The RevOps Recruiters

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/

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/

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/

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/

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/

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/

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/

In this episode of the RevOps Recruiters podcast, we sit down with Matt Callahan, a private equity Revenue Operations leader to discuss the role RevOps plays in increasing the value creation within portfolio companies. Matt's been a data nerd all his career, going back to his days with IBM. With decades of experiences using data to drive informed decision-making, he's brought his skills to the PE space, working with many portfolio companies to drive value creation. He works with a team of operational leaders to ensure the basic foundational processes, tools, and capabilities are in place to drive world class sales and marketing excellence. This foundation is built across the technology, data, and people, as well as the management system, ICP, and coverage model. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Emotional Intelligence (EQ) is one of the most valuable soft skills a RevOps leader can possess. Emotional Intelligence the ability to understand and manage one's own emotions while also recognizing and influencing the emotions of others. This includes self-awareness, self-management, social awareness, and relationship management. In this episode of The RevOps Recruiters, David and Adam explore EQ in depth, then focus on how RevOps leaders can benefit significantly from high EQ as it enhances their ability to influence, communicate, and impact. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

A Chief Revenue Officer's (CRO) initial 100 days in a new role are critical. With the responsibility for elevating revenue growth and an average tenure of just 19 months, the first 100 days are immensely importance. In this episode of The RevOps Recruiters Podcast, David and Adam break down Sales Benchmark Index's article and explores the roles of RevOps in the first 100 days. First 30 Days: The CRO's focus lies in comprehending the company's Go-To-Market (GTM) position. This phase entails data-driven analysis encompassing marketing, sales, customer success, product, pricing, and more. Four pivotal questions drive this assessment: identifying what's working, what's broken, what's confusing, and what's missing. Beyond numbers, the evaluation integrates an understanding of the team's strengths, weaknesses, and gaps in pivotal roles. Next 70 Days: The CRO pivots toward formulating a robust revenue growth strategy anchored in a well-defined GTM framework with effective resource allocation of people, time, and money. This stage includes clarifying the Ideal Customer Profile (ICP) and customer segmentation, identifying new potential sales channels, and advocating for the establishment of a dedicated Revenue Growth Office (RGO) to ensure persistent alignment and adaptability. The potential of collaboration with the RevOps function often amplifies the CRO's impact during this critical period. We discuss three successful models including: partnering with private equity's operational excellence departments, engaging consulting firms, or hiring a RevOps leader concurrently with the CRO. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Whether you're a Chief Revenue Officer (CRO), a Revenue Operations (RevOps) Leader, or someone curious about driving revenue growth, the partnership between the CRO and RevOps leader is critical. Over the years, we've observed several characteristics that make for a strong partnership, ultimately propelling the organization to growth. In this episode of The RevOps Recruiters podcast, David and Adam dive deep into the dynamic interplay between a CRO and a RevOps leader, exploring 6 important characteristics, including: + Trust + Objectivity + Adaptability & Curiosity + Constant Collaboration + Alignment + Elevated EQ Check it out to discover the secret sauce that makes this partnership thrive. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

The people in your organization are essential to enhancing the success of your Go-To-Market (GTM) teams. No matter how strong the other parts of the system are (technology, data, processes), it fails if the organization isn't also focusing on the people in the system. Many organizations rely solely on "unicorn" employees, or individuals who have the ability to successful in any situation. The challenge is finding and retaining this very limited "resource." Building an organization solely on these individuals can lead to extreme highs and low, rather than steady and predictable growth. In this episode of The RevOps Recruiters podcast, David and Adam discuss how organizations can create an environment in which many individuals can successful in a role, including leading measures, clear expectations, and strong feedback loops. Check out this episode for 5 specific questions any leader can use to identify opportunities to strengthen the organization's relationship with their people. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Process, the 3rd pillar of a business system, is a key component to the success of any business. Business processes help to streamlines operations, enhances efficiency, and ensures consistency across the entire organization. By mapping and optimizing workflows, businesses can identify and reduce bottlenecks, lower costs and save time. When organization focus on well-defined and clearly developed processes, they improve the customer experience, leading to higher satisfaction and loyalty. They enable teams to work cohesively, fostering collaboration and innovation. Additionally, process documentation facilitates knowledge transfer, preventing information loss when employees leave. Continuous process improvement keeps businesses agile and adaptable in a dynamic marketplace. In this episode of The RevOps Recruiters podcast, David and Adam delve into the essential components of Process by asking 5 important questions aimed at optimizing your Go-to-Market (GTM) strategies across the entire customer journey. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In today's businesses, data has emerged as the driving force behind successful decision-making, innovation, and sustainable growth. As companies strive to navigate the complexities of their go to market functions, harnessing the power of data has become an indispensable requirement for staying ahead of the competition. In the past, intuition and guesswork were sufficient to make informed business decisions. However, in the digital age, organizations have access to an abundance of data, both internal and external. This data must be harnessed to unlock valuable insights and transform operations. From customer preferences and market trends to operational efficiencies and risk analysis, data plays a critical role. In this episode of The RevOps Recruiters podcast, David and Adam provide five critical questions each organization can use to evaluate the role data plays within the organization. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Technology is a key component to a successful RevOps function in any organization. But how should an organization evaluate their technology as it relates to revenue operations? In this episode of The RevOps Recruiters podcast, David and Adam discuss five specific questions any organization can use to evaluate their RevOps readiness from a technology standpoint. We discuss Technology Roadmap, Centralized CRM, Technology Integration, Adoption, and Lean vs. Bloated Tech Stack. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

A critical function of Revenue Operations is technology and the integration between the various tools. There are many tools that make this possible, but in scenarios where additional customization is needed, where do you turn. One powerful option is Low Code or No Code tools. In this episode, David and Adam sit down with Stefan Quartemont, the president of Qrew Technologies to discuss the ways RevOps leader can quickly and effectively build solutions utilizing Low Code or Now Code options. From defining Low Code/No Code to giving suggestions for where to begin, you don't want to miss this conversation with Stefan. Visit www.qrewtech.com to learn more about Qrew. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Is adding a RevOps function to your organization on your radar, but you're not sure if the timing is right? Are you looking for a way to evaluate if you organization is ready to take the next step into RevOps? In this episode of The RevOps Recruiters podcast, David and Adam discuss four specific criteria by which any organization can evaluate their Revenue Operations readiness. These four areas are Technology, Data, Processes and People. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments. Book Neil contributed to (coming Fall 2023): Data Driven Decision Making for the Entrepreneurial Ecosystem RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Some may say hiring is an art, but according to PHD of I-O Psychology, there's plenty of science behind making the right hire. In this episode, David and Adam sit down with Neil to discuss how psychology and science play a role in making successful hires. We discuss everything from the use of ChatGPT to researched-based assessments. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

When it comes to hiring a professional to administer you CRM, you have many options. But before you hire a certified administrator, consider the long term need of your organization to determine if a RevOps leader may be a better fit. In this episode, Davi and Adam compare and contrast the skills of a typical CRM administrator and RevOps leader across four functions: CRM administration, data analysis, project management, and GTM system development. RevSearch - https://revsearch.io/ LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/