Best Etumos Podcasts (2025)

1
The Balancing Act: Achieving Fairness and Efficiency in Territory Design with Kevin Davis, Co-founder and CEO of BoogieBoard.ai 30:24

2M ago30:24

30:24

In this insightful episode of the OpsStars podcast, Kevin Davis, Co-founder and CEO of BoogieBoard.ai, joins host Don Otvos to unravel the complexities of territory planning in sales organizations. Kevin shares his unique journey from being a sales representative at NetSuite and Google Cloud to founding a company that's changing the game in territo…

1
RevOps AF: Breaking Down Silos and Building a Data-Driven Future with Camela Thompson, Head of Marketing at Rev Ops Co-op 30:13

3M ago30:13

30:13

In this insightful episode of the OpsStars podcast, Camela Thompson, Head of Marketing at RevOps Co-op, shares her unique journey from finance to revenue operations and her current mission to shape the future of RevOps. Host Don Otvos and Camela dive deep into the challenges faced by revenue operations professionals in breaking down silos, the impo…

1
Rethinking Your CRM: The Case for Contacts over Leads with Kyle Sosa, Marketing Operations Leader at Etumos 37:32

3M ago37:32

37:32

In this insightful episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins host Don Otvos to delve into the transformative shift from traditional lead-based models to a contact-only approach in CRM systems. With his extensive experience in marketing technology and operations, Kyle provides valuable insights into the…

1
Navigating the Shift from Seat-Based to Consumption-Based Pricing with Ilana Matro, Senior Manager of Sales Operations at MongoDB 30:28

4M ago30:28

30:28

In this insightful episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins host Don Otvos to delve into MongoDB's transformative journey from a license-based model to a consumption-based go-to-market strategy. Ilana shares her unique perspective on the challenges and opportunities this shift presents, draw…

1
Human-Centric RevOps: The Intersection of People, Process and Technology with Jeremy Steinbring, Founder of Revonix Consulting 40:51

4M ago40:51

40:51

In this insightful episode of the OpsStars podcast, Jeremy Steinbring, Founder of Revonix Consulting, shares his unconventional journey from audio engineering to becoming a RevOps expert. Host Don Otvos and Jeremy dive deep into the challenges faced by fast-growing startups in managing their tech stacks and the importance of maintaining a human-cen…

1
Practical Advice from The Revenue Operations Manual with Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual” 29:01

4M ago29:01

29:01

In this insightful episode of the OpsStars podcast, Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual," shares his extensive experience and practical advice for RevOps professionals. Host Don Otvos and Sean dive deep into the essential qualities that make great RevOps professionals, the importance of balancing t…

1
Building a Data-Driven Foundation for Success in Operations with Jessenia Francisco, Director of Marketing Operations at Lucid Software 41:24

5M ago41:24

41:24

In this episode of the OpsStars podcast, Jessenia Francisco, Director of Marketing Operations at Lucid Software, joins Don Otvos to share her journey from finance to RevOps and the valuable lessons she's learned along the way. They discuss the challenges of data management in rapidly growing organizations, the importance of clean and reliable data,…

1
How AI Will Take Your Job…to the Next Level with Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB 36:33

5M ago36:33

36:33

In this episode of the OpsStars podcast, Sai Karthik “SK” Ramakuru, Director of Sales Productivity Strategy and Analytics at MongoDB, joins Don Otvos to explore the transformative impact of AI on Mongo DB’s GTM teams. SK shares MongoDB's journey in leveraging AI to enhance sales productivity, improve customer experiences, and streamline operations …

1
Secrets Behind Cultivating a High-Performance GTM Culture 28:04

7M ago28:04

28:04

Especially in uncertain times, driving the right behaviors and outcomes is crucial for business success. But sustaining a high-performing GTM culture that consistently delivers revenue results, no matter the macroeconomic environment, is easier said than done. Join CaptivateIQ‘s Nate Broome, Brian Via and Tiffany Brown to hear real-world examples o…

1
The #1 Secret to RevOps’ Success Transforming the Buyer and Seller Journey 1:04:41

7M ago1:04:41

1:04:41

If you know you know — organizations that have a strong RevOps function achieve more success, drive results more consistently, and create a better experience for both buyers and sellers. How can you position your RevOps organization to create this impact? What is the secret to making the sales experience better for your revenue team? In this keynot…

1
“Growth at Any Cost” is a Path to Failure. You Need Quality Revenue - Here’s How 25:50

8M ago25:50

25:50

For years, the mantra was to book any deal, at any cost, and just show the revenue growth. That model is now outdated as Boards want to see quality, profitable revenue. All deals are not created equal, and you should incentivize your sales team to focus on quality. Key takeaways: Why it’s no longer enough to chase the most revenue, to grow at all c…

1
Fireside Chat with NCR Successfully Navigating Change in the Enterprise 23:22

8M ago23:22

23:22

Tech advancements, trends, and market shifts are happening fast (looking at you, AI) and organizations are doing their best to adapt. But the ability to translate business requirements to the ever-shifting IT side of the house isn’t easy. During this session, Amanda Morrell (Senior IT Salesforce Leader at NCR Corporation) shares how she successfull…

1
AI in RevOps: Top Insights from Season 2 16:15

8M ago16:15

16:15

In this episode, we bring together insightful clips from Season 2 of the OpsStars podcast, where RevOps experts share their perspectives on the rapidly evolving role of AI in Revenue Operations. Guests including Nani Shaffer, Keith Jones, Anne Pao, Josh Hill, Sandy Robinson, Rachel Squire, Francis Brero, and Michael Orndoff discuss how AI can augme…

1
From Burnout to Breakthrough: Lessons in Hustle and Efficiency for RevOps with James McArthur, Director of Revenue Operations at Nue 33:23

9M ago33:23

33:23

In this episode of the OpsStars podcast, James McArthur takes listeners on a journey through his diverse professional experiences, culminating in his current role as Director of Revenue Operations at Nue. Joining host Don Otvos, James opens up about his unconventional career path, which began in finance during the Great Recession, transitioned to t…

1
Data Management Dilemmas: Tackling Complexity in Revenue Operations with Kelly Jo Horton, Principal Consultant at RevOps Solutions 35:35

9M ago35:35

35:35

In this episode of the OpsStars podcast, Kelly Jo Horton, Principal Consultant at RevOps Solutions and Founder of MOPsTalks, joins Don Otvos to explore the challenges of data management in RevOps. They discuss the importance of clean and reliable data in RevOps, how the cloud computing has transformed data management nightmares, and why one-size-fi…

1
Where Do You Go From RevOps - Advancing Your Career Path 26:23

10M ago26:23

26:23

What does a successful career path in revenue operations look like? Learn from three former RevOps pros who advanced their careers into VC, executive leadership, and COO roles as they share the hallmark tenets of great operators, important skills and competencies, and what translates to the next level in a RevOps career journey. Key takeaways: Get …

1
Turning Process into Power: The Next Big Play for RevOps 25:18

10M ago25:18

25:18

In a brutal selling environment, nailing your revenue processes is now a non-negotiable. But with the right toolset, RevOps leaders can streamline and accelerate processes, driving their GTM teams to success — without a massive tech-stack shakeup. Listen as Rattle CEO Sahil Aggarwal is joined by James La Rheir, Director of Global Sales Operations a…

1
Data & Advocacy: The Secret Weapon of RevOps & Customer Marketing with Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos 35:01

10M ago35:01

35:01

In this episode of the OpsStars podcast, Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos, joins Don Otvos to explore the expanding role of customer marketing, which requires a closer relationship to RevOps and customer data to succeed. They discuss the importance of maintaining a clean and accurate customer dat…

1
The Reports Your CMO wants to See 29:34

11M ago29:34

29:34

In today’s data-driven landscape, the CMO’s dashboard is more than a collection of metrics; it’s a strategic tool for growth. Learn the essential metrics and reports that top CMOs use to drive pipeline and revenue growth in 2024. Key takeaways: Key Performance Indicators (KPIs): From pageviews to conversion rates to pipeline, discover the metrics t…

1
Unlocking Cross-Functional Collaboration in Revenue Operations with Chloe Pott, Marketing Operations Leader 30:31

11M ago30:31

30:31

In this episode of the OpsStars podcast, Chloe Pott, Marketing Operations Leader, joins Don Otvos to share her journey into revenue operations, the importance of marketing automation, and the challenges of working in marketing operations. With degrees in psychology and French, Chloe is a three-time Marketo Champion (2019, 2020, 2021) and Marketo Ce…

1
Next-Level GTM Tactical Tips for Personalized Buying Experiences 20:46

11M ago20:46

20:46

When you have your marketing, sales, operations, and partnerships teams all marching in the same direction, you’re sure to pull off an impressive show. In this session, you’ll find hot takes, actionable takeaways, and thought-provoking answers that will help you innovate on your go-to-market strategy to deliver more personalized buying experiences,…

1
Cracking the Code of Revenue Operations: Expert Advice and Insights with Laura Wheeler, Owner of Renegade Operations 39:48

11M ago39:48

39:48

In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura's journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimiz…

1
How to Design and Execute a Rock-Solid AI Strategy that Drives Results 24:17

11M ago24:17

24:17

It’s time to go from theory to action. In this session, you’ll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft’s Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft’s unique perspective as an innovator in the category. Key takeaways: …

1
Data-Driven Performance Management in 2024 with Pete Kazanjy, Co-founder of Atrium 36:02

12M ago36:02

36:02

In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support…

1
Collaboration Station: RevOps and Enablement 21:54

12M ago21:54

21:54

In this panel discussion with operations and enablement leaders, you’ll learn best practices on improving handoffs, achieving tight alignment, and capitalizing on joint opportunities to achieve sustained growth and revenue. Rate & Review OpsStars Podcast Spotify Apple Podcasts RSS Feed OpsStars Podcast is hand crafted by our friends over at: fame.s…

1
Certifications, Community, Competencies, and AI: Setting Yourself up for Success with Keith Jones, GTM Systems Lead at OpenAI 33:00

1y ago33:00

33:00

In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment. Keith is a former college dropout now thriving as a tech expert. In his role at OpenAI, he lea…

1
The Impact of Generative AI on Ops Roles 29:40

1y ago29:40

29:40

Are you prepared to incorporate generative AI into your Sales organization? Is now the best time to join the GenAI movement? Learn from Karan Singh and Craig Rosenberg, two experienced revenue leaders, as they share their investigation into the generative AI landscape. If you enjoyed this episode, then please either: Subscribe, rate, and review on …

1
Education, Community, and Resilience: How to Start a Career in RevOps with Michael Orndoff, Senior Manager of Sales Operations at EverCommerce 41:59

1y ago41:59

41:59

In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success. Michael is an experience…

1
3 Ways to Protect Revenue and Preserve Customers 25:23

1y ago25:23

25:23

In this session hear how business leaders are reducing churn, getting ahead of risk, and cultivating a legion of loyal customers. The panelists cover topics such as automation, using the right customer data, renewals cadences, and more. If you enjoyed this episode, then please either: Subscribe, rate, and review on Apple Podcasts Follow on Spotify …

1
Exploring the Landscape of Analytics and AI in Marketing Operations with Rachel Squire, Marketing Operation Consultant at MOBI Solutions 37:42

1y ago37:42

37:42

In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue …

1
The Next RevOps Revolution: AI & Data Science in Revenue Plays 27:07

1y ago27:07

27:07

Ari and Kelly, representing NVIDIA’s Revenue Marketing team, take the OpsStars stage to share their experience in leveraging AI and data science for revenue play efficiency, scaling, and ROI. Learn how NVIDIA’s team of data scientists interpret the signals that feed into tying all things to revenue for a clearer lens in identifying buying groups in…

1
Curiosity and Creativity in Ops: Navigating Challenges and Shaping the Future with Rachel Godfrey, Senior Marketing Operations Manager at BambooHR 33:27

1y ago33:27

33:27

In this episode of the OpsStars podcast, Rachel Godfrey, Senior Marketing Operations Manager at BambooHR and 2023 OpsStar of the Year, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps. Before taking on her current role at BambooHR, she was the Market…

1
[Greatest Hits] Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt 36:30

1y ago36:30

36:30

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency. Anthony details how he …

1
Route Your Way to More Website Pipeline 23:38

1y ago23:38

23:38

Your website is filled with untapped pipeline potential. Every day, qualified buyers are landing on your site but if it isn’t fully optimized for conversion – or worse, your operational processes have qualified leads falling through the cracks – then you are leaving money on the table. If you enjoyed this episode, then please either: Subscribe, rat…

1
OpsStars Unplugged: Navigating the Revenue Engine in Turbulent Times 28:15

1y ago28:15

28:15

In this OpsStars panel discussion, they’ll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros…

1
Navigating Changes in RevOps: The Customer Journey, Collaboration, and Communication with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation 39:52

1y ago39:52

39:52

In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey. Sandy started her care…

1
Busting Silos: Snowflake’s Unified, Account-Based Motions at Scale 22:24

1y ago22:24

22:24

Through a combination of account prioritization, digital advertising and highly targeted SDR prospecting, Snowflake experiences 2X to 4X increases in SDR efficiency. Hear from Travis and Hillary as they describe a unique approach to account-based marketing they’ve coined “One-Team GTM.” Learn from Travis and Hillary as they share plays and strategi…

1
Maximizing ROI: Building and Scaling Your Tech Stack for Revenue Growth with Josh Hill, GTM Operations & Technology Leader 36:37

1y ago36:37

36:37

In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams. Josh is a marketin…

1
2023 OpsStars Keynote: RevOps - Past, Present and Future 43:25

1+ y ago43:25

43:25

With RevOps emerging on the scene in 2015, there have been no opportunities for history to repeat itself — no past corollaries for the downturn we’ve all been experiencing recently. RevOps is an ever-evolving practice with unlimited room for improvement as you connect people, processes, and technology. LeanData CEO Evan Liang takes the keynote stag…

1
Bridging the Gap: The Role a Fractional RevOps Consultant Can Play in Early-Stage Organizations with Anne Pao, Founder and CEO of Ignite Consulting 38:26

1+ y ago38:26

38:26

In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps. Anne is a performance-centric leade…

1
Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu 31:59

1+ y ago31:59

31:59

In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science…

1
RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99 33:23

1+ y ago33:23

33:23

In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations …

1
Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence 31:58

1+ y ago31:58

31:58

In today's fast-paced business landscape, RevOps has emerged as a critical function for synchronizing the efforts of sales, marketing, and customer success teams to accelerate growth and optimize revenue streams. Becoming a leader in this domain demands a unique blend of courage, resilience, and expertise - qualities that are challenging to master.…

1
The What and How of Revenue Orchestration 49:12

1+ y ago49:12

49:12

With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through ope…

1
Core vs. Context: The Most Important Components of Any Tech Stack 58:06

1+ y ago58:06

58:06

Building a solid tech stack foundation is synonymous with building a solid house. You must have a solid foundation to build upon. Without that foundation, adding on can turn your tech stack into a house of cards. You can't add curtains before you have windows much like you can't add on intent tools without having your CRM and MAP processes implemen…

1
Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census 33:05

1+ y ago33:05

33:05

In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making. Sylvian …

1
Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb 25:58

1+ y ago25:58

25:58

Effective workforce management plays a vital role in determining a company's success and performance. By efficiently handling the workforce, businesses can boost productivity, enhance employee engagement, and ultimately improve their overall performance. In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similar…

1
Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies 32:48

1+ y ago32:48

32:48

In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, an…

1
Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt 36:30

1+ y ago36:30

36:30

In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency. Anthony details how he …

1
Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases 38:27

1+ y ago38:27

38:27

In 2020, Caterina Torres and her team at Zoom implemented a lead management program that went live just weeks before the global pandemic sent the world home. This program allowed them to scale and manage the unprecedented volume of inbound requests. For their work, they were recognized with an OpsStars Award for Lead Management Program of the Year.…

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