The Revenue Insights Podcast

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief Operations Officer at Prodoscore, an AI-powered and employee-centric data intelligence solution dedicated to making teams more successful. Before working as COO, Mike held the position of Chief Revenue Officer. He has over twenty years of experience in sales leadership, team building, operations management, and customer experience. Mike has also worked for Vonage and Cbeyond.

In this episode, Guy and Adam discuss enhancing B2B sales relationships and engagement, particularly in light of the challenging economic landscape that characterized 2023 and early 2024. They also explore the importance of consistency in the sales process, leveraging executive networks, and utilizing AI technology for deeper engagement insights. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.

In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences scaling tech companies from $220 million to over $1 billion in Annual Recurring Revenue (ARR), the necessity of detailed planning in sales organizations, and the importance of contingency plans. Jake Hofwegen is the VP of Global Revenue Operations at Contentful and a revenue leader with over twenty-five years of experience in the revenue and sales operation space. He describes his role as helping technology companies grow and thrive by designing scalable and effective GTM programs. Jake has previously held similar positions at companies like NetSuite, McAfee, and Flexport.

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles. They also discuss the need for a collaborative culture and the significance of long-term customer relationships over short-term gains. Joe McNeill is the Chief Revenue Officer at Influ2, a person-based advertising platform. Influ2 was named as a challenger in the B2B Advertising Solutions category of the Forrester Wave. Capgemini, Chargebee, Hexaware, and hundreds of other enterprise and mid-market accounts use Influ2 to generate and close the pipeline. Joe is also the Executive Member at Pavilion (2019 - Present).

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. Brady Holcomb is the Fractional CRO at Matium, the supply chain network and commodity trading platform creating the most efficient commodity market infrastructure ever built. He has over twenty years experience as an Executive Growth-Focused Leader, and served as CRO for Stenson Tamaddon and Winmo.

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at Evolution IQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now leverages AI to transform the insurance sector. Rob Gupta is the Chief Revenue Officer at EvolutionIQ, who created the world's first fully AI-driven claims guidance platform for the most sophisticated insurance carriers in the world. He is also an LP and part of the Investment Committee at Triphammer Ventures, an Alumni Ventures' venture capital fund for alumni of Cornell that invests in companies with a Cornell connection. Before this, Ron was the Chief Revenue Officer at Ushur, and Vice President of Sales at Conga.

This week on the Revenue Insights Podcast, Adam Roberts, Sales Director at Ebsta, and Guy Rubin, Ebsta’s founder and CEO, explore key insights from analyzing billions of dollars of pipeline data, focusing on the challenges sales teams face, the importance of prioritizing the right opportunities, and how to handle objections. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.

This week on the Revenue Insights Podcast, we’re excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community. In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on your Ideal Customer Profile (ICP) and how doing so can streamline your sales process and boost conversion rates. As the leading voice in Revenue Operations, Guy brings invaluable insights into optimizing sales performance and leveraging data effectively.

This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend. In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors drive pipeline and revenue growth, and how to use AI to qualify deals. Louis is a senior executive and global digital transformation expert with over 25 years of experience accelerating growth in the software space. He currently acts as Vice President of Revenue Operations at Buildertrend, a leading project management software provider for the home building industry. Prior to this, he has held roles at big-name companies like PayPal, Google, and Amazon Web Services.

This week on the Revenue Insights Podcast, we are joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion. In this episode, Guy and Kathleen explore community-led marketing and its impact on pipeline growth, how data can be used to drive a community-led GTM strategy, and how to improve customer retention through cohort analysis. As Senior Vice President of Marketing and Growth at Pavilion, Kathleen leads both marketing and sales departments in their mission to grow topline revenue. She is also a GTMfund Member, as well as an advisor at SkillCat and SmallWorld.