Is the future of SaaS growth product-led or sales-led? What if it's both? Zapier uses PLG to create an ecosystem of users and product signals which then drives their sales-led outreach.

Coordinating these motions in parallel takes technical sophistication, great communication, and tight process. Fortunately, they have a unified RevOps team that keeps everyone on the same page.

This week we chat with Lindsay Rothlisberger, Director of RevOps at Zapier, about how her team helps the magic happen.

Many thanks to the sponsor of this episode - Knak.

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Lindsay Rothlisberger is a dedicated Revenue Operations Leader with a background enriched in marketing. She thrives on transforming ideas into strategies that improve the customer experience and business metrics. She currently serves as Director of Revenue Operations at Zapier, and has previously held marketing positions at UNiDAYS, Oracle, and Blackboard.

https://www.linkedin.com/in/lindsay-rothlisberger/

• [00:00] - Introduction
• [00:59] - The RevOps scope at Zapier
• [02:52] - Blending PLG and Sales-Led Funnels
• [15:11] - How RevOps helps coordinate different GTM motions
• [22:19] - Org and reporting structure
• [28:49] - Planning and prioritization
• [34:05] - Tech stack and governance
• [41:07] - Tracking signals and CRM architecture

This November, MOps-Apalooza is back in sunny, Anaheim, California, and it's going to be the marketing ops event of the year, packed with hands-on learning from real practitioners.

This is the only truly community-led tech-agnostic MOPS conference out there. It's got the best speakers, the best networking, the best social events, and maybe even a trip to Disneyland. This isn't your 50,000 person tech company conference. It's an intimate gathering of folks who are in the trenches every day.

Registration is capped at 700 attendees, and tickets are going fast.

MOps-Apalooza 2024

• How Zapier created a centralized revenue operations team

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