Ep. 27 | Rethinking RevOps and Optimizing Systems | James McKay, Founder & CEO at VEN

Picture this, you build a consumer travel startup, and it fails. Try again right? What about ditching the software and industry all together and building a services-based business helping revenue teams be more efficient? This change in direction helped our guest bring unexpected growth for his company and his customers. Find out how this entrepreneur turned doubts into a thriving business and get inspired to take that leap of faith.

This week’s guest is James McKay, founder an CEO of Venn.

James has a wealth of experience in revenue operations, having spent most of his career in sales and operations. His journey into revops began as a sales leader, where he found himself drawn to solving revenue challenges using systems and data. With a background in sales and a track record of leading rapid growth at a prominent tech company, James brings a unique blend of practical sales experience and strategic operational insights to the table. His expertise in navigating common challenges such as messy CRMs and optimizing outbound strategies makes him a valuable resource for startups seeking to streamline their revenue operations for sustainable growth.

Key highlights in this episode

How revenue operations can transform your startup's growth potential.

• The challenges of CRM data management in optimizing your sales processes.
• Building a strong network is essential for entrepreneurs to gain valuable insights and support.
• Discover the best practices in revops for startups and outpace the competition.

I think that anyone who gets to the point in their career where they've been promoted or moved up in an organization a couple of times is able to think through what they do really well and think of it as a service. And I think if you're able to do that, you can get people to listen to you and you can start generating some interest around what you're doing. - James McKay

Overcoming CRM Data Management Challenges Complex CRM data management issues, such as messy data and declining team member adoption rates, can hinder revenue operations success. James stresses the importance of establishing clear customer journey stages and criteria in CRM systems and holding teams accountable to entering the relevant data. He suggests not making it a burden, as too much data entry forces low adoption rates. Addressing these challenges can enhance CRM efficiency and effectiveness in driving business growth.

Building a Strong Entrepreneurial Network Entrepreneurial success thrives on building a strong network of trusted individuals, as emphasized by James. Seeking advice and opportunities through professional organizations and networking can lead to valuable insights you can take into your company. By leveraging these networks, startup founders and entrepreneurs can navigate the challenges of entrepreneurship with confidence.

The resources mentioned in this episode

• Find James on LinkedIn
• Visit VEN’s website to learn how they can help optimize your organization
• Join professional organizations like the Operators Guild and Pavilion to network with industry professionals and gain valuable insights.

About James McKay

Helping startups run smoothly - that's his singular objective. Whether as an individual contributor or in leadership positions, he always gravitated to architecting go-to-market functions that bring customers, employees, and products together. So he made it his product.

About Venn

Ven is a collective of revenue experts building systems that accelerate growth for startups. We specialize in helping B2B SaaS and Fintechs get from 1m to 100m in ARR.

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