Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman

Operations with Sean Lane

#Tech #Business #Sean Lane #Technology #Sales #Operating Systems #Revenue Operations #RevOps #Sales Operations #B2B #SaaS

4:38

A woman’s search for her father—a pilot who disappeared during a mission in Vietnam—collides with the fight over what we owe those who never returned from war. From the producers of "America's Girls" and "Tom Brown's Body," and hosted by Texas Monthly writer Josh Alvarez, the show debuts April 2025. Texas Monthly Audio subscribers get early access to the show, plus bonus episodes and more subscriber-only audio. Visit texasmonthly.com/audio to learn more.…

hace un año 47:02

MP3•Episodio en casa

I wanted to talk to someone who is living and breathing those real use cases every day and could share them with the rest of us. That someone in Kyle Coleman, CMO of Copy.ai, the go-to-market AI platform.

I caught up with Kyle just a couple months into his tenure at Copy.ai, so what’s great about this conversation is he was on just as steep a learning curve as the rest of us when it comes to applying AI to our GTM execution. In our conversation, we talk about what Kyle means by designing for more upstream AI workflows, why operators are critical in creating leverage through AI, and how his team accidentally created a blog post about using AI to write obituaries.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel. You can also check out Kyle's new podcast, Future Proofed, here.

Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

145 episodios

Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman

Operations with Sean Lane

published hace un año

MP3•Episodio en casa

Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

145 episodios

#Tech #Business #Sean Lane #Technology #Sales #Operating Systems #Revenue Operations #RevOps #Sales Operations #B2B #SaaS

Todos los episodios

1
Demystifying Go-to-Market Efficiency with Go Nimbly CEO Jen Igartua 35:59

hace 19 días35:59

35:59

What does it really take to make go-to-market teams more efficient? Our guest on this episode, Jen Igartua, works on answering this question every day. Jen is the CEO of Go Nimbly, a 60-person RevOps agency for Mid-Market & Enterprise SaaS companies. With an amazing roster of clients that includes Zendesk, Twilio, Snowflake, Intercom, and others, she and her team help companies solve what’s getting in the way of growth. When you spend your days advising companies on how to operate more effectively, it’s easy to think you’ve seen it all. But not Jen. She's a relentless learner. In our conversation, we demystify what GTM efficiency actually looks like behind the scenes, how her team is implementing AI in practical ways for clients, and why, despite all of Go Nimbly’s success, she doesn’t really focus on innovating internally within their business. Be sure to check out Go Nimbly's first conference, RevFest, on June 10 in Brooklyn: https://revfest.gonimbly.com/ Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel .…

1
The Untapped Potential of Partner Operations with Euler CEO Greg Portnoy 44:49

hace 23 días44:49

44:49

Partnerships teams often feel like the forgotten child of the go-to-market org—under-resourced, misunderstood, and held to different standards than their direct sales counterparts. Greg Portnoy is out to change that. Greg is the co-founder and CEO of Euler, the Home Base For Partnerships Teams. Drawing from his experience leading Partnerships teams at 4 different companies, Greg knows the difference between what works and what doesn't, and he's making the case for treating partnerships as a strategic business function—not just a side hustle for GTM. In our conversation, we talk about why Partner teams don’t get any love from RevOps, why measuring “Partner influence” isn’t the silver bullet most teams think it is, and how Partner teams and Partner Ops can tag-team to run experiments together. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

1
AI Is the Tool, Not the Answer with Nara Logics CEO Jana Eggers (Live from Startup Week Boston) 48:03

hace 29 días48:03

48:03

AI may be having a moment, but for Jana Eggers, it's been a career. Jana is the CEO of Nara Logics, an AI Advisor software company, and she's been building in AI long before it became a buzzword. In this episode live from Startup Boston Week, we talk about separating AI hype from utility, why AI should be built for subject matter experts (not just technical ones), and why she believes AI augments human intelligence, but doesn't mimic it. Also, stick around for one of the best lightning rounds we’ve ever done. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )!…

1
Accelerating Commercial Performance through AI with NVIDIA's Kelly Goles 38:49

hace 8 weeks38:49

38:49

AI is revolutionizing every part of go-to-market strategy, and Nvidia’s Kelly Goles is at the forefront of that transformation. As the Manager of Revenue Marketing Operations at Nvidia (and winner of LeanData’s 2024 Ops Star of the Year award), Kelly has been tasked with using AI to accelerate commercial performance. In our conversation, Kelly shares how her team saved 1,500 sales hours per week and quadrupled the number of leads their reps can work, she walks us through Nvidia’s AI-powered GTM framework, and explains how her team balances AI experimentation with real-world operational impact. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Synch . Synch isn’t just a tool; it's your revenue co-pilot. To learn more about them, schedule a personalized demo at withsynch.com and tell them Sean sent you!…

1
Rethinking Customer Success Playbooks with Mike Lemire (Live from Startup Week Boston) 38:49

hace 8 weeks38:49

38:49

For a long time, post-sale teams haven’t received the attention they deserve. Companies have historically prioritized revenue growth over revenue protection, relying on human-intensive Customer Success models to keep customers happy. But the landscape is shifting—companies are rethinking how they structure their Customer Success teams, when and how to introduce Account Managers, and whether automation and scaled CS models can truly replace the human touch. In this episode, we sit down with Mike Lemire, a seasoned Customer Success executive with experience at Toast, HubSpot, and Overjet, who now runs his own executive coaching firm, Harmonic Leadership. In our conversation, Mike shares his insights on how to build the right post-sale team for your business, what CS leaders can learn from marketing, and why customer success is all about aligning trigger points with action items. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )!…

1
Bridging Academia and Entrepreneurship: Practical Lessons for Founders with Dr. Shari Worthington (Live from Startup Week Boston) 47:39

hace 12 weeks47:39

47:39

In this special episode recorded live at Startup Boston Week, we sit down with Dr. Shari Worthington, Associate Professor and Associate Director of the Center for Entrepreneurship at Suffolk University. Shari brings a unique perspective as both a serial entrepreneur and an academic, sharing insights from her research on founder identities . In our conversation, we explore the different types of entrepreneurs, how she brings practical, real-world examples into a theoretical academic environment, and why embracing serendipity might be the key to success. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )!…

1
Building a Thriving Community for 14,000 Operators with RevOps Co-op CEO Matt Volm 29:10

hace 16 weeks29:10

29:10

In this episode of Operations , Sean dives into the world of community-building with Matt Volm, CEO and Co-Founder of RevOps Co-op —a vibrant network of over 14,000 RevOps professionals. Matt shares how he transitioned from running a software startup to creating a thriving community, the lessons he’s learned about driving vs. moderating engagement, and why RevOps is attracting members from outside the tech industry. Tune in to discover how Matt and his team keep their content practical, their community engaged, and their mission alive in an ever-evolving landscape. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )! This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!…

1
How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman 48:11

hace 18 weeks48:11

48:11

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations , we dive into the fascinating story of Canva’s go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift. In our conversation, Aarti shares the strategy behind transitioning Canva’s Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don’t miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )! This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!…

1
What Separates Seasoned CROs from rising VPs Sales with pclub.io CEO Chris Orlob 34:38

hace 19 weeks34:38

34:38

What separates the best CROs from up-and-coming sales leaders? In this episode of Operations , we dive deep with Chris Orlob, CEO at pclub.io, to uncover the skills and traits that distinguish world-class revenue leaders. After nearly 1,000 conversations with CROs and VPs of Sales, Chris has identified the key differences between those who succeed at the highest levels and those on the rise. In our conversation, we talk about the spectrum of CROs that are out there, the importance of thinking in systems rather than deals, and why the traditional sales career path might leave some leaders unprepared for the top seat. ( Here's the LinkedIn post that prompted this whole conversation) Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )! This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!…

1
A Blueprint for Championing and Inspiring Operators with The Revenue Operations Manual Author Laura Adint 40:08

hace 22 weeks40:08

40:08

This fall, my new book, The Revenue Operations Manual , a blueprint for running a world-class RevOps org, was released. The book includes interviews with 50+ world-class Operators (many of which came from this show!), success stories from real world role models, and cautionary tales from when things didn’t go according to plan. Our guest on this episode is Laura Adint, my co-author for the book (and my former boss). It’s been a whirlwind since the book came out, so it was time to sit down with Laura and reflect not only on the process of writing a book like this, but what we hope Operators get out of it. In our conversation, we chat about how the idea for the book came to be, which section of the book is like getting your Masters in Operations, and why learning about cake mixes in the 1950s will make you a better Operator. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )! This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!…

1
Why the AI Agent Era Will Change Everything with Bonfire Ventures' Brett Queener 53:16

hace 33 weeks53:16

53:16

Have you ever had a conversation that just sticks with you for days? It challenges everything you previously thought to be true. You sit up at night re-running parts of it in your head. I had one of those recently with Brett Queener, Managing Director at Bonfire Ventures. Brett's recent writings on The Implications of the AI Age on the Application Software Market caught my attention, and ultimately led to this conversation that has caused me to question everything I thought I knew about SaaS businesses. In our conversation, Brett breaks down the 3 ages of applications software, we dive head-first into an agentic future, and why all of us need to question what we think it means to do our job. You can read the Substack articles that inspired our conversation here: The Three Ages of Applications Software The Implications of the AI Age for the Application Software Market Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. Anyone interested in pre-ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here )!…

1
The Challenges of Operations in a Usage-Based Business with Checkr's Lauren Davis 42:48

hace 36 weeks42:48

42:48

If you spend most of your career in a particular business model, it might be difficult to translate some of the things you believe to be foundational into a completely different model. A great example of this is for Operators who are used to the typical SaaS subscription bookings model, but find themselves working in a consumption, or usage-based business. Consumption-based software businesses are definitely on the rise, so I wanted to talk with someone who understand the nuances and complexities that are required to run Operations for a consumption-based business. I found that person in Lauren Davis, Director of Revenue Operations at Checkr, where their business model is based on the number of those background checks their customers use. In our conversation, Lauren and I talk about all of the system plumbing complexities of a consumption based business, whether her 6 years of institutional knowledge are an asset or a burden to her work, and she reveals the single biggest compensation mistake she made in comp design at the company. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!…

1
Inside OpenAI's Operations Team with Keith Jones 43:00

hace 40 weeks43:00

43:00

If you’re having a conversation about the world’s most innovative companies, it’s hard to imagine a conversation taking place that doesn’t mention OpenAI. OpenAI, specifically OpenAI’s ChatGPT, has opened up a whole new world of possibilities for everyone, but of course, on this show, we care about its impact on Operators. So who better to talk to about this impact than someone who actually leads Systems and Operations at OpenAI, Keith Jones, the company’s GTM Systems Lead. And while of course, I wanted to know what Keith is doing for his internal Sales customers at OpenAI, I also wanted to learn how he’s serving himself and other Ops folks within the company. In our conversation, we talk about a world in which teams spend less time entering data into the CRM and more time conversing with it, we explore a very specific internal use case for a GPT he built for himself at OpenAI, and how he makes the call of whether to use his own technology or not. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!…

1
How the Best Sales Leaders Approach Planning with TigerEye's Will Magnuson and Anna Randall 42:57

hace 42 weeks42:57

42:57

It’s funny how certain stereotypes emerge about different roles in an organization. On today’s episode, we’re talking to not 1, but 2 incredibly accomplished Sales Leaders who are pushing back on the stereotypes of the typical Sales leader, particularly when it comes to planning. Those guests are Will Magnuson and Anna Randall, both Sales leaders at TigerEye, the GTM Planning platform. Will is the CRO and Anna is the VP of Sales, and their partnership goes back years (in fact, this is their 3rd company together!). I was excited to talk to Will and Anna because they feel strongly about Sales leaders participating in, and taking ownership of, the Sales Planning process. In our conversation, we talk about how Sales leaders can be owners and not just recipients of the Sales Planning process, we cover how hard it is to balance the planning process while still hitting your Q4 numbers, and how a Sales leader’s attitude about the Plan will reflect how their team feels about it. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

1
The Emergence of Revenue Orchestration Platforms with Forrester's Anthony McPartlin 39:34

hace 44 weeks39:34

39:34

It can be hard sometimes to keep up with the pace of change in the tech landscape. New tools, new possibilities, new categories emerge. Luckily, there are folks whose job is to not only keep tabs on all these trends, but decipher what they mean for the rest of us. One such person, Anthony McPartlin, is our guest today. Anthony is a Principal Analyst at Forrester, and he recently co-authored an article about a new category that he and his colleagues at Forrester had identified: the Revenue Orchestration Platform. Revenue Orchestration is actually the consolidation of of other categories like sales engagement, conversational intelligence, and revenue intelligence platforms (enough buzz words for you?). In our conversation, Anthony teaches me about the market conditions that led to to the creation of this category, why too many people solve for tech, not business outcomes, and of course, how generative AI is going to disrupt this newly formed category all over again. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company. This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!…

Operations with Sean Lane

1
Adapting from SaaS to Services with Mission Cloud's Dina Otero 38:42

hace 46 weeks38:42

38:42

The best Operators I know exhibit "adaptive excellence." They can be dropped into any brand new situation, use their experience and the context of the new situation to figure out what will work best in this new environment, and ultimately thrive. Our guest today is a perfect example of someone who exhibits adaptive excellence. That someone is Dina Otero, VP Demand Generation at Mission Cloud. After a decade of working in SaaS at companies like Confirmit (now Forsta) and Aprimo, Dina made the jump last year to a Mission Cloud, an AWS Premier Tier managed services provider. Not only did Dina have to transition from her SaaS background into Services, but over the course of her career, she also managed to grow from starting in Marketing Operations roles to ultimately leading all of Demand Generation. In our conversation, we explore which SaaS lessons she was able to combine with some creativity in a Services business model, how you run marketing within a competitive partner ecosystem like AWS, and why she says her background in Marketing Ops is the single most important factor in her career growth. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
The Color-Coding Exercise to Unlock Your RevOps Career Growth 8:26

hace 48 weeks8:26

8:26

Operators are employees who want to learn. They want to stretch their minds and better understand an organization and how all its pieces fit together. Yet it's common for Operators to get pigeonholed into a specific Ops function or tied to a specific internal customer or area of ownership. On today’s episode, I’m going to walk you through an exercise you can do yourself or with your teams to guarantee you avoid this problem, and more importantly, cement the ongoing development of your team and their skills as part of your team's culture. Make your own copy of the color-coding exercise here . Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman 47:02

hace 50 weeks47:02

47:02

It's really encouraging that the tech marketplace is making the transition from AI hype to AI execution. We’re getting into real, concrete use cases that drive outcomes at companies, which is what we care most about on this show. I wanted to talk to someone who is living and breathing those real use cases every day and could share them with the rest of us. That someone in Kyle Coleman, CMO of Copy.ai , the go-to-market AI platform. I caught up with Kyle just a couple months into his tenure at Copy.ai, so what’s great about this conversation is he was on just as steep a learning curve as the rest of us when it comes to applying AI to our GTM execution. In our conversation, we talk about what Kyle means by designing for more upstream AI workflows, why operators are critical in creating leverage through AI, and how his team accidentally created a blog post about using AI to write obituaries. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . You can also check out Kyle's new podcast, Future Proofed, here . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry 38:16

hace 1 year38:16

38:16

It’s not often someone builds something so high-functioning that it’s worthy of an entire book, but the guests on this episode accomplished exactly that. Hillary Carpio and Travis Henry from Snowflake, the cloud data platform, are the authors of Busting Silos, which details how Snowflake unites sales and marketing to win its best customers. Uniting Sales and Marketing is a claim made by many, accomplished by few. But these two might’ve pulled it off. In our conversation, they teach me the right and wrong questions to be asking when it comes to attribution, we talk about how Snowflake is set up to empower people to make decisions, and how their ABM/SDR partnership 2-4x’d the meeting rate at the company. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . You can also find Hillary and Travis's book here . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
How to Forecast within 5% with Paul Shea and Chris Lowry 41:03

hace 1 year41:03

41:03

Kevin Knieriem, President of Strategic GTM at Clari, wrote, "The sales forecasting process is so much more than just calling a number. It represents the entire operating rhythm of the whole company." On today’s episode, we’re going deep into forecasting, specifically how Operators can contribute to the forecasting motion at their companies. And to do that, I’m bringing in two people who I know understand the ins and outs of forecasting because I built it alongside them: Paul Shea and Chris Lowry. Paul and Chris were the architects of our Operations team’s forecasting model that regularly forecasted within 5% of actual results. In our conversation, we talk about the crawl-walk-run approach you can follow to building your own model at your company, the tough conversations between Sales and Ops when your forecasts are different, and ultimately, whether all of this work is actually worth it. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
The Transition from Planning Mode to Execution Mode with Michael Heilmann 43:26

hace 1 year43:26

43:26

It's Q1. All of your plans for the new year have been out for a while. You’re off and running in this new Fiscal Year. But how are things going? Were you able to help your company quickly switch from Planning Mode to Execution Mode? That’s what this episode is all about. And the person to help the rest of us more successfully make that transition is Michael Heilmann. Michael spent the last 8 years building out the both the Sales and Sales Operations teams at Demandbase, where he saw explosive growth and most recently served as their VP of Worldwide Sales Operations. Today, Mike has his own consulting business, ScaledRev. In our conversation, Mike and I talk about the combination of Instructions and Calculations in a go-to-market machine, how leadership can set the tone for your transition into Execution, and why you’ve been setting your pipeline goals vs. quota wrong all along. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.…

Operations with Sean Lane

1
The Passion for Building and Scaling Iconic Businesses with Noah Marks 42:15

hace 1 year42:15

42:15

I’ve always marveled at the Operators at larger companies who are tasked with the breadth of challenges and responsibilities that come with a role at that scale. How do they do it? How do they keep all of the details of a larger business in their head? To find out, I sat down with Noah Marks, a serial Operations Executive with a resume that includes Udemy, WalkMe, Okta, and Salesforce. Noah has made a career of helping companies make the jump from growth Mode to scale Mode. Today, Noah is the SVP & Head of Commercial Strategy & Operations at Diligent, a leading governance, risk and compliance SaaS company with over 25,000 customers around the world. In our conversation, we talk about the bullwhip effect of small directional tweaks, the stepping stones of scalability, and why the underlying trait of Operators is creativity. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
Should Enablement Report to RevOps with Visualize's Carlos Nouche 40:52

hace 1 year40:52

40:52

On today’s episode, we’re going to explore the relationship between Ops and Enablement and whether, wait for it, Enablement should actually report into a RevOps leader instead of being its own function. To help guide us through that conversation, we’re joined by Carlos Nouche, VP at Visualize, the global leader in implementing the ValueSelling Framework. Carlos has been in the enterprise software industry for 25 years and for the past 16 years, he’s been helping Visualize’s customers maximize their sales effectiveness. In our conversation, we talk about how Enablement teams should be structured to focus on alignment and outcomes, how to make enablement changes that actually stick, and what approach he uses with his clients to drive 2.75x higher ACVs. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
The Journey from 17th Employee to CEO with BlueConic's Cory Munchbach 42:37

hace 1 year42:37

42:37

I think earlier in my career, I just assumed that anybody with a "C" at the beginning of their title knew everything. They had all the answers. Of course, this is a preposterous thing to think, but that doesn’t mean that we don’t look to those C-level folks for answers to our questions. So how do the rest of us who might want to sit in one of those chairs someday prepare ourselves for that moment? On today’s episode, we’re lucky to be joined by someone who, over the course of 8 years, grew from the 17th employee to the CEO of a company. That someone is Cory Munchbach, now Chief Executive Officer at customer data platform BlueConic. In our conversation, Cory and I talk about the relationship between a CEO and a COO, the importance and vulnerability that comes with asking questions, and the traits that might hold operators back from being good CEOs themselves some day. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
Why "Composability" is the Key to Designing the Modern Tech Stack with HubSpot's Scott Brinker 36:04

hace 1 year36:04

36:04

If you work in Marketing Technology, chances are you’ve come across the MarTech Map graphic at some point in your career. You know the one – the graphic that depicts the entire marketing technology landscape filled with so many logos that they are impossible to even see with the naked eye. In 2011, there were 150 companies on the graphic. In 2014, 10 years ago, there were just shy of 1,000. Today, that number is over 13,000 martech software tools available in the market. The man behind that famous graphic, Scott Brinker, is the VP Platform Ecosystem at HubSpot and Editor at chiefmartec.com . He's also our guest on this episode to make sense of it all for the rest of us and break down his new "Martech for 2024" report. In our conversation, we talk about the “hack-pack-stack” approach to building your tech stack, he explains to me why "composability" is the key to creativity in Operations, and of course, I couldn’t let Scott leave without him teaching me some real, tactical use cases for AI in Operations. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
How This Operator Found, Bought, and Became CEO of Their Own Business with Revenue Accelerator's Christi Loucks 33:43

hace 1 year33:43

33:43

Making the decision to go off on your own to build your own business is a daunting one. Social media would make you think that it’s all the rage right now to find small businesses, buy them, and then sit back and let the passive income roll in. But while there may be some exceptions to the rule, this isn’t the reality for most businesses. So I was wondering how this actually works in the real world? Our guest on this episode, Christi Loucks, is someone who can teach us. Christi is the CEO of Revenue Accelerator, a B2B Lead Gen Services company that creates and executes outbound sales motions for tech companies. In our conversation, we talk about the decision to take control of her own destiny, how she found and ultimately stepped into her new role as CEO, and why the pairing of a Dealmaker and a Visionary was ultimately what led to where she is today. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
RevOps Shouldn't Be SalesOps in Disguise 16:41

hace 1 year16:41

16:41

There are some teams called Revenue Operations, but when you pull the curtain just a little bit, it’s really just Sales Operations in disguise, maybe with some added responsibilities to other internal stakeholders. Revenue Operations is often viewed as the silver bullet to siloed decision-making and inconsistent data sources, but you can’t expect a perfectly cohesive operation simply by naming an organizational structure. If Sales is still the dominant voice in your Go-to-Market planning and execution, you’re missing out on the potential benefits of a truly cross-functional Revenue Operations group. We as Operators are uniquely positioned in our organizations to build, strengthen, and maintain these cross-functional relationships. We are the “central connectors” of our companies. So how do you develop the right types of relationships beyond Sales to pull this off? In this episode, we go function by function with all of the key internal customers outside of Sales to find out. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
EdTech's "Mission to Mission" Go-to-Market Approach with TeachFX's Rachel Jordan and Laurence Hall 43:42

hace 1 year43:42

43:42

It’s so easy to get used to the echo chamber of B2B Tech Companies selling to other B2B Tech Companies. You learn a certain way of doing things, and you sell to people and companies that are just like your own. But what if some of your typical tactics don’t work on a different type of customer? On this episode, we explore a different buyer altogether in the world of Education Technology. Our guides to EdTech are Rachel Jordan and Laurence Hall from TeachFX, a tool that captures and analyzes teachers' classroom instruction and surfaces insights about talk time patterns and instructional feedback. Rachel is the Head of Marketing and Laurence is the Head of Sales, and together they’re crafting their own go-to-market approach in the EdTech space. In our conversation, we talk about what it means to be Mission to Mission instead of B2B, we outline how they fight the tendency to go whale hunting, and how it’s actually easy to find unicorns when you know where all the unicorns hang out. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
A New Approach to Operations in New Market Conditions with Logixboard's Hannah Duncan 25:15

hace 1 year25:15

25:15

It’s no secret that Operators and companies have been working in very different economic conditions for the past couple of years. Our guest today is someone who has had to figure out how to navigate those economic conditions and not just survive, but thrive within them. That guest is Hannah Duncan, Head of Revenue Operations at Logixboard. In our conversation, we talk about what it looks like to work in a more resource-constrained Ops environment, the value Operators can bring by sitting in on deal reviews, and why despite all of the obstacles, Hannah feels closer to her business and her teammates than ever before. 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 , or subscribe to our YouTube channel . Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company. This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners . To learn more about them, visit fullcast.com and tell them Sean sent you!…

Operations with Sean Lane

1
How Building Strong Company Foundations Allows You to Actually Run Your Business with Sweep's Benjamin Zeitz 42:54

hace 1 year42:54