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

A thriving innovation ecosystem has many components that work together to create progress. They include the businesses building there, the visionary entrepreneurs, and the support system comprised of legal, financial, accelerators and incubators, consultants, and mentors. Among all the contributing factors to a startup’s ability to build and grow, access to capital may be one of (if not the) most important for an early-stage company. The right growth capital and post-investment support can help a founder transform an idea into reality. It can mean the difference between a lingering problem and a breakthrough solution.

In this episode with Venture Atlanta CEO Allyson Eman, we talk about the state of startups and venture investing in Atlanta and across the Southeast. She shares the history of Venture Atlanta, which has grown into the largest venture capital conference on the East Coast. Allyson also details how Atlanta’s venture community supports entrepreneurs by providing access to funding, resources, and connections with industry leaders. Lastly, she shares some compelling trends and technology innovations she has seen in preparation for Venture Atlanta 2024, happening October 7th and 8th.

Timestamps:

• [00:01] Intro and introduction to Allyson Eman

• [02:29] About Venture Atlanta

• [05:07] How Venture Atlanta’s objectives in the innovation ecosystem have evolved

• [10:39] Overview of how the venture space has grown in the Southeast

• [13:30] How Atlanta is rising in the ranks as a national innovation ecosystem

• [18:16] A sneak peek into the 2024 Venture Atlanta conference

• [22:00] Why founders should be excited about growing their startups in Atlanta

• [27:44] How funding contributes to startup progress

• [31:30] Why collaboration is central to Atlanta’s success

• [36:21] What is on Allyson’s bucket list

Points of Wisdom:

• “Connecting to talent and easy access to capital can easily propel a region to the top in innovation.”- [08:31]

• “A rich network of accelerators and incubators can overwhelm startup founders on what support system to go to.” [15:01]

About Allyson Eman:

Allyson Eman is a seasoned professional with over 30 years of experience in marketing, communications, sales leadership, and business development. Since 2007, she has served as Executive Director, and later CEO, of Venture Atlanta, the largest venture capital conference on the East Coast. Under her leadership, the conference has grown significantly, attracting over 1,500 attendees and helping emerging technology companies raise over $7.5 billion. Before Venture Atlanta, Allyson was key in expanding SouthStar Funding from a small team to a nationally respected mortgage lender and managed marketing for SouthTrust Bank's Georgia branches. She holds a BS from the University of Florida.

About Venture Atlanta & Allyson Eman

Website: https://www.ventureatlanta.org/

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

About 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

Scaling an innovative startup requires agility, particularly in an evolving marketplace. But agility comes second to establishing the right fundamentals for your startup – the ideal client profile (ICP), go-to-market (GTM) strategy, and product-market-fit (PMF).

All of them require a willingness to listen to customers, but none more than PMF. Ensuring your product continues to have a place in the market starts with understanding your most important customers’ pain points, needs, and goals. That’s not a one-and-done effort. As the market, customer base, company, and product change, you must embrace change and evolve.

In this episode of Extraordinary Pursuits from BIP Ventures, Abstrakt CEO and Founder Greg Reffner talks about finding and keeping product market fit. He explains why it’s so important to listen to your team and focus on customer insights. Check out the episode to hear some of the lessons Greg and his team have learned as they have sustained the growth of their sector-disruptive AI platform.

Timestamps:

• [08:55] How Greg found the market opportunity for his product

• [11:52] Abstrakt's target market and how it has grown and evolved

• [14:05] How Abstrakt first built and has evolved its product market fit

• [18:26] Abstrakt's success strategies for developing an ideal customer profile

• [20:20] How to adapt your market strategy to maintain product market fit

• [24:13] How a discovery about hardware informed Abstrakt's success

• [28:13] Metrics to track to continually meet the demands of your target market

• [31:56] Ways to continually educate the market on your product

• [34:26] How AI is changing contact centers

• [36:53] How to align and evolve with the changing market

Points of Wisdom:

• “One of the mistakes that early entrepreneurs make is that they overthink things; they try to gather too much data.”- [10:36]

• “Being successful in life comes down to your ability to have confidence in yourself so that if you fail, you will be able to figure it out and get back on your feet.” [20:29]

• “Don’t be afraid to go against the grain or stick to your guns and educate the market about it; technology hypes come and go.” [32:50]

• “Listen to your team. The moment you have multiple people involved in your company, it’s no longer just about you.” [36:55]

• “Listen to your team, and don’t be afraid to ask for hard feedback.” [37:27]

About Greg Reffner:

Greg Reffner is the founder and CEO of Abstrakt, an innovative AI platform that is enhancing call center operations by providing real-time guidance to agents and automating quality assurance. With a background in solving complex challenges for call center supervisors, Greg has built Abstrakt into a prominent player in real-time agent success and QA automation. His focus on finding and maintaining product-market fit has been crucial to Abstrakt’s market traction and scaling success. Under his leadership, Abstrakt has grown significantly within the BIP Ventures portfolio.

Website: https://abstrakt.ai/

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

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 episode of BIP Capital CMO Tammy McQueen joins the VP of Content, Rachelle Kuramoto, for a short discussion about the most important key performance indicators (KPIs) for marketing and sales teams. Learn what to zero in on as you scale, including annual revenue (ARR), customer retention rate (CRR), adoption rates, and customer acquisition costs (CAC). These metrics are crucial for understanding and communicating the financial health of the business, customer loyalty, marketing effectiveness, and budget efficiencies. As expected, they are metrics that matter to investors.

Listen in.

Timestamps:

• 01:16 Key Performance Indicators for Scaling Startups
• 02:16 Measuring Customer Loyalty and Adoption Rates
• 03:14 The Cost of Acquiring New Customers
• 04:08 Understanding the Financial Health of the Business
• 05:07 Communicating Metrics to Investors

Points of Wisdom:

• "The number one metric that any startup and every company is going to be measuring in a SaaS growth or technology enabled business...is how much money you're bringing in every year."

About Tami McQueen:

A builder, founder, and operator, Tami McQueen has sat on both sides of the table at hyper-growth organizations. She brings deeply rooted experience in B2B software and tech-enabled services businesses to her role as Chief Marketing Officer (CMO). Tami has led successful initiatives ranging from go-to-market initiatives to building process-driven, scalable, and repeatable marketing models.

Before joining BIP Ventures in 2021, Tami helped build the community for digital events at SaaStr, the world's largest community of SaaS executives, founders, and entrepreneurs. She made her leap into entrepreneurship as co-founder of 31south, after serving as the first marketing hire at Salesloft, one of the fastest-growing B2B SaaS startups in the U.S. At Salesloft, Tami helped to lead the company through Series A to B fundraising rounds and pioneered the Rainmaker conference.

Tami earned both her M.S. and a B.S. from Murray State University, where she was a four-year NCAA D1 tennis athlete, scholarship recipient, and McNair Scholar. She is a mentor for Techstars, a podcast host, and a speaker at SXSW, and a moderator for SaaStr digital events.

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

Listen to and watch this episode and other episodes of the Extraordinary Pursuits podcast.

Outsourcing your CFO could be a game-changer for your company as it allows you to access expert financial guidance without the hefty cost of a full-time executive. An outsourced CFO can help you navigate complex financial challenges, optimize cash flow, make informed strategic decisions, and set a solid foundation for long-term success. This support is crucial for early-stage companies, where resources are limited, and every financial decision can significantly impact growth.

In this episode of the Extraordinary Pursuits podcast, John Frazier from InDinero shares why it’s important to choose an outsourced CFO and accounting partner carefully. He and our Mike Vandiver discuss why it’s especially critical for early-stage companies to have access to financial and accounting resources, the ramifications of getting it wrong, and tips for making the best choice.

[02:16] The benefit of investing in expert financial resource

[04:11] The best-case outcomes of outsourcing account operation services

[05:55] How to build a strong foundation for solid financial reporting and results

[08:29] The ramifications of not outsourcing right

[09:26] Measuring and managing metrics that run your business predictably

[11:46] Key indicators that it’s time to outsource financial expert

[16:30] What to look for to maximize the value of an outsourced CFO

[20:04] Common pitfalls to avoid when engaging a fractional CFO

[21:41] How CFO shortage is impacting hiring decision

[27:38] 2 key things to look for when outsourcing a financial partner

[30:34] Success stories of companies that outsourced CFOs function at an early stage

[33:36] The impact of remote work on today’s generation and businesses

• “The best outcome in outsourcing is when you’re partnering with a financial expert and working on them understanding your business so that the output you get is tailored to what you do.” [04:39]
• “You can’t manage what you can’t measure.” [09:17]
• “As you grow and step away from the day-to-day interactions, it’s important to rely on data to help guide the business and ensure everybody within the business is clear on the expected results.” [09:55]
• “If you don’t have a solid grasp on your day-to-day transactional activities, you should focus there first; you can bring in the broad view resources, but if you have no structure behind them to execute, it’s wasted energy and resources.” [26:17]

John Frazier is the CEO of InDinero, an accounting and financial services solution provider. InDinero specializes in relationship-driven tailored support that helps growth-oriented companies navigate the complexities of financial management. John has more than 25 years of experience in the service space and a unique background that blends electrical and electronic engineering with cloud services, which has helped him deliver guidance to modern financial solutions.

John Frazier

Website: https://www.indinero.com/

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

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

Listen to and watch this episode and other episodes of the Extraordinary Pursuits podcast.

In this mini-episode of Extraordinary Pursuits, BIP Ventures financial performance authority Mike Vandiver talks with Stephen Bradshaw, a partner in Bennett Thrasher's state and local tax practice. They discuss ways that technology companies can navigate complex tax landscapes to stay compliant and gain advantages.

In a few short minutes, you’ll learn ways to minimize sales tax exposure, including business-to-business exemptions and obtaining exemption certificates. The conversation also covers ways to mitigate prior period exposure and the importance of charging sales tax to comply with regulations. The conversation provides valuable insights for technology companies looking to ensure compliance and strategic advantages.

Takeaways

• Technology companies should be aware of the opportunities to minimize sales tax exposure.
• Business-to-business exemptions can be utilized in certain states to exempt software sales to businesses.
• Obtaining exemption certificates from customers is important for compliance and mitigating prior period exposure.
• Charging sales tax is expected by customers and should not be a concern for technology companies.
• Complying with sales tax regulations is crucial for avoiding potential issues and maintaining strategic advantage in M&A scenarios.

Standout Quotes

• "What are the opportunities to minimize or mitigate your sales tax exposure as you go through that process or just in general?"
• "Getting those exemption certificates is also a key way to mitigate prior period exposure."
• "You, the customer, are responsible for sales taxes."

About Stephen Bradshaw:

Stephen Bradshaw is a partner at Bennett Thrasher specializing in State and Local Tax, and a frequent speaker on the topic. His focus includes conducting nexus studies, advising on tax categorizations, negotiating voluntary disclosure agreements, preparing for diligence processes, and establishing best-practice procedures for automated sales tax software like Avalara. Stephen's insights have been featured in prestigious publications such as the Atlanta Business Chronicle, Accounting Today, Thompson Reuters, and the Georgia Society of CPAs. Before joining Bennett Thrasher, he spent five years at Deloitte Tax, LLP in the Multistate Tax Services division, providing state income/franchise tax consulting, compliance, and ASC 740 (provision) services to major corporate clients.

Let's Connect

Stephen Bradshaw

• LinkedIn: https://www.linkedin.com/in/stephenbradshawbt/
• Website: https://www.btcpa.net/

BIP Ventures

• Website: bipventures.vc
• LinkedIn: https://www.linkedin.com/bipventures/
• Instagram: https://www.instagram.com/bipventures/
• Twitter: https://twitter.com/bipventures
• YouTube: https://youtube.com/@bipventures