In this episode of The Revenue Lounge, host Randy Likas speaks with Lauren Daley, Director of Marketing Operations at Palo Alto Networks, about the transformative journey from traditional marketing metrics to an opportunity-based marketing approach focused on buying groups. They discuss the challenges of changing mindsets within the organization, the importance of leveraging buying group signals, and the development of a new buying group score to enhance marketing effectiveness.
Jul 23, 2025•40 min•Ep. 81
In this episode of the Revenue Lounge podcast, host Randy Likas speaks with Rick Collins, VP of Demand Generation at ConnectWise, about the evolving landscape of demand generation and the challenges marketing teams face in pipeline generation. They discuss the importance of aligning sales and marketing strategies, the shift from MQLs to buying groups, and the necessity of providing value through thought leadership.
Jul 16, 2025•45 min•Ep. 80
In this conversation, Heather Adams discusses the shift from traditional MQL-based marketing strategies to a buyer group-first approach. She emphasizes the importance of aligning sales and marketing teams, leveraging intent data, and utilizing AI for personalization. The discussion highlights the challenges of data quality and the need for transparency in building trust among teams. Heather shares insights on measuring success in this new model and offers advice for driving change within organiz...
Jul 09, 2025•31 min•Ep. 79
In this episode of The Revenue Lounge, host Randy Likas and guest Corrina Owens discuss the evolution of account-based marketing (ABM) from a channel to a comprehensive go-to-market strategy. The conversation highlights the shift towards opportunity-based marketing and the need for organizations to adopt a buyer-centric approach to effectively engage with potential clients.
Jun 18, 2025•39 min•Ep. 78
In this conversation, Randy Likas and Amarpreet Kalkat discuss the evolving landscape of B2B sales, emphasizing the need for a buyer-first approach. They explore how personality-driven insights can enhance sales strategies, improve win rates, and enable sellers to connect with buyers on a deeper level.
Jun 11, 2025•37 min•Ep. 77
This episode unpackz what it really takes to cut through that noise and build a unified revenue engine. One that aligns teams, connects insights, and drives outcomes at scale. Our guest is Alana Kadden Ballon, the VP of Revenue Operations at Sprout Social. She has 15+ years of experience leading strategic operations and productivity teams to scale global SaaS organizations from $10-500M+, defining new sales strategies and routes to market.
May 28, 2025•47 min•Ep. 76
This conversation delves into the importance of clean data as a prerequisite for AI adoption in revenue operations. We’ll explore why data readiness matters, the mistakes companies often make, and how leaders can ensure they’re truly prepared before layering AI on top of their operations.
May 21, 2025•38 min•Ep. 75
This episode dives deep into how modern marketing leaders are using clean data, intent signals, and ABM to win over buying committees in complex, high-stakes deals. We are joined by Sudney Sloan, Chief Market Officer at G2. She is a 4X CMO, board member and advisor with decades of experience in driving transformative growth and innovation for high-tech companies.
Apr 30, 2025•44 min•Ep. 74
This episode delves into the complexities of Account-Based Marketing (ABM), discussing its true nature as an organizational strategy rather than just a marketing campaign. Kristina Jaramillo, President at Personal ABM explores the common pitfalls companies face in implementing ABM, emphasizing the need for alignment between marketing, sales, and customer success teams.
Apr 16, 2025•47 min•Season 3Ep. 47
This episode dives deep into what it really takes to move beyond MQLs and build a scalable, account-based revenue engine. We’ explore the biggest challenges, key learnings, and practical strategies to align teams, improve data quality, and maximize efficiency. Our guest is Joel Jacob. Joel is the Director of Marketing Operations at Reltio. Throughout his career he has helped companies realize value and efficiencies by implementing different marketing & ABM platforms to promote strategic pipe...
Apr 09, 2025•42 min•Season 3Ep. 46
In this episode of the Revenue Lounge podcast, host Randy Likas and guest Julie Kaplan discuss effective strategies for pipeline growth in a challenging economic environment. They explore the importance of optimizing existing marketing efforts, aligning sales and marketing goals, and focusing on customer retention.
Apr 03, 2025•35 min•Season 3Ep. 45
We are joined by Jeremy Schwartz, senior manager of global lead management and strategy at Palo Alto Networks. Jeremy is also one of the pioneers of the buying group motion and has been across many, speaking at many conferences, webinars, sharing his journey and experience as Palo alto has transitioned from a traditional lead-based, MQL-based approach to a buying group model.
Mar 26, 2025•45 min•Season 3Ep. 44
This episode dives into how to make the shift from MQL's to buying groups, the challenges involved, and the impact it can have on pipeline and revenue growth. Our guest is Eric Cross, the Chief Revenue Officer at Reltio. He has led the buying group transformation at Reltio and shares his first hand experience and lessons on the whole journey.
Mar 19, 2025•52 min•Season 3Ep. 43
In this episode of the Revenue Lounge, host Randy Likas speaks with Jon Russo, founder of B2B Fusion, about the evolution of account-based marketing and the challenges companies face in pipeline generation. Jon discusses the intricacies of Account-Based Experience (ABX), emphasizing the importance of execution over strategy. He highlights the challenges of measuring effectiveness in ABX and the critical role of data in sales and marketing.
Mar 12, 2025•48 min•Season 3Ep. 42
In this conversation, Randy Likas and Michael Phelan discuss the evolving landscape of B2B marketing and sales, emphasizing the critical need for organizations to adapt their strategies in response to changing buyer behaviors and market dynamics. Michael shares innovative approaches to reach out to prospects effectively, highlighting the significance of understanding their needs and providing valuable insights.
Feb 26, 2025•38 min•Season 3Ep. 41
In this episode of the Revenue Lounge podcast, host Randy Likas and RevOps expert Sonia Chawla discuss the evolving role of revenue operations in driving growth and alignment across organizations. They explore Sonia's career journey, the importance of centralized data, the challenges of change management, and the critical systems needed for effective forecasting and alignment.
Feb 12, 2025•41 min•Season 3Ep. 40
In this episode of The Revenue Lounge, host Randy Likus speaks with Ken Lempit, president and chief marketing strategist of Austin Lawrence Group. They discuss Ken's extensive background in technology and marketing, the importance of aligning marketing with revenue goals, and the challenges SaaS companies face when trying to grow beyond their initial success.
Feb 04, 2025•49 min•Season 3Ep. 39
This episode explores how customer success leaders can master the art of steering their teams and customers through periods of change. From maintaining team morale and ensuring alignment across functions to leveraging data and technology, it unpacks strategies and frameworks that empower customer success leaders to not just survive but thrive during transformational times. Andrea is the VP of Customer Success at Kindsight. She is a strategic leader with nearly 20 years of experience....
Jan 29, 2025•39 min•Season 3Ep. 38
This episode explores how data-driven sales enablement can transform the way organizations drive results. From leveraging metrics to create effective programs, to ensuring cross-functional alignment, and measuring the impact on revenue, we’ll uncover actionable strategies to bridge the gap between enablement and impact. Joining us today is Penny Springer. Penny is the Vice President Global Enablement at Planview. She leads a global team that excels in building enablement for Sales, CS, PS and Pa...
Jan 21, 2025•35 min•Season 3Ep. 37
This episode dives deep into redefining demand generation through a revenue-centric lens. We’ll explore what it takes to build a holistic, 360-degree demand gen strategy that not only fuels new pipeline but also strengthens retention and expansion efforts. Our guest today is Irina Jordan. Irina is the head of Demand Generation at Chowly. She drives Chowly's business growth by developing and executing strategies that increase the market presence and generate demand. She is also a member of GTMFun...
Jan 14, 2025•32 min•Season 3Ep. 36
Explore how a data-driven approach, combined with inclusive leadership, can transform GTM strategies into scalable, sustainable frameworks. Our guest today is Barbara Merola Pawar. Barbara is the VP Sales & GTM, US Northeast at Avanade. She is a Fortune 100 strategic growth executive with 20 years track record of leading and motivating teams to outperform quotas and break down barriers in highly competitive markets
Jan 08, 2025•42 min•Season 3Ep. 35
This episode unpacks the Flywheel methodology, explore how it differs from the traditional funnel, and discuss the leverage points across departments that can fuel full-funnel revenue impact. Joining us today is Anil Somaney. Anil is the worldwide head of RevOps at island. He is a senior GTM executive known for delivering complex transformational business initiatives with proven results.
Dec 17, 2024•40 min•Season 3Ep. 34
This episode dives into what it takes to build a governance framework that doesn't just keep IT operations in check, but also aligns technology investments with strategic objectives. Our guest today is Bill Vanderwall. Bill is the former VP of Business Applications at Cision. He has deep expertise with SaaS applications and cross-functional business process solutions, including business intelligence and analytics.
Dec 11, 2024•34 min•Season 3Ep. 33
This episode dives into what it takes to transform customer success with consumption based selling. We will unpack actionable strategies and best practices to help you monetize your customer success efforts and maximize the value you deliver to your customers. Our guest is Santosh Sahoo. Santosh is the Global Leader of Consumption Selling at Mulesoft. Santosh is a technology leader with over 20 years of experience in sales, customer success, professional services and engineering.
Dec 03, 2024•48 min•Season 3Ep. 32
This episode dives into the complexities of overcoming marketing data challenges. Plus, it discusses the future of personalized marketing in a privacy-first world and the evolving role of first-party data in shaping effective strategies. Our guest is Liana Dubois. Liana is the Chief Marketing Officer at Nine where she has been a leader for the past 12 years. She is also an advisory member in the growth committee for Women in Media Australia and a member of the board of advisors of Inclusively Ma...
Nov 19, 2024•38 min
This episode dives into the intricacies of scaling a global GTM strategy within a fully remote organization. Joining us is Patrick MacKelvie. Patrick is the Vice President - America Sales & GTM at Remote. Prior to Remote, he was the VP of Commercial Sales at Cornerstone on Demand.
Nov 13, 2024•39 min•Season 3Ep. 30
This episode explores how aligning your RevOps strategy can drive substantial revenue growth. We’ll dive into the challenges of unifying engagement metrics, the role of data in ensuring team alignment, and the tools that can help optimize this process. And joining us today is John Hultman. John is the Chief Revenue Officer at Druva. He has spent his professional career of 27+ years in technology sales and sales leadership positions. Prior to joining Druva, John spent 18 months at Cohesity where ...
Nov 06, 2024•27 min•Season 3Ep. 29
This conversation explores the journey from strategic planning to the execution of RevOps reporting. Dive into the common challenges teams face, the key steps to turning data into action, and the different phases of maturity in RevOps reporting. And joining us today is Tyler Will. Tyler is the Vice President of Revenue Operations at Intercom. Prior to Intercom, he led the Global SMB Sales Strategy & Operations team for LinkedIn Talent Solutions.
Oct 30, 2024•49 min
This episode dives into the art of moving from data to decisions, exploring how organizations can master the strategic use of data to drive tangible business outcomes. Our guest is Sarah Flaccavento. Sarah is the Senior Vice President of Strategic Initiatives at Alphasense. She is a results-driven strategic thinker skilled at stabilizing and rectifying challenges within complex organizations as well as serving as an innovator and force multiplier driving GTM initiatives.
Oct 23, 2024•57 min•Season 3Ep. 27
This episode dives into actionable strategies that can help Customer Success teams take a more proactive role in accelerating growth and engagement, ensuring that revenue becomes a natural outcome of deep, meaningful relationships. And joining us today is Daniel Silverstein. Daniel is the VP of Customer Success and Head of Business at Carta. With over 15 years of successful sales and account management experience, Daniel specializes in combining passion for motivating people with expertise in cr...
Oct 16, 2024•49 min•Season 3Ep. 26
