RevvSpark

Niche consultancy that helps accelerate lean growth for B2B Sales-led companies, providing revenue operations, marketing operations, GTM operations, and event operations to improve lead flow, generate qualified pipeline, and reduce friction across the GTM tech stack.

Founder & RevOps Consultant

Circle

Marketing Operations role encompassing event operations for 3 global events teams, filling in for email lifecycle and senior marketing operations teammates, supporting cross-functional teams across HubSpot and Salesforce, and spearheading special projects.

Automation, optimization, AI, tech integrations, documentation, strategy, training.
Tech: HubSpot, Salesforce, Cognism, Workato, Coda, Lu.ma, custom GPTs, and more.

Marketing Operations Manager

gener8tor

Startup Mentor

Lighthouse Labs RVA

Springboard Enterprises

Women Founders Network

Bronze Valley

C-Suite On Demand Coach

Scalewise

Scalewise connect ambitious tech start-ups with a diverse pool of VP/ C-level revenue experts. They inject businesses with the exact support they need at every stage of their growth. Core services include hourly scale coaching, project delivery and fractional, Interim and permanent placement.

Scale Expert Delivery Partner

Stealth Startup

Go-To-Market (GTM) and Marketing advisory to AI-enabled data automation startup in stealth mode.

Go-To-Market (GTM) & Marketing Strategy Advisor

Intuilize

(B2B SaaS) Intuilize is a platform that provides AI-enabled pricing and inventory optimization for distributors.

Fractional CMO

Accepting new Clients | I grow tech companies from startup to scaleup ⚡ | Go-To-Market | Marketing Tests | User Acquisition & Retention

Lead quality got you down? Growth stalled? Can't get to the next level of revenue?

Let me guess (and stop me if this sounds familiar)...

Sales says Marketing is sending through junk leads that waste their time. Marketing says Sales can't close the leads they're sending.

You thought once you had the teams in place you'd be able to grow. But things just aren't scaling. And you don't have the bandwidth to try to identify where the friction and gaps are - nor how to fix them.

Here's where I can help.

I started my career in Marketing, I moved into Sales Enablement and Sales Ops. Then back to Marketing. But don't let the titles fool you.

Now, I help the two play nice. Together.

Here are some symptoms you may be experiencing internally that indicate your teams are misaligned:
* lead quality is low
* no lead segmentation
* scoring models do not exist
* inbound and outbound not worked well together
* playbooks and best practices do not exist
* internal team blame and pointing fingers
* disagreement on term definitions ("MQL" "SQL" "SQO")
* the “old way” of doing things is getting in the way
* legacy Marketing & Sales tools and systems have accumulated tech debt
* fast growth and M&As have led to disparate teams no longer on the same page
* process isn’t consistent
* documentation is nonexistent
* new LOBs / new markets are unobtainable
* inability to scale

As a RevOps specialist I help B2B companies spark growth with:
→ Sales + Marketing alignment
→ Inbound / Outbound motions integration
→ HubSpot / Salesforce optimization
→ ICP definition
→ Persona refinement
→ Scoring models
→ Lead routing
→ CRM optimization
→ Team training
→ Tech stack buildouts
→ Documentation and playbooks
→ KPIs and Dashboards

I work with companies $10M+ ARR to accelerate their revenue.

Some stats:
📉 Decreased Sales cycle by 80%
⬆️ 3X MQLs over previous period
⚙️ Improved MQL to SQL conversion by 14.3%
👋 Increased visits to website pages by 160%
💸 Drove $36K in top-line revenue via social media

Sound interesting?

🗓️ Grab time on my calendar to chat.

WBENC certified woman-owned business
Clutch Top 100 B2B Companies in Oregon

✨Carly J. Cais

Neuralift AI

Instruct Neuralift AI with your use cases and KPIs, upload your customer data and in hours discover precise segmentation, insights, personas and a strategic opportunity map to lift your KPIs. Transform time-to-value from your data and gain a significant competitive edge by knowing your customers better through deep learning and analytic reasoning.

My focus areas are GTM + Demand Gen + Revenue.  Results: 80+ meetings in first 2 months.

Advisor

The Weather Company

Advisor - Enterprise Business - API, MCP, AI

Robling

Robling unites a best-in-class specialty retail data model with semantic AI to deliver insights before questions are even asked—accelerating decisions and driving real-time KPI impact.

My focus areas are GTM + Demand Gen + Partnerships.

Advisor - GTM, Demand Gen, Partnerships

Sell-Thru.AI

Sell-Thru.AI Mission: To deliver AI insights grounded in decades of specialty retail truth - unlocking faster, smarter, more confident daily decisions that drive real-time performance and lasting relationships.

Yodeck

20k+ customers, Digital Signage CMS powering 330k+ digital screens delivering interactive experiences reaching millions of employees/consumers daily. 

'24 Recap:
- Sales: attained 125% of sales bookings quota trgt, 98.4% YoY growth
--- 1 new SAE Headcount ramped by Q3 start
--- 1 Mgr. add Q3
--- Oct '24: 46% bookings growth vs Oct '23
--- Nov '24: 57% bookings growth vs Nov '23
--- Dec '24: 462% bookings growth vs Dec '23
--- Quota to OTE: 8.15
- Success: attained 136.7% NRR (99% of trgt)
--- 1 headcount add Q2, 3 late Q4
- Partner: attained 54% MRR growth (107% of trgt)
--- PRM need ID'd for 720+ partners, Impartner selected/deployed
--- 1 headcount add late Q4
- Sales Dev (allbound): est. function + team (end of Q2 / Q3)
--- 1 Mgr. add Q2, 2 SDRs add Q3, 1 ADR add Q4
--- Sept. SDR Team (2 SDRs) Performance: 23 SQO (230% of trgt)
------ Monthly SQO Goal = 10 (5/SDR)
--- Q4 SDR Team (2 SDRs) Performance: 63 SQO (210% of trgt)
------ Quarterly SQO Goal = 30 (15/SDR)
--- First Meeting to SQO: 84% 
--- SQO to Won: 53%
- RevOps: est. function + 2 person team (Data, Process, Ops, Integr, Gov.)
- Doubled rev. team org to 28 ('24 grow + foundations for '25 '26)
- Led migrate + transform to HubSpot from Zoho
--- Implemented new data model + processes for entire biz: Company entity independent but associated to free/paid Yapp Account(s), one to many use cases common + growing
--- Potential/Current Customer Company + Potential/Current Partner Co. + Partner End Customer Co. + Contacts + Custom Objects (Yapp Account, Yapp Site, Yapp Order, Yapp Address) + Co. Tiering w/ Expand Potential + all Associations + rollups amongst objects + workflows, tasks/alerts 
- Deployed Clay w/ ChatGPT embedded: data enrich + Company location data use cases 
- Deployed DreamData, Koalify, Hapily, Fathom, Sales Navigator

'23 Recap:
- Sales: attained 111% of sales bookings quota trgt, 70.4% YoY growth
- Success: attained 128% NRR 
- Partner: attained 36.4% MRR growth

Backed by PeakSpan Capital.

SVP Revenue (Sales, Sales Dev, Partners, Customer Success, Revenue Operations)

MessageGears

From ~$2m to ~$30m in revenue over 6 years at MessageGears.

End of '20, asked by CEO / board to focus purely on the build out of new Technology Partner + Consulting Partner org for '21 and beyond.

'23 Recap:
- 81% of qualified SQO Pipeline was partner sourced (96% was partner influenced) in Q1, 60% of qualified Pipeline was partner sourced (88% was partner influenced) in Q2
- Partner Team partner sourced SQO pipeline generation to team cost ratio (i.e. Pipe Efficiency) = 20
- Secured $115k in partner sponsorships for annual customer summit

'22 Recap:
- Mid-year added Senior Leader to lead and build out consulting partner ecosystem
- 41% Partner Sourced SQO, 82% Partner Influenced SQO at peak staying consistently above 70%
- Secured $80k in partner sponsorships for annual customer summit

'21 Recap:
- Built out 3 person Partner team. Deployed Crossbeam + integration w/ + inside of Salesforce.
~40% of New Logo ACV Bookings in 2021 were Partner Sourced
~70% of New Logo ACV Bookings in 2021 were Partner Influenced 
- Partner Influence across open qualified pipeline consistently above 70%
- Personally sourced + ran + closed single largest 7 figure ACV contract / customer (BBY) in company history

SVP, Growth + Partnerships

Hired Head of Sales in order to shift focus to pure Growth / Demand Gen role.
Shifted from Account based to contact based / people based marketing (i.e. key personas w/in ICPs).  Discontinued Account based advertising and related platforms w/ shift to contact-based.
Launched and led nascent Partner program + established partner sourced and influenced engines.
Ran sales development (SDR) and marketing / sales  / revops / data ops teams.
Individual SDRs on team consistently attained 24 meetings / quarter w/ key personas at ICPs.
First Meeting to SQO: 32%

SVP Growth (Partnerships, ABM, Sales Development, Revenue Operations)

Built out team of Account Execs (2), SDRs (3), and ABM Ops / Data (1) w/in 6 months.
More than doubled number of new logos won in 2018 relative to 2017.
Led ABM strategy & enabling technology.
Defined Total Addressable Market (TAM), Ideal Customer Profiles (ICP), Key Personas w/ challenges + benefits. 
Defined ICP account tiers (5).
Led growth of ICP Account database from 22 to 2,850 w/ relevant firmographic + technographic data.
Led growth of ICP Key Persona Contact database from 2,800 to 13,700 (ongoing growth at ~500/month).
Served as Product Manager - Marketing and Sales Technologies. 
Led selection / implementation / adoption of Salesforce CRM, SalesLoft, Pardot, Demandbase, Influ2, ZoomInfo, LeadIQ, LinkedIn Sales Navigator, Zoom, eDataSource, 250ok.
Rolled out Fit + Intent + Recency + Engagement model for prioritization.

Backed by Long Ridge Equity Partners, Argentum Group, Atlanta Ventures, Hallett Capital.

SVP Sales (Sales, Sales Development, ABM, Revenue Operations)

Perficient

Part of 4 person B2B marketing leadership team overseeing ~45 person corp marketing org.  Led ABM marketing, national sales development, marketing automation team / functions. Team spanned all PRFT business units (10+). Built business case / formed team January '14. Scaled team from 4 to 14, responsible for building ABM pipeline by intelligently generating / nurturing relationships, understanding client challenges, educating clients on relevant Perficient solutions / capabilities, connecting clients to best resources w/in Perficient. 

2017 H1 Mid-Year Update
• Sourced 232 Sales Opps worth >$38m 
• Led to 64 Sales Opps Won (so far) worth > $26m (2017 annual goal $16m)

2016 Recap 
• Sourced 450 Sales Opps worth >$63m  
• Led to 140 Sales Opps Won (so far) worth > $18m (~150% of what was achieved in 2015, 2016 goal was $10m)

2015 Recap 
• Sourced 406 Sales Opps worth >$56m  (225% of what was achieved in 2014)
• Led to 128 Sales Opps Won (so far) worth > $12m (~340% of what was achieved in 2014, 2015 goal was $8m)
• Increased average Sales Opp value by 39% relative to 2014 

2014 Recap
• Built business case in 2013, then tapped by CEO + COO to lead newly formed Demand Capture team / function in Jan. ‘14
• Inherited 4 team members and grew team to 14
• Led decision and implementation of Salesforce, Outreach.io, Pardot, DiscoverOrg, ZoomInfo, LinkedIn Sales Navigator, and integration points across all, including w/ ReadyTalk webinar platform and our website
• Defined, consolidated, rationalized and implemented standardized processes and tools 
• Took ownership of all inbound leads triage
• Reviewed, triaged, assigned, processed over 30,000 lukewarm “leads” (webinars, whitepapers, seminars, conferences, pay-per-click, etc.)
• Added tens of thousands of net new contacts to Perficient’s marketing database
• Had thousands of touches (emails, phone) with PRFT prospects and clients
• Had meaningful dialogue with ~350 accounts
• Sourced >250 Sales Opps worth >$24m

National Director, Demand (ABM, Sales Development)

Led the demand team and function for the Microsoft National Business Unit within Perficient. Defined the demand generation strategies, tactics, programs, activities, and allocations for the Microsoft Business Unit (~$80m BU), and overseas plan execution and results, working in close coordination with the Perficient corporate-level marketing team and the Microsoft Business Unit sales and alliances team.  

Demand team and function focus primarily on driving qualified leads, pipeline, and booked business through conferences, events, webinars, wedge offer campaigns, advertising (PPC, pay per lead, etc.), PR (press releases, blog releases, social [Twitter, Linked-In], awards), inside sales, content marketing thought leadership (speaking, blogs, white papers), and case studies.

Perficient is one of the largest Microsoft systems integrators in North America. 

Perficient acquired my former company, Northridge, for $14.4mm in July 2012.

Perficient (PRFT) was publicly traded until October 2, 2024 when it was taken private.

Director, Demand, Microsoft National Business Unit

Northridge

Pivoted GTM positioning of Northridge from Southeast regional "jack of all trades" solutions provider w/ no real differentiation in the marketplace to a North American specialist.  Northridge evolved via this process to become a nationally-recognized leader in delivering collaboration solutions to mid-market and enterprise clients throughout North America.

Built and ran marketing, sales, and partnerships for the firm. Charged with crafting and informing the marketplace of Northridge capabilities and solutions, building relationships with new clients, managing the Northridge / Microsoft relationship, and forging and managing relationships with other complimentary partners.

Northridge was aquired by Perficient in July 2012 for $14.4mm (~1.2x revenue).  See: http://www.perficient.com/About/News-Releases/2012/Perficient-Acquires-Northridge-Systems

Backed by Hallett Capital.

EVP, Chief Revenue Officer

UMT Consulting Group

Ran North American sales, marketing, and partnerships for UMT Consulting Group, a consulting firm formed as a "spin-out" following the acquisition of United Management Technologies, Inc. (UMT) and its UMT Portfolio Manager software by Microsoft in January of 2006.

UMT Consulting Group is a Microsoft partner specializing in the installation and configuration of Microsoft Portfolio Server (formerly known as the UMT Portfolio Manager) and Microsoft Project Server software, and in the design and implementation of IT, Product, and Capital Investment portfolio management processes for large Global 2000 companies.

Position entailed driving new marketing programs, new client sales, as well as developing and managing partnership with Microsoft.

Acquired by Ernst & Young (EY). At the time of the acquisition, UMT Consulting Group had an annual revenue of ~$44.3 million and employed ~183 people.

SVP Business Development (Marketing, Sales, Partnerships)

Upon completion of full time 2 year MBA program at Columbia, hired in mid-2004 to build up North American software sales and partner channel programs. Led to 200% growth in customer base and acquisition of UMT's software business by Microsoft in January of 2006 for ~$18mm, which was ~six times forward revenue for UMT's software business (transaction did not include professional services business).

See Microsoft Press release
https://news.microsoft.com/2006/01/19/microsoft-completes-acquisition-of-umt-and-outlines-new-innovations-in-enterprise-project-management/

UMT Consulting Group - the professional services arm of UMT - was spun out as a new entity following the sale of the UMT software business to Microsoft.

VP Sales / Business Development

AppNet (Sold to Commerce One for $1.3bb  in 2000)

AppNet Systems completed its initial public offering in June 1999 and was acquired in September 2000 by Commerce One for $1.3bb.

Commerce One (CRMC) was publicly traded until February 2025.

Regional VP Business Development

Democratization of Digital Signage at disruptive price point

B2B SaaS CRO, Revenue Leader, Sales Leader, Go-To-Market Strategist, Marketing Leader, Customer Success Leader, Inside Sales Leader, Marketing Automation Leader, Partner Channel Leader, Sales Development, Lead Development, Revenue Operations, Sales Operations, Marketing Operations

taplio

The Battle

✨Carly J. Cais

Walter Rowland

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