Smooth Scaling: Revenue Leader Interviews from Insight Partners

Accelerating sales performance using generative AI with Todd Gracon at Workato

Tue, 07 Nov 2023 16:05:00 +0000

Jeremey continues his conversation with Todd Gracon, SVP of Sales at Workato, about accelerating sales performance using generative AI. Learn more about Workato: workato.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Optimizing inbound lead capture and conversion with Todd Gracon at Workato

Tue, 07 Nov 2023 16:00:00 +0000

Jeremey interviews Todd Gracon, SVP of Sales at Workato, about optimizing inbound lead capture, conversion, and other sales hacks. Learn more about Workato: workato.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

What effective CSMs have in common with Bobby Brown at MessageBird

Tue, 10 Oct 2023 16:30:00 +0000

Jeremey continues his conversation with Bobby Brown, Global Vice President of Customer Experience at MessageBird, about some characteristics of successful CSMs. Learn more about MessageBird: messagebird.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Structuring post-sales teams for success with Bobby Brown at MessageBird

Tue, 10 Oct 2023 16:25:00 +0000

Jeremey interviews Bobby Brown, Global Vice President of Customer Experience at MessageBird, about how to structure post-sales teams to leverage customer success and NRR. Learn more about MessageBird: messagebird.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Developing a commercial playbook with Natan Pollack at Mambu

Tue, 26 Sep 2023 14:20:00 +0000

Jeremey continues his conversation with Natan Pollack about developing revenue playbooks. Editor's note: At the time of this interview, Natan was Vice President of Revenue Operations at Mambu. He is currently Vice President of Business Operations at Trusted Shops. For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Bringing a product to market through channel partnerships with Natan Pollack at Mambu

Tue, 26 Sep 2023 14:15:00 +0000

Jeremey interviews Natan Pollack, VP of Revenue Operations, about enabling channel partnerships for product expansion. Editor's note: At the time of this interview, Natan was Vice President of Revenue Operations at Mambu. He is currently Vice President of Business Operations at Trusted Shops. For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Setting up a channel motion with Hayden Stafford at Seismic

Tue, 12 Sep 2023 09:15:00 +0000

Jeremey continues his conversation with Hayden Stafford, Chief Revenue Officer at Seismic, about setting up a channel motion. Learn more about Seismic: seismic.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Moving upmarket from SMB to enterprise with Hayden Stafford at Seismic

Tue, 12 Sep 2023 09:00:00 +0000

Jeremey interviews Hayden Stafford, Chief Revenue Officer at Seismic, about moving upmarket from SMB to enterprise. Learn more about Seismic: seismic.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Identifying opportunities by leveraging product market fit with Simon Chassar at Claroty

Tue, 29 Aug 2023 09:00:00 +0000

Jeremey interviews Simor Chassar, Chief Revenue Officer at Claroty, about penetrating the market, proliferating the ecosystem, and understanding the value your technology brings to customers. Learn more about Claroty: claroty.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Accelerating customer time-to-value with Lihod Rachmilevitch at OwnBackup

Tue, 15 Aug 2023 09:00:00 +0000

Jeremey interviews Lihod Rachmilevitch, Chief Services Officer at OwnBackup, about leveraging customer success to accelerate value for SaaS customers. Learn more about OwnBackup: ownbackup.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Scaling from PLG to SLG with Jake Hofwegen at Contentful

Tue, 01 Aug 2023 09:00:00 +0000

Jeremey interviews Jake Gertjan Hofwegen, VP of Global Revenue Operations at Contentful, about how to transition from product-led growth to sales-led growth when evolving your go-to-market motion and scaling your business. Learn more about Contentful: contentful.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Retaining customers with a value realization framework with Sean Gilliam at Netskope

Tue, 18 Jul 2023 09:00:00 +0000

Jeremey interviews Sean Gilliam, VP of Customer Experience at Netskope, about creating a value realization framework as a tactic to retain and grow your customer base. Learn more about Netskope: netskope.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Managing order, transaction, deal desk flows with Ann Neir at Cockroach Labs

Tue, 04 Jul 2023 09:15:00 +0000

Jeremey continues his conversation with Ann Neir, VP of Revenue Operations at Cockroach Labs. Learn more about Cockroach Labs: cockroachlabs.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Understanding and optimizing your funnel with Ann Neir at Cockroach Labs

Tue, 04 Jul 2023 09:00:00 +0000

Jeremey interviews Ann Neir, VP of Revenue Operations at Cockroach Labs, about pipeline analytics as companies grow and scale. Learn more about Cockroach Labs: cockroachlabs.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Using customer signals for quick wins with Jennifer Chow at LaunchDarkly

Tue, 20 Jun 2023 09:00:00 +0000

Jeremey interviews Jennifer Chow, VP of Revenue Operations and Enablement, about the playbook LaunchDarkly uses to turn customer signals into quick wins for sales. Learn more about LaunchDarkly: launchdarkly.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Adjusting and adapting to challenging economic times with Mark Ebert at 6sense

Tue, 06 Jun 2023 09:15:00 +0000

Jeremey continues his conversation with Mark Ebert, SVP Global Sales at 6sense. Learn more about 6sense: 6sense.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Moving downmarket from enterprise to SMB with Mark Ebert at 6sense

Tue, 06 Jun 2023 09:00:00 +0000

Jeremey interviews Mark Ebert, SVP Global Sales at 6sense, about how they experimented to expand downmarket from strictly enterprise to include SMB customer offerings. Learn more about 6sense: 6sense.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Managing inbound demand and PLG with Navin Persaud

Tue, 23 May 2023 09:00:00 +0000

Jeremey interviews Navin Persaud, VP of Revenue Operations at 1Password, about streamlining inbound demand, the role of sales in product-led growth (PLG), and relationships between sales and marketing. Learn more about 1Password: 1password.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

How to train CSMs to provide real customer and business value

Tue, 09 May 2023 09:15:00 +0000

Jeremey continues his conversation with Daniel Silverstein, VP of Customer Success at Carta. Learn more about Carta: carta.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Building a high-performing customer success org from scratch

Tue, 09 May 2023 09:00:00 +0000

Jeremey interviews Daniel Silverstein, VP of Customer Success at Carta, about how to train CSMs to provide legitimate customer and business value. Learn more about Carta: carta.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Identifying variables that correlate to win rate with Clay Blanchard

Tue, 25 Apr 2023 09:15:00 +0000

Jeremey continues his conversation with Clay Blanchard, most recently VP of Sales Operations at Collibra. For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Building your TAM model with Clay Blanchard

Tue, 25 Apr 2023 09:00:00 +0000

Jeremey interviews Clay Blanchard, most recently VP of Sales Operations at Collibra, about how to build a TAM model in your sales org. For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Inspire, coach, and empower your reps with Laura Fu at Kong

Tue, 11 Apr 2023 09:01:00 +0000

Jeremey interviews Laura Fu, VP of Sales Operations & Productivity at Kong, about how to inspire, enable, coach, and get the best performance out of your sales team. Learn more about Kong: konghq.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Learning from sales ops in different business models with Michaela Downs at Benchling

Tue, 28 Mar 2023 09:15:00 +0000

Jeremey continues his conversation with Michaela Downs, Head of Global Sales Operations at Benchling. Learn more about Benchling: benchling.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Creating renewal processes that support 10x growth and 150% net retention with Michaela Downs at Benchling

Tue, 28 Mar 2023 09:00:00 +0000

Jeremey interviews Michaela Downs, Head of Global Sales Operations, about rapidly scaling the customer base by 10x while growing a high-performing sales organization at Benchling. Learn more about Benchling: benchling.com For more growth strategies, visit insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Revenue operational effectiveness with Alana Ballon at Wiz

Tue, 14 Mar 2023 09:15:00 +0000

Jeremey continues his conversation with Alana Ballon, VP Revenue Development and Operations at Wiz.

Learn more about Wiz: wiz.io/

For more growth strategies, visit insightpartners.com/ideas.

The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.

Scaling from one to three cloud platforms with Alana Ballon at Wiz

Tue, 14 Mar 2023 09:00:00 +0000

Jeremey interviews Alana Ballon, VP Revenue Development and Operations at Wiz, about scaling from one cloud platform to three.

Learn more about Wiz: wiz.io

For more growth strategies, visit insightpartners.com/ideas.

Aligning customer operations for scale with Laurie Barlev

Thu, 02 Mar 2023 10:30:00 +0000

Jeremey interviews Laurie Barlev, a Revenue Operations executive most recently at Papaya Global and ComplySci, about how to evolve our customer success team to drive retention and growth in a difficult economy.

For more growth strategies, visit insightpartners.com/ideas.

Ownership of revenue between CS and Sales with Eran Aloni at Gong

Thu, 02 Mar 2023 10:20:00 +0000

Jeremey continues his conversation with Eran Aloni, EVP Ecosystem and Business Development at Gong, about managing the relationships between customer success and sales teams to create a customer-centric culture.

Learn more about Gong: gong.io

For more growth strategies, visit insightpartners.com/ideas.

Launching a self-service upsell engine with Eran Aloni at Gong

Thu, 02 Mar 2023 10:10:00 +0000

Jeremey interviews Eran Aloni, EVP Ecosystem and Business Development at Gong, about scaling expansion revenue by implementing self-checkout for customers.

Learn more about Gong: gong.io

For more growth strategies, visit insightpartners.com/ideas.

Making your first sales hire with Marcus Holm at Forter

Thu, 02 Mar 2023 10:00:00 +0000

Jeremey interviews Marcus Holm, CRO at Forter, about how to move away from founder-led selling and making your first sales hire.

Learn more about Forter: forter.com

For more growth strategies, visit insightpartners.com/ideas.

Introducing Smooth Scaling: The Revenue Podcast from Insight Partners

Tue, 28 Feb 2023 15:00:00 +0000

Through interviews with revenue leaders at the fastest-growing SaaS companies today, Smooth Scaling helps founders and revenue leaders get the most impactful best practices to scale their business, all in 18 minutes or less. Subscribe now; new episodes every other Tuesday. For more, visit the Insight Partners blog at insightpartners.com/ideas. The content here is for informational purposes only. It should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security and is not directed at any investors or potential investors in any Insight Partners fund. For more details, please see insightpartners.com/legal-disclaimer.