In this episode, David and Adam from RevSearch sit down with Matt Gallagher, a portfolio CRO with extensive experience working with private equity firms to drive growth and operational efficiency in portfolio companies. Matt shares his insights on why Revenue Operations (RevOps) is crucial in today’s business landscape and breaks down the key benefits RevOps brings to forecasting, performance management, and sales/marketing alignment.

Topics covered include:

• The importance of RevOps in providing visibility and predictability in sales and revenue
• How to effectively manage forecasting, from bottoms-up to top-down approaches
• The role of RevOps in supporting sales and marketing alignment for stronger results
• Challenges in building and maintaining a strong RevOps function, including data integrity and tech stack management
  
  

Plus, Matt gives practical examples of how RevOps can streamline operations and improve team performance. This episode is packed with valuable takeaways for revenue leaders aiming to build or optimize their RevOps function.

Free Resource: Ready to assess your own RevOps readiness? Visit our website at revsearch.io/readiness for a free 20-question assessment to evaluate your current state of RevOps.

Connect with Matt on LinkedIn: https://www.linkedin.com/in/mattgallagher2/

RevSearch - https://revsearch.io/
LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

In this episode, Toni Holhbein of Growblocks joins David and Adam to discuss everything from when to hire a CRO to skills needed for RevOps leaders.

Highlights
+ Understanding the full funnel is crucial for managing the commercial engine effectively.

+ Having full-funnel visibility helps identify issues early on and take corrective actions promptly.

+ Disjointed systems and lack of visibility lead to challenges in diagnosing gaps and optimizing performance.

+ Full-funnel visibility enables leaders to protect blind spots, make accurate decisions, and drive growth.

+ Real-time data insights allow for proactive problem-solving and continuous improvement in organizational performance.

Key Insights
+ Full-funnel visibility provides a comprehensive view of the commercial engine, enabling effective management and decision-making.

+ The lack of visibility due to disjointed systems leads to challenges in diagnosing gaps and optimizing organizational performance.

+ Protecting blind spots and making accurate decisions are key benefits of having full-funnel visibility for organizational leaders.

+ Real-time data insights facilitate proactive problem-solving and continuous improvement, driving growth and success.

RevSearch - https://revsearch.io/
LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

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/