Scaling Operations

Email Marketing Strategy

Jeanne Jennings is a recognized industry expert and an email marketing consultant and trainer with 25+ years of experience working with both B2B and B2C clients ranging from early-stage startups to major corporations like Capital One and Verizon. In this guide she outlines relevant email regulations, best practices for segmentation and campaign management, and tips for driving conversion rates.
Jeanne Jennings
Jeanne Jennings

Jeanne Jennings is a recognized industry expert and an email marketing consultant and trainer with 25+ years of experience working with both B2B and B2C clients ranging from early-stage startups to major corporations like Capital One and Verizon. She blogs about email marketing on the Email Optimization Shop website, is general manager of Only Influencers, the original community of email industry professionals, and programming chair of the annual Email Innovations Summit conference. She also teaches Digital Marketing as an adjunct professor in the graduate program at Georgetown University.

Optimizing Your Support Function

Maranda Dziekonski is currently the Vice President of Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club, HelloSign, Castlight Health, and Pared. In this guide, she outlines how to set up and tier a customer support function, including how to divert support queries to self-serve channels, and how to work with product and tech teams on bug management.
Maranda Dziekonski
Maranda Dziekonski

Maranda is currently Chief Customer Officer at Swiftly, a provider of enterprise software for transit agencies. She’s previously built customer success from scratch four times, growing teams of up to 15-20 CSMs. Maranda has worked at companies like Lending Club, HelloSign, Castlight Health, and Pared. Maranda is also a customer success advisor for organizations including CSM Practice and the University of San Francisco School of Management.

Optimizing Cold Email Outreach

Elyse Savaki is a B2B Direct Response and Cold Email Expert whose persona-based outbound campaigns have booked thousands of meetings with decision makers at startups, SMBs, and international organizations. In this guide, she lays out a sample sequence, explains how outbound sellers can leverage tried-and-true direct response formulas, and walks through the tech that makes automated outreach easier.
Elyse Savaki
Elyse Savaki

Elyse is the founder of OutreachCopy.com, an outbound copywriting agency that helps founders and full-cycle sales orgs tune their cold email messaging to generate more leads. She has over a decade of experience writing outreach, during which her agency partners have provided a platform to validate and test her ideas at scale across a multitude of industries. To date, her persona-based campaigns have booked thousands of meetings with decision makers at startups, SMBs, and international organizations.

Mapping Your Customer Journey

Emilia D’Anzica is the founder of GrowthMolecules, a customer success and customer marketing consultancy. She previously led CS at Copper and WalkMe. In this guide, she explains how customer journey mapping can help companies plan and optimize their customers’ experience from onboarding to expansion.
Emilia D’Anzica
Emilia D'Anzica

Emilia D’Anzica, MBA, PMP, is the founder of GrowthMolecules, a management consulting firm focused on customer success and customer marketing. She was previously Chief Customer Officer at Copper and Vice President of Customer Engagement at WalkMe, leading customer success, support, training, renewals, community, and account growth.

Optimizing Email Deliverability

Ed Forteau is an email marketing expert with more than 10 years of experience in email automation and deliverability. In this guide, he explains how email automation works from a technical perspective, what filtering and security measures are at play, and how to ensure that emails are consistently placed in recipient’s inboxes, including subscription emails, cold outreach emails, and transactional emails.
Ed Forteau
Ed Forteau

 Ed is the Founder of Email Open Rate Optimization, a specialist consultancy that helps ensure high deliverability of marketing emails, cold emails, and transactional emails. He has more than 10 years of experience in email automation and deliverability, working with B2B and B2C companies, from early-stage startups to large corporations.

Setting a Content Strategy Across Website, Blog, and Social Media

Michelle Hsu is the Founder of KJMH Digital and previously held marketing roles at B2B SaaS companies including Freshbooks and Vision Critical. In this guide, she demonstrates how B2B SaaS websites can be optimized for the right headers, call to actions, social proof, solution showcasing, and thought leadership. She also explains how organic social media and blogs can be factored into a corporate content strategy.
Michelle Hsu
Michelle Hsu

Michelle Hsu is the Founder of KJMH Digital through which she’s helping B2B SaaS companies build their marketing foundations so they can accelerate their marketing efficiencies and ROI. She covers content marketing, demand generation, integrated marketing, and ABM. Michelle previously held various marketing roles at Freshbooks, an accounting software for SMBs, Vision Critical (now Alida), a CXM and insights platform, and Trapeze Group, a public transit software provider.

Implementing Salesforce

Jen Flanagan is the Director of Sales Operations at Ordergroove, and has built or advised on dozens of Salesforce instances. In this guide, she explains what Salesforce can do natively, with integrations, and with customization and outlines, how Salesforce objects work and how to think about the right setup for your business.
Jen Flanagan
Jen Flanagan

Jen Flanagan is Director of Sales Operations at Ordergroove, a relationship commerce software company. She previously managed Salesforce for Bank of America Merchant Services as a VP of Business Information and at Yodle, an online marketing platform, where she was Operations Director. Jen has experience building Salesforce instances around sales, marketing, and service team processes, from first-time build-outs to high-complexity instrumentations.

Setting Up a Demand Generation Function

Anna Furmanov is the founder of Fumanov Marketing Consulting, through which brings strategy, content, and demand gen expertise to B2B startups. In this guide, she explains what demand gen means in early-stage startups, and how to set a marketing strategy foundation.
Anna Furmanov
Anna Furmanov

Anna Furmanov is the founder of Fumanov Marketing Consulting, through which brings strategy, content, and demand gen expertise to B2B startups. She’s also the host of the host of the Modern Startup Marketing podcast. Anna has previously led growth marketing teams at Elevate K-12, Groupon, and Fooda.

Designing a Product-led Go-to-Market Strategy

Myk Pono is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor. In this guide, he explains what a product growth team is, and how to operationalize a product-led go-to-market strategy.
Myk Pono
Myk Pono

Myk is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. 

For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor (read more MykPono.com). He previously held product and marketing growth roles at Google, Barracuda, Aptrinsic, and Appodeal.

Driving Sales Velocity in Complex Enterprise Deals

Mark Vashon has led sales at major enterprise software providers including AgilOne, SuccessFactors and ServiceMax. In this guide, he describes how startups should navigate the varied stakeholders, established processes, and long sales cycle that comes with enterprise selling.
Mark Vashon
Mark Vashon

Mark is an enterprise sales expert, currently advising startups via MNBM Inc. SaaS consulting. He previously led sales at major enterprise software providers including AgilOne, SuccessFactors and ServiceMax over the course of 20+ in SaaS sales management. Mark has experience guiding sales teams from pre-revenue startups to $250M+ in ARR.

Designing Trainings for Go-to-Market Team Members

Roz Greenfield has led sales enablement at Optimizely and Oracle and is now the Chief Enablement Officer at Level213, a boutique sales enablement consultancy. In this guide, she explains how to design trainings for sales and other go-to-market teams that zero on the content that sellers actually need to do their jobs, without wasting time on non-useful information.
Roz Greenfield
Roz Greenfield

Roz is the Co-Founder & Chief Enablement Officer at Level213, a boutique consultancy that specializes in sales enablement for growing technology companies. She started her career as a top-producing sales rep and manager, before going on to lead global sales enablement and training at Optimizely and Oracle. Roz is passionate about storytelling and learning, and is a documentary filmmaker when she’s not working with revenue teams.

Recruiting and Hiring Account Executives

Lianne is a sales recruiter with experience hiring hundreds of sellers for companies like Gong, Pluralsight, Zscaler, Anaplan, and SuccessFactors. In this guide, she outlines what to look for when hiring SMB, Mid-market, and Enterprise AE’s, how to apply outreach and sequencing best practices to recruiting, and how to close great candidates.
Lianne Gong
Lianne Gong

Lianne specializes in sales and executive recruiting, and she’s currently a Sr. Recruiter at Gong. She previously served as a Sr. Sales Recruiter at B2B tech companies including Pluralsight, Zscaler, Anaplan, and SuccessFactors. In a decade of sales recruiting across companies, Lianne has hired hundreds of sellers (and reviewed thousands of candidates).

Enabling Service / Consulting Partnerships

Zak Pines is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business. In this guide, he lays out the key components of partner enablement, and outlines how to create power-users and advocates at partner agencies and consultancies.
Zak Pines
Zak Pines

Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business and growing. For the past two decades he’s led high growth teams thriving in the top MarTech & CRM ecosystems – including Salesforce, Marketo, HubSpot and many others. Zak takes a cross-functional approach to growth, and is a firm believer that partnerships should be seen as a community, not a channel.

Optimizing Paid Search Advertising

Greg is CMO and a Partner at Cypress North, a digital marketing agency, where he specializes in B2B marketing. In this guide, he highlights how to optimize paid search advertising, including picking the right keywords and match types, matching up good landing pages and tracking, and configuring ads that make the most of Google’s settings.
Greg Finn
Greg Finn

Greg is CMO and a Partner at Cypress North, a digital marketing agency, where he specializes in B2B marketing, including paid search, organic search and content, and social media marketing. He’s a contributor to Search Engine Journal, former contributing editor for Search Engine Land, and has been a featured speaker at some of the largest search engine conferences like Search Marketing Expo, SocialPro & Pubcon.

Designing a Sales Org for a High-velocity Sale

Lori Harmon is currently Vice President of Global Cloud Digital Sales & Customer Success at NetApp. She has built high-velocity sales teams at companies across the growth spectrum, from joining early startups as the first sales hire to helping public companies achieve revenue targets of $1B. In this guide she outlines how high-velocity sales teams should design their sales org, set up their processes and leverage tech tools to drive efficiency and productivity.
Lori Harmon
Lori Harmon

Lori is currently Vice President of Global Digital & Virtual Sales at NetApp, where she leads a team of 140 and a $20M P&L. She has previously built sales teams at companies including VeriSign, BlackBerry, and Contrast Security. Lori has been the first sales hire at early startups, and helped teams at public companies achieve revenue targets of up to $1B. She is the author of the book “42 Rules for Building a High-Velocity Inside Sales Team.”

Building a Solutions Engineering Function

Zach Lawryk is a Senior Director of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. In this guide he explains the role of solutions engineering in the presale process, and outlines how to manage key SE responsibilities from demoing to technical discovery to running pilots.
Zach Lawryk
Zach Lawryk

Zach is currently a Senior Director of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. He started his SE career as a sales engineer at Salesforce, and has experience across the scaling spectrum, from being the first and only SE, to working in organizations with 100’s of sales engineers. Zach is also a leadership member of the PreSales Collective, a solutions and value engineering community.

Planning and Managing Outbound Prospecting

Jason Bay is the Founder and Chief Prospecting Officer of Blissful Prospecting, a company that provides training and coaching for outbound sales teams. In this guide, he lays out how cold-calling teams can zero in on the right prospects to target, develop repeatable outreach sequences, and consistently generate meetings with a “prospect first, me second” mentality.
Jason Bay
Jason Bay

Jason is the Founder and Chief Prospecting Officer of Blissful Prospecting, an agency that provides systems and coaching for outbound sales teams. He’s worked with B2B companies with 12 to 5,000+ employees, and specializes in helping SDRs and AEs breakthrough to decision-makers, nail messaging, and build a consistent scalable pipeline. Jason has previously held sales and marketing roles, building and training a team of 20+ outbound sellers.

Setting a Blog Content Strategy

Maria Waida is a SaaS blog expert and the founder of SaaSy Copywriting, where she specializes in content to help companies develop thought leadership positions in their industries and propel inbound sales. In this guide, she describes the types of content that B2B companies should write for their blogs, how to align blogs with overall strategy, and how to tune content for maximum SEO impact.
Maria Waida
Maria Waida

Maria is the founder of SaaSy Copywriting, where she specializes in B2B blog content to help companies develop thought leadership positions in their industries and propel inbound sales. She’s helped shape the content strategies of SaaS companies like Bizzabo and Wrike, generating more than 700K+ unpromoted blog views across companies, including helping single blog posts get seen over 170K times.

Setting SEO Strategy

Tory Gray is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through digital strategy, with a focus on strategic and technical SEO. In this guide, she outlines how to plan SEO, from identifying the right keywords, to building a sound keyword matrix, to creating ideal content and optimizing page structure.
Tory Gray
Tory Gray

Tory is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through SEO and digital strategy. She’s been working in digital marketing for over a decade, across multiple industries and thousands of websites, with a focus on strategic and technical SEO. Tory has a product management background, and her approach to SEO strategy is cross-functional, coordinating with product, marketing, and engineering teams.

LinkedIn Advertising and Prospecting

Anthony Blatner is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in B2B LinkedIn advertising. In this guide, he advises on when to use LinkedIn advertising, when to use Sales Navigator prospecting, and how to make marketing dollars go the furthest given the expense of LinkedIn as a channel.
Anthony Blatner
Anthony Blatner

Anthony is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in LinkedIn advertising. Over 5 years focused on LinkedIn, he’s worked with B2B companies from brand new startups to established companies with $250K+ per month in advertising spend. Anthony started his career as a software developer at IBM, and previously founded a company that built and marketed mobile apps.

Scaling Onboarding with Self-guided Pathways

Shareil Nariman is the Head of Customer Experience at Arrows. Previously, he led customer lifecycle management, including onboarding, at Sprout Social and previously led operations teams at Booking.com. In this guide, he explains how companies that offer lower-priced SaaS products can leverage cross-functional collaboration and automation tools to design high quality self-guided customer onboarding experiences.
Shareil Nariman
Shareil Nariman

Shareil is currently the Head of Customer Experience at Arrows. Previously, he led customer lifecycle management, including onboarding, at Sprout Social, a tool that enables brands to engage with their social audiences. He pioneered and facilitated the company’s “onboarding guild”, a cross-functional group of leaders who gather to optimize and learn from the customer onboarding process. Shareil previously led operations teams as large as 18 employees at Booking.com, and spearheaded an upsell adoption effort for the company’s BookingSuite division, a portfolio of SaaS advertising and property management solutions.

Positioning and Launching a New Product

Dan Murphy has led product marketing at Privy and Drift, where he’s overseen over 70 product launches and more than a dozen large, new product launches. In this guide, he walks through how to position and launch major new offerings, including new products, products introduced to new verticals, acquired products, and important partnerships.
Daniel Murphy
Daniel Murphy

Dan currently leads brand and product marketing at Privy, the #1 reviewed sales app in the Shopify App Store. He started his marketing career at HubSpot and was previously Director of Product Marketing at Drift, a conversational marketing platform, where he grew with the company from 45 to 400 employees. Across companies, he’s managed 70+ product launches, including a dozen major launches. Dan has developed a Product Launch Masterclass video course and co-authored the book “This Won’t Scale” with Drift CMO Dave Gerhardt, on the company’s marketing plays.

Managing Scalable ABM Campaigns

Heidi Vandermeer has led account-based marketing at Security Compass and Uberflip, and has won an ABMie award for best ABM campaign at scale. In this guide, she shares how to select an ABM account list, and how marketing and sales should work together to execute ABM campaigns.
Heidi Vandermeer
Heidi Vandermeer

Heidi currently leads the team for account-based marketing (ABM), campaigns, and events at Security Compass, a SaaS cybersecurity company. She previously built the ABM function at Uberflip, a content experience platform. Heidi has run strategic, one-to-one “bespoke” ABM programs on lists as small as 5 accounts, and one-to-many “programmatic” ABM campaigns on lists as large as 10,000 accounts. Heidi is the managing director of ABM Toronto, an account-based marketing meetup, has won an ABMie award for best ABM campaign at scale, and spoken about ABM at multiple conferences including the SiriusDecisions Summit (Forrester).

Planning a SaaS Partnership Strategy

Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Sunir Shah
Sunir Shah

Sunir is the founder and CEO of AppBind, a software company making it possible for partner resellers to buy SaaS and bill it to their clients. He’s also the President of the Cloud Software Association, an industry association for SaaS partnership professionals. Sunir was previously Head of Platform at FreshBooks, where he managed all business around the API and grew the FreshBooks ecosystem to over 70 integration partners.

Capacity Planning

Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.
Rachel Haley
Rachel Haley

Rachel was a Senior Director of Sales Operations at Snowflake; she joined as an individual contributor when Snowflake had 30 quota-carrying AEs and grew with the company to 400+ AEs to become a leader in the 30+ person sales ops organization. She previously held sales operations roles at Sumo Logic and Salesforce, and is now the CEO of Clarus Designs, a consulting firm focused on sales and marketing operational efficiency. 

Hiring Customer Success Managers

Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.
Maranda Dziekonski
Maranda Dziekonski

Maranda is currently Chief Customer Officer at Swiftly, a provider of enterprise software for transit agencies. She’s previously built customer success from scratch four times, growing teams of up to 15-20 CSMs. Maranda has worked at companies like Lending Club, HelloSign, Castlight Health, and Pared. Maranda is also a customer success advisor for organizations including CSM Practice and the University of San Francisco School of Management.

Building a Sales Ops Function

Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Sean Lane
Sean Lane

Sean is currently the Director of Operations at Drift, the revenue acceleration platform, where he’s helped grow the Sales organization from 20 to 80+ sellers. He also hosts the company’s Operations podcast. Sean has led Go-to-Market Ops teams across the customer journey, ranging from Marketing, Sales and Customer Success Ops. Prior to Drift, Sean led Revenue Operations at Upserve, a restaurant technology company, where he joined as the 25th employee and grew with the company to 250+ employees, working in Customer Success, Sales Development, and building a new centralized operations function along the way.

Designing a Category

John Rougeux is VP of Marketing Strategy at BombBomb and hosts the #CategoryCreation series on the B2B Growth Show podcast. In this guide, he explains how to use category design to capitalize on unclaimed market territory and to help prospects evaluate your product using advantageous criteria.
John Rougeux
John Rougeux

John is currently VP of Marketing Strategy at BombBomb, a video email marketing platform, where he leads category design and messaging, positioning and content strategy. He also co-hosts the #CategoryCreation series on the B2B Growth Show podcast, through which he’s drawn insights from category designers at Hubspot, Salesforce, and Drift. John was previously a VP Marketing at Skyfii, a publicly-traded SaaS company that helps physical venues measure, predict, and influence visitor behavior.

Designing a Sales Org for a Technical Product

Navid Zolflaghari is the VP of Sales at Branch, and has previously been a sales leader for technical products at Boomerang Commerce and Google. In this guide, he lays out how to hire, train, and resource a sales team that needs a deep understanding of a complex product.
Navid Zolfaghari
Navid Zolfaghari

Navid is the Vice President of Sales at Branch, a cross-platform linking and attribution solution company and was previously the head of strategic accounts at Boomerang Commerce, an omni-channel pricing and assortment management software provider. Navid has worked in sales orgs as small as PinPoint Mobile, the ad attribution app he founded, and as large as Google.

Hiring a Product Marketer

Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Ryan Goldman
Ryan Goldman

Ryan is the Vice President of Product Marketing at SoundCloud, and has previously held product marketing leadership roles at SoundCloud, Pendo, Sentry, Signal FX, and Cloudera.  He has particularly deep experience with developer products, and serves as a Marketing Advisor for the Heavybit Industries Accelerator

Onboarding Salespeople

Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.
Maggie Callahan
Maggie Callahan

Maggie is the Senior Director of Revenue Enablement at Convercent, an ethics and compliance software provider, where she owns sales training, onboarding, and methodology implementation. Since joining, she’s re-trained the entire sales team to help the company increase conversion rates to almost 10% at every sales stage. Maggie previously grew through the BDR and AE ranks to run sales enablement at Four Winds Interactive, a digital signage software provider.

Building a Sales Enablement Function

Christi Wall is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.
Christi Wall
Christi Wall

Christi is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.

Building a Sales Development (SDR) Function

Chris Flores leads sales development at Bennie, and was previously head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this guide, he describes best practices for designing the SDR role, establishing processes, and building the team.
Chris Flores
Chris Flores

Chris is currently a Director of Marketing who leads the sales development function at Bennie, an employee benefits tool software company. Previously, he was Namely’s first SDR, going on to lead the team and support the growth of the company from 4 to 600 employees and $0 to $65M in ARR.

Building a Developer Relations Function

Mary Thengvall leads developer relations at Camunda, and has long been a thought leader in the guide, authoring the book, "The Business Value of Developer Relations" and publishing DevRel Weekly. In this guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement.
Mary Thengvall
Mary Thengvall

Mary is the Director of Developer relations at Camunda, an open source automation platform. She’s previously led developer community programs at SparkPost, Chef, and O’Reilly Media. She is also the author of the book “The Business Value of Developer Relations”, and the founder of Persea, a developer relations consultancy, and DevRel Weekly, a newsletter on the function.

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