In this episode, Dave is joined by Sean Lane, Founding Partner at BeaconGTM and RevOps expert, to talk about scaling RevOps in B2B. With over a decade of experience at Drift and other B2B SaaS companies, Sean shares actionable tips for marketers looking to align operations with business goals.

Dave and Sean cover:

How to build alignment between sales, marketing, and ops
Why early-stage companies must align operational complexity with their growth maturity
How continuous planning helps marketing and ops teams stay agile as business challenges come up

Timestamps

(00:00) - - Intro to Sean
(07:00) - - Going From Founder Led Sales to Having A Professional GTM
(09:41) - - How Ops Bridges Business Goals
(13:31) - - How To Align Sales, Marketing, and Operations
(17:40) - - Why You Need A Clear Marketing Strategy
(20:06) - - How To Build A Partnership Between Marketing and Operations
(26:30) - - Guidelines For Long Term vs Short Term Budgeting And Planning
(30:33) - - Marketing's Role At The Bottom Of The Funnel
(35:28) - - How To Get “Hand-raisers” For Your Product In The Customer Journey
(39:20) - - Do Engaged Accounts Measure The Success Of Marketing?
(41:10) - - Sean’s Podcast ROI
(43:26) - - AI Use Cases In Ops
(48:28) - - How To Hire A Good Ops Person
(51:56) - - Closing Remarks

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#187: Growth | Why Marketers Need Great RevOps Partners with Sean Lane, Founding Partner at BeaconGTM and RevOps Expert

The Dave Gerhardt Show (from Exit Five)