Matt Volm is the founder of RevOps Co-op, a vibrant community for RevOps pros.

He shares his journey as a repeat founder, who has taken the roller-coaster of building multiple startups, and reflects on the tenacity and toughness it requires.

RevOps Co-op actually started as a community in support of a software company, but when Matt saw the need for more education and resources for the RevOps field, he pivoted and hasn't looked back.

Matt and I discuss the crucial interplay between finance and RevOps, how RevOps pros can build their finance acumen, the hot debate on unified vs. split RevOps functions, and much more.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Matt Volm is a repeat founder and CEO of RevOps Co-op, a community for folks who love revenue operations. He's also a scout at Mucker Capital, focused on early stage B2B software. Matt has an MBA from Berkeley Haas and a background in strategic finance, operations and business development.

https://www.linkedin.com/in/matthewvolm/

• [00:00] - Introduction
• [01:01] - Finance and RevOps
• [07:01] - Developing finance literacy
• [10:15] - Operating during the tech bubble
• [12:35] - Unified vs. split RevOps
• [21:13] - RevOps Co-op
• [27:53] - Lessons learned as a repeat founder
• [32:00] - The community-led business model
• [39:05] - What’s next for RevOps?

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

• RevOps Co-op
• I just shut down my startup. Here’s what I learned.

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Content has been the lifeblood of how B2B companies go to market for at least 20 years, since Hubspot pioneered the concept of Inbound Marketing.

We make content, we drip it out, we nurture people with it, we align it with our funnels, and we have a conviction that it makes people buy things—although that's also quite difficult to prove.

The content game is not going anywhere, but it IS changing. And to guide us through those changes, we're chatting today with B2B content expert Ashley Faus, Head of Lifecycle Marketing at Atlassian.

Ashley challenges traditional content mapping to the B2B funnel and introduces the idea of a "content playground" where people engage with content in a way that suits them best in a non-linear, non-standard journey.

She also delves into the different intents behind content (buy, use, help, trust), the different levels of content (conceptual, strategic, tactical), the nuances between individual and brand-led content, and the growing role of B2B creators.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Ashley Faus is a marketer, writer, speaker by day, and a singer, actor, fitness fiend by night.

She's a leading content marketing expert who loves telling the high-level stories that resonate with an audience and connecting the dots between types of assets and distribution channels. For the past seven years, she's been the Head of Lifecycle Marketing, Portfolio, at Atlassian.

Her writing has been published on TIME, Forbes, MarketingProfs, and The Muse, and she's spoken on various marketing topics for INBOUND, Harvard Business Review, and MarketingProfs.

https://www.linkedin.com/in/ashleyfaus/

• [00:00] - Introduction
• [01:17] - A brief history of content marketing
• [04:41] - Over-indexing on attribution
• [08:55] - Different types of content intent
• [15:42] - Individual vs. brand-led content
• [19:12] - B2B creators
• [29:24] - The content playground
• [45:52] - Email as a consumption channel
• [49:02] - Treating people as a whole human
• [51:47] - Content formats
• [54:54] - AI

• Create a “Content Playground” that’s Fun for Buyers (and Lucrative for You)

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In this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.

We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.

AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant time and resources and shrinking the number of jobs.

Revenue Operations has a crucial role in this changing landscape, as the only function positioned to optimize the end-to-end buying process.

Join us for a thoughtful discussion on the past, present, and future of sales, and gain valuable insights from one of the industry's leading minds.

Many thanks to the sponsor of this episode - Knak.

If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform.

You set the brand guidelines and then give your users a building experience that’s slick, modern and beautiful. When they’re done, everything goes to your MAP at the push of a button.

What's more, it supports global teams, approval workflows, and it’s got your integrations. Click the link below to get a special offer just for my listeners.

Try Knak

Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup.

https://www.linkedin.com/in/jaccovanderkooij/

• [00:00] - Introduction
• [01:27] - The Golden Age of SaaS
• [04:21] - The old style vs. the new style of buying
• [08:34] - Adapting to the new reality
• [16:19] - Sales rockstars vs. consistent process
• [19:01] - The role of RevOps in establishing repeatability
• [26:50] - How to get salespeople to follow process
• [32:06] - AI vs. humans in sales
• [46:14] - Increasing focus on delivering impact

Big thanks goes out UserGems for sponsoring today’s episode.

We all know that outbound is really tough. Now imagine a world where you’re reaching people who know your product, love your product, and are actually happy to hear from you.

UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up.

If you’re not reaching out to customer job changers, you’re missing opportunities. Click the link below for a special offer just for my listeners.

Try UserGems

• Winning by Design Resource Library
• Revenue Architecture Book, by Jacco van der Kooij
• The Revenue Formula Podcast - The SaaS Reset and what's next
• Marc Andreeson - Why Software is Eating the World

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