Operations With Sean Lane-logo

Operations With Sean Lane

Business & Economics Podcasts

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

Location:

United States

Description:

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

Language:

English

Contact:

5185776633


Episodes

How To Move Up-Market with Carta's Anil Kumar

11/13/2020
Hypergrowth companies are constantly reinventing themselves. At Drift, we often say, "what got us here isn’t going to be the thing that gets us to the next stage.” On this episode, we’re exploring one of those significant moments of transition: how companies move up-market and start to sell into larger, enterprise companies. Our guide through that transition is Anil Kumar. Anil is the VP of Go-to-Market Strategy & Operations at Carta, and prior to joining Carta, he successfully helped...

Duration:00:29:35

How Toast Uses Data To Drive Hospitable Moments With Emmanuelle Skala

10/30/2020
Every single Customer Success team says that they want to become less reactive and more proactive. But few CS leaders will admit that it's a long journey to get there. Our guest on this episode, Emmanuelle Skala, takes us inside that journey. Emmanuelle is the Senior Vice President of Customer Success at Toast, the restaurant technology juggernaut trusted by tens of thousands of restaurants for their POS system, online ordering, payroll and more. In our conversation, we talk about the...

Duration:00:34:47

#throwback Inside Salesforce’s Annual Planning Process with Bala Balabaskaran (aka The Guy Who Built It)

10/16/2020
It's annual planning time, so we decided to throw it back to one of our earliest episodes all about the annual planning process at Salesforce.com. On this episode, we go back in time – to 2012, to be exact – when special guest Bala Balabaskaran first joined Salesforce as Vice President of Go to Market Technology and Operations. At the time, Salesforce was a $2 billion dollar startup going through hypergrowth. Sean and Bala talk about Salesforce's operating model and what it was like to be...

Duration:00:39:59

Mastering The Game Of Tech Stack Jenga With Sonar's Brad Smith

10/2/2020
Managing tech stacks inside of hypergrowth companies can often feel like a precarious game of Jenga, hoping you can pull out the next block carefully enough so that the whole tower doesn’t come tumbling down on top of you. On today’s episode, we’re talking to someone who has mastered the Operator’s game of tech stack Jenga: Brad Smith. Brad is the co-founder and CEO of Sonar, a tool that enables teams to manage your tech stacks from a single source of truth. In our conversation, we talk...

Duration:00:36:17

The Two-Way Highway Of Drift’s Data Engineering And Data Analytics Teams with Arun Venkateswaran and Kyle Thelemann

9/18/2020
Operators are often referred to as unsung heroes. But there's a group of unsung heroes within the unsung heroes: the Data Team. For companies in hypergrowth, the volume of data requests and the variety of data sources to access can be daunting. So we've turned to Drift's own Data team for help in navigating the world of big data. Together, Arun Venkateswaran, Senior Data Engineer, and Kyle Thelemann, Senior Manager of Business Intelligence, form the two-lane highway of Drift’s data...

Duration:00:40:41

The Art & Science Of Snowflake’s Sales Capacity Planning With Rachel Haley

9/4/2020
It's hard to take what looks like a perfect plan on paper and translate that to real life. It's even harder inside of a hypergrowth company. In this episode, we go inside one of the fastest growing companies out there: Snowflake. Our guest Rachel Haley spent two and a half years at Snowflake as their Senior Director of Sales Operations, and is now the co-founder and CEO of Clarus Designs, a consulting firm focused on operational efficiency. Rachel saw Snowflake explode from 30 reps to 450...

Duration:00:37:47

Scrappiness, Storytelling, And Search Queries With SolarWinds' Kyle Sutton

8/21/2020
There is no shortage of change inside of hypergrowth companies. The channels through which we market to our customers change. The ways we engage with prospects change. But there is an exception. The people on the other side of those interactions -- they remain constant. Today’s guest, Kyle Sutton, breaks down why this one constant matters so much. Kyle is the Senior Director of Marketing at SolarWinds, a publicly traded IT infrastructure company with a market cap of $6 billion dollars. In...

Duration:00:33:46

How Clari Runs Effective QBRs With Rosalyn Santa Elena

8/7/2020
A pretty common exercise within Sales organizations is the Quarterly Business Review. This is a time to both look back at the previous quarter’s performance as well as look ahead to the quarter ahead. It’s usually a mix of both qualitative and quantitative, of learnings and reflection, and of course, forecasting. But what makes a Quarterly Business Review, or QBR, a good one? What makes it worth the time and effort invested to run one of these for every single rep on your team? And how do...

Duration:00:38:53

The 3 Ways To Level Up Every Interaction With Go-To-Market Leaders

7/24/2020
We have talked a lot on this show with guests about their routines and cadences -- who they meet with regularly, what they meet about, even the structure of these meetings. Just as important as the content of these meetings, though, is how you present and articulate that content. The words you use and the energy you bring to the conversations you have with Go-To-Market leaders matter. In this episode, Sean outlines three ways you can level up your interactions with Go-To-Market leaders....

Duration:00:11:31

How To Maximize The Partnership With Your CMO And Accelerate Revenue with Karen Steele

7/10/2020
The relationship you build with a Go-To-Market leader is one of the most important components of an Operations role. The data you present, the way you frame your position, and the empathy you bring to your interactions are all foundational to building a strong partnership with any team. Today, we’re going inside the relationship between Ops and one of the most important C-level leaders in hypergrowth: the CMO. Our guest is former LeanData CMO Karen Steele, and she's the perfect person to...

Duration:00:32:14

How This Nonprofit Built A $3.7M Book Business That is Surviving and Thriving During A Pandemic

6/26/2020
In this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words. More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business. Our guests,...

Duration:00:39:28

How Gong Uses Gong with Brandy Ringler

6/12/2020
A pretty common question we get is, “How does Drift use Drift?” On today's episode, we're turning the tables on someone else who also uses their own company's product: Gong. Gong is a revenue intelligence platform that gives you visibility into customer interactions, and our guest is Brandy Ringler, their Global Sales Enablement Manager. Brandy is going to help us answer the question, "How does Gong use Gong?" In our conversation, we chat about how to instrument Gong in the first place,...

Duration:00:39:18

The Go-To-Market Maturity Model Part II With Highspot's Stephen Hallowell

5/29/2020
We're back for Part 2! The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from...

Duration:00:27:00

The Go-To-Market Maturity Model Part I With Highspot's Stephen Hallowell

5/15/2020
The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can be nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't. Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in...

Duration:00:34:25

Building A More Data-Centric Company With HubSpot's Bridget Zingale

5/1/2020
Have you ever shown up to a meeting where you have one version of numbers to report only to find someone else in the meeting with a completely different version of those numbers? And then you spend half the meeting figuring out whose numbers are right? In this episode, Bridget Zingale, the Global Director of Analytics at HubSpot, is going to help us all avoid this all-too-familiar situation. Bridget and Sean talk about how the HubSpot analytics organization has evolved, what it means to...

Duration:00:38:29

How To Say No

4/17/2020
Steve Jobs famously said, “It’s only by saying 'No' that you can concentrate on the things that are really important.” Let's face it -- everyone in Operations is busy. New projects come up, a pandemic completely upends your perfectly crafted forecast, or some tool you rely on breaks. With all the swirl that can come with being in Operations, there’s a magical arrow that every Ops person should have in their quiver: Saying 'No.' Operators are enablers by nature. Our roles are literally...

Duration:00:11:33

Scaling An International Marketing Team Across 50 Countries With SEMrush’s Olga Andrienko

4/3/2020
Have you ever worked at a company that has expanded internationally? Is your company thinking about doing so in the not-so-distant future? Not to worry, our guest today has done it all. Olga Andrienko is the Head of Global Marketing at SEMrush, where she leads an agile team responsible for marketing in over 50 different countries. On today’s episode, we’re going to learn what it takes to carve out a niche for yourself in each and every market, how to listen to your customers from halfway...

Duration:00:29:07

When To Invest In Sales Operations (Plus The Right Way To Measure Performance) With Atrium Founder Pete Kazanjy

3/20/2020
One of the most common questions we hear is, when is the right time to invest in Sales Operations in my company? When is it too early? When is it too late? Luckily our guest, Pete Kazanjy, is a bit of an expert when it comes to early stage sales organizations. He wrote a book called Founding Sales and he is the founder of Atrium HQ, a sales performance analysis company. So on today’s episode, we’re going to answer that common question about when is the time to invest in Sales Ops. And for...

Duration:00:48:29

The Intersection Of Sales Operations And Sales Enablement With Spekit CEO Melanie Fellay

3/6/2020
The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded. Luckily, today’s guest, Spekit Co-Founder and CEO Melanie Fellay, is an expert in navigating the Sales Enablement landscape. On today’s episode, Melanie and Sean go deep on measuring the ROI of different enablement tools, the reality of tool exhaustion,...

Duration:00:33:53

4 Ways To Boost Marketing Ops Productivity From Amazon Web Services’ Darrell Alfonso

2/21/2020
On this episode, we're going inside the behemoth that is Amazon. More specifically, we're going inside Amazon Web Services, or AWS, where they have 1,500(!) Marketo users. Our guide is Darrell Alfonso, the Global Marketing Operations Manager at AWS. In our conversation, Darrell gives us the scoop on hiring with Amazon’s leadership principles, lessons in boosting your Operations team’s productivity, and what the elusive title of Email Bar Raiser means at AWS. Like this episode? Be sure to...

Duration:00:35:22