In this episode, we talk about the importance of positioning for software houses and the growth challenges & opportunities tech companies face today.HIGHLIGHTS:00:00 Intro and background07:23 Economic Uncertainty20:06 AI revolution25:24 Challenges for CTOs27:48 Processes with Business Impact29:31 Technology with Industry Expertise 37:35 DeepNext: AI Framework for Code Generation44:01 Success Competencies in Tech Connect with Ronald BinkofskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.

In this episode, Darren Fay introduces the Intent-Based Revenue Ops framework with its four pillars explaining how this approach makes RevOps people a business strategic partners, rather than just a support role. HIGHLIGHTS:00:00 Intro and Background02:31 Intent-Based Revenue Ops Framework06:24 Change Management13:43 The Power of Well-Defined Mission Statement16:15 Driving Impact with Intent-Based RevOps25:28 Skills and Competencies for RevOps TeamLearn more about the Intent-Based Revenue Ops Framework here: https://www.peakrevops.com/blog/intent-based-revenue-operations-maximize-your-revenue-operations-teams-impactConnect with Darren FayLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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. We dive into your strategies and CRM, identify growth levers and launch integrated campaigns to grow a pipeline that converts into revenue.

Romeo chats with Jeremy Donovan, VP of RevOps at Insight Partners, on ways to improve sales forecasts' accuracy for SMB and Enterprise, fill in forecasting gaps, and manage the sales pipeline.Connect with Jeremey DonovanLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

Launching GTM Ops requires a strategic first step. Confused about where to start?  Romeo chats with Roee Hartuv from Winning by Design about how to set up and improve GTM operations by creating a clear data model to track the customer journey.HIGHLIGHTS:00:00 Intro03:01 Product Market Fit vs Go-To-Market Fit08:30 Implementing GTM Ops26:41 GTM Ops for B2B SaaS Companies28:24 Revenue architecture37:13 Growth challenges and strategies45:13 Business algorithm for growthConnect with Roee HartuvLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

GTM expert Jill Rowley explains the "Nearbound" - a new GTM on the block focused on building partnerships with the companies that your customers already work with to drive joint growth. You'll learn about moving from aggressive growth to more sustainable ways of driving revenue and how GTM strategies have evolved. HIGHLIGHTS:00:00 Intro and background06:29 Partnerships in modern GTM13:22 Nearbound strategy27:32 Sales and marketing alignment48:49 Partnerships for sustainable growthConnect with Jill RowleyLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

Romeo talks with Yaroslaw Lazor, CEO at Railsware, and Sergiy Korolov, Managing Director, about Railsware's rise as a top product studio. They delve into their lean methods, problem-solving frameworks, and hiring philosophy that underpinned their success.HIGHLIGHTS:00:00 From IT outsourcing to product studio35:59 Team management38:18 Achieving Product-Market Fit59:36 Balancing product and service offeringsWant to get more fresh insights into product management? Discover the top 5 podcasts recommended by Yaroslaw and Sergiy!https://railsware.com/blog/product-podcasts/Connect with Yaroslaw Lazor:LinkedIn | WebpageConnect with Sergiy Korolov:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

Landscape in the Software Development Industry is getting harder. Less demand, more competitors.Romeo talks with Radek Zaleski, Partner at Netguru, about the growth strategies that have made them one of Europe's top software houses.All B2B professional services companies can learn much about growth from this episode. HIGHLIGHTS:00:00 Intro03:23 NetGuru's growth journey10:33 Changes in the market27:40 The impact of content on Netguru's success31:03 Building a strong brand 36:21 Gaining industry understanding46:28 Identifying profitable niches53:15 Couching young professionals57:26 Avoid general business advicesConnect with Radek ZaleskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

What are person-based ads and how can companies use them in ABM campaigns? Why is a solid marketing foundation crucial for service-based companies?  Why should C-level executives be involved in building ABM strategy early on? Romeo Mann sits down with Dmitri Lisitski, CEO & Co-founder at Influ2 (ABM software), to answer these and more questions.HIGHLIGHTS:00:00 Intro and Reflections on the Market Condition08:30 Person-Based Ads in ABM16:19 Advanced Marketing Tactics36:21 C-level Executives in ABM StrategyConnect with Dmitri LisitskiLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

What are the key steps in creating a go-to-market roadmap? How to enter a new market? Which parts of the GTM strategy can you outsource to agencies?Romeo sits down with Derek Osgood, Founder & CEO at Ignition, to answer these and more questions:HIGHLIGHTS:00:00 Intro and Background01:23  GTM Roadmapping 09:27  Customer Feedback and Insights20:38 Entering a New Market31:47 Message Customization for Different Regions34:40 GTM Execution Plan41:23 Internal Competencies vs Outsourcing44:45 GTM Maintenance and Optimization48:23 Post Launch Phase50:55 Neglected GTM AreasConnect with Derek OsgoodLinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

How should companies prioritize go-to-market investments? What factors influence choosing a go-to-market for different customer profiles? When should benchmarking be used to assess go-to-market performance?Romeo sits down with Thomas Neergaard Hansen, President at Amplitued, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:11 The Uncertainty in the B2B SaaS Market05:32 Optimizing GTM efficiency08:31 Consolidating the GTM Tech Stack12:03 The Benefits of Product-Led Growth15:03 Surviving as a Smaller B2B Company23:00 The Art and Science of Sales and Marketing26:19 Advanced Segmentation and Targeting29:42 Benchmarking GTM metrics33:23 Critical Role of GTM Strategy42:25 Adapting to Technological Changes and AI Connect with Thomas Hansen:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

What is Allbound? What are the challenges with traditional inbound and outbound? How to improve the B2B buying process? Romeo Mann sits down with Catie Ivey, CRO at Walnut, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and Background03:15 Developing Outbound Motion06:00 The Difference Between CRO and Sales Leader08:00 Aligning Inbound and Outbound Strategies11:44 When to invest in ABM platform15:29 Essential skills for marketers today21:09 Challenges with Outbound Sales27:12 What should CRO prioritize in a Series B Company?35:11 Improving the B2B buying process37:27 Recommended Resources Connect with Catie Ivey:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

How does Lean methodology factor into go-to-market strategies? What are the key considerations before adopting an ABM strategy? How does RevOps' role shift before and after an IPO?Romeo sits down with Pablo Dominguez, Advisory Leader at Insight Partners, to answer these and more questions.00:00 Introduction and background06:54 Applying Lean Methodology in GTM9:33 How Insight Partners Work with Companies15:45 Finding GTM Fit25:19 The Ultimate Metric in ABM28:14 Experimentation and Iteration in ABM29:33 RevOps Pre-IPO vs Post-IPO37:45 Leveraging AI in Marketing and RevOpsConnect with Pablo Dominguez:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***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.

What drove the shift from SalesOps to RevOps? What are the key functions in RevOps and how do they evolve with company growth? When should a company start RevOps and what are the initial steps?Romeo Mann sits down with Carol Chen, VP of Revenue Operations, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background04:22 How SalesOps shifted to RevOps07:17 When to implement RevOps10:22 Focus areas in RevOps16:49 RevOps blueprint19:33 Internal RevOps vs Agency23:01 Pre-IPO and Post-IPO dynamics25:52 Shift from growth at any cost to retention29:59 Tools consolidation and ROI33:58 Investing in RevOps35:28 How ABM aligns with RevOps42:32 RevOps Inspirations and resourcesConnect with Carol Chen:LinkedIn | WebpageConnect with Romeo Mann:LinkedIn | Webpage***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.

What are the marketing fundamentals many B2B marketers overlook or neglect? What does alignment between sales and marketing look like in practice? What the CMO should focus on during the first 90 days?Romeo sits down with Jeff Perkins, CMO at Greenlight Guru, to answer these and more questions.HIGHLIGHTS:00:00 Introduction and background03:09 The basics of marketing and ABM10:20 Transition to B2B marketing15:11 Key focus areas for marketers in 202421:33 Understanding the customer journey|25:37 Creating a 90-day plan as a CMO33:27 What the CEO expects from the CMO37:11 Sales and marketing alignment in practice41:23 Habits for marketeers in 202447:55 Jeff's book recommendation Connect with Jeff Perkins:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***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.

In this episode Romeo sits down with Shantanu Shekhar, Senior Director of GTM operations at Gong.io, to explore creative go-to-market strategies, from exclusive events to community building.Additionally, our guest sheds light on Gong's AI strategy, highlighting the importance of understanding data volume, relevance, and compliance. Drawing from Gong's experience, he illustrates how conversational intelligence helps revolutionize sales processes and Account-based marketing.During the conversation, Shantanu also shares practical tips for engaging with target personas in a crowded market, especially in enterprise deals.HIGHLIGHTS:00:00 From engineering studies to RevOps08:24 Conversational intelligence in GTM11:19  Gong's conversational intelligence tool15:10 Using accounts' insights in ABM19:08 Targeted events for building thought leadership30:37 Challenges in enterprise deals and how to overcome them35:09 Content and playbooks for enterprise deals38:07 RevOps resourcesConnect with Shantanu:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***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.

This time, Romeo together with Anastasiia Binss (now RevOps Head at Semble) discusses the 5 most common pitfalls of ABM in organizations and how to fix them. What you'll learn from this episode:00:00 Journey from Anthropology to ABM and RevOps5:28 What is Account-based marketing7:28 Changing to ABM is scary17:41 Common misconceptions about ABM21:21 Pitafll #1: We don't understand what ABM is25:75 Pitafll #2: We set ourselves the wrong KPIs31:26 Pitafll #3: We set it and forget it36:25 Pitafll #4: Our sales team is not part of the process41:33 How to get sales buy-in for ABM44:50 Pitafll #5: We underestimate the size of the project49:27 Treat ABM as a strategy, not a project Connect with Anastasiia:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage***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.

Today, Romeo is joined by Jeppe Wienziers Stenbæk - Head of Business Architecture & Technology at Pleo. They offer smart company cards that enable employees to buy the things they need for work, all while keeping the company's finance team in control of spending. From this episode, you will learn the difference between tactical and strategic RevOps, the "domain model" for operations teams, how RevOps in Pleo helps in optimizing GTM, the role of AI in RevOps, and more.HIGHLIGHTS:00:00 Jeppe's journey into RevOps06:54 Overview of Plio and evolution of the RevOps team18:05 Organizing RevOps teams23:09 RevOps - Marketing cooperation29:56 Attribution and reporting35:02 Data integration and usage37:44 Data consolidation39:22 Roles and competencies in RevOps41:25 The pricing team as a part of RevOps44:48 RevOps strategic projects47:02 Adapting to changing market conditions51:26 Changing competency metrics in hiring52:48 The Role of AI in RevOps***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. Connect with Jeppe:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage

In this episode, Romeo sits down with Jesse Ouellette, founder of LeadMagic, discussing insights on email deliverability, technology setup, and pitfalls of conventional outreach.Together with Romeo, they explore challenges in data and tools for modern outbound strategies and ABM. They also address GDPR concerns with tools like ZoomInfo and Apollo, and the usefulness of 3-rd party data.Tune into the full episode for insights into optimizing email outreach with a focus on data and tooling.Connect with Jesse:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage ***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.

Kubilay, VP of Revenue at Insider, guides listeners through the global impact of overseeing sales, marketing, and customer success for a company with over 1000 employees and 26 offices. Serving clients like Singapore Airlines, Estelada, Samsung, Adidas, and Nike, Insider's technology, illustrated through the New Balance example, enhances conversion rates and customer value.Kubilay reminisces about the "Crocodile Approach" strategy, focusing on unexplored markets, and the hard work behind building a European presence. He describes Insider.'s unique approach to outbound based on personalized gap analysis and use cases tailored to every client.Discussing the influence of COVID-19 on e-commerce, Kubilay emphasizes the importance of over-serving customers, retention strategies, and the evolving market dynamics. He explores the trend of B2B consolidation and unveils Insider's strategy to generate one in four new businesses from existing clients.In the final segment, Kubilay recommends game-changing books: "The Hard Thing About Hard Things" by Ben Horowitz and "Principles" by Ray Dalio. Explore more insights for revenue leaders, entrepreneurs, and business strategists on the evolution of revenue operations and the impact of personalization in the full episode.Connect with Kubilay:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage ***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.

In this episode, Romeo is joined by Nicholas Lansberry - GTM Operations Manager at Expedient. They are a data center and cloud services provider for digital transformation. Nick together with Romeo discusses the role of AI as a teammate. Nick explains a few use cases, eg. using AI to assist salespeople in crafting tailored messages for target accounts, using CRM data and industry insights.They also envision the future of AI in roles like revenue architects, focusing on customizing and refining AI blueprints to align with specific business needs. The discussion also covers Ai importance in reporting, especially in tools like HubSpot. Watch the full episode to learn more about using AI in your go-to-market operations.Connect with Nick:LinkedIn | WebpageConnect with Romeo:LinkedIn | Webpage ***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.