Ali Lillie from SmartBug joined the Demand & Ops Unboxed podcast to dive into the fascinating topic of how alignment between sales, marketing, and customer success teams is the often-overlooked key to driving revenue growth.

Ali, who has worked in all three revenue departments at SmartBug, shares her valuable insights on the different priorities and processes of each team. It was interesting to hear how her experience has shaped her understanding of the importance of alignment.

During the conversation, we touched on some other interesting topics as well, including lead scoring, the difference between customer success and customer service, and the effectiveness of webinars and events as a demand gen strategy.

As a side conversation (it's 2023, why not) we discuss the role of AI in improving efficiency and productivity. We both agree that AI has been a game-changer in our work. Ali predicts that leveraging AI for efficiency will be a big focus in 2024.

Here are a few key takeaways from the interview:

• Alignment between sales, marketing, and customer success teams is crucial for driving revenue.
• Lead scoring can be tricky to set up in HubSpot, but highly effective if done right
• There's a difference between customer success versus customer service
• Webinars/events are still effective as part of a demand gen strategy
• Leveraging AI for efficiency will be a major focus in 2024, which can help create better alignment

Learn more about and connect with Ali and SmartBug

The Demand (and Ops) Unboxed podcast is produced by RainierDigital, a demand and ops consultancy.

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In the first interview of the re-branded era for the podcast, I interviewed Connor Jeffers, the Founder and CEO of Aptitude 8, a HubSpot Elite Partner.

Connor comes from a Saleforce background and, with the recent changes HubSpot has made to it's platform and Ops Hub, he's been able to do things in HubSpot that, previously, could only be done in Salesforce.

We talk about how this has been a gamechanger for HubSpot and his business as well as why Ops Hub might be one of the most underrated hubs.

The Demand (and Ops) Unboxed podcast is produced by RainierDigital, a demand and ops consultancy.

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Demand Gen is a huge buzzword, yet many people are unsure what it is.

Christopher Roche, Chief Executive Officer at Catalyst Consulting, talked about why now - with a lot of talk of a looming recession- is a great time to transition from a lead gen model to a demand gen model.

Here are some of the topics covered:

• The difference between demand gen and lead gen
• The compounding effect of demand gen on growth and revenue
• The importance of social selling and building a personal brand to good demand gen
• Chris' framework for transitioning from a lead gen model to a demand gen model- without having to burn it all down

The Demand (and Ops) Unboxed podcast is produced by RainierDigital, a demand and ops consultancy.

Want to stay up to date with the latest from RainierDigital and Travis?

• Learn more about RainierDigital
• Follow Travis on LinkedIn
• Follow RainierDigital on LinkedIn