaboratively
    09:32 - Key skill 3: EQ & Say/Do Ratio
    12:43 - Success factors for PE & Portfolio Company partnership
    18:41 - How PE firms can support their RevOps leaders
    22:07 - Advice for companies hiring their first RevOps leader

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    25 mins
  • EP27 | The #1 Goal of Every GTM Leader Should Be...
    Feb 19 2024

    In this episode of the RevOps Recruiters podcast, David and Adam welcome Dan Perry, the Director of Sales and Commercial Excellence at Parthenon, a leading private equity firm. Dan brings a wealth of experience in sales and marketing, spanning over three decades with a significant focus on private equity for the last six years. His expertise lies in driving sales effectiveness and helping companies grow, making him a valuable resource for organizations aiming to enhance their commercial performance.

    Private equity-backed companies face unique challenges and goals, often different from other companies. As such, go-to-market leaders in PE backed companies should be focused on this one thing... increasing the valuation of the company. Dan shares how GTM leaders must think strategically to enhance company value and align with the financial goals of their PE investors.

    Further, this episode discusses the strategic role of Revenue Operations in private equity settings, where optimizing data accuracy, defining KPIs, and aligning operational processes are essential. Explore the dynamic relationship between go-to-market leaders and RevOps leaders in driving revenue growth and achieving success.

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    25 mins
  • EP26 | Looking back at 2023 - Season 1 Recap
    Nov 30 2023

    With 2023 almost in the book, Season 1 of The RevOps Recruiters podcast is a wrap. Over the course of the inaugural season, David and Adam covered a number of topics ranging from keys to success in a RevOps role to tips for companies looking to hire their first RevOps leader.

    In this episode, they categorize and summarize all 25 episodes. Below is a breakdown of the categories:

    Keys to Success in a RevOps Role
    EP 1 - Skills
    EP 3 - Pathways to RevOps Roles
    EP 8 - Preparing for your RevOps interview
    EP 9 - LinkedIn Profile
    EP 22 - High EQ for RevOps Leaders

    Keys to Organizational success for a RevOps leader
    EP 4 - Expectation Alignment
    EP 5 - Who Should a RevOps Leader report to
    EP 6 - Building a RevOps Team
    EP 10/11 - CRM Admin vs. RevOps Leader
    EP 24 - Building a Growth Culture

    Hiring for RevOps
    EP 2 - Preparing to Hire
    EP 7 - Candidate Experience
    EP 14 - Hiring, when does it make sense?

    RevOps Readiness Assessment
    EP 16 - Data Assessment
    EP 17 - Technology Assessment
    EP 18 - Process Assessment
    EP 19 - People Assessment

    Maximizing the CRO/RevOps relationship
    EP 20 - Characteristics of a successful CRO/RevOps Partnership
    EP 21 - Roadmap to CRO success

    Special Guests
    EP 12/13 - I/O Psychologist, Neil Morelli
    EP 15 - Low Code/No Code, Stefan Quartemont
    EP 23 - PE Operational Leader, Matt Callahan
    EP 25 - CRO in PE backed SaaS, Ted Grulikowski

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    18 mins
  • EP25 | Special Guest - Ted Grulikowski, CRO
    Nov 8 2023

    In this episode of the RevOps Recruiters podcast, we're joined by Ted GRulikowski, CRO at Clearstar, a human capital PE backed SaaS company. We explore ways to maximize the CRO and RevOps relationship in the high pressure environment of private equity.

    As a CRO, Ted values the partnership with his RevOps leaders and share insights on how he's build a winning formula. He draws from years of experience across public and private roles, as well as consulting and startups.

    Listen in as Ted discusses concepts like 1+1=3, less is more, and "Care, but not that much."

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    33 mins
  • EP24 | Building a Growth Culture within Your Organization
    Oct 10 2023

    When it comes to maximizing the success of an individual, much of it comes down to mindset. While a growth mindset keeps us open to improving our intelligence, abilities, skills and talents through hard work, a fixed mindset limits those traits to those who either have it or don't have it.

    But what does this mean for an organization? In this episode of the RevOps Recruiters podcast, David and Adam explore four specific areas where organizations can focus to build a growth minded culture.

    1. Thrive on Learning New Things
    2. Learn from Your Mistakes
    3. Drive Innovation and Iteration
    4. Stay Humble

    RevSearch - https://revsearch.io/
    LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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    26 mins