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TitreDateDurée
86 | HubSpot INBOUND: Uniting Data & Teams for Growth | Sophie Schaffran03 sept. 202500:25:35

Get the inside scoop on HubSpot's game-changing INBOUND 2025 releases! Denamico team members, Alise Kostick, RevOps Strategist, and Sophie Schaffran, Marketing Director, break down key updates through the lens of organizational roles.

They focus on how HubSpot is unifying data and transforming how teams work together. This episode is for RevOps leaders, marketers, sales professionals, and service teams who want to understand how these updates will impact their daily workflows and strategic initiatives.

What You'll Learn:

  • Operations Hub to Data Hub transformation and what it means for RevOps professionals managing complex data workflows
  • Marketing Studio, the new visual campaign planning tool that combines whiteboarding, project management, and performance tracking
  • Smart CRM updates including Kanban boards, timeline views, and a map view for territory planning
  • AI-powered CPQ in Commerce Hub and who it's for today 
  • Breeze AI evolution including Breeze Studio, Assistants and new Agents
  • Self-generating CRM data that pulls unstructured data from sources like email signatures, auto-responses, and call transcripts

Releases Mentioned:

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

85 | The Next Era of Sales: Territory Design and AI | Kevin Davis27 août 202500:39:07

In this episode, Brendon Dennewill sits down with Kevin Davis, Founder of BoogieBoard, to explore how territory design can make—or break—sales performance. From his experiences at NetSuite and Google to launching BoogieBoard, Kevin shares how poor territory planning costs companies time, money, and morale. The conversation dives into sales strategy, AI's role in market intelligence, CRM integration, and how to overcome the hidden opportunity costs that stall growth. Whether you're a RevOps leader, sales strategist, or part of a seller-doer team, this episode is packed with insights on designing smarter systems that drive real revenue outcomes.


What You'll Learn

  • Why territory design is a strategic lever, not just an operational task
  • How poor territory planning erodes trust and increases sales rep turnover
  • The role of AI in transforming market data into actionable territory insights
  • Why RevOps leaders often identify problems but lack empowerment to solve them
  • How seller-doer models in professional services can benefit from territory optimization
  • The importance of establishing a "North Star" for territory design processes


Resources & Mentions

  • BoogieBoard: Territory design and planning platform
  • Roger Federer's Commencement Speech: Referenced for the "53% winning" mindset
  • Salesforce & HubSpot: Primary CRM integrations mentioned
  • Snowflake: Customer data platform integration
  • AI and Data Substacks: Kevin promises to share recommendations for data-driven sales strategies
  • EOS (Entrepreneurial Operating System): Business planning framework mentioned


About Kevin Davis

Title: Co-Founder and CEO 

Company: BoogieBoard

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

84 | Scaling Smarter: A People-First Approach to Growth | Kate Donovan20 août 202500:40:45

In this compelling conversation, Kate Donovan, founder and CEO of CAMP Digital, shares how she transformed from a dyslexic social worker into a tech-savvy entrepreneur who revolutionized marketing for the home services industry. After being told by Google to "get out of auto" and enter the home services space - which was a "technological desert" in 2018 - Kate built a capacity-aligned marketing platform that has scaled to serve trades businesses across multiple verticals.

The episode explores Kate's unique approach to scaling businesses through her four-pillar philosophy: people, process, data, and technology. She discusses the critical balance of leveraging AI without creating liability, the importance of slowing down to go faster, and why understanding your team's capacity is essential for sustainable growth. Kate's social work background shines through in her people-first leadership style and commitment to hiring diverse talent, including LGBTQIA+ individuals, veterans, and second-chance employees.

This conversation is perfect for service business owners, marketing leaders, and entrepreneurs looking to understand how technology can solve real business problems while maintaining a human-centered approach to growth.


What You'll Learn:

  • The CAMP Framework: How Capacity Aligned Marketing Platform revolutionizes service business marketing by connecting capacity management with ad spend
  • The "Three Times Rule": Kate's philosophy that if you do something three times, you should automate it with technology
  • AI Implementation Strategy: How to leverage AI tools while avoiding data privacy pitfalls and regulatory compliance issues
  • People-First Scaling: Why hiring for diversity and creating inclusive culture drives business differentiation
  • The Spinning Plates Analogy: How to balance people, process, data, and technology for sustainable growth
  • EOS Integration: How the Entrepreneurial Operating System supports scaling from startup to established business


Resources Mentioned:

  • Camp Digital: Home services marketing platform (capacity-aligned marketing)
  • Capacity Pro: Dashboard that manages marketing spend based on technician capacity
  • EOS (Entrepreneurial Operating System): Business framework both hosts implement
  • HubSpot: CRM and marketing platform discussed
  • Google My Business & Google Ads: Platforms referenced for home services marketing
  • ChatGPT: AI tool discussed with privacy considerations

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

83 | The Key to CRM Adoption: Understanding User Needs | Kristen McGarr13 août 202500:42:55

In this eye-opening conversation, Brendon Dennewill sits down with Kristen McGarr, Founder and Fractional CRO from Adroit Insights, to discuss why most CRM implementations fail and what businesses can do differently. They dive deep into the critical importance of prioritizing people and processes before technology, sharing real-world examples of how this approach transformed a 6-person company into a 21-person team in just six months.

Kristen brings her unique perspective as both a CRO and CRM expert, explaining why adoption is the #1 metric for CRM success and how to think about your CRM as a valued team member rather than just another software expense. This episode is perfect for business leaders considering a CRM implementation, struggling with current adoption issues, or planning for growth.


What You'll Learn:

  • Why the "people, process, technology" framework is critical for CRM success
  • The real reasons CRM implementations fail (and how to avoid them)
  • How to calculate the true cost of CRM ownership beyond software subscriptions
  • Strategies for maintaining data integrity as your business grows
  • The importance of having an internal CRM champion


Resources Mentioned:

  • HubSpot: Comprehensive CRM and marketing platform
  • Zoho: Business software suite and CRM platform
  • Upwork: Platform for finding CRM support resources
  • IDC Research: Total value of ecosystem studies
  • Google Sheets integrations: For bridging spreadsheet users to CRM adoption

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

82 | The AI Mindset Shift: Why Simplicity Wins | Tom Lambotte06 août 202500:45:51

In this episode of RevOps Champions, Brendon Dennewill sits down with Tom Lambotte, Founder of AI Simplifier, to explore how leaders can shift their mindset and simplify AI adoption within their organizations. Tom introduces his framework of eight AI mindsets, designed to help business leaders integrate AI practically and strategically—without getting overwhelmed. The conversation covers why foundational knowledge is essential, how to avoid overcomplicating tools, and the importance of A players in scaling effective teams.

Key Takeaways:

  • AI integration should be simple, purposeful, and aligned with strategic goals.
  • Foundational understanding leads to more confident, effective use of AI tools.
  • Leaders need to guide teams through mindset shifts, not just technology shifts.
  • Productivity grows when you focus on fewer, higher-value tasks.
  • AI enhances human capabilities—it doesn't replace them.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

81 | Franchise Success Secrets: Capital, Leadership & Growth | Nick Powills30 juil. 202500:45:07

In this episode of RevOps Champions, Brendon Dennewill sits down with Nick Powills, CEO of Mainland and franchise marketing veteran, to unpack why many franchise brands struggle to scale. Nick breaks down the true cost of growth, the absence of RevOps thinking in franchising, and why critical metrics like LTV and CAC are often overlooked. He shares how integrating strategic CFOs, aligning operations, and rethinking technology can drive long-term value. Drawing from 20+ years of experience and his book Sticks and Stones, Nick offers a roadmap for building resilient, scalable businesses.

Key Takeaways:

  • Why capital and realistic expectations are make-or-break
  • The untapped role of strategic CFOs in franchise growth
  • Aligning people, process, data, and tech for enterprise value
  • How personal challenges can shape stronger business leaders

 

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

80 | The Idea Economy: Vision, Collaboration, and Value Creation | Chad T. Jenkins18 juil. 202500:46:48

In this episode of RevOps Champions, Brendon Dennewill sits down with Chad T. Jenkins—entrepreneur, innovator, and founder of SEEDSPARK CoLAB Partners—for a deep dive into the evolving world of business innovation, structured growth, and the Idea Economy.

Chad shares insights from his journey launching over 50 ventures and helping companies across North America scale through intentional, systematized approaches. He unpacks his proprietary icVCR Growth Method—focused on Identifying, Clarifying, and Leveraging Vision, Capability, and Reach—and introduces the ISO framework (Identify, Structure, Optimize), which transforms collaboration into a sustainable competitive advantage.

Throughout the conversation, Chad emphasizes how friction can signal opportunity, how technology should amplify human connection, and why unique value contributions are key to thriving in today’s idea-driven economy. He also explores the opportunities and risks posed by AI, the importance of vision clarity, and how to ensure data and tech remain assets, not liabilities.

Listeners will gain practical insights on how to:

  • Identify friction as a catalyst for innovation
  • Leverage existing capabilities to unlock new value
  • Expand reach through partnerships and networks
  • Use tech to empower, not replace, human collaboration

Whether you're an entrepreneur, RevOps leader, or part of a larger organization, this episode delivers a fresh perspective on turning imagination into impact—and building systems that support sustainable, exponential growth.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

79 | Scaling Smarter: Strategic Leadership in the Age of AI | Geoff Woods09 juil. 202500:37:56

In this episode of RevOps Champions, Brendon Dennewill welcomes Geoff Woods—a dynamic leader whose career spans scaling The ONE Thing brand, driving a steel company’s market cap from $750M to $12B, and now guiding executives at the forefront of AI-powered leadership.

Geoff shares how his success stems from two key drivers: surrounding himself with the right people and asking the kinds of high-leverage questions that spark real transformation. Together, he and Brendon explore how AI, when used strategically—not just tactically—can help leaders amplify their impact and focus on what truly moves the needle.

A key theme of the episode is Geoff’s redefinition of AI as more than just automation. He shares how he uses AI as a thought partner—from building AI “boards” to support business planning, to curating The Collective, a peer group of C-suite leaders collaborating on real-world applications of AI. Geoff also introduces his CRIT framework (Context, Role, Interview, Task), a practical model for using AI to solve high-value problems—the 20% of work that drives 80% of outcomes.

Geoff Woods is the founder of AI Leadership, author of The AI Driven Leader, and a trusted coach to Fortune 500 executives. Brendon Dennewill, co-founder of Denamico, brings deep expertise in aligning people, process, data, and technology for growth. Together, they challenge listeners to think bigger, act with vision, and embrace AI as a catalyst for both personal leadership development and organizational transformation.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

78 | Breaking AI Barriers: Small Steps for Big Impact | Mike Kaput25 juin 202500:45:55

In this episode of RevOps Champions, Brendon Dennewill is joined by Mike Kaput, Chief Content Officer at Marketing AI Institute and strategic leader at SmarterX, to talk about breaking down the real-world barriers to AI adoption—and how teams can take small, practical steps that drive big results.

Mike shares the evolution of the Marketing AI Institute, which launched in 2016 to help marketers build AI literacy. Today, through SmarterX, that mission has expanded to support cross-functional teams—marketing, sales, HR, legal, and beyond—in adopting AI in a way that’s grounded in strategy and education.

Together, Brendon and Mike explore what often holds organizations back. While many invest in tools, they skip the critical first step: ensuring their people understand AI and how it can support their work. Mike warns against chasing the “next big thing” without a clear plan and instead recommends starting with what you have—documenting workflows, identifying use cases, and building a culture of experimentation.

They also highlight how RevOps plays a vital role in enabling AI readiness—from clean, connected data to structured processes. Legal, IT, and change management aren’t just back-end concerns—they're foundational to scaling AI responsibly.

Whether you're just beginning your AI journey or looking to optimize your approach, this episode offers actionable takeaways. The message is simple but powerful: AI doesn’t require a massive overhaul to make an impact. Start small. Stay consistent. And build toward smarter, more scalable operations—one step at a time.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

77 | The AI Advantage: Moving Beyond Generic Outreach to Scalable Personalization | Chris Briest18 juin 202500:49:32

In this episode of RevOps Champions, Brendon Dennewill welcomes Chris Briest, the founder of Mile High AI and a seasoned sales enablement leader, for an engaging discussion about the transformative power of AI in sales organizations. Chris shares his journey from SaaS enablement roles to launching his own consultancy, focusing on practical applications of AI rather than just theoretical potential. The conversation centers on how revenue leaders and individual sellers can leverage AI to differentiate themselves in a competitive market, stressing that the true winners will be those who adopt and effectively use these tools.

A major highlight of the episode is the exploration of personalized outreach at scale. Chris explains how AI, when properly equipped with brand and persona context, can enable reps to perform high-level research and generate tailored messaging faster than ever—reducing prospecting and multithreading time by up to 80%. He provides actionable advice and live demonstrations on integrating custom GPTs and context kits into workflows, making it clear that the goal is to empower reps and streamline processes, not just add another layer of technology. They also tackle the hurdles of change management and adoption, emphasizing the importance of embedding AI seamlessly into existing routines and investing in continuous training.

The conversation wraps up with a call to action for both sales leaders and individual reps. Senior leaders are urged to make decisive moves toward AI adoption, resisting the temptation to let change aversion stall progress, while reps are encouraged to invest in AI fluency as a way to advance their careers and become indispensable. Throughout the episode, Chris and Brendon’s insights provide a roadmap for mid-market and emerging companies to harness the operational and competitive advantages AI offers—driving more relevant outbound activity, stronger conversations, and ultimately greater revenue impact.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

76 | Navigating the Valley of Despair: Real Talk on Change Management | John Plumley10 juin 202500:48:38

In this episode of RevOps Champions, John Plumley, Director of Revenue Operations at Tri State HVAC, joins Brendon Dennewill to discuss the intersection of technology and process in scaling a traditional B2B business. John provides insight into Tri State HVAC’s unique position as a commercial HVAC manufacturers representative focused on large projects and key relationships within the Philadelphia region. With a mechanical engineering background and decades of sales experience, John shares how his long-standing fascination with CRMs led him to transition from sales into a full RevOps role, where he drives both digital transformation and cultural change within the organization.

The conversation delves into the real-world challenges and triumphs of adopting new technologies like HubSpot CRM, integrating operations with accounting, and implementing smarter, data-driven processes. A significant focus is placed on the human side of change—navigating resistance, fostering buy-in, and the importance of mapping out and communicating process improvements before rolling out new solutions. John and Brendon explore how aligning people, data, and technology not only streamlines internal operations but creates a fresh competitive advantage in an industry that’s traditionally slow to change.

Looking ahead, the episode highlights opportunities for leveraging AI and knowledge management to enhance both customer and employee experiences. John discusses the value of sharing expertise through podcasts, video content, and smart knowledge bases, meeting evolving customer expectations and scaling relationships in a modern way. The key takeaway is clear: success with RevOps is about progress and learning, prioritizing customer experience, and empowering teams with the right tools and mindset—practical advice for any leader considering their own digital transformation journey.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

75 | The Power of Alignment and Execution in RevOps | Sean Steigerwald22 mai 202500:45:51

In this episode of RevOps Champions, Brendon Dennewill sits down with Sean Steigerwald, a serial entrepreneur and the CEO of CustomerIQ. Sean brings a wealth of experience from founding and growing SaaS and analytics companies, with deep expertise in business development, sales, and RevOps strategy. The conversation kicks off with Sean introducing CustomerIQ—a platform designed to automate and enrich CRM data entry while simplifying email automation for companies with complex sales cycles, particularly those using HubSpot or Salesforce.

The discussion dives into the operational challenges of B2B companies, especially those in enterprise SaaS, professional services, and manufacturing. Sean emphasizes that the main pain point for sales and revenue teams is updating and leveraging the CRM efficiently. He stresses the importance of removing tedious manual tasks, and automating processes only after they've been validated manually. Both Sean and Brendon highlight the need for strong RevOps leadership to ensure cross-team alignment and operational efficiency, and share their appreciation for business operating systems like EOS to help teams remain focused and empowered during growth phases.

Throughout the episode, Sean champions the value of consistent execution (“lead bullets” over “silver bullets”) and warns against overcomplicating tech stacks with unnecessary tools. They agree that alignment—across people, process, data, and technology—is key to scaling and customer retention. Sean concludes with practical advice: focus on process clarity before automation, use your CRM as a central hub for alignment, and keep things simple. For further learning, he recommends business books like “The Hard Thing About Hard Things” and entrepreneurial podcasts such as “Invest Like the Best” and “Founders.”

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

74 | Uncovering Sales Growth Secrets: Data, AI, and Culture | Torben Rytt16 mai 202500:49:40

In this episode of RevOps Champions, Brendon Dennewill sits down with Torben Rytt, a leader well-known for his success at Siteimprove and now as the founder of Gainbox. Torben brings a unique background, having moved from Europe to Minneapolis driven by both personal and professional opportunities. With deep roots in building and scaling data-driven businesses, Torben’s journey reflects his ongoing commitment to leveraging technology, curiosity, and ownership as core tenets of leadership.

The discussion centers around the pivotal role of data in driving organizational growth and effective sales strategies. Torben explains how, at Siteimprove, deliberate data collection and operationalization made a significant difference, allowing his teams to continually refine their approach and set themselves apart from competitors. Both speakers underscore the importance of not just amassing data, but actually using it to inform decisions, shape company culture, and define ideal customer profiles (ICP). Torben shares how curiosity pushed his teams to seek out unique data points and patterns, going beyond industry basics to truly understand why some customers thrive while others churn.

As the conversation evolves, Torben outlines how emerging technologies like AI are transforming CRM and sales operations. He describes Gainbox as the toolset he wishes he had earlier in his career—a scalable, AI-powered platform for uncovering actionable data signals and keeping CRMs efficient and up-to-date. The episode wraps up with advice for RevOps leaders: remain open to experimentation, make bold leadership decisions rooted in company values, and focus on intelligent, targeted outreach rather than generic, high-volume tactics. The result is a refreshingly practical perspective on preparing businesses for the next wave of technological innovation in revenue operations.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

RevOps Champions13 mai 202500:01:24

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

73 | Enhancing Customer Experience through Data | Jackie Pfriender30 avr. 202500:28:51

In this episode, Jackie Pfriender discusses the key updates from HubSpot's 2025 Spring Spotlight, focusing on the themes of unified experiences, fast ROI, and the importance of AI agents and workspaces.

The episode highlights how these updates are designed to enhance customer experience, particularly for mid-market businesses, and how they streamline operations through features like multi-account management and improved collaboration tools.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

72 | Process and Accountability: Keys to Effective Execution | Ken Babcock23 avr. 202500:45:45

In this episode, Ken Babcock, co-founder and CEO of Tango, discusses the evolution of Tango from a documentation tool to a comprehensive platform that enhances sales team efficiency through process automation and AI. He emphasizes the importance of process in driving innovation and consistency within organizations, particularly in the context of revenue operations. Ken also shares insights on targeting sales teams, leveraging Tango internally, and the critical role of company culture in scaling businesses effectively.

Ken discusses the essential components for scaling a business effectively, emphasizing the importance of culture, leadership, and process. He highlights the need for accountability and metrics to drive performance, as well as the significance of reinforcing communication within the organization. Ken also addresses the necessity of adapting to change and leveraging technology to enhance scalability, ultimately stressing that user adoption is a critical metric for success.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

71 | Frameworks for Scaling Success | Dick Polipnick04 avr. 202500:56:35

In this episode, Dick Polipnick discusses the importance of leadership, communication, and core values in scaling businesses effectively. He emphasizes the role of frameworks and methodologies, such as EOS, in structuring organizations for success. The discussion also highlights the significance of technology and data in decision-making processes, using GoRout as a case study for effective implementation. Finally, Polipnick draws parallels between SaaS metrics and practices that can benefit various industries, advocating for the adoption of these strategies to enhance business efficiency. In this conversation, Dick Polipnick discusses various strategies for enhancing productivity and performance in organizations, drawing on historical examples and modern applications. He emphasizes the importance of data-driven decision-making, competitive dynamics in workplace environments, and the implementation of technology to improve customer success. The discussion also covers the significance of structured decision-making processes and the use of monthly data reviews to facilitate growth and agility in scaling businesses.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

70 | The Importance of Process in Technology Implementation | Joe Sandin21 mars 202500:49:30

In this episode, Joe Sandin, president of OnSharp, discusses the intersection of technology, process, and data in business operations. He emphasizes the importance of having a clear understanding of business processes before implementing technology, the critical role of data in ensuring successful outcomes, and the necessity of a strong team to optimize these systems. Joe also highlights the growing trend of custom portals as a solution for businesses seeking to enhance efficiency and customer experience, while addressing the need for integration across various systems. 

Joe Sandin also discussed the development of a new customer portal called Core, designed to integrate seamlessly with HubSpot and provide a holistic experience for users. He emphasizes the importance of change management in technology implementations, particularly for larger companies, and highlights the need for businesses to adapt to the increasing velocity of change driven by technology and AI. Joe shares insights on entrepreneurship, the significance of patience and progress, and the importance of building a strong team to complement individual strengths. He also offers book recommendations that align with his journey towards transitioning from a service-based to a product-based business.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

69 | Podcast Flashback: Leadership and Culture14 mars 202500:11:44

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting some of the most impactful conversations on leadership and company culture. From fostering high-performing teams to confidently navigating change, these expert insights will help you cultivate a workplace where people thrive.

Whether you’re leading a growing team or refining your company’s culture, this curated collection of thought-provoking discussions will equip you with strategies to inspire, motivate, and drive success. Tune in for a fresh perspective on what makes great leaders and strong cultures!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

68 | The Digital Evolution: AI, Agents, and the Next Era of Work | Alex Bratton07 mars 202500:52:26

In this episode of RevOps Champions, we sit down with Alex Bratton, entrepreneur, technologist, and author of Practical AI for Leaders, to explore how AI is transforming the way businesses operate. From AI-powered sales coaching to digital team members and automation, Alex shares practical insights on leveraging AI to empower teams, streamline operations, and drive growth.

We discuss the shift from traditional SaaS to AI-driven business models, the importance of AI readiness, and why the real competitive advantage lies in human and AI collaboration—not replacement. Alex also shares insights from his latest book and his approach to helping leaders integrate AI into their organizations in a meaningful way.

If you want to stay ahead of the curve in AI and RevOps, don’t forget to like, subscribe, and turn on notifications so you never miss an episode. You can also check out Alex’s book and his AI leadership community to dive deeper into these topics.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

67 | Podcast Flashback: Processes, Frameworks, and Models28 févr. 202500:11:43

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re diving into some of the most impactful discussions on processes, frameworks, and models that drive efficiency and success. We’re revisiting expert insights from past episodes, exploring the structured approaches that help businesses streamline operations, scale effectively, and make data-driven decisions. Whether you're refining your RevOps strategy or looking to implement proven methodologies, this curated collection offers valuable takeaways to elevate your business. Tune in and rediscover the power of smart systems!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

66 | Podcast Flashback: AI, Technology, and Innovation21 févr. 202500:08:21

Welcome to the latest episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting standout moments from past conversations, featuring expert insights on AI, technology, and innovation. From the evolving role of artificial intelligence in business to the latest tech trends shaping the future, this curated collection offers valuable perspectives on how innovation drives growth and transformation. Whether you're a tech enthusiast or a business leader looking to stay ahead, tune in for a fresh look at the strategies and ideas powering tomorrow's success!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

65 | Podcast Flashback: Data and Analytics14 févr. 202500:08:11

Welcome to another episode of our Podcast Flashback Compilation series!

In this special edition, we’re revisiting some of the most valuable insights on data and analytics, highlighting key takeaways that can transform the way you approach revenue operations. From leveraging data for smarter decision-making to optimizing analytics for business growth, this curated collection of expert conversations will help you harness the power of data to drive success.

Whether you’re refining your strategy or just getting started, these insights will give you the tools to make data-driven decisions with confidence. Tune in for a fresh perspective on the numbers that matter!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

64 | Podcast Flashback: Revenue Operations07 févr. 202500:10:19

Welcome to the latest episode of Podcast Flashback! In this special edition, we’re revisiting key conversations on the power of revenue operations. Our expert guests share insights on improving data integrity, streamlining processes, and driving better alignment across teams.

Whether you're looking to refine your automation strategies, enhance scalability, or get more out of your RevOps tech stack, this curated collection of insights will help you unlock new efficiencies. Tune in for a fresh perspective on the strategies that fuel operational success!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

63 | Podcast Flashback: Customer Experience & Relationships31 janv. 202500:06:08

Welcome to the first episode of our Podcast Flashback Compilation series! In this special edition, we’re revisiting some of the most insightful moments from past episodes, highlighting key takeaways on business growth, customer-centric strategies, and the power of HubSpot partnerships. Whether you're new to the podcast or a longtime listener, this curated collection of expert conversations will help you optimize operations, choose the right tools, and solve for the customer. Tune in for a fresh look at the strategies that drive success!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

2024’s Biggest RevOps Insights & What’s Coming in 2025!22 janv. 202500:01:52

In our latest episode, we reflect on the valuable lessons shared by our incredible guests throughout 2024. From unplanned but recurring topics like customer experience, leadership and culture, and AI to deeper discussions on data and analytics, scalable technology, and revenue operations (RevOps), this year has been packed with insights to help drive growth and efficiency.

Looking ahead to 2025, we’re excited to explore these themes even further, bringing on more industry-specific guests to share how they optimize operations, enhance customer experiences, and fuel revenue growth.

Tune in for a recap of 2024 and a glimpse of the transformative conversations to come in 2025!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Podcast Flashback: A Sneak Peek at 2024’s Highlights15 janv. 202500:21:56

Here’s a sneak peek of some of the 2024 podcast highlights from RevOps Champions, hosted by Brendon Dennewill! 2024 has been packed with insightful conversations, actionable strategies, and thought-provoking discussions that resonate with leaders in the RevOps space. But this is just the beginning—stay tuned as we dive deeper and share more of our favorite highlights from a variety of topics in upcoming episodes. Don’t miss out on the inspiration and insights to come—subscribe now and join us for more!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

60 | Embracing AI: Strategies for Growth and the Future of Work | Paul Roetzer20 déc. 202400:48:01

In this episode of RevOps Champions, Brendon Dennewill and Paul Roetzer dive into the transformative power of AI and its impact on marketing, business, and the future of work. They explore the shift from traditional software to AI-driven systems, the urgency for organizations to adapt, and how to build an effective AI roadmap. Paul shares insights on driving personalization, scaling AI initiatives, and fostering AI literacy through education and training. Plus, learn about SmarterX, a bold initiative tackling societal challenges with AI. Tune in to discover how businesses and individuals can embrace AI to innovate, grow, and thrive in a rapidly evolving landscape.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

59 | Effective User Adoption and Role-Specific Training | Tina Bishop11 déc. 202400:35:29

In this episode of RevOps Champions, host Therese Brinkman and guest Tina Bishop explore the ADKAR change management model, emphasizing the importance of personal connections and effective user adoption strategies in CRM implementations. Therese underscores the need for one-on-one conversations during the "Desire" phase of ADKAR to secure buy-in and build personal connections. They discuss the crucial role of change managers in identifying both engaged change champions and less enthusiastic team members, aiming to address resistance more effectively.

Tina highlights the necessity of thorough knowledge analysis and gap identification during the "Knowledge" phase, stressing early involvement of change managers and training strategists. The conversation shifts to the "Ability" phase, focusing on the need for role-specific and process-oriented training to ensure users can effectively utilize the CRM platform. Tina advocates for practical and tailored training over generic approaches, urging that just technological features are insufficient without a structured user adoption strategy.

The episode concludes by emphasizing continuous reinforcement and monitoring to sustain effective adoption, with Therese highlighting the importance of early communication and transparent information sharing. The discussion underscores the need to address individual motivations and personal ownership during the Desire phase to achieve high user adoption rates. Finally, both speakers, who are PROSCI certified, stress the critical role of dedicated change management personnel throughout the CRM implementation process, inviting listeners to connect with the Denamico team and explore more content at revopschampions.com.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

58 | Client-Centric Strategies in Commercial Brokerage | Bill Himmelstein04 déc. 202400:56:22

In this episode of RevOps Champions, Brendon Dennewill sits down with Bill Himmelstein, CEO of Tenant Advisory Group, to explore the role of technology in commercial real estate and its impact on client relationships. Bill shares how technology has made information more accessible, enhancing customer experiences and fostering long-term, client-centric connections.

The episode covers key elements of business success, including leadership, process, and culture. Bill and Brendon discuss the shift from hard work to working smarter, the lasting effects of COVID-19 on business strategies, and the importance of talent management. Bill also emphasizes the “giver’s gain” philosophy and offers practical advice for business leaders preparing for the challenges of 2025. 

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

57 | Leveraging CRM for Superior Sales Coaching and Real-Time Insights | Sam Annala27 nov. 202400:34:44

In this episode of RevOps Champions, host Therese Brinkman engages with sales expert Sam Annala to explore the transformative role of Customer Relationship Management (CRM) systems in modern sales operations. The main topics discussed include the importance of CRM in automating tasks and speeding up sales processes, the need for effective sales leadership and coaching backed by CRM insights, and the critical factor of user adoption in successful CRM implementation. The episode also highlights the ADKAR model for change management, emphasizing the importance of creating awareness and desire for new systems before training employees.

Therese and Sam delve into misconceptions about CRMs, stressing that they are tools that require strategic change processes and clear objectives to drive business growth. They also discuss the importance of aligning people, processes, and technology to optimize CRM usage. Sam shares insights on leveraging data for personalized client interactions, particularly in the engineering, construction, and design sectors, and praises AI advancements for easing administrative burdens on salespeople.

Sam Annala, an experienced sales leader, consultant, and trainer, emphasizes the importance of continuous coaching, data integrity, and clear CRM processes in achieving revenue goals. The episode concludes with both speakers expressing enthusiasm for AI and CRM systems' potential to enhance efficiency and foster better client relationships.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

56 | Leveraging Crisis for Innovation | David Pflum20 nov. 202400:44:57

In this episode of RevOps Champions, Brendon Dennewill engage with David Pflum, an industry leader in the HVAC sector, to discuss how crises can drive innovation, the significance of robust business processes, and the role of people and technology in achieving scalable growth. Pflum highlights how market changes pushed his company, DriSteem, to develop a groundbreaking product and stresses the shift from custom to configurable products to enhance scalability. He shares valuable insights from his career in niche HVAC markets and underscores the importance of efficient, end-to-end business processes over purely custom solutions.

The discussion also delves into team dynamics and the essential role diverse, skilled teams play in business success. Both speakers emphasize the importance of people as a company's greatest asset and the need for effective change management when implementing new technologies. Pflum explains how the integration of data tools like Zoho with ERP systems revolutionized their operations, highlighting the transition from paper reports to cloud-based IT systems for better data access and decision-making. This shift has allowed DriSteem to nearly double its revenue with minimal headcount increase, showcasing the power of leveraging technology for high ROI.

Additionally, the episode touches on the importance of ISO certification in maintaining rigorous business standards, with Pflum discussing how ISO processes impact change management and overall operations. The conversation expands into the potential and risks associated with AI in marketing, sales, and customer service, emphasizing that clean, organized data is crucial for AI readiness. The hosts and Pflum agree on the critical need for strong data management practices to ensure technology benefits the business rather than becoming a costly liability. The episode wraps up with insights into decision-making and the need to align technological advancements with business strategies for sustainable growth.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

55 | Enhancing Customer Retention and Expansion | Sangram Vajre13 nov. 202400:47:25

In this episode of RevOps Champions, Brendon Dennewill engage with Sangram Vajre for an insightful discussion on critical aspects of Revenue Operations (RevOps). The conversation delves into the common challenges companies face in selling and renewals, emphasizing issues like customer retention and the need for expanding into additional personas or product lines. Sangram highlights the importance of having business coaches and frameworks, such as the Entrepreneurial Operating System (EOS), to guide leadership teams through these challenges, ensuring organizational alignment and clarity.

The discussion also brings to light the significant role that external advisors and frameworks play in providing the necessary strategic clarity and growth for businesses. Sangram stresses the impact of AI in enhancing business processes, noting that while AI won't replace jobs, those who effectively utilize AI will have a competitive advantage. He underscores the necessity of clean and organized data for effectively leveraging AI tools. The episode further covers customer retention strategies, the importance of managing change within organizations, and the evolving landscape of go-to-market strategies, including HubSpot's expansion and competition with larger players like Salesforce.

Towards the end, Sangram and the hosts explore the Go-to-Market Operating System, which comprises various components like RevOps, and its critical role in organizational alignment and growth. They discuss the CEO's ownership of go-to-market decisions and why some companies scale better than others, introducing concepts like the "Five Valleys of Death." The episode concludes with a reflection on the importance of integrating brand and demand, improving pipeline velocity, and ensuring customer time to value and expansion—all essential for maintaining a healthy net revenue retention (NRR). This episode offers B2B leaders invaluable perspectives and actionable strategies to navigate the complexities of the modern business environment effectively.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

54 | Enhancing Business Operations with Focused Strategies and Technology | Marc Hans06 nov. 202400:47:36

In Episode 34 of RevOps Champions, Brendon Dennewill sits down with Marc Hans from HubSpot Academy to delve into themes of business growth, technology adoption, and the critical importance of clarity and focus. Marc Hans, inspired by the podcast, speaks about a significant decision he's planning to execute, emphasizing the role of understanding your audience, identifying what makes your business unique, and maintaining a strong focus on your work and team. The discussion is rich with practical advice and anecdotes, highlighting how these principles can drive growth and effective leadership within any organization.

The episode then shifts to the challenges and opportunities in adopting new technologies such as HubSpot. Brendon addresses the allure of the "shiny object syndrome," where businesses are tempted by the latest tools without customizing them to their needs. Marc underscores the necessity of clean, well-organized data to leverage AI effectively, drawing parallels between meal experiences and client interactions with technology. Both speakers agree that establishing clear expectations and regular evaluations are crucial for staying relevant and maintaining a customer-centric approach.

Finally, Brendon and Marc explore broader themes such as the importance of an entrepreneurial mindset, the role of AI, and the four pillars of success: data, technology, process, and people. They emphasize the need for businesses to set clear objectives, understand their audience, and manage success metrics diligently. Brendon's insights into coaching and strategic planning, coupled with Marc's practical tips from HubSpot Academy, weave a narrative that stresses simplicity and clarity in achieving business success. This episode offers invaluable insights into making informed strategic decisions, effectively adopting new technologies, and maintaining a clear, customer-focused business strategy.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

53 | Avoiding Data Overwhelm: AI and Effective Analysis | John Aikin30 oct. 202400:52:59

In this episode of RevOps Champions, host Brendon Dennewill engages in a compelling conversation with guest John Aikin about the complexities of technology implementation in business. Aikin emphasizes that technology alone cannot solve business problems; it amplifies existing processes, whether they are effective or flawed. They discuss the crucial role of experienced service partners in this journey, stressing the importance of choosing the right partner from the start. They delve into the pitfalls of opting for cheaper solutions, which often results in clients returning for better service after encountering unsatisfactory outcomes. Furthermore, the conversation highlights the necessity of thoroughly vetting implementation partners, engaging with the actual team members instead of just sales representatives to ensure alignment and trust.

A key topic is Aikin's leadership evolution, where he shares valuable lessons from his journey, moving from an operational focus to an ownership perspective. He speaks candidly about learning from past mistakes and the risks of hiring close friends, which led him to establish a personal rule against it. The importance of a positive organizational culture is discussed, with Aikin advocating for a work environment that balances well-developed systems with supportive, collaborative team dynamics. This perspective is underscored by their shared experiences with both failed and successful implementations, providing insights into the challenges and rewards of effective change management and technology adoption.

The episode also touches on strategic planning and data analysis, with Aikin and Dennewill emphasizing the need for thoughtful, well-timed technology and data initiatives. They advocate for a platform-agnostic approach, focusing on business needs rather than specific tools. Brendon underscores the increasing role of CFOs in these strategic decisions, particularly in evaluating the return on investment (ROI) for technology purchases. They share stories about sector-specific CRM implementations, addressing unique challenges faced in industries like manufacturing and professional services. The conversation wraps with reflections on learning from past mistakes, the significance of staying current with technology updates, and the financial benefits of auditing and eliminating unnecessary software expenses. For more insights, listeners are encouraged to visit revopschampions.com.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

52 | Leadership and AI: Strategies for Modern Business Growth | Christopher Nault23 oct. 202400:47:21

In Episode 32 of "RevOps Champions," guest Christopher Nault and host Brendon Dennewill delve deep into strategies for fostering company growth, leadership, and team culture as businesses scale from 50 to 500 employees. They underscore the importance of assembling diverse and talented teams to solve problems effectively, balancing the need for specialization with the benefits of versatility. Key discussion points include how to maintain motivation and intensity after achieving initial goals, with Christopher emphasizing that leaders should continuously focus on understanding and caring about their team's motivators to ensure collective growth alongside technological advancements.

The conversation also covers the critical role of technology and processes in scaling an organization. Both speakers discuss the importance of integrating tools like Asana for project management and the strategic use of AI to enhance productivity. Brendon highlights the need for clean data practices to ensure AI applications are effective, while Christopher emphasizes the cautious, thoughtful adoption of AI to achieve realistic outcomes. HubSpot's unified CRM system and supportive partner program are praised for their positive impact on business operations, with particular attention to HubSpot's people-first culture and community that drive better implementation and customer solutions.

Lastly, the episode explores the evolving landscape of AI and account-based marketing (ABM), drawing parallels between current AI adoption and early automotive industry growth. Christopher shares insights on the limited competition and significant market opportunities in AI enablement services. Both hosts agree that a strong company culture open to change is vital for successful technology implementations and ongoing business adaptation. They stress the importance of brand awareness and transparent marketing strategies in driving growth. Listeners are encouraged to explore further content on revopschampions.com for more insights and practical advice.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

51 | Data, Technology, and Integration: Building a Unified RevOps Framework | Brandon Wentland16 oct. 202400:49:46

In episode 51, host Brendon Dennewill and guest Brandon Wentland delve into the nuances of technology implementation and data management, focusing on how businesses can leverage these elements for strategic growth. They emphasize the necessity of understanding and manually testing new technologies before full-scale adoption to avoid operational disruptions. The conversation highlights the dual nature of data and technology as both assets and liabilities, emphasizing the significance of unified systems and reliable integrations to maintain data integrity and avoid accumulation of technology debt.

The episode underscores the importance of a holistic data view across departments to gain comprehensive insights, citing examples of efficient data utilization from major companies like Amazon. Both speakers stress the importance of ensuring data readiness before implementing AI technologies, as poor data quality can lead to unfavorable outcomes. They advocate for regular 80/20 analyses to identify which efforts drive the most value and discuss Simon Sinek's "infinite game" concept, promoting long-term strategic thinking over rapid, unsustainable growth. Leadership also plays a crucial role, with the need for realistic timelines and proper adoption strategies to ensure successful technology integration.

Brendon Dennewill and Brandon Wentland also reflect on the challenges of leading teams and transitioning business strategies, particularly under pressing circumstances like the COVID-19 pandemic. They discuss the significant pivot in Dennewill's business from a digital marketing agency to focusing on technology implementation and integration, driven by the increasing capabilities of platforms like HubSpot. Both speakers share insights on fostering a balanced organizational culture that integrates technology, processes, and people effectively. They highlight the critical role of leadership in articulating a vision, the importance of gradual change, and the need to focus on manageable initiatives to avoid stagnation and inefficiency.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

50 | AI as a Competitive Edge | Barb Stinnett09 oct. 202401:00:34

In this episode of "RevOps Champions", host Brendon Dennewill engages in an insightful conversation with Barb Stinnett, an experienced business leader and CEO of Timaron Group. The discussion centers around the strategic use of AI in business, emphasizing that understanding AI and integrating it into strategic goals can provide a competitive edge. Barb highlights the significance of clean, organized data for effective AI usage and discusses the transition her mid-sized company made from Salesforce to HubSpot, resulting in enhanced productivity and better integration with tools like ZoomInfo.

The episode delves into the evolving nature of work-life balance and company culture, noting the generational shift towards prioritizing personal time, which contrasts with the workaholic tendencies of the past. Additionally, Barb talks about the modern work trends, such as the rise of the gig economy, where flexible roles are becoming more mainstream. The importance of aligning people, processes, data, and technology is underscored as key to successful Revenue Operations (RevOps), with practical examples of using frameworks like EOS and Six Sigma Lean to streamline processes and ensure team alignment.

Brendon Dennewill and Barb Stinnett also discuss AI competency training for C-suite executives and the necessity of aligning AI initiatives with company culture and leadership commitment. They emphasize the need to avoid deploying technology without first understanding the specific needs and identity of the company. The episode concludes with a look at the future of data, tech, and AI, encouraging businesses to prepare for rapid advancements and to leverage historical data for current problem-solving and innovation.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

49 | The Crucial Role of Change Management in Successful CRM Implementation | Therese Brinkman02 oct. 202400:40:32

In Episode 29 of "RevOps Champions," hosted by Brendon Dennewill and featuring guest Therese Brinkman, the discussion zeroes in on the integral role of CRM technology and change management in improving marketing-sales collaboration within B2B organizations. Therese underscores that while CRMs like HubSpot can facilitate collaborative efforts, true change is driven by people and well-defined processes, rather than technology alone. The conversation highlights the Four Pillars of RevOps—People, Process, Data, and Technology—with a particular emphasis on the human element in successful CRM implementation.

The episode delves deeply into the significance of change management, distinguishing it from project management. Project managers focus on technical details like budget, timeline, and scope, whereas change managers concentrate on helping people adapt and adjust, which is vital for realizing ROI. Therese elaborates on the need for a comprehensive discovery and design phase before configuring CRM systems to meet unique industry requirements, whether in architecture, engineering, nonprofits, or franchises. The discussion also covers practical strategies for effective communication, the role of middle management, and the importance of internal change champions in driving organizational transformation.

Both Brendon and Therese stress the importance of customizing CRM tools to reduce data entry burdens and optimize efficiency for sales teams. They highlight the importance of regular feedback sessions, clear communication, and building resilience to adapt to rapid changes, such as the rise of AI technologies. By looking beyond technology and focusing on people, companies can streamline their processes, trust their data, and foster a collaborative environment that drives growth and delivers better ROI. This episode is an informative dive into the intricacies of CRM adoption and the critical role of change management in achieving successful business outcomes.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

48 | Empowering Teams with AI Capabilities | Emily Grotkin25 sept. 202400:20:10

In Episode 28 of the RevOps Champions podcast, Brendon Dennewill sit down with Emily Grotkin, an expert in product development and AI integration. The episode delves into the significant product announcements from HubSpot's Inbound 2024 event, focusing on Breeze AI, Breeze Intelligence, and the enhancements to Marketing Plus. Emily emphasizes the importance of these new tools in driving operational efficiency and increasing productivity for marketing and sales teams by embedding AI capabilities directly into their daily workflows. Breeze Intelligence, which leverages HubSpot's acquisition of Clearbit, aims to enrich data and provide buyer intent insights without relying on third-party integrations.

The conversation also addresses the economic challenges businesses face, such as slowing sales processes and shrinking budgets. Emily discusses how these new HubSpot tools can help businesses navigate these uncertainties by providing fast, easy-to-use solutions that unify systems and improve data governance. This is particularly crucial as companies move away from cookies and need more robust data solutions. The hosts and Emily stress the importance of maintaining clean data to maximize the effectiveness of CRM and AI tools, highlighting how Breeze AI and Breeze Intelligence can help automate data cleaning and enrichment tasks.

Additionally, a notable development from HubSpot's recent announcements is the capability to store sensitive and highly sensitive data, making HubSpot a viable CRM solution for industries like finance and healthcare. Emily suggests that businesses should take advantage of these new tools to improve productivity now and prepare for future economic recovery. The episode wraps up with a call to action for listeners to explore HubSpot’s latest product releases and consider how these advancements can be integrated into their own business strategies for maximum benefit.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

47 | Challenges and Strategic Vision in Franchise Scaling | Luke Carlson18 sept. 202400:50:52

In Episode 27 of RevOps Champions, host Brendon Dennewill welcome Luke Carlson, CEO and founder of Discover Strength, to delve into the complexities of scaling franchise businesses. Carlson underscores the necessity of viewing franchisees as partners rather than employees, given their financial stake and the imperative to uphold brand standards. Drawing from the successes of iconic franchises like McDonald's, Carlson and his team embarked on a journey to understand the franchise business thoroughly and define their own approach. Key success factors discussed include meticulous location analysis and the pivotal role of selecting suitable franchisees, though understanding this process is ongoing.

Carlson shares the importance of building robust, simple systems that embody the brand's essence, ensuring they are teachable and usable by all levels within the franchise. He emphasizes the need for interconnected success among vendors, franchisees, and franchisors, drawing parallels from Ray Kroc's philosophy at McDonald's. The episode also highlights the critical balance between maintaining personal touch and leveraging technology, advocating for "rifle shot" testing of new systems before full-scale implementation to ensure efficiency and return on investment. Carlson stresses that franchisees must follow core processes and playbooks, as consistent consumer experience is paramount.

In discussing the broader challenges of scaling, the conversation touches on financial and infrastructural demands that accompany growth, as well as the continuous effort needed to sustain organizational values and culture. Carlson and the hosts agree on the importance of sustaining long-term value, ensuring franchisees' success, and maintaining economic feasibility. They explore the idea of balancing revenue growth with infrastructure investment, and Carlson shares insights on keeping the franchise model flexible yet robust to accommodate new technologies and evolving market dynamics. The episode concludes with an emphasis on long-term customer satisfaction, vendor relations, and the necessity of attracting talented individuals for sustainable franchise growth.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

46 | Achieving Strategic Capabilities with RevOps | Jaime Taets11 sept. 202400:44:14

In this episode, Jaime Taets joins us to explore the four pillars of the RevOps framework: people, process, data, and technology. Jaime emphasizes the critical role of leadership and clarity in scaling organizations, while also highlighting the importance of strategy, understanding the external landscape, and leveraging technology and data effectively. We discuss setting smaller goals, using metrics to motivate teams, and the need for collaboration across marketing, sales, and customer service. Jaime also addresses the challenges of tech integration and the distinction between operational and strategic planning.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

45 | Scaling Business with Systems and Technology | Ryan Tansom04 sept. 202400:49:01

In this episode, Brendon Dennewill and Ryan Tansom dive into the essential pillars of entrepreneurship, exploring ownership frameworks, financial KPIs, and the critical role of systems and technology in scaling businesses. They discuss the importance of understanding a business's purpose and how it delivers value to customers, emphasizing cash flow and equity growth as keys to achieving independence and freedom. The conversation also highlights the need for true ownership and leadership alignment, along with the value of revenue operations in aligning people, processes, data, and technology. Ryan Tansom shares his insights on measuring backwards, practicing gratitude, and clarifying personal goals, all while stressing the importance of having a clear vision and purpose in business.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

44 | Turning Customer Success into a Revenue Growth Engine | Daphne Costa Lopes28 août 202400:43:47

Today we're joined by Daphne Costa Lopes, Global Director of Customer Success at HubSpot, who highlights the critical role of customer success teams in a company's overall growth strategy.

She believes that the customer success department is often the "forgotten child" in revenue operations, but reminds us how important it is for businesses - especially professional services firms - to protect existing revenue and grow existing accounts. Account expansion becomes easier when CS reps can articulate the value of their product or service. Daphne shares a few examples of CRMs and AI-powered solutions that enable CS teams to track and communicate value.   

Other resources mentioned in the episode:
--> Daphne's podcast, This is Growth, and the corresponding newsletter

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

43 | Optimizing GTM Operations | Charlie Saunders21 août 202400:55:27

In this episode, we interview Charlie Saunders, the CRO and co-founder of CS2, a consulting practice specializing in go-to-market (GTM) operations for B2B SaaS companies. 

We discuss the ongoing debate within the industry about the meaning and scope of the terms revenue operations, sales ops, marketing ops, and GTM ops.

Charlie believes business leaders should approach operations as a product development cycle (similar to that of SaaS products), focused on making continuous process improvements.

Charlie also emphasizes the importance of reliable data for effective decision-making while acknowledging the challenges and expense of obtaining such data.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

42 | Using RevOps to Align People, Processes, and Technology | George Hadjiyanis14 août 202400:39:19

Today's guest is George Hadjiyanis, SVP of Sales and Marketing at Parallax, a platform that helps digital agencies and software development companies improve their resource planning, margins, and utilization.

He shares his approach to evaluating and implementing new technology, acknowledging the difficulties of transitioning from older systems to modern tools. He believes having the right tools and processes in place is worth the challenge and expense because it provides visibility into data. For leaders to make informed decisions that drive business growth, data must be clean, accurate, and accessible.  

George urges companies to merge their ops roles in sales, marketing, and customer service into one revenue operations function. The revenue operations manager is responsible for data quality across those teams and their systems. This enables more holistic analysis from a 'single source of truth.'

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

41 | Scaling Professional Services through Relationship-Building | Amy Langer07 août 202400:54:17

Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers.

Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to stabilize the organization.

She reflects on the highs and lows of running a company, the lessons she learned on her leadership journey, and the importance of developing a strategic plan based on mission, vision, and values.

Amy is now a Board Member for Health Partners and Executive Chair of Avio Medtech Consulting. She is excited to be part of another entrepreneurial company that values workplace culture and building relationships.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

40 | Unlocking Revenue Growth with Data | Chris Baribeau31 juil. 202400:40:57

In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot. 

He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions. 

Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively. 

Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes. 


Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

39 | Value-based Pricing for Professional Services | Casey Brown24 juil. 202400:51:07

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.

Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes. 

Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

38 | Scaling with Systems: An EOS Perspective | Allen Cobb17 juil. 202400:52:25

Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.

Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.

Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" when implementing new systems or processes.

The episode concludes with the importance of "doing the work," rather than expecting instant results without effort. For leaders, this work includes delegation, empowering team members, and focusing on high-value activities.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

  • Benchmark data showing how you stack up to other organizations
  • A clear view of your operational maturity
  • Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

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