The Revenue Lounge podcast is a series of candid conversations with leaders in the revenue operations space. The aim is to humanize the discipline with real-life field insights that explore different facets of this critical go-to-market function.The podcast covers stories from leaders across RevOps, Sales, Customer Success, GTM, Data and Marketing about what drives these functions and what advice they would share with our li ...
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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.