I'm a really big believer in the idea of a unified RevOps function supporting all the go-to-market teams.

But I'll be honest, sometimes it's a little discouraging when I look at how RevOps is done in practice, because outside of a few examples, I usually see essentially a sales ops function with a new name.

So I wanted to find people who are actually leading a unified RevOps team in the real world and to understand how they're doing it and how it's working out for them.

Today's guest is leading a very mature RevOps function at Electric and has a ton of practical insight to share.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

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Julia Kim is VP of Revenue Operations for Electric and an Adjunct Instructor at Columbia University. She has over 10 years experience as an operations executive and has launched award-winning consumer and SaaS products mentioned in the Wall Street Journal, Forbes, Forrester, and TechCrunch.

Before Electric, she led GTM operations for 4 profitable acquisitions. In addition to her RevOps experience, she has a technical background with a recent focus in artificial intelligence and predictive data modelling.

https://www.linkedin.com/in/juliajuleskim/

• [00:00] - Introduction
• [01:50] - Definition of Revenue Operations
• [03:40] - RevOps at different stages of maturity
• [09:09] - Deep dive on Julia’s team structure
• [14:00] - Collaboration within the RevOps team
• [21:52] - Addressing concerns about unifying the ops functions
• [28:07] - Identifying biggest opportunities for impact
• [37:19] - Relationship with data team
• [40:11] - Change management and enablement
• [47:37] - RevOps and AI
• [55:11] - What’s a current challenge?

Big thanks goes out UserGems for sponsoring today’s episode.

We all know that outbound is really tough. Now imagine a world where you’re reaching people who know your product, love your product, and are actually happy to hear from you.

UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up.

If you’re not reaching out to customer job changers, you’re missing opportunities. Click the link below for a special offer just for my listeners.

Try UserGems

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Every company pays lip service to privacy. But few seem to really value it in practice.

In marketing and sales, we rely on personal and behavioural data for so many commonplace tactics, and this reliance is only increasing.

It's a kind of arms race. Even if you wanted to, it feels like you can't afford to give up the perceived advantages of using personal data.

And even as we continually hear about the "death" of this or that type of tracking, the reality is that hundreds of billions of advertising revenue are on the line. The incentives to keep collecting and commodifying our data are huge.

I wanted to dig deeper into the current state of privacy in marketing today, and I could think of no better person to reach out to than Stephane Hamel.

He is a legendary practitioner and thought leader in the digital analytics space and one of the foremost advocates for privacy and ethics in marketing.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Stephane Hamel is a digital analytics and marketing expert with over 35 years experience. He has spoken at over 150 industry events and was named one of the Most Influential Industry Contributors by the Digital Analytics Association. As an educator, he’s taught thousands of students at institutions including UBC, SimpliLearn, ULaval, Harvard, YorkU, and others. In recent years, he’s focused his attention on the ethical use of data in a marketing context

https://www.linkedin.com/in/shamel/

• [00:00] - Introduction
• [01:49] - Current state of privacy in marketing
• [03:30] - Vision of a truly privacy-oriented company
• [08:20] - How a 100% consent-based model would work
• [10:59] - Is privacy-respecting marketing better marketing?
• [13:26] - Analogy of seatbelts
• [17:32] - Getting people to care about privacy
• [20:50] - Advertising in a privacy-first world
• [24:21] - Conflict between privacy and commercial interests
• [31:41] - Google and the “death” of third-party cookies
• [36:47] - AI literacy
• [41:44] - Career impact of being privacy-oriented

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Refine Labs has had a seismic impact on B2B marketing.

Whether you agree with their philosophy or not, it's hard to deny its influence. They've set the agenda, defined the terms of the debate, and challenged many aspects of the status quo.

Former CEO Chris Walker catapulted the agency to prominence with his LinkedIn thought leadership. But behind the scenes, there's also been an intricate operational odyssey to scale Refine Labs from scratch to nearly 100 employees.

Today's guest, Megan Bowen, partnered with Chris from the beginning as COO before taking over as CEO in January of 2024. In this no-holds-barred episode, she shares an operational perspective on building Refine Labs, with candid stories and insights about scaling a service-based business, riding the hyper-growth rollercoaster, and weathering economic storms.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Over her 20+ year career, Megan Bowen has built and scaled go-to-market teams at eChalk, ZocDoc, Grubhub/Seamless (IPO: 2014), ManagedbyQ (WeWork Acquisition: 2019) and Platterz.

In 2020, she teamed up with the Founder of Refine Labs to change the way B2B companies go-to-market.

Today, she is the CEO of Refine Labs, A B2B Demand Generation Agency.

https://www.linkedin.com/in/meganwhitebowen/

• [00:00] - Introduction
• [01:32] - Megan’s background
• [07:06] - Building Refine Labs
• [14:15] - Stepping into the CEO role
• [16:34] - Prioritizing the health of your team
• [21:56] - Segmenting clients and service levels
• [23:54] - Packaging, pricing, and service design
• [25:46] - Transparency in the sales process
• [27:43] - Achieving consistent service quality when scaling the team
• [31:21] - Onboarding process
• [31:59] - Balancing supply and demand in agency staffing
• [35:23] - Transparency around layoffs
• [37:12] - Evolution of Refine Labs methodology
• [40:36] - Partnership with Aspireship

• Refine Labs | Leading B2B Demand Generation Agency
• Refine Labs x Aspireship - Get subsidized access to the Refine Labs IP library with Aspireship.

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