In this episode of Beyond the Pipeline, host Vivin speaks with Arjun Pillai, co-founder and CEO of Docket AI, about the transformative impact of AI on B2B SaaS, particularly in sales development roles. They discuss the rise of AI SDR solutions, the challenges of AI acceptance among users, and the potential for job displacement. The conversation also explores the future of AI interactions, including the concept of agent-to-agent communication, and how Docket AI is innovating sales enablement by a...
Mar 05, 2025•42 min•Ep. 18
Summary In this episode of Beyond the Pipeline, host Vivin speaks with Julie Beynon, Head of Data at Census, about the evolution of account scoring and how AI has helped improve it. They explore the nuances of account scoring, the importance of feedback from sales teams, and the challenges of data quality. Julie shares her insights on building trust with sales teams and the need for collaboration across the go-to-market organisation. The conversation also delves into balancing intent and behavio...
Feb 09, 2025•53 min•Ep. 17
Summary In this episode of Beyond the Pipeline, Srikant Sivasubramanian shares his journey from consulting at McKinsey to leading the forecasting function at Freshworks. He discusses the evolution of the forecasting model at Freshworks, highlighting the transition from a sales-driven methodology to a more structured, cohort-based approach. Srikant emphasizes the importance of leveraging historical data and building trust within teams to improve forecasting accuracy and drive business success. In...
Jan 14, 2025•1 hr 5 min•Ep. 16
Summary In this episode of Beyond the Pipeline, host Vivin and guest Kyle Crouse delve into the intricacies of data modelling in B2B SaaS, discussing the importance of understanding business needs, the common pitfalls in data management, and the balance between leveraging standard objects and creating custom fields. Kyle shares insights on governance, data quality, and the need for flexibility in data solutions, emphasizing the importance of working backwards from desired outcomes to define data...
Jan 07, 2025•57 min•Ep. 15
In this episode of Beyond the Pipeline, host Vivin speaks with Kamil Rextin, founder of 42 Agency, about how to look at buying and using tech in pre-seed and seed-stage startups. Kamil draws from his experience on how you have to be nimble in terms of pivoting and often, you need to spend money on tech after making sure of your processes. We also discuss how it is vital to have stakeholder alignment and be clear about your existing tech stack before buying new tech. Kamil emphasises the need to ...
Dec 22, 2024•51 min•Ep. 14
In this episode of Beyond the Pipeline, host Vivin interviews Taft Love, founder of Iceberg RevOps, who shares his unique career journey from detective to sales leader. The conversation explores the importance of operations in early-stage startups, when to invest in operations and the challenges of maintaining sales processes. Taft emphasises the need for strategic thinking in hiring operations talent and discusses the balance between SDR and ops roles. In this conversation, Taft Love discusses ...
Dec 09, 2024•40 min•Ep. 13
Summary In this episode of Beyond the Pipeline, Vivin and Anthony Enrico discuss the intricacies of creating an operating plan and growth model for VC-funded companies. They explore the importance of setting ambitious yet achievable goals, the role of RevOps in the planning process, and the necessity of using historical data and assumptions to inform decisions. Anthony shares insights from his journey in operations and the evolution of LeanScale, emphasizing the need for ongoing adjustments to p...
Nov 07, 2024•48 min•Ep. 12
Summary In this episode of the Beyond the Pipeline podcast, host Vivin engages with Jen Bergren, a documentation expert, to explore the critical role of documentation in operations and business success. They discuss the challenges organisations face in prioritizing documentation, the cultural differences between large companies and startups, and practical strategies for effective documentation practices. Jen emphasizes the importance of starting small, maintaining clarity, and ensuring accessibi...
Oct 27, 2024•51 min•Ep. 11
This episode features Laura Adint and Sean Lane, authors of "The Revenue Operations Manual." The discussion focuses on the importance of communication in RevOps and how it can elevate ops professionals in their roles. Key points from the episode include: The importance of communication in RevOps: The guests emphasize that being good at execution and data analysis isn't enough; ops professionals need to effectively communicate the value of their work. Ops professionals' unique perspective: Due to...
Oct 13, 2024•53 min•Ep. 10
Takeaways Listen and understand the challenges of the organization before setting goals Align goals with the company's overall objectives Break down goals into smaller, measurable objectives and track progress using a framework. Use the Four Disciplines of Execution framework to drive strategic action Prioritize tasks and focus on quick wins Implement a test, learn, and iterate approach Consider capacity planning and interdepartmental collaboration Clear communication, documentation, and account...
Sep 18, 2024•53 min•Ep. 9
In this episode of Beyond the Pipeline, host Vivin sits down with Xander Broeffle, Senior Director of Marketing Ops at CS2, to delve into the intricacies of conducting a comprehensive GTM operations audit. Xander shares his expertise on when and why companies should perform audits, the importance of real-time monitoring, and CS2's unique GTM operations framework. Learn about key moments to audit your systems and how to prioritize actionable insights to enhance your go-to-market strategy. **Times...
Aug 15, 2024•1 hr 3 min•Ep. 8
In this episode of Beyond the Pipeline, host Vivin welcomes Justin Norris, Director of Marketing and BDR Operations at 360 Learning and host of the RevOpps FM podcast. Justin shares his journey into operations, transitioning from an English major to a pivotal figure in marketing operations. They dive deep into the challenges of reporting in B2B SaaS, discussing concepts like reporting fatigue, the importance of storytelling in data presentation, and handling impulsive reporting requests. Justin ...
Jul 17, 2024•43 min•Ep. 7
In this episode of Beyond the Pipeline, we dive deep into the world of documentation in ops. We explore the best practices for effective documentation, how to build a culture that values and prioritizes documenting processes, and how to use documentation to iron out friction points. Joining me in this episode is Leore Spira, Director of Revops at Blinkops. Leore has experience setting up ops functions in some amazing companies and is the ideal person to help understand the value of documentation...
Jun 26, 2024•51 min•Ep. 6
In this episode, I sit down with Jennifer Montague, VP of Growth at Onomondo, to explore the intricate world of demand capture and demand generation strategies. Jennifer shares her insights on how to effectively nurture leads and segment audiences for maximum impact. We dive into the tactics behind successful competitor campaigns and discuss practical approaches to staying ahead in the competitive B2B SaaS landscape. Jennifer shares some great content through her podcast, 'The Marketing Corner' ...
Jun 06, 2024•50 min•Ep. 5
In this episode, Brandon - VP of Marketing, Chili Piper and I discuss about how a leader would leverage ops to attain marketing goals. From streamlining processes and optimizing technology stack to ensuring data accuracy and fostering cross-functional collaboration, we discuss the essential pillars of success for marketing operations. Additionally, we examine how the role of marketing operations has evolved over time, from being primarily tactical to becoming strategic enablers of growth and inn...
May 13, 2024•48 min•Ep. 4
In this insightful episode, host Vivin is joined by Jeff Ignacio to explore how revenue operations can empower sales teams to work smarter, not harder. Together, they dive into how ops professionals can help lay the groundwork for sales reps' initial deal successes through effective onboarding, training, and equipping them with the right tools/processes. Jeff shares his perspectives on striking the right balance - how much sales team members truly need to understand the underlying technologies v...
May 01, 2024•49 min•Ep. 3
In this insightful episode, Vivin is joined by Tom Keefe, Principal GTM Expert at Demandbase, to dive deep into the critical role of data quality for go-to-market teams. Together, they explore the main reasons why bad data plagues the CRMs of most organizations and how this trickles down to negatively impact deal performance. Tom shares his expert guidance on where to begin when it comes to cleaning up and maintaining data integrity. You'll gain a deeper understanding of why data is the foundati...
Apr 21, 2024•42 min•Ep. 2
In the inaugural episode of Beyond the Pipeline, Vivin and Rosalyn dive into the world of B2B SaaS MarTech and discusses the common challenges of underutilization, buying new technology, and effectively sunsetting outdated tools. They provide a framework for taking stock of your existing tech stack, choosing the right new investments, and transitioning away from redundant systems - key strategies for optimizing your revenue operations.
Apr 09, 2024•37 min•Ep. 1
