The Journey from Operator to Advisor with Forethought's Jeff Ignacio
Our guest this week has a day job, but in this episode, we’re not actually talking about that day job. We’re going deep on something else: advising. Our guest, and the perfect person for this topic, is Jeff Ignacio, Head of Marketing and Sales Operations at Forethought.
Today you'll learn about how he has leveraged his operations experience at companies like Google, Patient Pop, AWS, and Upkeep to build an impressive list of advising engagements. In our conversation, we talk about the content flywheel he built that led to his advising opportunities, the three types of advisory work he typically sees, and Jeff will tell you exactly what to ask for in exchange for your next advising engagement.
Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Jeff on Twitter @Seany_Biz, @jeffignacio, and @DriftPodcasts.
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How to Escape your Company's Wild West with CaptivateIQ's Johnathan Warren
42:24Many growing companies go through a phase where things are loose, messy, and undefined. This episode's guest, Johnathan Warren, affectionately refers to this phase of a company’s growth as “the wild west.”Johnathan is the Head of Revenue Operations at CaptivateIQ. Having built out the Ops functions at other startups like Spiff and KeyedIn, Jonathan is now on his third ride through and out of the wild west.In our conversation, Johnathan gives us two specific examples of ways you can graduate from the wild west, he gives a crawl-walk-run approach for building your first territory model, and together we realize that there’s an opportunity cost to chaos.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz.This episode is brought to you by the RevOps experts at Fullcast.io, the go-to-market planning platform. To learn more about them, visit fullcast.io and tell them Sean sent you!
The RevOps Definition That Most People Get Wrong
11:34In January 2023, LinkedIn released its list of the 25 fastest-growing job titles in the US. The #1 job on that list? Head of Revenue Operations.If you’re listening to this show, that’s probably exciting news to you. But here’s the thing: roles dubbed as Revenue Operations can be foggy, amorphous blobs, with one company’s job description different from the next.That’s what we’re here to clarify and explore in this episode. First, we’re going to talk through the typical definition of Revenue Operations. And then, I’m going to give you my take on why so many people get the definition wrong.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and LinkedIn.
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Why Discipline Makes You a Better Operator with AudioEye's Rupert Dallas
34:40Start-ups often preach speed over execution. And it makes sense: “Take the disciplined, thoughtful approach” doesn’t really pop off the wall next to your ping pong table.But that's also because the disciplined approach is hard. Moving fast is easier.On this episode, our guest Rupert Dallas is someone whose discipline I really admire. Rupert is the VP Revenue Operations at AudioEye, an accessibility platform that helps businesses build inclusive and compliant websites, mobile apps, and digital documents.In our conversation, Rupert and I talk about how the responsibilities of operators has evolved, we use the partnership between RevOps and Data Teams as a model for how Ops can and should leverage available resources, and if you stick around, you’ll hear Rupert offer one of the more thought-provoking comparisons of how different types of Operators approach their work.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and LinkedIn.
Top 10 Lessons From 100 Episodes Of Operations
47:26100 episodes of Operations! We are so grateful for the brilliant Operators who have been so generous with their time and their lessons on this show.After 100 episodes, we thought it was only fitting to look back at the top 10 lessons we’ve taken away from our guests, 5 from our first 50 episodes and 5 from the latest 50.So whether you’ve been with us from the beginning or you’re just checking out Operations for the first time, you're getting the best of the best in this one.Our 10 lessons come from the following guests: Brett Queener, Partner at Bonfire Ventures (Episode 3) Sylvia Kainz, Director of Global Productivity Partnerships at Airbnb (Episode 9) Melanie Fellay, CEO and Co-founder at Spekit (Episode 26) Rachel Haley, CEO and Co-Founder at Clarus Designs (Episode 39) Karen Borchert, CEO and Founder at Alpaca (Episode 19) Allison Pickens, Former COO at Gainsight (Episode 72) Greg Callahan, Partner at Bain (Episode 73) Mallun Yen, Founder and CEO at The Operator Collective (Episode 74) Marcela Piñeros, Global Head of Sales Enablement at Stripe (Episode 77) Erol Toker, Founder and CEO at Truly.co (Episode 90) Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz.
Why Agile Sales Reps Win More Deals with Michelle Vazzana
42:33In Sales, it’s not hard to find people with opinions. Everyone has their own biases shaped by their own experiences, but give me a data-driven conclusion over a gut feel any day.Our guest on this episode, Michelle Vazzana, most certainly has the data to back up her findings. Michelle is the Chief Strategy Officer and Co-Founder of VantagePoint Performance, and the co-author of the upcoming book, The Sales Agility Code. So we're breaking down exactly how she arrived at her Sales Agility Code. In our conversation, Michelle teaches us about why there’s a negligible correlation between experience and expertise, the method behind how you “observe” agility, and how a company that adopted her new methodology went from closing 25% of forecasted deals to 54%.The Sales Agility Code comes out on May 2, and you can pre-order your copy today!Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Michelle on LinkedIn.
Overcoming Imposter Syndrome as a New Operator with Ping Del Giudice
19:35We’ve all at some point heard about or felt some flavor of imposter syndrome - that feeling where you are quite certain you don’t belong and you’re moments away from everyone figuring out you’re a fraud.After talking with today’s guest, I’m more convinced than ever that that hint of doubt, that nagging imposter syndrome, is actually a really good thing.Our guest today is Ping Del Giudice, Vice President of Revenue Operations at Leapsome. Ping was recently named to The Top 100 Revenue Operations Leaders of 2022, and still, even she experiences her own version of imposter syndrome.In our conversation, Ping and I talk about losing all of your institutional knowledge when you leave your job, the inherit vs. build decisions you have to make when joining a new team, and the major project she found herself signing up for on just her second day on the job.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Ping on LinkedIn.
The Walls and Stalls of Growth with Revenue.io's Alastair Woolcock
36:35As much as we want it to be, growth inside of companies isn't a straight line. And while I don’t think people are oblivious to that fact, we’re all still a little surprised when growth is harder than those beautiful up-and-to-the-right graphs might imply.So, how can we better prepare ourselves for the less pretty parts of that growth? Our guest today, Alastair Woolcock, has the answers. Alastair is the Chief Strategy Officer at Revenue.io, and he believes that growing companies face what he calls the walls and stalls of growth.In our conversation, Alastair teaches me about how to look out for these walls and stalls, the two "P" words that will help you to get through those walls faster, and why segmentation is the reason you’ll either quickly climb over a wall in your growth or be stuck languishing for quite some time.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Alastair on LinkedIn.
Separating Practices from Best Practices with Insight Partners' Jeremey Donovan
37:14Our guests' experiences, and their stories, are great. But for operators, we should know that numbers – proven approaches that yield tangible, measurable results – that’s what operators really want.Luckily for us, that’s exactly what our guest today brings. That guest is Jeremey Donovan, Executive Vice President of RevOps and Strategy for Insight Partners - a venture capital firm that specializes in scaling companies.Jeremey is well-positioned to help us bring data to the conversation of "what good looks like," and ultimately separate the practices from the best practices.In our conversation, Jeremey explains the methodology he used to create what he calls the Revenue Maturity Assessment across 122 companies, why some best practices make you a top performer and others don’t, and why of all things, he’s chosen to be a student of CROs.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Jeremey on LinkedIn.
Why Operators are Attracted to Pain with 1Password's Navin Persaud
26:35If you’re an operator, you can’t deny that you get some sick satisfaction out of untangling a ball of impossibly tangled lights.There’s something about being handed a problem that’s painfully broken, and fixing it. Our guest today, Navin Persaud, is someone who has found himself attracted to a specific type of operations pain for his entire career.Navin is VP of Revenue Operations at 1Password, and over the course of his career, he has developed a well-formed perspective on how to seek out and solve the pain that pops up inside of revenue organizations. In our conversation, we talk about optimizing for outcomes when solving pain, the mantra of the best Operations teams, and we talk about why operators don’t score goals, but collect assists.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz, @DriftPodcasts.
What it Really Takes to Run Slack's PLG Motion with Namrata Ram
29:04Product-Led Growth, or PLG, is about as buzzword-y a buzzword as you can find right now.But what does it take to actually run a real PLG motion at scale? For the answers, we’re turning to one of the most successful PLG companies you can find: Slack. Our guest on this episode is Namrata Ram, Slack’s VP of Sales Strategy and Operations.In our conversation, Namrata teaches us why scale and retention are the two foundational ingredients for PLG, when humans should and should not get involved in PLG motions, and if you stick around, you might be surprised to hear why Namrata says you shouldn’t be overly reliant on PLG itself.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz, @DriftPodcasts, and Namrata on LinkedIn.