Road to Revenue
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Podcast Overview
<p>Are you the revenue leader of a high-growth business? </p> <p>Have you been looking at ways to improve the effectiveness and efficiency of your go-to-market strategy? </p> <p>Are you looking for insights on best practices that have been proven to decrease the cost of customer acquisition, increase LTV, and reduce churn?</p> <p>Then this is the show for you.</p> <p>Each week, Natalie Furness, Founder and CEO of RevOps Automated, sits down with an expert from marketing, sales, customer success, and operations to unpack how the industry's leading figures are unlocking new growth opportunities within their organisations. </p> <p>She is on a mission to help CROs, CMOs, COOs, and other revenue leaders uncover new ways to move the revenue needle without hiring more salespeople.</p> <p>Prepare for frank and open discussions on generating a sales pipeline, customer onboarding, effective CRM management secrets, and more. </p> <p>So let Natalie and her guests be your guides on the Road to Revenue. </p> <p>To stay up to date on the latest episodes, be sure to subscribe or follow wherever you get your podcasts.</p>
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Publishing Since
3/28/2024
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Recent Episodes
July 30, 2025
How to Unlock Enterprise Growth Through Partnerships with Greg Miley
<p>In this episode of Road to Revenue, host Natalie Furness sits down with Greg Miley, VP of Strategy and Growth at Desana, to unpack how companies can pivot to the enterprise market and use ecosystem-led growth strategies to fuel expansion.</p> <p>Greg shares Desana's journey from serving individual users to landing large enterprise clients, the tactical ways they leverage partnerships to drive pipeline, and how they operationalise partner attribution inside their CRM. </p> <p>Natalie and Greg also dive into practical tips for setting up partner tracking in HubSpot, the importance of building personal relationships with partners, and why cybersecurity and AI governance are critical when moving upmarket.</p> <p>If you’re looking for a real-world blueprint on how to scale your go-to-market function and break into enterprise accounts — without relying solely on direct outbound — this conversation is a must-listen.</p> <p><b>Chapter Markers: </b></p> <p>03:40 - Desana’s Shift from B2C to B2B Enterprise</p> <p>08:35 - Partner-Led and Ecosystem-Led Growth Strategies</p> <p>11:00 - How Desana Tracks Partner Attribution in HubSpot</p> <p>18:00 - AB Testing Partnership Engagement Tactics</p> <p>21:00 - Managing Customer Referrals Inside HubSpot</p> <p>24:50 - Using AI Safely: How Desana Approaches AI Tools and Data Compliance</p> <p>27:10 - Where to Follow Greg and Learn More About Desana</p> <p><b>Useful Links:</b></p> <p>Follow <a href="https://www.linkedin.com/in/greg-miley-93360173/" target="_blank">Greg Miley</a> on LinkedIn</p> <p>Learn more about <a href="https://www.desana.io/" target="_blank">desana.io</a></p> <p>Want to scale your RevOps? Work with <a href="https://www.revopsautomated.com/" target="_blank">RevOps Automated</a></p> <p>Connect with <a href="https://www.linkedin.com/in/nataliefurness/" target="_blank">Natalie</a> for RevOps consulting</p>
July 16, 2025
Breaking Silos: How RevOps is Transforming a 175-Year-Old Business
<p>Revenue operations isn’t just for B2B SaaS—it's a game-changer for <i>any</i> business looking to align marketing, sales, and customer success.</p> <p>On this episode of the Road to Revenue, Natalie sits down with Caete da Silva, Group Head of Digital Platforms at CRF Education, to discuss how RevOps is driving transformation in a 175-year-old education business. </p> <p>The pair go on to discuss:</p> <ul><li>How RevOps took hold in a traditional education company</li><li>The challenge of aligning marketing, sales, and customer success</li><li>Why Caete opted for a composable CDP over native Salesforce-HubSpot integrations</li><li>When to hire in-house vs. bringing in external RevOps expertise</li><li>Lessons learned from a high-pressure RevOps transformation project</li></ul> <p>If you're a RevOps leader navigating complex data ecosystems or trying to scale your function, this episode is packed with insights.</p> <p>Listen now and take your RevOps strategy to the next level!</p> <p><b>Chapter Markers:</b></p> <p>01:10 - Caete’s background and the origins of RevOps at CRF Education</p> <p>03:33 - Bringing RevOps into a 175-year-old company</p> <p>07:43 - Managing RevOps across multiple brands and product lines</p> <p>13:54 - Why CRF chose a composable CDP over native integrations</p> <p>16:58 - The decision to partner with an agency for RevOps</p> <p>22:18 - A high-stakes RevOps transformation project</p> <p>25:24 - Aligning marketing, sales, and customer success</p> <p>29:16 - What’s next for scaling RevOps at CRF Education</p> <p><b>Useful Links:</b></p> <p>Learn more about <a href="https://crf-education.com" target="_blank">CRF-Education</a></p> <p>Connect with Caete da Silva on <a href="https://www.linkedin.com/in/caesilva/" target="_blank">LinkedIn </a></p> <p>Want to scale your RevOps? Work with <a href="https://www.revopsautomated.com/" target="_blank">RevOps Automated</a></p> <p>Connect with <a href="https://www.linkedin.com/in/nataliefurness/" target="_blank">Natalie</a> for RevOps consulting</p>
July 2, 2025
The Future of Martech: Insights from Scott Brinker
Natalie interviews Scott Brinker, HubSpot's VP of Platform Ecosystem, about marketing technology's evolution, AI's role, and no-code solutions, offering insights for businesses to adapt to the changing digital landscape in this interview.
10 total episodes available
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- What is Road to Revenue?
<p>Are you the revenue leader of a high-growth business? </p> <p>Have you been looking at ways to improve the effectiveness and efficiency of your go-to-market strategy? </p> <p>Are you looking for insights on best practices that have been proven to decrease the cost of customer acquisition, increase LTV, and reduce churn?</p> <p>Then this is the show for you.</p> <p>Each week, Natalie Furness, Founder and CEO of RevOps Automated, sits down with an expert from marketing, sales, customer success, and operations to unpack how the industry's leading figures are unlocking new growth opportunities within their organisations. </p> <p>She is on a mission to help CROs, CMOs, COOs, and other revenue leaders uncover new ways to move the revenue needle without hiring more salespeople.</p> <p>Prepare for frank and open discussions on generating a sales pipeline, customer onboarding, effective CRM management secrets, and more. </p> <p>So let Natalie and her guests be your guides on the Road to Revenue. </p> <p>To stay up to date on the latest episodes, be sure to subscribe or follow wherever you get your podcasts.</p> - How often does this podcast release new episodes?
This podcast updates weekly.
- Where can I listen to this podcast?
This podcast is available on 7 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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