The Revenue Lounge – Details, episodes & analysis

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.

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 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.