The podcast explores the strategic importance of effectively managing data within revenue operations. Franco Anzini, VP of RevOps at Alation and Jeff Serlin discuss common pitfalls businesses face when handling data, such as prioritizing collection and reporting over deriving actionable insights. They emphasize the importance of starting with clear business questions, ensuring data is contextualized, and engaging stakeholders to create meaningful narratives that support decision-making.

The podcast episode features a discussion between host Jeff Serlin and guest Brian Kotlyar, VP of Marketing and Growth at Hightouch, focusing on the importance of integrated planning in executing go-to-market strategies. The conversation emphasizes the need for ongoing adjustments based on performance data, as marketing and sales operate at different speeds and can face misaligned expectations. The two also touch on the danger of relying too much on plans that may already be flawed when created. Brian discusses how to balance aggressive assumptions with reality, minimize error through close monitoring, and ensure that resources—such as hiring and budget—are deployed wisely across teams.

In this episode, Jeff Serlin talks with Brian Kotlyar, VP of Marketing and Growth at Hightouh where they discuss their shared experiences working together at Intercom. The conversation focuses on the challenges of aligning marketing, sales, and operations teams to optimize the business "supply chain" for generating revenue. Brian emphasizes the need for trust to avoid common disconnects in the go-to-market process. The discussion highlights practical advice on how RevOps can foster stronger alignment and success within organizations through data-driven strategies and cross-functional collaboration.