sales-operations
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Your CRM Choice Is Really a Headcount Choice
HubSpot and Salesforce can both organize a pipeline. The consequential difference is who must keep the system useful after launch - and whether your company is ready to make CRM administration a job.
Your CRM Is an Operating Model in Disguise
The best CRM is not the one with the longest feature list. It is the one that matches how your company sells, governs data and gets people to update the pipeline.
Beth Thomas
For twenty years Beth Thomas has built demand engines for companies most people never see - the supply chain software and consulting firms that quietly run the back office of everyone else's business.
Alexa Grabell
Alexa Grabell turned a sales-operations workaround into Pocus, helped name a category, and sold the company to Apollo. Her story is a case study in turning messy data into a clear operating thesis.
LeanData
LeanData is a Santa Clara-based B2B software company that builds an Intelligent Go-to-Market Orchestration platform on top of Salesforce. It ingests buyer signals from across a company's revenue stack, matches leads to accounts, routes them to the right rep, enforces SLAs, schedules meetings, and automates the connective workflows between marketing, sales, and customer success. Founded in 2012 by Evan Liang and Kelvin Cheung, LeanData pioneered the lead-to-account matching and routing category and is used by more than 1,000 organizations, including Uber, Snowflake, Shopify, and Palo Alto Networks.
Josiah Ong
Josiah Ong is a Senior Deal Desk Analyst at Mixpanel, the San Francisco-based product analytics platform. A National University of Singapore graduate with First Class Honours in Business Administration, he brings over five years of deal desk and sales strategy expertise - spanning LinkedIn's Asia-Pacific channel partner network and Mixpanel's global commercial operations. Known for his advocacy around inclusion and awareness, Josiah combines analytical rigour with a genuine commitment to people and community.
Openprise
Openprise is a San Mateo-based enterprise SaaS company that builds a no-code RevOps Data Automation Cloud. Its platform handles the unglamorous plumbing behind revenue teams - cleansing, deduping, enriching, scoring, routing, and unifying B2B data across Salesforce, Marketo, HubSpot, Eloqua, Pardot and other GTM systems - so marketing, sales and ops teams can stop firefighting spreadsheets and start pulling levers.