For high-growth startups, sales momentum and operational efficiency depend on streamlined, scalable Revenue Operations (RevOps)—but getting there is complicated and can easily go wrong. The balancing act of managing customer relationships, sales processes, and marketing strategies too often results in scattered data, misaligned teams, and cumbersome workflows. A streamlined RevOps approach can help startups integrate their CRM systems, track meaningful performance metrics, and maintain clear communication across departments.

Building a strategic, connected playbook can help prevent pitfalls like data overload and "dirty" CRM systems. A streamlined RevOps system ensures regular updates, centralized information, clear process ownership, and automated processes. And getting all those things right sets up the sales and marketing teams to respond to market shifts with agility.

In this episode of the BIP Ventures Extraordinary Pursuits podcast, we talk with Brendan Tolleson of RevPartners. He explains the science of RevOps, offers tips on how to build a scalable RevOp practice, identifies the best CRM systems for startups, and how to keep the system working smoothly.

Timestamps:

• [00:01] Intro and a bit about our guest, Brendan Tolleson

• [02:02] Brendan's background and how he got into entrepreneurship

• [05:32] RevPartners and what they offer to founders and start-ups

• [06:37] Who is a CRO, and the role they play in a company

• [08:50] The science behind RevOps and how it works

• [10:57] The process of building and deploying RevOps strategy in a startup

• [12:49] How RevOps strategy in action looks like for a growth-minded startup

• [14:37] The role of CRM in the RevOps motion

• [15:43] Metrics that signify it’s time to invest in a CRM system

• [17:52] How to drive efficiency by harnessing the actual performance data

• [19:42] Great CRM platforms for early rapid growth stage start-ups

• [22:26] When to invest or partner with a CRO

• [26:29] How RevPartners help companies avoid getting a dirty CRM system

• [28:22] Brendan's recommendations on RevOps for a high-growth start-up

• [31:51] Startup resources and products for you

• [33:47] How to reach out and connect with Brendan

Points of Wisdom:

• “We are all doing RevOps; it’s just a matter of how well you are doing it.” [11.46]

• “Knowledge and tools drive efficiency, but if you don’t know the data, you can’t solve the root causes and ultimately create solutions for them.” [18:07]

• “A dirty CRM is a symptom of a bigger problem, and it go back to the idea of your primary CRM project; either you are letting it go stale and/or you don’t have an admin.” [26:30]

• “Don’t overcomplicate it; be very clear, try the less is more concept, and choose fewer things; pick the metric, KPI, or whatever that set thing is and get everyone aligned around that number; it will create a lot of clarity and alignment.” [28:21]

• “If you simplify your processes, it allows people to not only adopt them but also to move faster.” [28:50]

About Brendan Tolleson:

Tolleson is the founder and CEO of RevPartners, a firm that designs, builds, and executes revenue operations to support its holistic go-to-market strategies for scaling companies. Brendan is a HubSpot expert who leads RevPartners in designing, building, and executing RevOps strategies to support high-growth companies. Before founding RevPartners, he held leadership roles at companies like Cprime, TaxConnex, and Tricentis.

Website: https://revpartners.io/ LinkedIn: https://www.linkedin.com/in/brendan-tolleson-hubolutionary/

BIP Ventures

Website: www.bipventures.vc

LinkedIn: https://www.linkedin.com/bipventures/

Instagram: https://www.instagram.com/bipventures/

Twitter: https://twitter.com/bipventures

YouTube: https://youtube.com/@bipventures

Innovation is more than new ideas—it's about connecting with the right resources and networks to drive growth. To scale, you need a culture of creativity, collaboration, and access to talent, strategic partnerships, and capital. Successful innovators build ecosystems where entrepreneurs, corporations, and educators work together to promote growth. By engaging with your regional ecosystem and focusing on these key areas, you can unlock new opportunities and scale your innovation efforts for lasting impact.

In this episode of the Extraordinary Pursuits podcast from BIP Ventures, Alex Gonzalez from the Metro Atlanta Chamber (MAC) explains how their innovation and related efforts contribute to the Atlanta region's progress toward becoming a top innovation ecosystem. He also explains how entrepreneurs can leverage the resources, expertise, and network available through MAC to scale.

Timestamps:

• [02:02] A bit about Alex and his role at the Metro Atlanta Chamber

• [05:23] How Alex ended up in a role where he's living his passion for innovation

• [08:31] Areas of potential innovation possibilities and challenges

• [13:51] How Metro Atlanta Chamber Is Building Innovation Capacity

• [18:56] Collaboration and how it makes Atlanta different

• [20:50] Pillars of success for founders considering building a brand in Atlanta

• [23:54] Innovation initiatives in Atlanta and where to settle as a founder

• [26:59] Diversity in Atlanta and how to choose your business location

• [28:46] What is on the horizon for Atlanta and Southeast as a whole

• [31:57] How to reach out, connect, or learn more about Alex

Points of Wisdom:

• “Innovation is very broad, it's about startups and entrepreneurs, but it’s also about higher education and creativity.” [03:51]

• “When we think about entrepreneurship, we think about the output.” [09:52]

• “It's not the capital that makes the difference for the company; it's the post-capital support, access to talent, access to networks, and understanding go-to-market strategies.” [12:01]

About Alex Gonzalez:

Alex Gonzalez is a prolific speaker and writer whose book Disruptor has become a guide for innovators across enterprise, midsize, and startup businesses. He is also the chief innovation and marketing officer for the Metro Atlanta Chamber, a role that gives him a distinct and direct perspective of the Southeastern startup ecosystem. Alex has a hand in launching and expanding significant initiatives directed at building our region's innovation capacity, including ATL Unlocked, the Atlanta Growth Collective, and the Atlanta – Where You Belong initiative.

Website: https://www.metroatlantachamber.com/staff/alex-gonzalez/

LinkedIn: https://www.linkedin.com/in/agonz

Book: Disruptor: How to Challenge the Status Quo and Unlock Innovation

BIP Ventures

Website: www.bipventures.vc

LinkedIn: https://www.linkedin.com/bipventures/

Instagram: https://www.instagram.com/bipventures/

Twitter: https://twitter.com/bipventures

YouTube: https://youtube.com/@bipventures

In this mini episode of the Extraordinary Pursuits podcast, BIP Ventures talent expert and SVP of portfolio performance, Jacki Hertenstein, sits down with Renata Matheson, co-founder of aquesst. This brief, compelling discussion focuses on what startup leaders need to do to interview candidates well and hire strategically.

Renata and Jacki explain how to craft a positive candidate experience, when remote interviews are acceptable, and why the hiring team must be aligned with the company. Renata also touches on why integrating DEI into the hiring process is so complex, and the role of compliance in hiring. This is essential advice for leaders looking to hone their talent strategies and nurture a healthy workplace culture.

Timestamps:

• 01:26 Enhancing Candidate Experience in Hiring

• 03:47 The Impact of Remote vs In-Person Interviews

• 04:11 Diversity and Inclusion in Hiring Practices

• 05:34 Compliance in Interviewing: Best Practices

Points of Wisdom:

• "If a candidate gets the sense that multiple individuals within the organization have different wants or initiatives or understanding of the role, that can go sideways very, very quickly."

• "Diversity is always supported by the HR or people organizations, but I rarely see it trickle down to be exercised by hiring managers, especially in startups where there are aggressive deadlines."

About Renata Matheson:

Renata is the Managing Director and Co-founder of aquesst, a specialized Information Technology search firm. aquesst has sourced talent for hundreds of organizations ranging from small businesses to mid-sized enterprises to Fortune 500 companies. Renata brings a wealth of recruitment experience. You’ll come away with a sense of how to identify individuals who possess the required technical expertise and align seamlessly with the culture of the organization.

Renata Mathison

LinkedIn: https://www.linkedin.com/in/renatamathison/

LinkedIn: https://www.linkedin.com/company/aquesst/

Website: https://www.aquesst.com/

BIP Ventures

Website: www.bipventures.vc

LinkedIn: https://www.linkedin.com/bipventures/

Instagram: https://www.instagram.com/bipventures/

Twitter: https://twitter.com/bipventures

YouTube: https://youtube.com/@bipventures