RevOpsAF The Podcast

Not Everything Is an Agent

Fri, 10 Apr 2026 17:07:24 -0600

Everyone's calling their product an "AI agent." Most of them are wrong — and the difference matters a lot for how you build your RevOps tech stack.

In this episode, Emir Atli (Co-founder & CRO of HockeyStack) joins Matt Volm to define what a true revenue agent actually is, why the data foundation most teams have won't support real AI deployment, and what this all means for the future of RevOps as a function.

Emir walks through the five eras of go-to-market software — from static dashboards to autonomous workers — and explains exactly where most "AI" tools actually fall on that spectrum. He also shares what separates the best RevOps teams from the rest after working with 300+ enterprise customers, and why he believes AI will create more demand for great go-to-market talent, not less.

🎙️ Speakers:

- Emir Atli, Co-founder & CRO at HockeyStack — https://www.linkedin.com/in/emircatli/

- Matthew Volm, CEO & Co-founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/

🔗 Resources:

- HockeyStack: https://www.hockeystack.com

- More podcast episodes: https://www.revopscoop.com/podcast

👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

🌐 Visit us: https://www.revopscoop.com

💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op

#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #RevenueAgents #B2B

Garbage In, Garbage, Out: Campaign Data in the Age of AI

Mon, 06 Apr 2026 10:46:16 -0600

Most teams think their campaign data is good enough — until AI starts making stuff up. Drew Smith of Attributa breaks down exactly what campaign data needs to capture, why your data dictionary is now your #1 AI prerequisite, and which system decisions are quietly killing your attribution.

If you're in marketing ops, RevOps, or anywhere near campaign measurement, this one's essential viewing. Drew covers the three non-negotiable categories of campaign data (time series, categorization, method of engagement), why Salesforce parent campaigns are a trap, how HubSpot's architecture makes time-series attribution harder than it should be, and what "garbage in, garbage out" really means when AI is doing the reasoning.

🎙️ Speakers:

Drew Smith, Founder & CEO at Attributa — https://www.linkedin.com/in/drewsmitty/
Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/

Sponsored by HG Insights — real technographics, real spend intelligence, and real market signals so your territory design, segmentation, and ICP aren't based on guesswork.

🔗 Resources:

Attributa: https://attributa.io
HG Insights (episode sponsor): https://www.hginsights.com
Related: https://www.revopscoop.com/podcast

👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

📺 Subscribe for more RevOps content

🌐 Visit us: https://www.revopscoop.com

💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op

#RevOps #RevenueOperations #MarketingOps #MarketingOperations #CampaignData #Attribution #AI #DataStrategy #B2B #SalesOps

Adapt or Die? RevOps in the Age of AI

Fri, 27 Mar 2026 13:50:23 -0600

Is RevOps "adapt or die" in the age of AI — or is that the wrong question entirely? Taimoor Tariq, Founder of GTM Base, shares what 12 years in RevOps has taught him about staying relevant when everything is changing fast.

Spoiler: it's not about chasing the hottest tools.

In this episode, Taimoor breaks down why Claude Code has become his team's operating system, how to safely experiment with AI without wrecking your production CRM, and why the real RevOps differentiator has shifted to the parts AI can't do for you. He also walks through a real client use case where an afternoon of agentic AI work replaced what would have been a month-long engineering project — and why the "what cool AI tools should I use?" question is fundamentally the wrong one to ask.

🎙️ Speakers:

Taimoor Tariq, Founder at GTM Base — https://www.linkedin.com/in/taimoortariqx/ -
Camela Thompson, Head of Marketing at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/

🔗 Resources:

GTM Base: https://gtmbase.com
RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
Related episode — AI Won't Magically Fix Your Sales Team: https://revopscoop.com/podcast/ai-wont-fix-sales-team
Related episode — How to Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines
Related reading — This Is What Your AI-Ready Revenue System Should Look Like: https://revopscoop.com/post/what-ai-rev-systems-do

👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

🌐 Visit us: https://www.revopscoop.com

💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op

#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueOps #B2B

This Should JUST Take 5 Minutes: A RevOps Rant Session

Fri, 20 Mar 2026 09:59:49 -0600

Ever been told a CRM fix will "only take five minutes"? Yeah. We need to talk. 🔥

In Episode 85 of the RevOpsAF Podcast, co-host Camela Thompson (Head of Marketing at RevOps Co-op) is joined by her husband and fellow RevOps veteran Lance Thompson (Technical Sales Operations at SeekOut) for an unfiltered rant session covering the most ridiculous (but painfully relatable) situations every RevOps professional has lived through.

From reps hijacking renewal opportunities to enrichment tools routing leads to the wrong company, from the eternal "just explain what RevOps is" loop to the classic "this should only take five minutes" picklist update that breaks three integrations — this episode is equal parts cathartic and insightful.

🎙️ IN THIS EPISODE:

- Why users always find the one clickable thing you didn't know was clickable

- The enrichment tool logic war (and how to actually handle it)

- Why explaining RevOps to executives feels like Groundhog Day

- The "this should take 5 minutes" myth — and what it really costs

- Overcomplicating reports vs. giving executives what they actually want

- Why sales complaints are almost always valid (even when they're not about the real problem)

- The scope creep trap for solo RevOps practitioners

- How to set expectations when walking into a broken GTM org

- Why RevOps is still better than sales (Lance's take)

🔗 CONNECT WITH THE SPEAKERS:

📌 Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/

📌 Lance Thompson on LinkedIn: https://www.linkedin.com/in/lance-thompson-a93124/

📌 SeekOut: https://seekout.com

🌐 JOIN THE REVOPS CO-OP COMMUNITY:

🔹 Website: https://www.revopscoop.com

🔹 Join the Community: https://www.revopscoop.com/membership/membership-options

🔹 Blog: https://www.revopscoop.com/learn/blog

🔹 LinkedIn: https://www.linkedin.com/company/revopscoop

🔹 Instagram: https://www.instagram.com/hey.revops/

#RevOps #RevenueOperations #RevOpsAF #SalesOps #MarketingOps #CRM #Salesforce #GTM #GoToMarket #B2BSales #DataQuality #ProcessManagement #RevOpsPodcast #TechStack #SalesEnablement

Your CRM Has an Identity Crisis (and What You Can Do About It)

Mon, 16 Mar 2026 09:31:03 -0600

Your AI strategy is only as good as the data underneath it. If your CRM can't tell Vodafone Spain from Vodafone Italy, no amount of orchestration will save you.

In this episode, Anders Krohn (CEO & Co-Founder of Kernel) joins Matthew Volm to break down the three-layer data enrichment stack, why most CRM hygiene initiatives treat symptoms instead of root causes, and what it actually takes to build an AI-ready data foundation in 2026.

Key topics covered:

- The origin story of Kernel — and why building an AI SDR forced a reckoning with entity data

- The three-layer data stack: entity data, enrichment, and orchestration — and why the bottom layer is the one that matters most

- The difference between an account (a CRM record) and an entity (a real-world corporate identity)

- Why go-to-market strategy should drive data strategy — not the other way around

- How AI enables human-level entity matching and multi-source firmographic reasoning

- What the "run phase" architecture looks like: data warehouse + entity resolution + bespoke orchestration

- How bad entity data creates $60M+ in lost revenue capacity for mid-to-large sales organizations

- Why CRM hygiene is a symptom, and entity identity is the disease

- What RevOps teams should do right now to start closing the gap between their CRM and their GTM reality

🎙️ Speakers:

- Anders Krohn, CEO & Co-Founder at Kernel — https://www.linkedin.com/in/anderskrohn/

- Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/

🔗 Resources:

- Kernel: https://kernel.ai/

- RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast

👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

🌐 Visit us: https://www.revopscoop.com

💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op

#RevOps #RevenueOperations #SalesOps #MarketingOps #DataEnrichment #CRMData #AIinSales #GTM #B2B #RevenueOperations

Why You Should Stop “Doing AI” and Start Solving Problems

Fri, 06 Mar 2026 12:51:11 -0600

Ever feel like you're drowning in AI hype while your actual problems remain unsolved? You're not alone. In this episode of RevOpsAF, host Matthew Volm sits down with Em Wingrove, Chief Marketing Officer at Aptitude 8, to cut through the noise and deliver practical AI strategies that actually work.

Em shares why 95% of AI initiatives fail (spoiler: it's not the technology), how to start small with independent use cases, and the specific AI plays that are transforming go-to-market teams right now. From attribution engines to content assistants, discover the frameworks that turn AI from overwhelming buzzword into revenue-driving reality.

🎯 Key Topics Covered:

• Why AI overwhelm leads to disengagement (and how to fix it)

• The difference between top-down vs. bottom-up AI adoption

• Ready-to-implement AI plays for marketing-to-sales handoffs

• How to build AI solutions without being an AI expert

• The importance of data readiness before AI implementation

• Real examples of AI automation in HubSpot

💡 Featured Speakers:

• Matthew Volm - Co-host, RevOpsAF Podcast (https://www.linkedin.com/in/matthewvolm/)

• Em Wingrove - Chief Marketing Officer, Aptitude 8 (https://www.linkedin.com/in/emilywingrove/)

🔗 Learn More:

Aptitude 8: https://aptitude8.com/
RevOps Co-op Community: https://www.revopscoop.com/

#RevOps #AI #ArtificialIntelligence #RevenueOperations #SalesOps #MarketingOps #HubSpot #GTM #B2B #SalesAutomation #MarketingAutomation #RevOpsCoop

The New GTM Hero: Revenue Engineer

Fri, 27 Feb 2026 13:26:07 -0600

Is your RevOps role about to evolve—or get replaced? In this game-changing episode, fractional CMO and Cannonball GTM co-founder Doug Bell reveals why the traditional RevOps function is being disrupted by a new breed of professional: the Revenue Engineer.

What You'll Discover:

• Why go-to-market engineering is flanking traditional RevOps stacks

• How AI tools like Claude Code are democratizing technical skills

• The three-stage maturity model every RevOps pro needs to understand

• Why pain-based segmentation beats traditional ICP targeting

• How Revenue Engineers are commanding $200K+ salaries

• Real examples of existential data points that drive pipeline

Featured Guest:

Doug Bell - Fractional CMO, Former Partner at Chief Outsiders, Co-founder of Cannonball GTM

LinkedIn: https://www.linkedin.com/in/dougbell1/

Cannonball GTM: https://www.cannonballgtm.com

Host:

Camela Thompson - RevOps Expert

LinkedIn: https://www.linkedin.com/in/camela-thompson/

Resources Mentioned:

• Cannonball GTM Substack: https://cannonballgtm.substack.com/

• Clay University: https://university.clay.com/

• Kellen Casebeer: https://www.linkedin.com/in/kellen-casebeer/

• Eric Nowoslawski: https://www.linkedin.com/in/outboundphd/

How MongoDB Uses AI to Kill Busywork

Fri, 20 Feb 2026 13:07:46 -0600

Discover how MongoDB is revolutionizing go-to-market operations by using AI to eliminate the "bureaucracy gap" and empower sales teams to focus on what matters most: building relationships with customers.

In this episode of RevOpsAF, co-host Matthew Volm sits down with Amanda Lin, Senior Manager of Go-to-Market AI Operations at MongoDB, to explore how one of the world's leading database companies is leveraging artificial intelligence to transform their revenue operations.

🔥 Key Topics Covered:

• What the "bureaucracy gap" is and why it's killing productivity

• How MongoDB built a sales intelligence platform as a cognitive offload engine

• Real-world AI use cases: meeting preparation, account research, and proof point discovery

• The data foundation challenges every company faces when implementing AI

• Why 80% solutions beat 0% solutions every time

• Future predictions for RevOps and AI in 2026

• The evolution from commit models to consumption to AI-powered revenue models

🔗 Connect with Our Guests:

Amanda Lin: https://www.linkedin.com/in/amanda-lin-14402775/

Matthew Volm: https://www.linkedin.com/in/matthewvolm/

MongoDB: https://www.mongodb.com/

📚 Related Resources:

• RevOps Co-op Blog: https://www.revopscoop.com/learn/blog

• Join Our Community: https://www.revopscoop.com/membership/membership-options

#RevOps #AI #ArtificialIntelligence #MongoDB #SalesOperations #GoToMarket #RevOpsAF #RevenueOperations #SalesIntelligence #DataStrategy #SalesAutomation #RevOpsCoop

📧 Stay Connected:

Website: https://www.revopscoop.com

LinkedIn: https://www.linkedin.com/company/revopscoop

The RevOps Identity Crisis

Fri, 13 Feb 2026 13:37:10 -0600

Ever feel like your RevOps role is a catch-all for everything nobody else wants to do? You're not alone. In this eye-opening episode, Mahak Vedi, CEO of Revology Consulting, breaks down the evolution (and confusion) around RevOps titles and what it means for your career.

What You'll Learn:

• Why RevOps became a "catch-all" function and how that's hurting the profession

• The rise of Go-to-Market Engineering and how it differs from traditional RevOps

• Real strategies for job hunting in today's confusing title landscape

• How to position yourself strategically whether you're technical or strategic

• What executives need to understand about operations roles (spoiler: it's a thankless job when done right)

Key Insights:

• RevOps was meant to be analytical and strategic, but many companies just renamed their admins

• Go-to-Market Engineers focus on tooling and AI implementation while RevOps handles strategy

• The job market shows 7,000 RevOps roles globally vs. 1,200-1,400 Go-to-Market Engineering roles

• Networking and community involvement are crucial for landing your next role

Featured Speakers:

• Mahak Vedi - https://www.linkedin.com/in/mahakvedi/ - CEO, Revology Consulting

• Camela Thompson - https://www.linkedin.com/in/camela-thompson/ - Head of Marketing at RevOps Co-op

Company Spotlight:

Revology Consulting - https://www.revologyconsulting.com/ - helps B2B companies untangle their tech stacks, clean their data, and scale without firefighting.

Connect with RevOps Co-op:

🌐 Website: https://www.revopscoop.com

💬 Join our Community: https://www.revopscoop.com/membership/membership-options

📧 Newsletter: https://www.revopscoop.com/membership/join-the-club

🎓 Courses: https://www.revopscoop.com/learn/courses-education

#revops #revenueoperations #GoToMarketEngineering #salesops #marketingops #CustomerSuccessOps #revopscoop #revopsaf #careeradvice #jobsearch #revopscommunity #b2bsales #salesstrategy #revopstools #crm #salesenablement

About RevOps Co-op:

We're a community of 19,000+ RevOps professionals sharing knowledge, best practices, and career support. Our mission is to elevate the RevOps profession through education, networking, and advocacy.

Episode 79: Enablement Without RevOps Is Just Noise

Fri, 06 Feb 2026 11:21:49 -0600

🚀 Ready to transform your sales kickoff from a Vegas party into a revenue-driving foundation? Join us as Roderick Jefferson, enablement expert and author, breaks down why most SKOs fail and how RevOps can be the secret weapon for year-long success.

🎯 What You'll Learn:

• Why sales kickoff is the FLOOR, not the ceiling of your annual strategy

• How to get RevOps involved from day one (not as an afterthought)

• The power of focusing on WHY instead of what, when, and how

• Why "sales enablement" is dead and go-to-market enablement is the future

• How to create ongoing reinforcement that actually sticks

• The importance of mid-year summits for course correction

💡 Key Insights:

• RevOps should be part of pre-planning, not just execution

• Success metrics need to be agreed upon upfront by ALL teams

• Culture for the entire year starts at your kickoff event

• Stop being the "piñata" of your organization

• AI is great for content, but humans provide the context

🔗 Connect with Our Guests:

Roderick Jefferson: https://www.linkedin.com/in/roderickjefferson/

Camela Thompson: https://www.linkedin.com/in/camela-thompson/

📚 Roderick's New Book:

"Stroke of Success" - A powerful story about work-life balance and what happens when you let work overtake who you are. → https://www.roderickjefferson.com/stroke-of-success

🎙️ More RevOpsAF Content:

Join our community: https://www.revopscoop.com/membership/membership-options

• Read our blog: https://www.revopscoop.com/learn/blog

• Check out our courses: https://www.revopscoop.com/learn/courses-education

#RevOps #SalesKickoff #RevenueOperations #SalesEnablement #GoToMarket #RevOpsAF #SalesOps #MarketingOps #CustomerSuccess #RevenueCycle #SalesTraining #RevOpsStrategy

AI Won't Magically Fix Your Sales Team

Fri, 30 Jan 2026 11:20:05 -0600

Think AI is the silver bullet for your sales challenges? Think again. In this eye-opening episode of RevOpsAF, host Camela Thompson sits down with Jiaxi Zhu, RevOps Analytics expert at Google, to uncover the truth about AI in sales - and why most companies are stuck in pilot purgatory.

What You'll Learn:

• Why 40-50% of companies are experimenting with AI but most never scale beyond pilots

• The two critical buckets where AI deployment actually works in sales

• How to calculate real ROI (hint: it's not about adoption metrics)

• The biggest mistake teams make when rolling out AI tools

• Why timing your AI rollout wrong can kill adoption before it starts

• How to redefine sales roles when AI takes over repetitive tasks

Featured Guest:

Jiaxi Zhu - RevOps Analytics Expert at Google

LinkedIn: https://www.linkedin.com/in/jiaxi-zhu/

Host:

Camela Thompson - Co-host of RevOpsAF

LinkedIn: https://www.linkedin.com/in/camela-thompson/

Resources Mentioned:

• RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

• RevOpsAF Conference: https://revopsaf.revopscoop.com/

• RevOps Blog: https://www.revopscoop.com/learn/blog

🔔 Subscribe for more RevOps insights that actually work

📢 Share with your RevOps team - they'll thank you later

#RevOps #AI #SalesOperations #RevenueOperations #SalesAI #RevOpsCoop #RevOpsAF #SalesStrategy #AIinSales #RevOpsAnalytics #SalesProductivity #ChangeManagement

Run Your Job Search Like a Revenue Engine

Fri, 23 Jan 2026 11:25:47 -0600

Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster.

What You'll Learn:

• How to overcome the three biggest job search struggles RevOps professionals face

• Why treating your job search like a RevOps dashboard changes everything

• The power of tracking applications, interview feedback, and market signals

• How to articulate your business impact beyond just listing tools

• Interview preparation strategies that actually work

• Why soft skills are becoming more critical than technical certifications

• How to build a "brag box" to showcase your accomplishments

• Strategic approaches to resume tailoring and LinkedIn optimization

Key Takeaways:

✅ Track your job search like a RevOps dashboard - measure what matters

✅ Focus on business problems solved, not just tools used

✅ Practice difficult interview questions before they matter

✅ Build rest and recovery into your job search strategy

✅ Use data signals to pivot your approach when needed

Featured Guest:

Arriel Balogun - RevOps Career Coach & Founder of Infinitely Elevated

LinkedIn: https://www.linkedin.com/in/arrielbalogun/

Website: https://infinitelyelevated.com/

Host:

Camela Thompson - RevOps Co-op

LinkedIn: https://www.linkedin.com/in/camela-thompson/

Connect with RevOps Co-op:

🌐 Website: https://www.revopscoop.com

💼 LinkedIn: https://www.linkedin.com/company/revopscoop

#RevOps #JobSearch #CareerCoaching #RevenueOperations #JobHunting #CareerAdvice #InterviewTips #RevOpsCareer #SalesOps #MarketingOps #CustomerSuccess #RevOpsAF #CareerDevelopment #ProfessionalGrowth

The Movable Middle: Your Hidden Revenue Lever

Fri, 16 Jan 2026 15:10:32 -0600

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.

🎯 What You'll Learn:

• Why AI is forcing a reckoning for the "movable middle" of sales teams

• The costly traps most RevOps leaders fall into when trying to improve performance

• How to identify and replicate what your top 20% do naturally

• Why "destination tools" kill adoption and what to do instead

• The simple framework to make excellence unavoidable for your entire team

• How to get 60% more impact from your sales investments

• Real tactics you can implement immediately after listening

🎙️ About Our Guest:

Ross Rich is the CEO and co-founder of Accord, where he's spent over 5 years building AI-powered revenue execution tools that transform sales best practices into unavoidable playbooks. With a background in enterprise sales, Ross understands firsthand the challenges of scaling what top performers do naturally.

🔗 Resources Mentioned:

• Accord Platform: https://inaccord.com/

• RevOps Co-op Community: https://www.revopscoop.com/

• Ross Rich on LinkedIn: https://www.linkedin.com/in/rossrich/

• Matthew Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/

🚀 Ready to Level Up Your RevOps Game? 👥 Join 18,000+ RevOps professionals: https://www.revopscoop.com/membership/membership-options

#revops #SalesOperations #RevenueOperations #SalesEnablement #AI #SalesProductivity #revopsaf #SalesManagement #RevenueGrowth #SalesStrategy #B2BSales #salesleadership

How To Go From AI Experiments to Revenue Machines

Fri, 09 Jan 2026 14:20:11 -0600

Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations.

In this episode, we explore:

✅ How to assess your AI readiness before diving in

✅ The critical infrastructure requirements for successful AI implementation ✅ Why "build vs. buy" isn't even a question anymore

✅ Measuring AI success beyond vanity metrics

✅ The future of RevOps in an AI-driven world

💡 Featured Guest: Fabrice Buron - VP of Revenue Operations & Strategic Alliances at Outreach

LinkedIn: https://www.linkedin.com/in/fabrice-buron-b931771/

📚 Related Resources:

• RevOps Co-op Blog: https://www.revopscoop.com/learn/blog

• Join Our Community: https://www.revopscoop.com/membership/membership-options

• Previous Episodes: https://www.revopscoop.com/learn/podcast

👥 Connect with RevOps Co-op:

• Website: https://www.revopscoop.com

• LinkedIn: https://www.linkedin.com/company/revopscoop

• YouTube: https://www.youtube.com/@revopscoop

#RevOps #AI #ArtificialIntelligence #SalesOps #MarketingOps #RevenueOperations #SalesAutomation #GTM #B2BSales #SalesEnablement #RevenueTech #Outreach

Influence Without Authority the RevOps Way

Fri, 02 Jan 2026 05:15:00 -0600

Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over.

In this episode, you'll discover:

✅ The "inception method" for planting RevOps ideas that stakeholders think are their own

✅ How to use agile methodology and regular newsletters to build credibility across departments

✅ The power of "lunch and learns" to demonstrate the art of the possible

✅ Why listening first (with no ideas on day one) is crucial for long-term success

✅ How to flip from being reactive to becoming the status quo

Why RevOps Looks Different Everywhere — And What to Do About It

Fri, 26 Dec 2025 11:18:39 -0600

In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations.

🔥 What You'll Learn:

• Why there's no universal RevOps blueprint (and why that's actually okay)

• The critical people skills needed to drive organizational change

• How to sell RevOps initiatives to executives who don't "get it"

• Why RevOps should report through Finance, not go-to-market teams

• The art of speaking different "languages" to sales, marketing, and CS teams

• Strategies for getting out of the sales firefighting trap

• How to align teams around unified goals instead of competing metrics

🎙️ About Our Guests:

Jelena Arnold: https://www.linkedin.com/in/jelena-arnold/

Camela Thompson: https://www.linkedin.com/in/camela-thompson/

🚀 Ready to Level Up Your RevOps Game?

• Join our community: https://www.revopscoop.com/membership/membership-options

• Read our blog: https://www.revopscoop.com/learn/blog

💬 What's your biggest challenge with RevOps alignment at your company? Drop a comment below and let's discuss!

👍 If this episode helped you think differently about RevOps structure, smash that like button and subscribe for more insights from revenue operations leaders.

📧 Contact RevOps Co-op:

• Website: https://www.revopscoop.com

• LinkedIn: https://www.linkedin.com/company/revopscoop

RevOps Co-op is the largest community of revenue operations professionals, with 18K+ members across 45 countries. We're here to help you accelerate your RevOps career through peer learning, expert content, and networking opportunities.

#RevOps #RevenueOperations #SalesOps #MarketingOps #CustomerSuccess #B2BSales #RevOpsAF #ProcessManagement #ChangeManagement #ExecutiveAlignment #RevOpsCommunity #DataDriven

Why the Annual Plan is Always Wrong (And Why That’s Okay)

Fri, 19 Dec 2025 15:48:31 -0600

If you've ever felt like annual planning is a losing game, this episode is for you.

Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it.

What You'll Learn:

• The real reason tops-down and bottoms-up plans never match (and why that's normal)

• How to build trust with finance before budget season hits

• Why "owning your data" is the fastest way to earn credibility

• The art of flexible modeling that adapts as assumptions change

• When to push back on unrealistic targets (and how to do it diplomatically)

Featured Guest: Nancy McBee - Finance & Revenue Operations Leader at SeekOut LinkedIn: https://www.linkedin.com/in/nancy-mcbee-5845a169/

Host: Camela Thompson - RevOps Expert & Co-host of RevOpsAF LinkedIn: https://www.linkedin.com/in/camela-thompson/

Resources Mentioned:

• SeekOut: https://seekout.com

• RevOpsAF Conference: https://revopsaf.revopscoop.com/

Connect with RevOps Co-op:

🌐 Website: https://www.revopscoop.com

💼 LinkedIn: https://www.linkedin.com/company/revopscoop

Like this content? Hit subscribe for weekly RevOps insights that actually move the needle.

Want more? Join 18,000+ RevOps professionals in our Slack community where the real conversations happen: https://www.revopscoop.com/membership/membership-options

#RevOps #RevenueOperations #Forecasting #BudgetPlanning #SalesOps #MarketingOps #FinanceAndRevOps #B2BSales #SaaS #RevOpsAF #DataDriven #BusinessPlanning

Partner Ops: The Untapped B2B Power Move

Fri, 12 Dec 2025 14:35:31 -0600

Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy.

🔥 What You'll Learn:

• Why partner ecosystems make sense for EVERY business (yes, even yours)

• The critical difference between RevOps and Partner Operations

• How to avoid the "one distributor trap" that kills growth

• Why partner portals fail and what to do instead

• The data model mistakes that create operational nightmares

• Level 2 & 3 analytics that transform partner performance

🎯 Featured Expert: Allen Smolinski brings 20+ years of partner ecosystem expertise, specializing in program management and data analytics.

Connect with Allen:

• LinkedIn: https://www.linkedin.com/in/smolinski/

• Website: https://thechannelmethod.com/

🔗 Resources Mentioned:

• RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

• Seattle RevOps Chapter: https://www.revopscoop.com/who-we-are/geographic-chapters

💡 Why This Matters: If you're in RevOps and partner operations keeps landing on your plate, this episode is your survival guide. Learn why dedicated partner ops roles are crucial and how to build systems that actually work.

👥 Join the Conversation: Drop a comment below with your biggest partner operations challenge! Our community of 18K+ RevOps professionals is here to help.

🔔 Don't Miss Out:

• Subscribe for weekly RevOps insights

• Hit the bell for notifications

• Share with your RevOps team

About RevOps Co-op: We're a community of 18K+ revenue operations professionals sharing knowledge, best practices, and career growth opportunities. Join us at revopscoop.com

Connect with us:

• Website: https://www.revopscoop.com

• LinkedIn: https://www.linkedin.com/company/revopscoop

• Slack Community: https://www.revopscoop.com/membership/membership-options

• Blog: https://www.revopscoop.com/learn/blog

Questions? Comments? Ideas for future episodes? Email us at community@revopscoop.com

This episode is brought to you by HG Insights - powering go-to-market strategy with AI-powered revenue growth intelligence. Learn more at www.hginsights.com

#revops RevOps #PartnerOperations #RevenueOperations #B2BSales #PartnerEcosystem #DataAnalytics #SalesOps #MarketingOps #BusinessGrowth #RevOpsCoop #PartnerStrategy #SystemsThinking

Why Most PLG Dreams Fail on Day One

Fri, 05 Dec 2025 13:46:50 -0600

🚀 Think your product is ready for Product-Led Growth? Think again.

In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh reality: most PLG dreams fail on day one because companies rush into it without the proper foundation.

What You'll Learn:

• The real definition of Product-Led Growth (it's not just a free trial!)

• Critical signs your product ISN'T ready for PLG

• Essential infrastructure requirements before making the switch

• Why time-to-value is everything in PLG success

• The hybrid approach that actually works

• Realistic timelines for PLG implementation (spoiler: it's not 90 days)

• How to identify if your customers are telling you they're ready

Featured Expert: Lauren Knight - RevOps expert specializing in go-to-market operations for early-stage startups.

🤝Connect with Lauren on LinkedIn: https://www.linkedin.com/in/lauren-knight725/

Ready to level up your RevOps game?

🔔 Subscribe for weekly RevOps insights

👍 Like if this helped you avoid a PLG disaster

💬 Comment with your biggest PLG challenge

📧 Join our community of 18K+ RevOps professionals: https://www.revopscoop.com/membership/membership-options

More RevOps Resources:

📚 Blog: https://www.revopscoop.com/learn/blog

🎓 Courses: https://www.revopscoop.com/learn/courses-education

🎪 RevOpsAF Conference: https://revopsaf.revopscoop.com/

📺 YouTube Channel: https://www.youtube.com/@revopscoop

Connect with RevOps Co-op:

🔗 LinkedIn: https://www.linkedin.com/company/revopscoop

📧 Newsletter: https://www.revopscoop.com/

#RevOps #ProductLedGrowth #PLG #RevenueOperations #SaaS #GoToMarket #StartupGrowth #RevOpsCoop #RevOpsAF #ProductStrategy #CustomerSuccess #SalesOps #MarketingOps

Should You Blow Up Your CRM? Here’s the Brutal Truth.

Fri, 28 Nov 2025 11:23:19 -0600

Should you blow up your CRM… or is the real problem hiding somewhere else?

In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.”

Spoiler: It won’t.

Together, they break down the real reasons systems fail — and why migrating from HubSpot, Salesforce, or anything else rarely solves the underlying issues. If your team is debating a CRM switch, you need to hear this before you spend six figures on a rebuild.

In This Episode You’ll Learn:

→ Why executives keep pushing for CRM migrations

→ The most misdiagnosed problems in RevOps

→ How to challenge leadership (without losing your job)

→ Strategy → Process → Tech → Data → Enablement: the framework that actually works

→ Why “garbage in, garbage out” still haunts every GTM org

→ How to speak the language executives listen to

→ What great consultants do before saying yes to a migration

Who This Episode Is For:

✔️ RevOps leaders

✔️ In-house operators

✔️ @salesforce + @HubSpot-CRM admins

✔️ Consultants and agencies

✔️ Anyone who’s been told “We just need a new CRM”

Why This Matters: CRM migrations are expensive, disruptive, and usually unnecessary. Learn how to diagnose the real problem, push back confidently, and build a system aligned with the business — not the other way around.

🔗 Connect With the Guest

Alex Biale (Domestique) LinkedIn: https://www.linkedin.com/in/alexbiale/

🎙️ Listen to More RevOpsAF: https://www.revopscoop.com/learn/podcast

#RevOps #RevenueOperations #GTMStrategy #CRMStrategy #CRMMigration #SalesforceAdmins #HubSpotCRM #OpsLeadership #B2BOperations #GoToMarket #SalesOperations #MarketingOperations #CustomerSuccessOps #DataQuality #RevOpsAF #B2BPodcast #TechStack #ProcessDesign #BusinessSystems #OperationalExcellence

Shiny Objects, Dull Outcomes - Navigating the AI Tool Craze

Fri, 21 Nov 2025 11:11:02 -0600

In this episode of the RevOpsAF Podcast, Camela Thompson, Head of Marketing at RevOps Co-op, chats with Jeremy Steinbring, Founder & CEO of RevOnyx, about one of the most dangerous trends in GTM today — AI Shiny Object Syndrome.

They unpack why RevOps teams are drowning in “AI-powered” tools that don’t deliver, how to spot hype before it hijacks your strategy, and where AI actually creates measurable value across the revenue engine.

👉 You’ll learn:

→ Why “AI as a shortcut” is killing operational focus

→ Where AI really adds value (and where it fails)

→ How to evaluate readiness before deploying new tools

→ Why retention and relationships are the true differentiators in 2025

→ Practical frameworks for experimentation without wrecking your tech stack

🤝 Connect with:

Camela Thompson – Head of Marketing, RevOps Co-op: https://www.linkedin.com/in/camela-thompson/

Jeremy Steinbring – Founder & CEO, RevOnyx: https://www.linkedin.com/in/jeremysteinbring/

🚀 Join the community: 👉 https://www.revopscoop.com

Connect with 18,000+ operators learning, growing, and swapping hard-won RevOps lessons.

#RevOpsAF #RevenueOperations #ArtificialIntelligence #RevOps #GTM #AIinRevOps #SalesOps #MarketingOps #CSOps #DataStrategy #Automation #Podcast

Why RevOps Roadmaps Fail and How to Fix It

Fri, 14 Nov 2025 11:35:29 -0600

When everything in your go-to-market motion feels like a dumpster fire, how do you stay strategic instead of just surviving? In this episode of the RevOpsAF Podcast, co-host Camela Thompson, Head of Marketing at RevOps Co-op, sits down with Jacki Leahy, Founder of Activate the Magic, to talk about chaos, confidence, and control in Revenue Operations.

Jacki gets real about why roadmaps fall apart, how operators become “ticket takers,” and what it really takes to become a trusted strategic partner.

You’ll learn how to:

🚀 Build adaptive roadmaps that actually survive a reorg

📊 Use data and math to influence leadership decisions

💰 Partner with the CFO (and why that’s the secret to job security)

🧠 Set boundaries, prioritize impact, and avoid burnout

💬 Communicate value so you’re seen as a strategic advisor, not a task executor

If you’ve ever felt buried in requests, frustrated by constant pivots, or stuck proving your value — this episode is your blueprint for leveling up as a RevOps leader.

📢 Subscribe to the RevOps Co-op YouTube channel for weekly interviews, frameworks, and insights from the world’s top RevOps leaders.

🔗 Learn more and join our 18,000+ member community at www.revopscoop.com

🤝 Connect with Jacki https://www.linkedin.com/in/jackileahy/

🪄 Activate the Magic https://activatethemagic.com/

🧮 Annual Planning Pregame https://luma.com/v2rirxhl

🎨 More from Kate Dileo https://katedileo.com/

#RevOps #RevenueOperations #Leadership #CRO #SalesOps #CFO #RevOpsPodcast #GTM #ActivateTheMagic

The RevOps Archetype Matrix: Know Your Superpower

Fri, 07 Nov 2025 13:18:58 -0600

What kind of RevOps operator are you — a Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator?

In this episode of the RevOpsAF Podcast, Matthew Volm sits down with Jared Barol, a seasoned RevOps and GTM leader, to break down the RevOps Archetype Matrix — a practical framework for identifying your strengths, hiring smarter, and scaling RevOps teams across every growth stage.

💡 In this episode, you’ll learn:

→ The OPS Framework: Operations, Performance, and Strategy — the 3 pillars of every great RevOps team

→ How to identify your RevOps archetype (Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator)

→ The biggest “gotchas” that can derail each archetype — and how to avoid them

→ How to build balanced RevOps teams across early-stage startups, growth companies, and public enterprises

→ Why AI will compress RevOps orgs — and how to future-proof your career

🔥 Perfect for: Revenue Operations leaders, Sales Ops pros, Marketing Ops, CS Ops, and anyone looking to elevate their RevOps career.

🤝 Connect with Jared: https://www.linkedin.com/in/jaredbarol/

🔗 Resources & Links:

Join the community → https://www.revopscoop.com/membership/membership-options

Explore more RevOps insights → https://www.revopscoop.com/learn/blog

Take the Archetype Test → https://www.jaredbarol.com/revops-diagnostic

#revops #revenueoperations #revopsaf #salesops #marketingops #csops #leadership #gtmstrategy #careergrowth #RevOpsCommunity

RevOps Consultant Red and Green Flags

Fri, 31 Oct 2025 09:57:40 -0600

In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants.

Camela’s been on both sides — as a consultant herself and as an operator who’s hired dozens. Together, she and Matt break down:

🚩 The red flags that signal a consultant will cause chaos, not clarity

✅ The green flags that prove they’re a true strategic partner

🧠 How to structure contracts, scope projects, and protect your team’s sanity

⚙️ Why there’s no such thing as the “best CRM” — only the one that fits your business

💬 The one hot take that will start a debate in every RevOps Slack

Whether you’re a RevOps consultant, fractional operator, or GTM leader hiring your first outside partner, this episode will help you avoid bad engagements and build scalable, trust-based relationships.

📊 What You’ll Learn:

→ How to properly scope RevOps projects before signing a contract

→ The difference between freelancers, agencies, and embedded ops support

→ Why communication and empathy matter more than certifications

→ How to vet consultants like you’d hire an internal team member

→ Why “build once, walk away” consulting is a recipe for failure

🔗 Related content:

https://www.revopscoop.com/learn/blog

https://www.revopscoop.com/membership/membership-options

🤝 Connect with Camela: https://www.linkedin.com/in/camela-thompson/

🤝 Connect with Matt: https://www.linkedin.com/in/matthewvolm/

💡 Not a member yet? Join the 18,000+ strong RevOps Co-op community for events, resources, and more episodes like this!

The Hidden Lever: Why Territory Management Defines GTM Success

Fri, 24 Oct 2025 09:53:50 -0600

🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.

From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how territory design can make—or break—revenue performance. He breaks down why equitable territories are the foundation of scalable growth, how politics often derail fairness, and what the next generation of AI-assisted optimization will look like.

📊 What you’ll learn:

→ Why territory design is the hidden lever behind every GTM motion

→ How to use data and AI to rebalance territories with fairness and precision

→ The math and politics behind territory planning (and how to survive both)

→ Why the best-performing GTM orgs use hybrid models (geo + named + vertical)

→ How RevOps teams can become true strategic partners to the C-suite

💬 Key quote: “When your highest-performing rep quits because they got the short end of the territory stick, that’s not a sales problem—it’s a RevOps problem.” — Ralph Gootee

📍 Perfect for: Sales Ops, RevOps Leaders, GTM Architects, and Operators focused on Systems, Process Management, and Thought Leadership.

🧠 Related content:

Blog: https://www.revopscoop.com/blog

Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Learn more about TigerEye: https://www.tigereye.ai/

Follow Ralph Gootee on LinkedIn: https://www.linkedin.com/in/ralphleon/

Connect with Matthew Volm: https://www.linkedin.com/in/matthewvolm/

#RevOps #SalesOps #TerritoryManagement #RevenueOperations #GTMStrategy #TigerEye #RevOpsAF #MatthewVolm #RalphGootee

Set It and Refine It: Clean Data, Auto-magically

Fri, 17 Oct 2025 10:36:43 -0600

Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯

In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through AI-powered passive logging.

🧠 Arjun shares how his team automates data capture using tools like Momentum, how to decide what not to automate, and how to win rep buy-in without killing morale.

📈 What You’ll Learn

🧼 How to “set it and refine it” with passive logging

⚙️ What NOT to automate (yes, pipeline stages stay manual 🚫)

🤝 Tactics to get sales leadership buy-in and rep trust

💬 Using AI to auto-summarize calls & fill CRM fields

🔮 Future of RevOps: voice interfaces & collaborative AI

🧩 Perfect For Sales Ops • RevOps • CS Ops leaders focused on systems, process management, analytics, and thought leadership

🔗 Links & Resources

💡 Read more on the RevOps Co-op Blog: https://www.revopscoop.com/learn/blog

👥 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

🤝 Connect with Arjun Ganatra on LinkedIn: https://www.linkedin.com/in/arjunganatra/

🎧 Follow Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/

🔔 Subscribe to RevOpsAF for weekly episodes with the world’s top RevOps leaders.

#revops #salesops #DataHygiene #crm #revenueoperations #AIinRevOps #automation #processmanagement #RevOpsPodcast #PassiveLogging

Payments: a RevOps Problem in Disguise

Fri, 10 Oct 2025 07:30:00 -0600

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Vince Chiofolo, SVP of Revenue Operations at Dash Solutions, to explore a hidden churn driver most operators overlook: payments. 💳

Nearly 50% of subscription churn is caused by failed payments—yet many revenue teams treat payments as a finance problem, not a RevOps one. Vince breaks down why payments are central to retention, NRR, and customer loyalty, and how RevOps can turn payment friction into a growth lever.

📊 What you'll learn in this episode:

↳ Why payment failures account for nearly half of all churn

↳ How inbound and outbound payments impact customer experience

↳ Case studies from Spotify & Uber on optimizing payments for growth

↳ Tactics for RevOps teams to reduce involuntary churn and expand TAM

↳ The role of AI in fraud mitigation and the future of payments

👥 Perfect for: Sales Ops, Marketing Ops, CS Ops, and RevOps leaders looking to improve churn, NRR, and retention.

Opportunity best practices: https://www.revopscoop.com/post/back-to-basics-opportunity-best-practices

Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

🤝 Connect with Vince on LinkedIn: https://www.linkedin.com/in/vincechiofolo/

🤝 Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewvolm/

💗 Not a member of RevOps Co-op yet? Join 17,000+ operators here: https://www.revopscoop.com/membership/membership-options

🔔 Enjoy this episode? Subscribe to the channel for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #CustomerSuccess #Churn #Payments

From CRM Admin to the C-Suite

Fri, 03 Oct 2025 07:37:00 -0600

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Steve Busby (CEO & Founder of Revenue Operations Associates) and Stephen Diorio (Partner at Revenue Operations Associates and author of Revenue Operations). Together they unpack how RevOps professionals can grow from tactical CRM admin work to becoming true strategic leaders in the C-suite.

🚀 What you’ll learn:

↳ Why RevOps is more than just CRM and systems work

↳ The three skill gaps holding operators back: financial acumen, collaboration, and data storytelling

↳ How to reframe your work in business terms that resonate with executives

↳ Why a professional Revenue Operations Certification is needed and what it covers

↳ How RevOps is uniquely positioned to fuel AI strategies and knowledge management

🎯 Perfect for: RevOps pros, Sales Ops, Marketing Ops, CS Ops, and anyone looking to grow from tactical execution to strategic leadership.

🔗 Explore more RevOps insights on our blog: https://www.revopscoop.com/learn/blog

🤝 Connect with Steve Busby on LinkedIn: https://www.linkedin.com/in/steve-busby-8a1a826/

🤝 Connect with Stephen Diorio on LinkedIn: https://www.linkedin.com/in/stephen-diorio-1339011/

🤝 Connect with Matt Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/

❤️ Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #SalesOps #MarketingOps #CSOps #RevOpsAF

Pay Day Problems: Comp Plan Lessons Learned

Fri, 26 Sep 2025 09:40:31 -0600

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.

From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away).

💸 Key discussion points:

↳ Why you should never mess with people’s money

↳ The dangers of “divide the target by headcount” quota setting

↳ How to build capacity models that finance can’t argue with

↳ Common demotivators: delayed plans, clawbacks, decelerators, and more

↳ How to use comp design as a strategic tool for enablement and growth

📊 Whether you’re in Sales Ops, CS Ops, Marketing Ops, or RevOps leadership, this episode is packed with tactical insights you can apply immediately.

🔗Related resources from RevOps Co-op:

Comp Planning 101: https://www.revopscoop.com/webinar-series/comp-planning-101-navigating-the-essentials-of-compensation-planning

Crash Course on Quota Assignment: https://www.revopscoop.com/webinar-series/a-crash-course

How to Compensate Success Teams: https://www.revopscoop.com/webinar-series/how-to-compensate-success-teams-to-maximize-revenue

🤝 Connect with George on LinkedIn: https://www.linkedin.com/in/georgeerskine/

💗 Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options

👏🏻 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #SalesCompensation #QuotaSetting #RevenueOperations #RevOpsAF

Customer Success Automation

Fri, 19 Sep 2025 11:42:12 -0600

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Joe Di Grande, former VP of Sales & Customer Success at Business Insider and now founder of Joe Does Tech Touch, to explore the do’s and don’ts of Customer Success Automation.

Too many teams chase shiny tools without fixing data quality or sales-to-CS handoffs. Joe shares a pragmatic approach for starting small, focusing on internal automations, and using contract data and product usage as the foundation for scalable CS programs.

📊 What you'll learn:

↳ Why most CS automation fails without clean data

↳ How to prioritize contract dates, contact roles, and usage signals

↳ Best practices for fixing the sales-to-CS handoff

↳ Health scoring pitfalls and the role of AI

↳ Practical tips for piloting automation with small account subsets

✅ Perfect for: Customer Success Ops leaders, Sales Ops, RevOps managers, and anyone building scalable post-sales programs.

🔗 Related blog posts:

Data Quality Excellence in RevOps → https://www.revopscoop.com/webinar-series/unlocking-data-quality-excellence-strategies-and-principles

Fixing the Sales-to-CS Handoff → https://www.revopscoop.com/post/managing-cs-sales-handoff

Health Scoring & Customer Signals → https://www.revopscoop.com/podcast/defining-delivering-measuring-customer-value

Avoiding Automation Pitfalls → https://www.revopscoop.com/webinar-series/ai-gtm-infrastructure-revops

🤝 Connect with Joe on LinkedIn: https://www.linkedin.com/in/josephdigrande/

🤝 Connect with Camela on LinkedIn: https://www.linkedin.com/in/camela-thompson/

💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#CustomerSuccess #RevOps #Automation #CSOps #RevenueOperations

The Key to Scaling: Customer Success Operations

Fri, 12 Sep 2025 08:39:31 -0600

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Shachar Avrahami, VP of Product & Strategy at EverAfter, to explore how Customer Success Operations (CS Ops) has become the key to scaling revenue. From onboarding automation to productized success plans, Shachar shares practical frameworks that help RevOps teams protect revenue, drive expansion, and ensure customers achieve outcomes—not just “delight.”

📊 What you’ll learn:

- Why CS Ops has shifted from afterthought to revenue engine

- How to fix sales-to-CS handoffs with automation and better processes

- Tactics to productize success plans at scale (not just for enterprise)

- How to feed customer outcomes back into ICP and sales messaging

- Why Customer Success Qualified Leads (CSQLs) matter for growth

Perfect for: Sales Ops, RevOps leaders, and Customer Success operators focused on retention, expansion, and scalable growth.

🔗 Related blog posts:

How to Tackle Your First 90 Days in RevOps: https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role

9 Best Practices for Better Change Management: https://www.revopscoop.com/post/9-best-practices-for-better-change-management

Customer Success is Central to Your Revenue Org: https://www.revopscoop.com/podcast/customer-success-revops

🤝 Connect with Shachar on LinkedIn: https://www.linkedin.com/in/shacharavrahami/

💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #CustomerSuccess #CSOps #RevenueOperations #SaaS

Outbound at a Crossroads

Fri, 05 Sep 2025 10:47:46 -0600

In this episode of the RevOpsAF podcast, host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Mustafa Saeed, CEO and Co-founder of Luella, to dive deep into the future of outbound in the age of AI. With AI-generated spam on the rise and providers like Google and Microsoft tightening filters, outbound email is at a crossroads.

Mustafa shares why human oversight, deliverability safeguards, and operator-led guardrails are critical to keeping outbound alive.

📊 What you’ll learn:

• Why outbound isn’t dead—but the “spray-and-pray” playbook is

• Practical safeguards to combine AI efficiency with human oversight

• Deliverability best practices: domains, IPs, authentication, list hygiene, and testing

• How RevOps leaders can protect pipeline while enabling sales scale

✅ Perfect for: Sales Ops, Marketing Ops, and RevOps leaders tasked with building scalable, compliant outbound motions.

🔗 Related blog posts:

It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken = https://www.revopscoop.com/post/cold-prospecting-catch-up

A Case for Automation: GTM Document Management = https://www.revopscoop.com/post/automate-document-management

Why Every Quote Exception Comes at a Cost = https://www.revopscoop.com/post/quote-exception-costs

🤝 Connect with Mustafa on LinkedIn: https://www.linkedin.com/in/mustafasaeed/

🤝 Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewvolm/

❤️ Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #SalesOps #MarketingOps #Outbound #EmailDeliverability #AI #GTM #RevenueOperations

GTM Engineering: The R&D Arm of RevOps

Fri, 29 Aug 2025 09:46:00 -0600

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Saad Bayezeed, Head of Revenue Operations at Easygenerator, to explore one of the fastest-emerging roles in go-to-market: the GTM Engineer. Saad explains why he sees GTM Engineering as the R&D arm of RevOps—a function built to test new tools (especially AI), run short experiments, and hand off the winners to RevOps for scale.

If you’ve ever wondered where innovation fits in a busy ops org, this episode gives you the blueprint.

📊 What you'll learn in this episode:

→ How GTM Engineering differs from traditional RevOps

→ Signs your org might need a GTM Engineer

→ How to measure success with experiment-driven KPIs

→ Why AI and automation make this role more relevant than ever

→ Tips for building a charter and gaining internal alignment

Perfect for: Sales Ops, Marketing Ops, CS Ops, and RevOps leaders who want to balance operational stability with innovation.

🔗 Related blog posts:

Be More Strategic: The Key to Growth in RevOps — https://www.revopscoop.com/post/key-to-revops-growth-strategy

Your 2025 RevOps Tech Stack, Simplified — https://www.revopscoop.com/post/revtech-stack-simplified

Beyond KPIs: The Art of Storytelling With Data — https://www.revopscoop.com/post/beyond-kpis-the-art-of-storytelling-with-data

🤝 Connect with Saad on LinkedIn: https://www.linkedin.com/in/saadbayezeed/

📕 Get GTM Engineering: The Innovation Engine for Revenue Growth on Amazon: https://www.amazon.com/GTM-Engineering-Innovation-Engine-Revenue/dp/B0F9F1ZVZK

🤝 Connect with Camela on LinkedIn: https://www.linkedin.com/in/camela-thompson/

❤️ Not a member of the RevOps Co-op community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #GTMEngineering #SalesOps #MarketingOps #CRO

Breaking, Fixing, Scaling & and The 1-3-10 Rule

Fri, 22 Aug 2025 09:30:05 -0600

From the 1-3-10 rule (why processes inevitably break at certain team sizes) to how to balance building for today vs. building for scale, Benjamin offers hard-earned advice for anyone navigating hypergrowth. He also reveals his rollout & rollback playbook so you never have to live through your own “spam-the-finance-team” nightmare.

📊 What you'll learn:

→ How the 1-3-10 rule predicts process breakdowns as teams grow

→ Strategies for future-proofing systems without hurting adoption today

→ The importance of data impact awareness when making process changes

→ Benjamin’s rollout & rollback checklist for smoother launches

→ How to navigate adoption challenges during rapid headcount growth

👥 Perfect for: RevOps leaders, Sales Ops, Marketing Ops, CS Ops, and anyone scaling GTM systems in a high-growth company.

Don't forget! You can try Aligned free here: https://hubs.li/Q03D1Nrj0 (Just be sure to tell them RevOpsAF sent you 😉)

🔗 Related blog posts:

9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management

RevOps Do’s and Don’ts By Company Stage = https://www.revopscoop.com/post/revops-by-company-stage

The Process of Building Process = https://www.revopscoop.com/post/revops-by-company-stage

Best Practices for Scaling RevOps from Startup to IPO = https://www.revopscoop.com/webinar-series/best-practices-for-scaling-revops-from-startup-to-ipo

🤝 Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminzeitz/

💡 Not a member of the RevOps Co-op community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #SalesOps #MarketingOps #CSOps #GoToMarket #B2B #SaaS #GTM #Hypergrowth #ChangeManagement #ScalingSystems #RevOpsAF

Delivering Customer Value & the Evidence of Impact

Fri, 15 Aug 2025 12:44:51 -0600

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Daphne Costa Lopes, Global Director of Customer Success for Strategic Accounts at HubSpot and founder of This Is Growth.

Daphne shares her proven framework for defining, delivering, and measuring customer value—and why this is a massive (and often untapped) lever for retention, expansion, and revenue growth.

From aligning C-suite leaders on what “value” really means, to creating measurable proxies when the ROI is hard to quantify, to scaling value delivery with data-driven scores and automation—this conversation is packed with actionable insights for RevOps and CS leaders alike.

📊 What You’ll Learn:

→ How to define customer value at the executive level and avoid department silos

→ Ways to quantify value—even when the outcome is “nothing happened”

→ The difference between business-level value and persona-level value (and why both matter)

→ How HubSpot operationalizes value delivery with a “value score” across segments

→ Steps to go from zero to one in building your own customer value framework

→ Why retention should be your #1 growth lever in RevOps strategy

Perfect for: Revenue Operations leaders, Customer Success pros, and GTM operators focused on retention, expansion, and sustainable growth.

🔗 Related Resources:

How to Build a Buyer Journey That Delights Customers: https://www.revopscoop.com/post/how-to-build-a-buyer-journey-that-delights-customers-aligns-your-team

Mastering Renewal Forecasting: https://www.revopscoop.com/webinar-series/mastering-renewal-forecasting-strategies-for-sustainable-growth

5 Ways to Help Marketers Do More With Less: https://www.revopscoop.com/post/5-ways-to-help-marketers-do-more-with-less

🤝 Connect with Daphne: https://www.linkedin.com/in/daphnecostalopes/

🌐 Learn more about HubSpot: https://www.hubspot.com/

💡 Not a member of RevOps Co-op? Join 17,000+ global RevOps pros: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more strategies from the world’s top RevOps leaders.

#RevOps #CustomerSuccess #RevenueOperations #Retention #HubSpot

Surviving the Valley of Death as a Startup

Fri, 08 Aug 2025 10:47:38 -0600

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.

🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-stage companies on how to scale go-to-market with intention and operational rigor.

🎯 What you’ll learn:

↳ Why product-market fit is a continuum, not a destination

↳ A 3-part framework for surviving the $1M–$10M ARR stage

↳ How Okta used customer language to reshape their GTM narrative

↳ Who to hire (and who not to) during high-growth

↳ Why RevOps is your growth engine—not your support function

💡 Perfect for: RevOps leaders, startup founders, early-stage GTM teams, and anyone scaling a SaaS company past its first million in revenue.

🔗 Related blog posts: A Framework to Improve RevOps Team Dynamics: https://www.revopscoop.com/post/applying-a-framework-to-lead-your-revops-team-to-success

The Process of Building Process: https://www.revopscoop.com/post/the-process-of-building-process

How and Why to Hire a RevOps Enablement Professional: https://www.revopscoop.com/post/hiring-a-revenue-operations-professional-enablement

🤝 Connect with Garrett on LinkedIn: https://www.linkedin.com/in/garrettstanton/

🧠 Join the community: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#revopsaf #startups #saasgrowth #revenueoperations #valleyofdeath #okta #salesforce #gtmstrategy #B2BStartups #EarlyStageGrowth

RevOps Rewired

Fri, 01 Aug 2025 10:28:52 -0600

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Mark Lerner, Director of Growth Marketing at DealHub and author of RevOps Rewired: Rethinking Revenue for the Digital Age, to explore how three massive paradigm shifts - COVID, economic contraction, and the rise of AI - have fundamentally changed the game for Revenue Operations.

Mark draws from hundreds of interviews and his own CPQ experience to break down what today’s RevOps pros need to know about platform consolidation, the slow (but inevitable) march of AI, and how to lead with adaptability in a post-pandemic world.

📊 What you’ll learn:

↳ Why COVID didn’t just change where we work—but how RevOps is structured

↳ How tool overload became tech stack rationalization

↳ Why AI adoption in RevOps is lagging (and where the real opportunities are)

↳ Whether “build vs. buy” is actually a useful framing in an AI-native world

↳ How RevOps can reclaim human work in an increasingly automated landscape

🎯 Perfect for: Sales Ops, RevOps leaders, and operators navigating budget cuts, AI confusion, or platform consolidation headaches.

📖 Mark's book: https://dealhub.io/lp/revops-rewired-revenue-in-the-digital-age/

🔗 Related Articles:

↳ Your 2025 RevOps Tech Stack, Simplified = https://www.revopscoop.com/post/revtech-stack-simplified

↳ Prompt Engineering for RevOps: How to Go From Good to Great = https://www.revopscoop.com/webinar-series/ai-prompt-engineering-revops-guide

↳ AI or Die: 5 RevOps Workflows You Should’ve Launched Yesterday = https://www.revopscoop.com/webinar-series/ai-revops-workflows

↳ How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role

↳ Why Relationship Building Is Key to RevOps Success = https://www.revopscoop.com/podcast/relationships-and-revops-success

🤝 Connect with Mark on LinkedIn = https://www.linkedin.com/in/markzlerner/

💗 Not a member of the community? Join here = https://www.revopscoop.com/membership/membership-options

🫶 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #GoToMarket #B2BSaaS #AIinRevOps #SalesOps #TechStack #PlatformConsolidation #DealHub #RevOpsAF

Change Management: From Pushback to Buy-in

Fri, 25 Jul 2025 15:35:22 -0600

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Timmy Hendrickson, President of the Enablement Squad, to explore what it really takes to manage change across RevOps and Enablement functions.

Timmy shares the full story of how his team successfully evaluated, implemented, and operationalized Seismic - and why none of it would’ve been possible without a strong partnership with RevOps. From outdated sales content and no engagement tracking to a fully integrated content engine driving real ROI, this episode is packed with tactical advice for revenue teams looking to drive adoption and align cross-functional stakeholders.

📈 What you'll learn:
↳ How to evaluate enablement tools with a RevOps lens

↳Why RevOps should be involved in every stage of the rollout

↳ How to run a successful beta before company-wide launch

↳ What metrics matter after go-live (hint: not logins!)

↳ How to translate Seismic usage into sales performance

🎯 Perfect for:

Sales Ops, MOPs, CS Ops, and RevOps leaders responsible for enablement, tooling, or GTM adoption.

🔗 Related reading:

9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management

How to Create Sales Enablement They’ll Use = https://www.revopscoop.com/post/useful-sales-enablement

🤝 Connect with Timmy on LinkedIn = https://www.linkedin.com/in/timmyhendrickson/

💬 Want more content like this?

Join the RevOps Co-op: https://www.revopscoop.com/membership/membership-options

Subscribe to the channel for weekly episodes featuring RevOps leaders across SaaS and tech!

#RevOps #SalesEnablement #ChangeManagement #Seismic #RevenueOperations #GTM #SalesOps #MarketingOps #CustomerSuccessOps #RevOpsAF

Thinking AI? Think Data First.

Fri, 18 Jul 2025 14:06:48 -0600

In this episode of the RevOpsAF podcast, co-host Camela sits down with Sonia Chawla, SVP of Revenue Strategy and Operations at Climate Impact Partners and a seasoned RevOps executive and systems thinker, to discuss why jumping into AI without a strong data foundation is a recipe for failure.

RevOps leaders will walk away with a clear framework for how to evaluate, structure, and prepare their data systems before layering on AI tools. With over 15 years of experience scaling revenue operations at companies from $4M to $2B, Sonia brings pragmatic, no-BS advice on building clean systems that actually drive growth.

📊 What you'll learn:

→ Why “garbage in, garbage out” is especially true for AI in RevOps

→ How to define and enrich your ICP without expensive tools

→ The right order of operations for data, process, and AI

→ Ways to use call recording and CRM hygiene to improve sales execution

→ How to get stakeholder buy-in for “unsexy” but critical data work

Perfect for: RevOps professionals, Sales Ops teams, early-stage GTM leaders, and anyone considering AI in their GTM tech stack.

🔗 Related blog posts:

Beyond KPIs: The Art of Storytelling With Data = https://www.revopscoop.com/post/beyond-kpis-the-art-of-storytelling-with-data

How to Structure Parent‑Child Account Relationships in Your CRM = https://www.revopscoop.com/post/parent-child-account-hierarchy-crm

GenAI + Marketing Analytics: What RevOps Needs to Know = https://www.revopscoop.com/post/genai-marketing-analytics

🤝 Connect with Sonia on LinkedIn = https://www.linkedin.com/in/soniachawla/

❤️ Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOpsAF #RevenueOperations #B2BMarketing #SalesOps #GTMstrategy #DataDriven #AIinSales #CRMStrategy #RevOpsCommunity #RevOpsCoop

Why Customer Data Is a RevOps Priority

Fri, 11 Jul 2025 09:41:39 -0600

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team.

Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality customer data sabotages segmentation, engagement, and even executive decision-making.

Learn how to evaluate your data health, take ownership, and drive business impact - without massive tech investments.

📊 What you'll learn:

Why “good enough” customer data is holding back your GTM strategy
The four tiers of customer data maturity and how to assess your database
Who should own customer data across RevOps, CS Ops, and marketing
How to build a scalable plan for cleanup and prove ROI fast
Tips for selling data cleanup projects to skeptical executives

Perfect for: Sales Ops, CS Ops, Marketing Ops, and RevOps leaders who manage post-sale growth, customer engagement, or lifecycle communications.

🤝 Connect with Irwin on LinkedIn: https://www.linkedin.com/in/irwinhipsman/

💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

#RevOpsAF #RevenueOperations #CustomerMarketing #DataHygiene #LifecycleMarketing #CSOps #MarketingOps #CRM #SegmentationStrategy #B2BSaaS

Rebuilding a RevOps Tech Stack

Sat, 05 Jul 2025 14:12:42 -0600

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice.

Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using tools like hubSpot, Clay, and Apollo - with zero Salesforce developers required.

📊 What you'll learn:

Why Robert chose HubSpot over Salesforce and doesn’t regret it
How to rebuild your entire tech stack with minimal resources
Where AI tools like Clay and Instantly fit into modern RevOps workflows
How to design a consolidated stack across marketing, sales, and CS
Tips for solo RevOps operators working inside lean startups

Perfect for: Sales Ops, RevOps leaders, and operators building modern stacks for SaaS, consulting, or services orgs.

🤝 Connect with Robert on LinkedIn: https://www.linkedin.com/in/robertnd/

💗 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options

#RevOps #TechStack #RevenueOperations #HubSpot #SalesOps #MarketingOps #CSOps #StartupGrowth #AIinRevOps #RevOpsAF

What RevOps is like at an executive search firm

Sat, 28 Jun 2025 10:53:49 -0600

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search.

Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present, to standardizing processes without killing autonomy, this is a must-watch for anyone leading RevOps in a non-software environment.

🔑 What you’ll learn:

+ How RevOps works when there’s no recurring revenue

+ Why executive search teams run on trust, not territory plans

+ The systems and KPIs that actually matter in services orgs + How to roll out tools and processes without disrupting partners

+ Dan’s #1 tip for getting buy-in and driving change

📊 Perfect for: Sales Ops, RevOps leaders, and operators working in services, consulting, or recruiting firms.

🔗 Related reading: https://www.revopscoop.com/learn/blog

🤝 Connect with Dan on LinkedIn: https://www.linkedin.com/in/dankalish/

👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.

#RevOps #RevenueOperations #ExecutiveSearch #JMSearch #B2BLeadership #OpsLife #SalesOps #Recruiting #RevOpsPodcast

AI and Agents: A New Era for Revenue Operations

Fri, 20 Jun 2025 12:02:27 -0600

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations.

🎯 What You'll Learn:

Why the traditional CRM-first tech stack is becoming obsolete
How AI replaces rigid workflows with dynamic intelligence
What forecasting looks like when people are no longer involved
How RevOps leaders can drive the shift to AI-first GTM strategies
Practical steps to start adopting AI in your organization today

💡 "Workflows were built to make your worst person average. AI is built to make your average person exceptional." — Stephen Messer

🔗 Related Resources:

Read the full episode write-up: https://www.revopscoop.com/learn/blog

Join the RevOps community: https://www.revopscoop.com/membership/membership-options

Try Collective[i] tools: https://www.intelligence.com

#revops #artificialintelligence #forecasting #gtmstrategy #crm #revenueoperations #collectiveintelligence #StephenMesser #salesops #aiinsales #revopsaf #b2btech #salesforecasting #deeplearning #crmautomation

Systems + Data = Optimal Operations

Mon, 16 Jun 2025 14:07:45 -0600

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams.

💡 Key topics covered:

The evolution of RevOps from lone wolf to strategic growth engine
Why RevOps ≠ Sales Ops 2.0
How to gain executive trust and a seat at the leadership table
Building data narratives that drive business decisions
Why saying “no” might be your best strategic move
Soft skills every RevOps leader must master

📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/

🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast

#RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy

Bridging the Gap Between RevOps and Finance

Fri, 06 Jun 2025 10:38:16 -0600

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models.

Together, they dive into:

🔹 Why AI is reshaping how we price and sell

🔹 The growing disconnect between RevOps and Finance

🔹 How legacy CPQ tools are holding teams back

🔹 Why real-time revenue data is a must-have

🔹 What every RevOps leader needs to know about revenue recognition

If you’ve ever struggled with messy billing processes, outdated quoting systems, or aligning GTM with Finance, this episode is packed with insights.

🔗 Follow Riya on LinkedIn: https://www.linkedin.com/in/riya-grover-a22a4822/

👥 Join the RevOps community = https://www.revopscoop.com/membership/membership-options

📩 Subscribe for more episodes, insights, and revenue tips every week!

#revops #saas #BillingAutomation #cpq #revenuerecognition #AIinSaaS #FinanceAlignment #revenueoperations #sequence #revopsaf

The Next Growth Lever: Product Packaging & Pricing

Mon, 02 Jun 2025 09:54:23 -0600

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging.

We cover:

🚀 Why packaging should come before pricing

💡 How to reduce operational debt caused by bad pricing models

🤖 The role of AI in future-proofing your pricing strategy

📉 How to update legacy customers without causing churn

📦 What adaptive pricing looks like (and how close we are to it)

If your CPQ is crying, your customers are confused, and your CEO just Slacked you about “value-based pricing,” this episode is for you.

🔗 More resources:

Check out our blog for more RevOps insights: https://www.revopscoop.com/learn/blog

Join our community: https://www.revopscoop.com/membership/membership-options

Explore Roee's pricing resources: https://www.willingnesstopay.com/

#RevOps #PricingStrategy #Packaging #B2BSaaS #RevenueOperations #GTMStrategy #AIinRevOps

The Tactical Side of Scaling rom 1 to 10

Fri, 23 May 2025 11:17:56 -0600

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department.

Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start thinking like a people manager sooner than you think.

🔑 What You’ll Learn:

How to structure your RevOps team as it scales
The four essential functions every mature RevOps org needs
Tips for avoiding silos while building out specialization
Why HR doesn't always “get” RevOps (and how to educate them)

✅ Connect with Andreas on LinkedIn: https://www.linkedin.com/in/andreasdrakos/

📌 Related Resources:

Blog: How Should Your Revenue Operations Organization Be Structured? = https://www.revopscoop.com/post/how-should-your-revenue-operations-organization-be-structured

Community: Join the RevOps Co-op = https://www.revopscoop.com/membership/membership-options

biggest takeaway! #RevOps #RevenueOperations #RevOpsAF #ScalingRevOps #TeamStructure #OpsLeadership #Superside #CRM #Enablement #GTMStrategy

Building a High Performing RevOps Organization

Fri, 16 May 2025 09:52:31 -0600

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value.

Topics include:

Why RevOps must measure ROI to survive and thrive
How to align with CFOs and COOs (not just CROs)
Signs your team is at risk of burnout—and how to fix it
Why building a "superfunction" beats hiring unicorns
What RevOps leaders can learn from private equity and venture-backed models

✅ Get actionable tips for proving your impact

✅ Learn how to structure your RevOps team for scale

✅ Discover how to think more strategically and elevate your career

🔗 Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/

👉 Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options

Leveraging AI to Align Departments

Mon, 12 May 2025 12:22:30 -0600

🎙️ In this episode of the RevOpsAF Podcast, Camela Thompson sits down with Yuri Yakubov, Head of Finance and Business Operations at TigerEye Labs, to explore how AI can help bridge the gap between data teams and go-to-market leaders.

They discuss the real-world challenges RevOps teams face when aligning departments, why traditional BI tools aren't enough, and how AI (when used right) can supercharge analyst teams instead of replacing them.

Plus: why tech won't fix bad company culture - and what actually will.

If you're serious about using AI in RevOps to drive better insights, faster alignment, and smarter strategy, you won't want to miss this conversation! 🚀

👉 Topics Covered:

- Why AI is the new translator between GTM and data teams

- How to standardize metrics and avoid reporting chaos

- The cultural challenges no tool can fix

- How analysts can evolve into strategic advisors

- What TigerEye Labs is building for the future of RevOps AI

🔗 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

🔗 Follow Yuri on LinkedIn: https://www.linkedin.com/in/yuriyakubov/

Aligning the Tactical with the Strategic

Fri, 02 May 2025 10:18:38 -0600

Are you stuck in the weeds and wondering how to make a real strategic impact in your RevOps role?

In this episode, Kristina Kardell, Director of Revenue Operations at Leapsome, joins co-host Camela Thompson to unpack how RevOps professionals can align daily tactical execution with company-wide strategic goals. We dive into prioritization frameworks, managing up, interviewing like a strategic thinker, and recognizing when it's time to walk away.

Whether you're the first RevOps hire or leading a growing team, this conversation is packed with actionable insights.

🔥 What You’ll Learn:

How to connect RevOps tasks to GTM strategy
Questions to ask during RevOps job interviews
Managing requests from leadership and protecting your time
Coaching junior team members to think like strategic operators
When it's time to reevaluate your role or company fit

🔗 Connect with Kristina on LinkedIn: https://www.linkedin.com/in/kristinakardell/

📌 Related Blog Content:

📝 How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role

📝 Want Career Growth in RevOps? Here's a Formula for Success = https://www.revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success

👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Perfecting Team Handoffs

Fri, 25 Apr 2025 06:43:00 -0600

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix.

In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale, this episode is packed with actionable advice for RevOps leaders and operators alike.

🔑 In this episode, you'll learn:

How to identify broken handoffs and fix them fast
Why shared KPIs are critical for cross-functional alignment
What makes the sales-to-CS handoff so tricky—and how to improve it
How to revisit and refine your ICP using real data
Why RevOps should act as a strategic problem-solver, not just a systems admin

🔗 Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/

👉 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

The Ins and Outs of Tech Stack Consolidation

Fri, 18 Apr 2025 09:56:23 -0600

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data.

Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today.

✅ How to audit and rebuild your tech stack

✅ Using HubSpot for lead management, routing, and attribution

✅ Setting up custom fields that drive insights—not clutter

✅ Prioritizing tools based on GTM maturity

✅ Why actionable win/loss data is always better than “other”

✅ Building for a focused, high-value TAM

📌 Join our community: https://www.revopscoop.com/membership/membership-options

📌 Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/

#RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast

The Keys to Prioritization in RevOps

Fri, 11 Apr 2025 06:15:00 -0600

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments.

✅ Learn how to:

Align stakeholders across Sales, CS, Marketing & Partnerships
Use planning cycles (QBRs, H1/H2) to drive roadmap clarity
Manage a RevOps backlog using tools like Jira & Notion
Make the case for headcount with data-backed roadmaps
Avoid burnout through process-driven prioritization

🔥 Whether you're a solo RevOps team or managing multiple GTM functions, this episode is packed with tactical advice to level up your operational game.

🔗 Related Resources:

📖 Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one

📖 Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management

🔗 Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/

How to Support Parents in RevOps

Fri, 04 Apr 2025 07:22:00 -0600

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps.

With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leadership, and community involvement.

From calendar hacks and mental load management to creating inclusive workplace policies and advocating for more authentic conversations, this episode is packed with insights for leaders, teammates, and parents alike. 👀

What you’ll learn in this episode:

How to create systems that actually support working parents
Why “balance” is a moving target—and that’s okay
What managers and peers can do to be more inclusive
The importance of representation in parenting conversations
How to build flexibility into networking, meetings, and team culture

📌 Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you.

📣 Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community.

🔗 Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/

🔗 Join the community → https://www.revopscoop.com/membership/membership-options

📰 Explore the blog → https://www.revopscoop.com/learn/blog

#RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps

Structuring Goals & Thriving with Neurodivergence

Fri, 28 Mar 2025 11:22:29 -0600

Welcome to Episode 34 of the RevOpsAF Podcast! In this episode, co-host Camela Thompson sits down with Ashley Vonella, Director of Revenue Operations at Velocity EHS, to discuss goal-setting strategies for neurodivergent professionals and how to thrive in a demanding RevOps career.

🚀 What You’ll Learn in This Episode:

✔ How to set realistic, sustainable goals in RevOps

✔ The challenges of hyper-fixation and how to overcome them

✔ Aligning personal career growth with business goals

✔ Strategies for managing stakeholder expectations

✔ Self-advocacy and career progression in RevOps

👥 Join the RevOps Co-op Community Become part of a growing network of RevOps professionals and gain access to exclusive content, networking events, and career opportunities! Join here: https://www.revopscoop.com

📩 Connect with Our Guests Ashley Vonella: https://www.linkedin.com/in/ashleyvonella/

Camela Thompson: https://www.linkedin.com/in/camela-thompson/

The ICP Trap: Why One and Done Isn't Enough

Fri, 21 Mar 2025 09:20:52 -0600

🚀 Is your ICP holding you back?

In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Kristina Diederich, a seasoned RevOps leader, to discuss why defining your Ideal Customer Profile (ICP) is not a one-time exercise.

🔍 What You’ll Learn in This Episode:

✅ Why most companies get ICP wrong and how to fix it

✅ How to use real customer data to refine your ICP

✅ The biggest red flags that signal it's time to update your ICP

✅ How refining ICP unlocked $500K+ in new revenue for one company

✅ Actionable strategies to optimize your sales, marketing, and CS motions.

🔗 Follow Kristina on LinkedIn: https://www.linkedin.com/in/kristinadiederich/

🔗 Become a member of the RevOps Co-op: https://www.revopscoop.com/membership/membership-options

Perfect Your ICP with Peter Kirk

Fri, 14 Mar 2025 11:14:50 -0600

Struggling to define your Ideal Customer Profile (ICP)? You’re not alone.

In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline.

You'll learn:

✅ Why most ICPs are flawed from the start

✅ How to analyze customer data to find your best-fit accounts

✅ The secret to aligning Sales, Marketing, and CS around your ICP

✅ When and how to update your ICP for scaling success

🎯 If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! 📌 Subscribe for more RevOps insights

🔗 Learn more and join the community: www.revopscoop.com

🔗 Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/

Do business systems belong in RevOps??

Fri, 07 Mar 2025 12:45:11 -0600

🔥 Should RevOps own business systems? Or should IT take the wheel?

This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️

When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada.

But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership.

@Erick Mahle, VP of RevOps & Digital Transformation at Lendz Financial, joined @Camela Thompson to break it all down:

Who should own business systems—RevOps or IT?
The data governance dilemma (security vs. agility)
How to collaborate and not collide with IT

💭 Erick puts it best:

"How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?"

Not a member of the RevOps Co-op yet? What are you waiting for?? Join us at revopscoop.com.

Follow Erick on LinkedIn -> https://www.linkedin.com/in/erickmahle/

Pre-CPQ Mistakes to Avoid

Fri, 28 Feb 2025 11:22:12 -0600

🚀 Avoid These CPQ Mistakes Before It's Too Late!

Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road.

In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break down the most common CPQ pitfalls and how to avoid them.

What You’ll Learn in This Episode:

✅ Why most companies buy CPQ too early - and what to do instead

✅ How overengineering pricing models can create chaos

✅ When product-led growth (PLG) and usage-based pricing make sense (and when they don’t)

✅ Why finance must be involved in your CPQ strategy

✅ The best way to set up your quoting process without overcomplicating it

If you’re in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch!

📌 Related Resources & Links:

🔹 Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/

🔹 The Next Generation of Quote-to-Revenue: Simplify SaaS Pricing with Nue - https://www.revopscoop.com/revops-demos/the-next-generation-of-quote-to-revenue-simplify-saas-pricing-with-nue

🔹 How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem

🔹 A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing

🔹 Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing

🔹 The Most Overlooked Hurdle in Accelerating GTM Execution: Closing the Deal - https://www.revopscoop.com/learn/video-series/the-most-overlooked-hurdle-in-accelerating-gtm-execution-closing-the-deal

💬 Timestamps:

00:00 Intro – Why CPQ is a hot topic in RevOps

02:15 The #1 CPQ mistake: Buying too early

05:30 Overengineering pricing models—stop doing this!

09:45 PLG & usage-based pricing: When they work and when they don’t

14:20 CPQ success starts with finance

18:30 Final thoughts: Should you buy CPQ? 👍

Enjoy this episode? 🔔 Subscribe for more RevOps insights!

The AI Impact on Revenue Operations

Fri, 21 Feb 2025 11:24:51 -0600

🚀 AI is changing RevOps—are you keeping up?

In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡

What you’ll learn in this episode:

✅ How AI is replacing outdated RevOps processes

✅ Why AI-powered deal desk and RFP automation is a game-changer

✅ The best ways to experiment with AI in RevOps without breaking things

✅ How AI will impact RevOps career growth (Hint: it’s an opportunity, not a threat!)

Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ 🔔

Subscribe to the RevOpsAF Podcast for more expert insights! Don’t miss out on future episodes.

👉 Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options

Hiring Moneyball

Fri, 14 Feb 2025 11:43:35 -0600

Looking to build a high-performing RevOps or sales team? 📈 In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Jeremey Donovan, Operating Advisor at Insight Partners, to discuss how applying Moneyball-style hiring strategies can help revenue teams make smarter, data-driven hiring decisions.

👉 What You’ll Learn in This Episode:

✔️ Why a candidate’s tenure in past roles is a top predictor of success

✔️ The surprising truth about whether team sports make better salespeople 🏀 ⚾

✔️ How to use data analysis to identify the best SDR, AE, and CRO candidates

✔️ The #1 mistake companies make in hiring revenue leaders (and how to avoid it)

✔️ Why RevOps leaders should play an active role in hiring decisions

🎧 Listen in to discover how you can get a competitive edge in hiring the right talent.

📌 Subscribe for More RevOps Insights!

💡 If you love learning about hiring, revenue operations, and GTM strategy, hit that SUBSCRIBE button and turn on notifications 🔔 so you never miss an episode!

📶 Connect with Jeremey on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/

🔗 Join the RevOps Co-op Community: https://www.revopscoop.com/ 📢 Follow us on LinkedIn: https://www.linkedin.com/company/revopscoop/

#RevOps #RevOpsAF #HiringMoneyball #SalesHiring #RevenueOperations #B2BSales #CRO #SalesStrategy

How AI Killed Cold Prospecting

Fri, 07 Feb 2025 11:48:02 -0600

In this episode of the RevOpsAF podcast, Co-Host Camela Thompson sits down with Liv Porter from Cloud Adoption Solutions to explore how AI is transforming outbound sales and whether it has truly killed cold prospecting.

Topics Covered:

📌 Has AI killed cold outbound?

📌 Declining email open and reply rates

📌 The rise of AI spam detection

📌 How to improve sales outreach in 2025

📌 The comeback of relationship-building and in-person events

Tune in to learn actionable tips for navigating the evolving sales landscape and standing out in the noise!

Don't forget to subscribe for more insights into the future of RevOps, sales, and marketing strategies!

Follow Liv on LinkedIn: https://www.linkedin.com/in/i-am-olivia-porter/

Not a member of the RevOps Co-op? Join us at revopscoop.com.

RevOps KPIs - Measuring Team Efficacy

Fri, 31 Jan 2025 14:20:41 -0600

In this episode, Matthew Volm, CEO & Co-founder of RevOps Co-op, sits down with Henry Mizel, SVP of Revenue Operations at Apollo.io, to dive deep into RevOps KPIs: how to measure team efficacy and drive strategic business outcomes.

Key Topics Covered:

✔️ What KPIs matter most in RevOps?

✔️ Structuring an effective RevOps team

✔️ Aligning revenue operations strategy with business objectives

✔️ Using OKRs and quarterly planning for better execution

✔️ Optimizing MQL conversion rates and demo flows

✔️ Measuring RevOps impact on sales, marketing, and customer success

Key Takeaways:

→ How Henry’s team at Apollo.io improved MQL to demo conversion rates by 40% using data enrichment

→ Why a centralized RevOps model improves alignment and efficiency

→ Best practices for setting and tracking RevOps metrics

🌟 Like, Comment & Subscribe for more RevOps insights!

How to Measure and Improve Lead-to-Cash

Fri, 24 Jan 2025 11:51:00 -0600

Who out there still thinks marketing stops at the top of the funnel? 🤨

That may have been the case way back when, but not today.

Today, marketing spans the full funnel - from lead-to-cash.

Alexis Boucher, Revenue Architect at Vasco, spills the RevOps tea on why the lead-to-cash process is the real game-changer 🪄

If you want to unlock a few lead-to-cash secrets, then give this one a listen 🔑

Follow Alexis on LinkedIn: https://www.linkedin.com/in/alexis-boucher-27a956a4/

Not a RevOps Co-op member? Join at revopscoop.com.

Why AI is the Last GTM Tool to Buy

Fri, 17 Jan 2025 12:16:38 -0600

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉

So what then is the secret sauce when it comes to a great AI recipe?

Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations.

Key takeaways from the discussion include:

🤖 AI has come a long way, assisting with tasks from research to coding, but still has a long way to go

🤝 Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement

📊 Effective AI use in business starts AND ends with data and should complement (not replace) human expertise

Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelberean/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

What CROs Really Want From Their RevOps Teams

Fri, 10 Jan 2025 12:14:58 -0600

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams.

We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively leverage RevOps teams to overcome obstacles and foster collaboration with functional leads.

Connor also shared specifics about his own career progression to CRO, and why he thinks revenue operators could be a great fit for a CRO role (as long as they are skilled in one specific area).

If you’re looking for actionable advice on how to progress in RevOps career and best support your current (and future) CRO, then this episode is for you.

Network with Connor on LinkedIn: https://www.linkedin.com/in/connorfee/

Not a member of the RevOps Co-op yet? Join revopscoop.com to connect with 15,000+ pros who love revenue operations.

So, what’s a revenue flywheel?

Fri, 03 Jan 2025 17:42:45 -0600

You’ve heard about the revenue flywheel but… do you truly understand how it works? 🤔

Don’t worry, we got you 😌

In this episode of the RevOpsAF podcast, you’ll hear from Anil Somaney, Worldwide Head of Sales Operations at Island and self-described flywheel executive, about how the flywheel 🛞 is the right way to approach revenue operations.

You’ll learn all about:

📈 How flywheels help revenue operators make small tweaks that deliver big impact

🎰 A few common levers that you can pull when using the flywheel model

☯️ Why it’s so important to align across the GTM org when it comes to metrics and ICP

📚 Why curiosity, emotional intelligence, and a love of learning are the keys to career growth

Listen in 🍿 for answers on flywheel tactics you can start using today.

Follow Anil on LinkedIn: https://www.linkedin.com/in/anilsomaney/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

RevOps in Retail? Yup. Here’s how it works.

Mon, 30 Dec 2024 10:19:12 -0600

You’re doing your grocery shopping 🛒 exactly the same way that your parents, and even your grandparents, shopped. The latest technology, self checkout, has been around for over 20 years 😮. So how do you innovate in industries like retail tech?

Hear from Roger Bigio, CRO at Shopic, and co-host Matt Volm about how data insights and customer-centric GTM motions are helping Shopic change the brick and mortar 🛍️ landscape.

You’ll learn:

🍞 How retail technology works in grocery stores

📊 Why data-driven personalization and efficiency are so important

🫱🏼‍ 🫲🏾The role of actionable data in customer success

📝 Roger’s advice for becoming a CRO and succeeding in 2025

Listen in to learn all about data and process innovation in retail technology 🔢

Follow Roger on LinkedIn: https://www.linkedin.com/in/rogerbigio/

Join a community of 15K+ RevOps professionals at revopscoop.com.

RevOps vs. GTM Ops

Fri, 20 Dec 2024 10:29:59 -0600

The most epic battle of 2024 🤼 isn’t about rap 🎤 or boxing 🥊

It’s about whether RevOps or GTM Ops is the winning name 🏆 for the department that manages the people, processes, and technology running businesses today.

Hear from Andy Mowat, VP of GTM Ops at Carta, and co-host Matt Volm as they discuss:

🧬 The evolution of RevOps

🤔 Why GTM Ops has gained traction in the revenue operations community

🍿 The idea that RevOps is (not) mostly just sales operations

🪪Whether or not job and department titles really matter

Listen to the episode for a spirited debate about the future of operations.

Follow Andy on LinkedIn: https://www.linkedin.com/in/amowat/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

How to be a Strategic Revenue Operator

Fri, 13 Dec 2024 17:07:43 -0600

Ever feel like a living, breathing Asana board? 🤦🏼

If you’ve found yourself swamped with 🎟️ ticket-taking work that’s far from strategic, it’s time you reset the role of RevOps at your company.

Join Tana Jackson, Global Head of Revenue Operations at Chronicle Heritage, and co-host Matt Volm for tips on how to become the go-to resource 👑 for the entire revenue org. You’ll learn:

⬆️ How to shift from tactical work to strategic work

💗 Why aligning with your stakeholders is the key to success

✅ How to master strategic goal-setting

💡 Why business-first questions are so important

🤑 Which quick process improvements can generate more revenue

Listen to the episode for tips on climbing 🪜to the top of the strategic hierarchy.

Follow Tana on LinkedIn: https://www.linkedin.com/in/tana-jackson2/

Join a community of 15,000+ revenue operations professionals at revopscoop.com.

A roadmap for better sales planning

Mon, 09 Dec 2024 16:55:20 -0600

Wouldn’t it be great if there was a perfect formula ➕➖➗ for improving sales performance?

We can dream.

While we don’t have a magic wand 🪄to wave over your sales territories, compensation plans, and hiring strategies, we do have expert advice. Hear from Nabeil Alazzam, CEO and Founder of Forma.ai, for guidance on data-driven approaches to sales planning.

This episode will cover:

🌎 Why you should ditch geographic territories and focus on accounts

😃 How to set fair quotas and maintain seller morale

🫱🏼‍🫲🏽Connecting sales incentives to the right behavior

🎯 Encouraging sales innovation with gamification

Watch the full video to understand the role of data in successful sales planning. 💪🏼

Follow Nabeil on LinkedIn: Not a member of the community yet?

Join revopscoop.com and a community of 15K+ revenue operations professionals.

Why tension in GTM isn’t a bad thing

Sat, 30 Nov 2024 11:37:52 -0600

“We don’t have enough at bats!” ⚾

“Sales never follows up on the leads we give them!” 😢

Tension between marketing and sales is (and probably always will be) a given. Is it #RevOps’s job to fix it?

According to Niel Hildebrand III NO. ❌ Not really.

It’s our job to step back and figure out how to get marketers to think about engagement from an account perspective and sales to not burn their reputation by AI bot 🤖spraying their accounts and blaming others for zero engagement.

Or maybe we shake them all up and point out our messaging and targeting needs a total revamp. 💥

Someone had to say it 🤷And that someone is #revops

For more on balancing tension with the GSD attitude all operators need, listen to the full #revopsaf episode.

Follow Niel on LinkedIn: https://www.linkedin.com/in/nielhbrand/

Visit revopscoop.com to join a community of 15K+ RevOps professionals.

The Role of RevOps in B2B SaaS

Fri, 22 Nov 2024 10:27:48 -0600

B2B SaaS is where RevOps thrives. 🌹But there are still a lot of questions about which departments RevOps supports and perhaps more importantly, exactly who’s in charge.

Join Shantanu Mishra, a seasoned revenue operations leader and former SVP of Revenue Strategy & Operations at Pluralsight, and co-host Matt Volm as they dive into:

🧑🏻‍🎨 How RevOps is both an art and a science

🎀 The bowtie model that helps RevOps manage lead to renewal

⚖️ Whether RevOps structure should be centralized or decentralized

😓 The challenges faced by RevOps leaders at a new organization

Listen to the episode for expert insight into how RevOps can fit into any organization, in its own unique way. ✨

Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanu-mishra-77b148/

Join the community of over 14K+ RevOps professionals at revopscoop.com.

Harness the Power of Your Data Assets

Fri, 15 Nov 2024 11:36:50 -0600

The hardest thing about having lots of data is figuring out exactly what to do with it 😵‍💫

Join Aaron Bird, Co-Founder and CEO at Inflection.io, and co-host Matt Volm for a deep dive into how to understand the data you have 🔎, the benefits of data warehouses 🏭, and how there are better tools out there for unifying your data. 🤔

They’ll cover:

❓ What exactly is the difference between first-party and third-party data

🏰 The keys to the data unification castle

😬 Common mistakes when using a data warehouse

🤖 How AI can help you with data activation

Listen in to learn more about every operator’s favorite subject - data. 🤓

Follow Aaron on LinkedIn: https://www.linkedin.com/in/aaronbird/

Join 14K+ revenue operations professionals at revopscoop.com.

Why relationship building is key to RevOps success

Fri, 01 Nov 2024 09:15:56 -0600

Shriya Ravikumar, VP of Business Strategy & Development at @Spruce Health, believes that the best way to learn is to raise your hand when your organization needs someone to step into an open role. 👋🏿

From consulting to sales ops to leading all of go-to-market, Shriya meets with @Camela Thompson to discuss how she pushed past her fears to grow in her career. Listen to the latest RevOpsAF episode to learn about:

🧠 How consulting prepared Shriya for both strategy and detailed execution

👍 Why you should always be open to saying “yes” to new opportunities

💬 How to get out of your comfort zone and start networking

👥 Tips on ensuring key stakeholders are held accountable in annual planning

⛔ Hard-won advice on how your environment may be holding you back

Listen in to learn more about relationship building, career growth, and honing your core skill sets 👩🏻‍🎓.

Follow Shriya on LinkedIn: https://www.linkedin.com/in/shriyar/

Join a community of over 14K+ revenue operations professionals at revopscoop.com.

Learn more about the only community-driven revenue operations conference at revopsaf.revopscoop.com.

What should RevOps look like as a company scales?

Fri, 25 Oct 2024 10:27:16 -0600

What role does CRM play in your growth strategy? Which departments should RevOps support? How important is relationship management? ❓❓❓

For answers to these questions and more, tune in to the RevOpsAF podcast hear from co-host Camela Thompson and Sarabeth Scott, the Vice President of Revenue Operations at Camunda.

They’ll dive into:

👨🏻‍💻 Why you should invest in RevOps, not add more sales headcount

🧳 The benefits of managing the entire customer journey, not just sales and marketing ⁉️ Who exactly should RevOps report to?

💻 The power of having data analysts on your RevOps team

🫱🏻‍🫲🏽 How relationship management will help you succeed in any role

Watch the full video for thoughtful advice on the role of RevOps can play in scaling your business.

Follow Sarabeth on LinkedIn: https://www.linkedin.com/in/sbscott/

And join a community of 14K+ RevOps professionals at revopscoop.com.

Why customer success is central to your revenue org

Mon, 21 Oct 2024 12:39:06 -0600

Revenue Operations should only focus on teams that directly generate net new revenue. ❌ False!

Customer Success holds all of your recurring revenue, making it central to your revenue strategy. Join co-host Camela Thompson and Shantanu Shekhar, Revenue Operations at Personio, as they discuss fostering alignment 🤝across all GTM teams.

You’ll learn about:

💲 Expanding the definition of revenue beyond Sales

💗 How to increase alignment through councils and joint OKRs

👨🏽‍💼 Why RevOps teams will always benefit from specialization

Watch the full video for an insightful conversation about the intersection of sales, marketing, and customer success.

Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanushekhar/

Join revopscoop.com and a community of 13k+ revenue operations professionals.

(Almost) Everything You Need to Know About Comp Planning

Mon, 14 Oct 2024 09:15:53 -0600

Comp plans aren’t just a bunch of numbers that finance sends over on a spreadsheet. Nor a list of rates for sales reps to calculate their earnings.

Comp plans are your most important tool for driving revenue growth. 🧰

Join Ryan Milligan, VP of Revenue Operations at QuotaPath, to learn how your company can re-contextualize the way comp plans drive sales—plus product, marketing, and customer success—outcomes in 2025.

Topics covered include:

👷 How comp plans should be designed to incentivize revenue growth

🤔 What we can learn from non-SaaS industry comp plans

🤯 Why everyone should have a comp plan, even engineers and HR!

Watch the full video to hear about comp planning best practices and common pitfalls.

Follow Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/

Learn more about the only community-driven revenue operations conference at https://revopsaf.revopscoop.com/

Join revopscoop.com and connect with a community of 13K+ operations professionals.

What is Revenue Enablement?

Fri, 04 Oct 2024 12:13:14 -0600

Still focused on sales enablement? It’s time to look towards the future and embrace revenue enablement. 🤝

Hear from Melanie Fellay, CEO and co-founder of Spekit, for a deep dive into how to empower reps right when they need it, the evolution from traditional sales enablement to a holistic revenue enablement approach, and the common mistakes companies make that you definitely want to ❌ avoid ❌

Topics covered include:

😦 The consequences of process inefficiencies

🤦🏼‍♀️ Common implementation mistakes and the importance of change management

🔎 Finding the path to ROI

🤟 Why culture matters for successful enablement

Listen in for expert advice on embracing revenue enablement in your GTM teams 🚀

Join a community of 13K+ RevOps professionals at https://www.revopscoop.com.

The Planning and Execution Flywheel

Mon, 30 Sep 2024 09:47:46 -0600

Welcome to the latest episode of the RevOpsAF podcast! Buckle up for an insightful ride as we dive into "The Planning & Execution Flywheel" with none other than Jeff Serlin, Co-founder and Chief Revenue Operations Officer at Revcast, and our co-host Matt Volm, CEO at RevOps Co-op.

Jeff isn't your average RevOps leader—he's a seasoned pro with nearly 20 years under his belt, having led revenue operations at heavyweights like Pendo and Intercom. He's seen it all, from the nitty-gritty of sales ops to the big-picture strategies that drive revenue growth.

Now, at Revcast—a Revenue Achievement Platform—he's on a mission to revolutionize how companies plan, execute, and optimize their revenue operations.

Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyserlin/

Learn about RevOpsAF: https://revopsaf.revopscoop.com

Join a community of over 13K+ RevOps professionals: https://www.revopscoop.com

The One Constant Issue Spanning Maturity: Change Management

Mon, 23 Sep 2024 11:29:52 -0600

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Cliff Simon, CRO at Carabiner Group, to explore the nuances of revenue operations in different company environments—whether venture capital (VC) backed, private equity (PE) funded, or bootstrapped. With over two decades of experience in the mid-market and enterprise space, Cliff has seen all of the challenges and opportunities that come with RevOps.

This conversation covers everything: team structure, strategic growth goals, the role RevOps plays during acquisitions, and the importance of key metrics. Listen in to learn about how operational strategies shift across different types of businesses.

Connect with Cliff on LinkedIn: https://www.linkedin.com/in/cliff-simon/

Follow the RevOps Co-op: https://www.linkedin.com/company/revopscoop/

Join the community of 13K+ operations professionals at revopscoop.com.

How Enablement Can Bridge Silos

Fri, 13 Sep 2024 11:07:41 -0600

How can RevOps contribute to the success 🏆 of all GTM teams? Hear from Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, and co-host Matt Volm as they discuss how to build a RevOps function that bridges silos, regardless of your company size.

Grab a seat and get ready to learn about:

🏢 How RevOps works at startups vs established companies

👨🏻‍🎓 Why enablement should be the domain of revenue operations

🌟Avoiding the trap of focusing on shiny new technology

🫶 How to get rid of old silos and bridging departmental divides

Watch the full video for advice on centering enablement and 🌉bridging silos

Connect with Sandy on LinkedIn: https://www.linkedin.com/in/sandyrobinson/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

Operations for Product Led Growth

Fri, 06 Sep 2024 10:16:55 -0600

Join co-host, Matthew Volm, and Jen Igartua, CEO of Go Nimbly. Jen shares her definition of RevOps, whether product-led can co-exist with sales-led motions, and RevOps can best support a product-led organization.

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jen-igartua/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

What is RevOps and who should it report to?

Fri, 30 Aug 2024 14:49:06 -0600

Rhys Williams, Founder and Managing Partner of Domestique, joins Camela Thompson to discuss what RevOps should look like, what it actually looks like in most cases, who the department should report to, and what is standing in the way of many RevOps professionals and the C-suite.

Follow Rhys on LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/

Check out Domestique: https://www.domestique.info/

Learn more about RevOpsAF the conference: https://revopsaf.revopscoop.com/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

Why RevOps Should Own ABX Execution

Fri, 23 Aug 2024 20:30:39 -0600

We're diving deep into the world of Account-Based Marketing (ABM) and Account-Based Experience (ABX) with Ali Rastiello, VP of RevOps at Health Catalyst, and Co-host Matt Volm on this episode of the RevOpsAF podcast. Hear how Ali dissects the crucial role RevOps plays in aligning sales and marketing efforts to ensure that ABX strategies are not just well-executed, but strategically impactful.

Follow Ali on LinkedIn: https://www.linkedin.com/in/alirastiello/

Join the RevOps Co-op: https://www.revopscoop.com/

Learn more about RevOpsAF: https://revopsaf.revopscoop.com/

Cold outbound is broken. Let's fix it!

Fri, 16 Aug 2024 10:40:14 -0600

If you're in RevOps, you've been pitched to on social media, your cell phone, your work number, every email you can think of, etc. You also support the teams generating all this noise directed at your product's buyer committee.

So why not take the bull by its horns and help improve what's broken about cold outbound?

Join co-host Camela Thompson and guest Gabe Rothman, VP of Ops at Rescale, as they dig into it!

Follow Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/

Keep up with everything RevOpsAF at revopsaf.com

See other episodes at revopscoop.com/learn/podcast

Join the community at the revopscoop.com

RevOps is Evolving. Are you?

Thu, 08 Aug 2024 18:16:21 -0600

Welcome to the latest episode of the RevOpsAF podcast! Join our co-host, Camela Thompson, Head of Marketing and RevOps SME at the RevOps Co-op, as she interviews former VP and Principal Analyst at Forrester, Steve Silver.

Connect with Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/

Join the RevOps Co-op at revopscoop.com

WTF is RevOpsAF?

Fri, 02 Aug 2024 12:05:36 -0600

In our first episode, Camela Thompson sits down with RevOps Co-op Co-Founder and CEO, Matthew Volm, to talk through how he came up with the RevOpsAF concept.

To join the RevOps Co-op, visit: revopscoop.com

To get snarky RevOps merch, visit: https://revops-co-op-merch-store.printify.me/products

And to learn more about upcoming conferences, visit revopsaf.com