Go To Masters Show

Ramabhadran Kapistalam is the present Head of Global Sales Operations, Strategy & Analytics at RedHat. Starting his career as a Data Scientist, he has more than 20 years of experience working with data, analytics, strategy and operations.
This episode of the Go To Masters Show features Ram, where he talks about:

• His transformation from a data scientist to leading operations and strategy
• The significance of data in bridging the gap between strategy & execution
• How to build focus on leading indicators instead of lagging indicators

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Saket Kapoor helms the Worldwide GTM Strategy at Citrix, a global cloud software and services company. With over 15 years of experience in setting up operations and strategy across multiple organizations, his focus lies in leading corporate growth initiatives and planning large-scale transformations in competitive markets.

This episode of the Go-To-Masters Show features Saket, where we discuss:

• The fundamental essence of GTM strategy
• Key focus areas for GTM Planning for 2024
• GTM strategies for channels and marketplaces
• Tips for setting up sales processes for GTM function

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Laura Fu is the VP of Revenue Operations & Productivity at Olo. A leading open SaaS platform for restaurants that enables hospitality at every touchpoint. Laura is currently building a GTM strategy and operational roadmap to help Olo get to $1B in revenue by developing frameworks that support organizational structure, goal setting, sales, customer growth, customer type and channel strategy in partnership with the CRO.

Prior to Olo, Laura held key positions in Kong and Sprinklr spearheading the GTM operations and enablement.

The latest episode of The Go-To-Masters Show features Laura, where we discuss:

• Transitioning from the sales training and enablement side to the Ops side and how enablement strategy complements operational goals.
• Key areas of focus in enablement
• Building an effective yet scalable sales process & team across the GTM functions
• Creating incentive plans that are not only effective but also benchmarked for success

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Nicholas is the Senior Manager of Sales Operations at Numerator. With a background in SaaS and the manufacturing industry. Nicholas is a strong finance professional skilled in budgeting, forecasting and variance analysis. Proficient in Salesforce, Clari, Xactly, SAP, Netsuite, TM1, Cognos and Microsoft Suite. Nicholas is poised to make a significant impact on Sales compensation and Operations.

Before joining Numerator, Nicholas held at key positions at Cars.com and The Classic Residence by Hyatt.

The latest episode of The Go-To-Masters Show features Nicholas, where we discuss:

• How crucial financial skills such as budgeting and variance analysis are utilized in Sales Operations to enhance efficiency
• Approaches to sales forecasting in Sales Operations and its impact on overall business strategies
• Strategies for fostering collaboration between Sales Operations and sales teams to ensure alignment and drive revenue growth
• Anticipated trends and developments in Sales Operations

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Rachel Lacsamana is the Sr. Program Manager, GTM Ops at Komodo Health. With a background in commercial and operational roles, she is an experienced professional. Rachel brings a track record of successfully directing enterprise-level stakeholders through the execution of strategic go-to-market (GTM) plans, making her a trusted subject matter expert in GTM strategy and operations.

Prior to joining Komodo Health, Rachel held the position of a project manager at UL and is currently managing her own startup, The Limit DNE LLC."

The latest episode of The Go-To-Masters Show features Rachel, where we discuss:

• Smooth Transition Between GTM Operations and Product Management
• Alignment of Stakeholders to Achieve Collective Vision
• Deeper Coaching and Creating New Outputs
• Effective Use of Frameworks, Templates, and Workshopping for achieving the GTM success

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Vicki Werner is the Director of Sales Operations at AMI. Vicki shares her non-traditional path to Sales Ops, reflecting how people don’t typically aim for this career from the start, and how her unique background shaped her perspective. Prior to joining AMI, Vicki held the position of VP, of Sales Operations at Verint.

The latest episode of The Go-To-Masters Show features Vicki, where we discuss:

• Fusion of Finance and Operations, highlighting the advantage of her dual expertise and how it gives her a competitive edge in handling Sales operations
• Navigating Sales compensation debates and the emphasis on having a risk-reward revenue growth lens instead of mere cost-cutting
• Choosing the right metrics between bookings and collections. Vicki explores the dilemma between bookings and collections as measures of Sales performance, offering insights on how businesses can discern the most suitable metric based on an Ops/Finance perspective
• The hands-on approach in configuring workflows and processes. Vicki emphasises how this proactive attitude enhances business and operational results 

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Shantanu Shekhar is the Senior Director of GTM Operations for Gong, leading go-to-market strategy, process excellence, and cross-functional alignment for their international markets. He also leads Gong’s account management team in EMEA, which is focused on driving value for their existing customers in the region.

Prior to joining Gong, Shantanu held key revenue operations/GTM leadership positions at LinkedIn and Nitro. He is also a former management consultant from Bain & Co.

The latest episode of The Go-To-Masters Show features Shantanu, where we discuss:

• Approaching the EMEA market as a RevOps professional and assessing the RevOps maturity.
• The ideal steps to build a successful RevOps team from scratch.
• The playbook for setting up a tech stack in RevOps? What are the painkillers vs. vitamins?
• The importance of commission plans in the context of RevOps.
• Creating effective commission plans that align with the goals and incentives of a RevOps team.

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Lorena Morales is the Director of Global Digital Marketing Revenue Operations at JLL, a professional services firm that specializes in real estate and investment management and operates across more than 80 countries. Lorena talked us through why Marketing should be considered an extension of revenue operations and how RevOps plays a vital role in the success of the ABM initiative.

The latest episode of The Go-To-Masters Show features Lorena, where we discuss:

• How different the Sales tech set-up is in the real estate industry compared to B2B SaaS?
• Handling the modern tech stack problem and the challenges of a globally distributed tech stack.
• Managing the complete sync of data within the tech stack, as ABM is proving to be a game-changer in outbound marketing.
• How RevOps and marketing should collaborate for the success of ABM campaigns.

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Josh Pudnos is a seasoned revenue strategist and operations expert, renowned for his remarkable proficiency in constructing and leading cross-functional teams. His areas of specialisation include sales strategy and operations, enablement. Josh currently holds the position of VP, Global Head of Sales Operations at Exiger, a leading supply chain management software company.  

The latest episode of The Go-To-Masters Show features Josh, where we discuss:

• Building a scalable and motivating sales commission plan
• Why do SaaS companies need to consider LTV and CAC for their growth? 
• The "UX of RevOps” and why data interpretation is a key thing in presenting to the C-Suite?
•  Major trends in Sales compensation and planning methodologies.

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Darren Fay is an accomplished Revenue Operations Leader driving growth with strategic expertise and revenue optimization. A skilled coach, he fosters exceptional team outcomes by implementing scalable processes and data-informed decisions. Proficient in Salesforce, Snowflake, Tableau, Outreach, Clari, and more. Darren is poised to make a significant impact on revenue operations.

• Darren shares his journey from Sales to Revenue Operations, offering tips for a smooth transition into RevOps
• Drawing parallels between his firefighting past and current role, highlighting similarities and differences between Sales and Ops
• Darren emphasizes key data points for achieving better revenue forecasting in a dynamic business landscape
• How to foster collaboration between Sales and Ops, building scalable processes with effective channels
• As a RevOps Leader in Instructure, Darren addresses the modern challenges of optimizing territory planning for diverse geographical landscapes.
• Darren envisions the growth of operations and the impact of AI, highlighting key trends for ops professionals to prepare for.

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Olga Traskova holds the position of VP of Revenue Operations at BirdEye, a leading reviews software and messaging platform. Motivated by an insatiable curiosity regarding the intricacies of successful marketing operations and the critical need for alignment between marketing and sales, Olga strategically pursued a career in revenue marketing and revenue operations (RevOps). With more than a decade of experience, Olga is spearheading the revenue operations function in BirdEye.

The latest episode of The Go-To-Masters Show features Olga, where we discuss:

• Managing the complexity of the Revenue tech stack, taking into account its enablement and adoption.
• Establishing an effective rhythm in the RevOps channel to facilitate a steady pipeline movement.
• Dealing with the challenges of building a RevOps team with limited guidance.
• Exploring the pivotal role of RevOps in supporting sales and forecasting during these turbulent times.

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Semir is a part of the Clari EMEA leadership team and is a passionate GTM leader with proven success in leading sales engineering teams and operations.  Semir joined Clari in 2020 to help launch the EMEA region as part of Clari’s international expansion. He supported the growth of the company across the region by hiring and leading the presales team and other GTM team members. Before joining Clari, he spent time at Accenture and Salesforce where he led digital transformation projects and worked in sales engineering across EMEA.  

The latest episode of The Go-To-Masters Show features Semir Jahic, where we discuss:

• 0 to 1 Journey in the EMEA landscape
• How's the approach differ between the US and Europe, and what kind of impact does it have on territory planning?
• How can RevOps play a pivotal role in supporting sales and forecasting during these turbulent times? 
• Building a revenue engine that can effectively capture all signals and foster a rigorous sales process is crucial for achieving better revenue precision
• SaaS is churning more than winning? So what should companies do to overcome the challenge?
• Navigating the European landscape with distinct regulations and requirements that can significantly impact businesses operating within its borders

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