Explorez tous les épisodes du podcast The Revenue Lounge

In this episode, Silvana Bacigalupo, head of internal AI transformation at Asana, shares insights on how organizations can move beyond AI adoption to true transformation. She discusses strategies for aligning technology, people, and organizational change to harness AI's full potential.

Jenna Chambers, former VP of Marketing at DemandScience, shares her extensive experience across go-to-market strategies, emphasizing the importance of understanding buyer behavior beyond traditional funnels, leveraging AI for market insights, and integrating brand and demand efforts effectively.

In this episode of the Revenue Lounge, Amrutha Suresh shares insights on scaling AI across enterprises, transforming pilots into production, and managing organizational change. Discover practical frameworks, common pitfalls, and strategic approaches to AI transformation from a seasoned expert.

Discover how organizations are transitioning from AI pilots to tangible business results. Pino Soro, Chief Business Transformation Officer at QuickBase, shares actionable strategies on building a scalable AI operating model, the importance of data context, and managing organizational change to harness AI’s full potential.In this episode:

• The gap between AI experimentation and enterprise-wide transformation
• Why many AI pilots fail to scale and how to overcome common pitfalls
• The role of foundational data work in long-term AI success
• How to organize enterprise transformation as a product-driven process
• The significance of context and business semantics in AI models
• Decision-making tips on build vs buy for AI tools and systems
• Approaches for measuring AI maturity and impact in your organization
• Strategies for managing change and overcoming resistance in large-scale transformation
• Practical examples of AI automation in sales and customer success

Timestamps:00:00 - Why AI transformation is beyond hype and experimentation02:29 - The pitfalls of AI pilots and scaling challenges03:53 - Building trust in data foundations for AI success05:04 - Starting from business problems and role-based data issues07:10 - Why organizational structure impacts AI scalability08:18 - Identifying friction points in data and processes09:40 - Context as the moat: The critical role of business semantics11:36 - How to build organizational advantage through context13:23 - Organizing enterprise transformation as a product team15:42 - Managing change at scale and securing executive buy-in18:35 - Deciding which work to automate versus keep human21:07 - Real-world examples of AI in sales enablement23:04 - Measuring success: revenue impact and efficiency gains26:23 - Build versus buy: decisions in the AI tech stack29:32 - Total cost of ownership and maintaining AI systems33:39 - The importance of a strong AI operating system and foundations35:14 - Common killers of transformation effort and how to avoid them37:49 - Key takeaways: People first in AI-driven change38:38 - Pino’s personal tips for decompressing and staying balancedKey themes:

• Transitioning AI pilots to scaled enterprise solutions
• Building trust through foundational data and governance
• The importance of context and semantics in AI models
• Structuring transformation as a product organization
• Managing organizational change and stakeholder alignment
• Real-world automation use cases in revenue teams
• Strategic build vs buy decisions for AI tools
• Measuring AI maturity and impact over time

Connect with Pino:For follow-up questions or insights, reach out on LinkedIn to continue the conversation on enterprise AI transformation.

In this episode, Randy Likas interviews Adrian Rosenkranz, CRO at Webflow, on how revenue leaders can effectively harness AI, ensure governance, and maintain a competitive advantage in a rapidly evolving digital landscape. The discussion delves into practical use cases, the importance of shared knowledge systems, and the long-term vision for AI in go-to-market functions.

In this episode of the Revenue Lounge Podcast, host Randy Likas and guest Marty Overman share insights on the evolving cybersecurity landscape, modern sales strategies, and the importance of trust and curiosity in sales. Discover how buyers' behaviors are changing and what it takes to succeed in today's dynamic market.

Devin Shane, VP of CSO operations at Qlik, shares how AI and a data-driven approach can transform customer success from reactive support to proactive growth. Discover strategies to accelerate retention, expand revenue, and build trust through data-driven decisions. Learn why foundational data is crucial before scaling AI and how tracking leading indicators can predict opportunities and risks. Perfect for leaders aiming to leverage insights and create a unified approach to customer health, this episode offers actionable advice to future-proof your customer success function.

In this episode of the Revenue Lounge, host Randy Likas sits down with Aidan Nevin, VP of Go-To-Market Operations at Fidelity Investments, to break down how to build a revenue operating system leadership can actually trust. Aidan shares how he turned fragmented data into a clean, decision-grade foundation by centralizing RevOps, building scalable attribution models, and enforcing strong data governance. He also dives into practical execution, from CRM and BI integration to driving adoption in legacy organizations. The conversation explores how to create a data culture, enable self-serve insights with AI, and position RevOps as a strategic growth driver, not just a support function. If your revenue data feels messy, this is your blueprint to fix it.

In this episode of the Revenue Lounge Podcast, host Randy Likas and guest Uday Sharma discuss the critical importance of data trust and hygiene in modern revenue operations. They explore how fragmented data can lead to poor decision-making and the necessity of building a centralized data system to enhance revenue intelligence. Uday emphasizes the role of analytics in shaping strategy rather than merely reporting metrics, and the conversation also delves into the implications of AI on data quality and governance. Uday shares insights on how to effectively advocate for funding data initiatives and the importance of changing organizational behavior to improve data practices.

In this episode of the Revenue Lounge Podcast, host Randy Likas engages with Stephanie Couzin, Vice President of Go-to-Market Strategy and Operations at Lucid Software. They delve into the evolving landscape of go-to-market strategies in an AI-driven environment, discussing the transition from product-led growth (PLG) to a more sales-oriented approach. Stephanie shares her insights on the importance of experimentation in building sales capabilities, emphasizing the need for cross-functional alignment and the role of data in driving effective decision-making. The conversation also touches on the distinctions between agentic AI and co-pilot AI, highlighting how organizations can leverage these technologies to enhance productivity and streamline workflows.

In this episode of the Revenue Lounge Podcast, host Randy Likas and guest Chad Gorman discuss the evolution of customer success in the age of AI. They explore the importance of data, the challenges of AI adoption, and the significance of relationship intelligence in driving customer outcomes. Chad shares insights on building an early warning system to identify risks and opportunities, leveraging AI for enhanced engagement, and the necessity of cross-functional collaboration for successful implementation. The conversation concludes with personal reflections on leadership and the future of customer success.

In this episode of the Revenue Lounge, host Randy Likas interviews Andy Mowat, founder of Whispered and a seasoned leader in the go-to-market space. Andy shares his diverse career journey, insights on leadership, and the evolving landscape of revenue operations. He discusses the importance of networking, the challenges of hiring, and the unique offerings of Whispered, a platform designed to connect executives with unposted roles. The conversation also touches on personal branding, interview strategies, and the significance of building relationships in one's career.

In this conversation, Jeff Perry discusses the importance of understanding sales forecasts through a more personal and relaxed approach. By using informal settings, such as having a beer, he encourages open dialogue about sales performance and gut feelings regarding future outcomes. This method aims to disarm salespeople and allow for honest reflections on their progress and the larger deals that could impact their forecasts.

In this episode of The Revenue Lounge, host Randy Likas interviews Andy Raskin, a consultant specializing in strategic narratives. Andy discusses the concept of the 'arrogant doctor' in sales pitches, the emotional connections that drive narratives, and the evolving nature of strategic storytelling in response to market changes.

This episode explores the evolution of marketing strategies in the context of changing buyer behavior. They explore the role of MQLs, the importance of diversifying marketing strategies with ABX and buying groups, and the balance between brand building and demand capture.

This episode of The Revenue Lounge podcast discusses the intricacies of scaling revenue operations and GTM strategies with Jelle Berends, VP of Go-to-Market Strategy at Miro. The episode explores the importance of aligning operations, data, and execution in a high-velocity environment, the significance of customer-centric strategies, and the role of AI in enhancing operational efficiency.

This episode discusses the intricacies of building a go-to-market tech stack. Jamie Edwards explores the importance of integrating sales, marketing, and customer success operations, evaluating tools based on business objectives rather than popularity, and designing systems that promote adoption among sales teams.

In this episode of the Revenue Lounge, Tim Seamans, VP of AI Transformation at Mimecast, shares insights into the company's ambitious AI acceleration program. He discusses the journey of integrating AI across various functions, the importance of aligning internal stakeholders, and the metrics used to measure success.

In this episode of The Revenue Lounge, host Randy Likas and guest Kelly Lichtenberger, VP of Sales Development at HiBob, discuss the evolving landscape of sales development. They explore the challenges posed by the 'great ignore' era, where generic outreach leads to prospect fatigue. Kelly emphasizes the importance of personalization, emotional intelligence, and adapting strategies to meet the changing needs of prospects.

In this episode of the Revenue Lounge podcast, host Randy Likas and guest Leslie Alore, Senior VP of Marketing at Flexera, discuss the evolution of B2B marketing, particularly the shift from traditional lead-based funnels to a more nuanced understanding of buying groups.

They explore the challenges of aligning sales and marketing, redefining MQLs, and the complexities of transitioning from point solutions to platform offerings.

In this episode of The Revenue Lounge, Randy Likas interviews Roman Gruhn, Vice President of Revenue Operations at Multiverse. Roman discusses the unique challenges and opportunities in his current role at Multiverse, particularly in the context of upskilling and reskilling in the age of AI.

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.

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.

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 organizations.

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.

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.

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.

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.

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.

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.

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 pipeline growth through streamlined operations and data-driven decision-making.

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.

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.

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.

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.

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.

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.

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.

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.

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 Partners to expedite the revenue growth of Planview.

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 GTMFund, WomeninRevenue and Pavillion.

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

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.

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.

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.

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 Made.

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.

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 he acted as the SVP of NA Sales & Head of Global Channels where he was accountable for GTM strategy and WW pipeline generation strategy.

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.

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.