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.

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.

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.

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.

Chapter Markers:

(03:40) Desana’s Shift from B2C to B2B Enterprise

(08:35) Partner-Led and Ecosystem-Led Growth Strategies

(11:00) How Desana Tracks Partner Attribution in HubSpot

(18:00) AB Testing Partnership Engagement Tactics

(21:00) Managing Customer Referrals Inside HubSpot

(24:50) Using AI Safely: How Desana Approaches AI Tools and Data Compliance

(27:10) Where to Follow Greg and Learn More About Desana

Useful Links:

Follow Greg Miley on LinkedIn

Learn more about desana.io

Want to scale your RevOps? Work with RevOps Automated

Connect with Natalie for RevOps consulting

Revenue operations isn’t just for B2B SaaS—it's a game-changer for any business looking to align marketing, sales, and customer success.

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.

The pair go on to discuss:

• How RevOps took hold in a traditional education company
• The challenge of aligning marketing, sales, and customer success
• Why Caete opted for a composable CDP over native Salesforce-HubSpot integrations
• When to hire in-house vs. bringing in external RevOps expertise
• Lessons learned from a high-pressure RevOps transformation project

If you're a RevOps leader navigating complex data ecosystems or trying to scale your function, this episode is packed with insights.

Listen now and take your RevOps strategy to the next level!

Chapter Markers:

(01:10) Caete’s background and the origins of RevOps at CRF Education

(03:33) Bringing RevOps into a 175-year-old company

(07:43) Managing RevOps across multiple brands and product lines

(13:54) Why CRF chose a composable CDP over native integrations

(16:58) The decision to partner with an agency for RevOps

(22:18) A high-stakes RevOps transformation project

(25:24) Aligning marketing, sales, and customer success

(29:16) What’s next for scaling RevOps at CRF Education

Useful Links:

Learn more about CRF-Education

Connect with Caete da Silva on LinkedIn

Want to scale your RevOps? Work with RevOps Automated

Connect with Natalie for RevOps consulting

In this episode of Road to Revenue, Natalie sits down with Scott Brinker, VP of Platform Ecosystem at HubSpot.

Listen as they dive into the evolution of marketing technology, the role of AI in modern marketing, and how businesses can stay ahead in an ever-changing digital ecosystem.

Scott also goes on to share his expert insights on the no-code revolution, platform strategies, and the intersection of product management and marketing.

What You'll Learn:

• The latest trends in the Martech ecosystem
• How AI is transforming marketing strategy
• The importance of no-code and low-code solutions
• Key advice for MSPs navigating the Martech landscape
• Scott Brinker's perspective on platform ecosystems

Tune in for an engaging conversation that will shape how you think about the future of Martech!

Chapter Markers:

(02:15) Scott Brinker’s Background and Martech Journey

(07:30) The Evolution of the Martech Landscape

(12:45) AI’s Growing Influence in Marketing

(17:30) No-Code & Low-Code: The Next Frontier

(22:45) How Businesses Can Adapt to Martech Changes

(27:15) The Role of Platform Ecosystems in Marketing

(30:45) Closing Thoughts & Where to Connect

Useful Links:

Read Scott's Blog

Follow Scott on LinkedIn

Want to scale your RevOps? Work with RevOps Automated

Connect with Natalie for RevOps consulting