The RevOps & ABM Alignment

In this episode, Romeo is joined by Steffen Hedebrandt Co-Founder and CMO of Dreamdata.io - a company that Automatically extracts, cleans and simplifies your B2B go-to-market data, and empowers your team through revenue impact.

Steffan's journey into the world of B2B marketing and growth began shortly after graduating from university in the early 2010s. Throughout his career, he has honed his skills in various marketing and growth-related roles, gaining invaluable experience in the B2B go-to-market landscape. His professional path has consistently led him to startups and scale-up companies, where a digital focus reigns supreme.

By applying a deep-rooted growth mindset and a data-driven approach, he has successfully scaled businesses and built teams at companies like Upwork and Airtame. At DreamData, Steffen and his team empower customers to understand their customer journeys, optimize costs, and strategically allocate resources. His role as Chief Marketing Officer underscores his commitment to solving the challenges of scaling marketing and growth.

Steffen's journey exemplifies his dedication to helping businesses thrive in the dynamic B2B landscape, making him a notable figure in the field of marketing and growth.

Steffen's perspective on Chris Walker's self-made attribution approach emphasizes its low implementation cost and the additional data points it provides that aids in understanding customer journeys. He recommends its adoption in most companies, drawing from his own company's experience with a sample of 100 demo calls, revealing that people often don't remember their funnel entry points, highlighting the inconsistency of self-reported answers. While it appears easy to implement, Steffen cautions against viewing it as a universal cure for businesses.

The self-reported attribution, which involves open-field questions about referral sources, is relevant in B2B SaaS companies. Still, DreamData offers a more comprehensive solution that goes beyond merely asking customers how they heard about a product or service.

Steffen suggests that self-reported attribution can help identify instances where marketing stands out, though it risks confirmation bias, potentially exaggerating the impact of certain marketing efforts.

Tune in to the full episode to learn how to approach revenue attribution in 2023!

HIGHLIGHTS
01:00 Introducing Steffen
02:25 Take on self-made attribution
08:50 Navigating a cookie-less world
11:25 Addressing attribution challenges
19:09 The usual missing components for prospect accounts
25:00 The road from trial to winning
30:10 The challenge of evengalazing clarity in the customer journey
36:20 Learnings from GTM campaigns
41:45 Communities for B2B SaaS, RevOps and ABM research

Connect with Steffen:
LinkedIn | Webpage

Connect with Romeo:
LinkedIn | Webpage

In this episode, Anna Nadeina discusses the challenges SaaS companies face in "the profitable growth" era, sharing insights from interviews with founders. She also explains how SaaS Group supports its companies.

HIGHLIGHTS:
00:00 Intro
03:19 What is SaaS Group
15:56 SaaS market trends
21:50 Niching down for SaaS
25:07 Founders' mental health, AI, growth
39:00 Exploring SaaS niches
46:00 Targeting the US market
48:09 Cultural differences in GTM
59:31 Should everyone have a podcast?
01:12:51 Anna's recommendations

Connect with Anna Nadeina

LinkedIn | Webpage

Connect with Romeo Mann:

LinkedIn | Webpage

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This episode is brought to you by MAN Digital - RevOps and ABM & Demand Gen agency helping B2B companies with long sales cycles build revenue engines.

In this episode, Romeo is joined by Matt Bolian, the Co-Founder of RevPartners and the Co-Founder/CEO of Supered - a company that helps turn CRM adoption into your superpower by providing training and guidance for revenue teams.

Matt’s background is in the US military, where at the end of his 6 year tenure he held the title of Director of Analytics: Battalion Intelligence Officer. A lot of his daily tasks were similar to the duties of a RevOps professional - he needed to synthesize information to help people make the right calls, which is exactly how RevOps aides their revenue teams.

Once he left the military, Matt found his next role at C Spire as their Chief of Staff. Initially he had thought of going into sales, but he noticed that the structure that C Spire had made for their sales team was inefficient, so he took it upon himself to fix their CRM and go from chaos to clarity.

Matt’s journey to becoming the Co-Founder of RevPartners started in 2019, when the President who hired him at C Spire became a CEO of Connectivity Wireless and took him along for the ride. Initially it was planned that Matt would lead their business operations/marketing and be in charge of their ERP, although they had a Microsoft Suite, which Matt is not a fan of. During that time the CEO who brought him over left, and then everybody who he brought along for the ride got laid off - except Matt. Matt realized that his role was a quintessential part of the business, even though he didn’t have the name for it, and so his journey into RevOps began.

His A-HA moment was when he realized that RevOps was a very difficult role to hire for, so upon meeting Brendan Tolleson, who at the time was a CRO, they began to brainstorm on how to effectively help companies outsource this function and avoid the trial and error that is required to successfully build a RevOps function in-house. And so - RevPartners was born.

It’s no secret that Salesforce is an expensive, and often overly complex tool for most businesses. When Matt discovered Hubspot, he came to the conclusion that this was the right CRM for him to hone his specialty in, as it does all the base functions he needed than any other platform, so he went all-in.

Romeo and Matt take a deep dive into how to correctly analyze your Go-To-Market strategy and what common mistakes are making revenue teams inefficient. Matt says that every company is doing RevOps in one way or another - even if they don’t realize it - and mentions that a company's revenue maturity is not an indicator of their RevOps maturity. The first things to look at are if your sales team is following a process and if your success team is all on the same platform, otherwise you’re approaching RevOps backwards.

Tune into the full episode to learn more ways to turn HubSpot into your ultimate RevOps advantage!

HIGHLIGHTS:
02:25 Matt’s Military Background
05:15 How Matt Became Chief of Staff
06:49 The RevPartners Journey
10:42 How Matt Started With Hubspot
15:50 RevOps Role in the Current Market Turmoil
20:36 How to Analyze Your GTM Approach in 2023
28:52 First Steps for RevOps Adoption
36:03 Does Supered Collaborate with the Hubspot Team?
37:54 What Changes Hubspot is Making to Help RevOps Teams
43:15 Building Sales Playbooks & Processes Right

Connect with Matt:
LinkedIn | Webpage

Connect with Romeo:
LinkedIn | Webpage

Romeo and Todd Thomas, CRO of Aiden Automotive Technologies, touch upon the essential nature of subject matter expertise in B2B and targeted ABM.

No matter how advanced technology becomes, knowing the nuances of a specific industry or field remains critical.

True ABM requires a deep understanding of the target audience, precise messaging, and tailored approaches.

All that should come from identifying the unique needs and challenges of different stakeholders in target accounts.

Businesses should also not underestimate the role of data in refining strategies. Understanding what works and what doesn't is crucial in iterating for better outcomes.

Tune into this episode to delve deep into the blend of technology, data science, and its impact across various industries. If you've ever wondered about the true value of subject matter expertise in marketing, this episode is a must-listen!

Connect with Todd:
LinkedIn | Webpage

Connect with Romeo:
LinkedIn | Webpage

Welcome To The RevOps & ABM Alignment

In this inaugural episode of The RevOps & ABM Alignment, guest host Ed Purmalis interviews the Co-Founder & CRO of MAN Digital - Romeo Mann.

Romeo loves to ask questions to absolutely everyone, learn the why behind complex issues, and break down complicated concepts to present them in a simple manner.

This weekly podcast will bring a specialized and strategic approach to a variety of topics in the B2B Go-To-Market space, with a heavy emphasis on two effective and often misinterpreted motions - Account-Based Marketing and Revenue Operations.

You can expect to hear from subject matter experts that work with data on a regular basis and walk the walk - CFO’s, RevOps Leaders, VC’s and CRO’s. You can also expect newer adapters that have seen the magic behind a truly effective GTM strategy.

So WHY?

Both RevOps & ABM are getting more and more popular due to the amazing pace at which GTM technology is evolving.

The goal of the show is to dissect why you need to implement these motions, how to properly do it, and to make sure you’re doing what really matters - gaining net new revenue.

The aim of this show is to answer some hard-hitting questions such as:

• Are you correctly interpreting the data?
• Is your data even correct?
• How do you set the right KPI’s for revenue teams?
• How do you achieve alignment between Marketing, Sales and Customer Success?
• How do you target your prospects with true relevance?
• How do you empower executives to be self-sufficient when looking for answers?

What technology should you prioritize and implement?

..and much more!

Speaking of technology - this episode highlights the importance of connector tools like Zapier, data enrichment tools such as LeadMagic, and of course - ChatGPT with all of its wonderful plugins.

We look forward to hearing your feedback. If you love listening to this show, please subscribe, share, and give us a 5 star rating on Apple Podcasts - it truly helps lock in higher profile guests for you to hear from!

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This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.

How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.