Afleveringen
-
Nik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how heâs leveraging automation and AI to maximize the impact of a lean RevOps team. Coming off the back of a major CRM merger, Nik is now focused on scaling efficiency, reducing manual tasks, and freeing up time for strategic initiatives. If youâre in RevOps and constantly battling with time-consuming admin work, this episode is packed with actionable ideas to automate your workflow.
We cover:
Lessons learned from merging two CRMs post-acquisition
How to scale impact with a small RevOps team
Using automation tools like Coefficient to streamline reporting
Applying AI to reduce admin workload and free up strategic time
Creating proactive QBR insights with AI-driven analysis
The future of RevOps automation and AI-powered assistants
Nik Garza on LinkedIn:https://www.linkedin.com/in/nicholasagarza/
Free RevOps resources:https://www.getweflow.com/revops
Janis on LinkedIn:https://www.linkedin.com/in/philippstelzer
Phillip on LinkedIn:https://www.linkedin.com/in/janiszech
Weflow:https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:02:04) Merging Two CRMs: Lessons from a RevOps Challenge
(00:06:49) Enabling a Lean RevOps Team
(00:12:10) The Power of Automating Data and Reporting
(00:18:36) AI for Admin Tasks: Saving Time and Effort
(00:24:50) Automating QBR Insights with AI
(00:30:15) Creating a Knowledge Base for Internal Support
(00:37:02) The Future of AI in RevOps and Operational Efficiency
(00:41:05) Final Thoughts and Recommended Resources
-
RevOps in 2025 Report: https://revenuewizards.com/reports/revops-in-2025
Haris Odobasic, the Co-Founder of the Revenue Wizards, returns to the podcast to discuss the findings from his global RevOps survey, which gathered insights from over 180 professionals across 28 countries. From the perception of RevOps as an operational vs. strategic function to the biggest challenges in data quality and technology adoption, Haris shares the key takeaways that every RevOps leader should know.
We cover:
The surprising disconnect between RevOps ambition and reality
Why 67% of RevOps professionals spend less than 10 hours per year improving soft skills
The operational vs. strategic debate: why RevOps is still seen as "system admins"
The shift towards custom-built tools vs. off-the-shelf solutions
Why data quality remains a top challenge â and how companies are solving it
The future of AI in RevOps: realistic use cases vs. hype
Haris on LinkedIn: https://www.linkedin.com/in/harisodobasic/
Free RevOps resources: https://www.getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Phillip on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:02:04) The Global RevOps Survey
(00:06:49) Skills Gap in RevOps
(00:12:10) Why RevOps Is Perceived as Operational
(00:18:36) Why 45% of Teams Focus on Sales
(00:24:50) Build vs. Buy
(00:30:15) The Data Quality Struggle
(00:37:02) AI in RevOps
(00:41:05) Final Thoughts and Book Recommendation
-
Zijn er afleveringen die ontbreken?
-
Olga, VP of Revenue Operations at Birdeye, joins the podcast to discuss how AI is transforming the way RevOps teams work. From enhancing data quality to maximizing sales efficiency, Olga shares her perspective on integrating AI into everyday workflows, the challenges of balancing innovation with caution, and how to drive meaningful outcomes for RevOps teams.We cover:- Why AI is here to stay and how RevOps can leverage it effectively- Practical use cases for AI in sales processes, data management, and meeting preparation- Balancing automation with human oversight to maintain data quality- How AI can help maximize sales time by reducing admin workloads- The potential of AI-driven insights for proactive decision-making in RevOpsOlga on LinkedIn: https://www.linkedin.com/in/olgatraskova/ Free RevOps resources: https://www.getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Phillip on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:01:22) Leading RevOps at Birdeye(00:04:03) AI in RevOps(00:08:37) Maximizing Sales Time with AI(00:14:04) Why People Still Matter(00:20:31) Improving Data Quality & Pipeline Management(00:27:25) Insights for Better Decision-Making(00:36:01) Final Thoughts & Book Recommendation
-
Sebastian Voigt, a seasoned pricing expert and Co-Lead Pricing and Sales at a leading consultancy, joins us to explore the intricate art and science of pricing for SaaS companies. From his early days learning the psychology of pricing in his motherâs flower shop to leading pricing strategies for global enterprises, Sebastian shares his wealth of knowledge and practical insights. This episode is packed with strategies and tactics to help RevOps professionals unlock growth and profitability through smarter pricing.
We cover:
How to design an effective SaaS pricing strategy
The psychology of pricing: leveraging perception and reference points
Common mistakes in pricing and how to avoid them
Tactical approaches to bundling, discounting, and upselling
Real-world examples of pricing transformations driving 20-30% revenue growth
How RevOps teams can play a pivotal role in operationalizing pricing strategies
Sebastian Voigt on LinkedIn: https://www.linkedin.com/in/sebastianvoigt/
Free RevOps resources: https://www.getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Phillip on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:02:04) The Journey to Becoming a Pricing Expert
(00:05:17) Fundamentals of SaaS Pricing Strategy
(00:09:42) Leveraging Psychology in Pricing Decisions
(00:14:39) Common Pricing Mistakes and How to Fix Them
(00:19:06) The Role of RevOps in Pricing
(00:28:56) Operationalizing Pricing at Scale
(00:35:30) Final Thoughts and Book Recommendation
-
Tom van Langen, Vice President of Revenue Operations, returns to the podcast for a deep dive into how RevOps teams can turn strategic plans into actionable outcomes. With the challenges of annual planning fresh in everyone's mind, Tom shares practical frameworks and key principles for ensuring that months of hard work translate into measurable results. Whether you're a RevOps leader or an operator looking to sharpen your execution, this episode is packed with actionable insights.
We cover:
Why strategy must be your day job in RevOps
The five pillars of operationalizing strategic plans
Real-world examples of connecting strategy to day-to-day execution
The role of RevOps as a scorekeeper and driver of alignment
Tips for prioritizing tasks amidst the chaos of Q1
Tom van Langen on LinkedIn: https://www.linkedin.com/in/tomvanlangen/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Phillip on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:02:04) Reflections on Year-End and Starting 2025 Strong
(00:04:16) Why Turning Plans into Action Matters
(00:07:17) Common Pitfalls in Strategy Execution
(00:10:29) Five Pillars for Operationalizing Plans
(00:14:29) Real-World Examples and Frameworks
(00:23:13) Role Modeling the Strategy in RevOps
(00:28:06) The Power of Marginal Gains in RevOps
(00:37:19) Book Recommendations and Closing Thoughts
-
To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!
Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.
We cover:
Transitioning from churn and happiness metrics to revenue retention
The significance of customer outcomes as leading indicators
The impact of effective onboarding on customer retention
Strategies for driving customer expansion and growth
You can find more information about Daphne here: â https://www.linkedin.com/in/daphnecostalopes/â
RevOps Letter: â https://www.getweflow.com/revopsletterâ Janis on LinkedIn: â https://www.linkedin.com/in/philippstelzerâ Philipp on LinkedIn: â https://www.linkedin.com/in/janiszechâ Weflow: â https://www.getweflow.comâ
Marker:
(00:00:00) Introduction
(00:01:17) Daphne's Background
(00:07:31) Evolution of Customer Success Metrics
(00:14:39) Importance of Onboarding
(00:19:06) Customer Outcomes and Value Metrics
(00:24:00) Strategies for Customer Expansion
(00:28:56) Effective Renewal Management
(00:35:30) Final Thoughts and Advice
-
To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!
Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.We cover: - Six essential models to create recurring revenue- How to establish a common data language in your org- Basic rules for different stages of scaling Jaccoâs book can be found here:https://shop.winningbydesign.com/products/revenue-architecture-text-book https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/ You can find more information about Jacco here: https://www.linkedin.com/in/jaccovanderkooij/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ Marker:(00:00:00) Why Jacco wrote "Revenue Architecture"(00:02:09) How markets have shifted(00:03:53) GTM motions & measuring profitability(00:11:03) Rules for different stages of scaling (00:17:41) 6 models to create recurring revenue(00:22:55) How to establish a common data language(00:32:13) Navigating a jungle of different GTM motions
-
We reflect on an incredible year of the RevOps Lab Podcast, sharing our gratitude and key highlights from over 50 episodes, community events, and impactful conversations.We cover:- A look back at our favorite moments and learnings from this year- Highlights from guests like Jaco on Revenue Architecture and Sean & Laura on The RevOps Manual- The success of our meetups in Munich, London, and Berlin, plus the RevOps AF Conference in San Diego- Whatâs coming next: plans for 2025 and why you should stay tunedRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.comThank you:To our listeners, contributors, and everyone in the RevOps communityâyour support, insights, and collaboration make this podcast a joy to create. Hereâs to another exciting year of growth and learning together!
-
In this episode: MickaĂŤl Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from âŹ300,000 ARR to over âŹ50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. MickaĂŤl reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets.
We cover:
The dramatic shift from aggressive growth to revenue efficiency
Strategies to improve CAC payback and cash efficiency
How Agicap doubled their basket size and improved upselling
The role of RevOps in driving cross-functional alignment
Insights on building resilience during market downturns
MickaĂŤl Jordan on LinkedIn: https://www.linkedin.com/in/micka%C3%ABl-jordan-6485231a/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:13) From âŹ300k ARR to âŹ50M: Agicapâs Growth Journey
(00:03:59) The Funding Boom of 2021 and Its Aftermath
(00:07:31) Shifting Gears: Efficiency Over Growth
(00:14:39) Revamping Team Incentives and Compensation
(00:19:06) Strategic Upselling and Market Focus
(00:24:00) Lessons Learned from Scaling in Tough Markets
(00:35:30) Final Thoughts and Advice for RevOps Leaders
-
Camela Thompson, Head of Marketing at RevOps Co-op and an experienced RevOps leader, joins the podcast to share her unique perspective on reporting best practices and how to use storytelling to drive better decision-making. Drawing from her 15 years in marketing, sales, and customer success operations, Camela emphasizes the importance of collaboration, context, and curiosity in navigating modern RevOps challenges.
We cover:
How to structure reports that resonate with executives and boards
The role of data storytelling in influencing strategic decisions
Key lessons for avoiding common pitfalls in boardroom reporting
Aligning RevOps metrics with what truly matters: growth and efficiency
Practical strategies for fostering cross-functional collaboration and trust
Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/
RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:08) Camelaâs Journey in RevOps
(00:02:17) Reporting Truths: Data is the Start, Not the End
(00:06:05) Understanding What Boards Want from Reporting
(00:09:22) Common Mistakes in Marketing and Sales Reports
(00:14:39) Building Trust Through Transparency and Collaboration
(00:19:06) The Role of Context in Effective Reporting
(00:24:00) Creating Metrics That Matter for Leadership
(00:30:01) Final Thoughts and Book Recommendation
-
Shantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table.We cover:- The importance of the partnership between RevOps and finance- Using KPI trees to align teams and set clear goals- How to integrate financial metrics with operational realities- Effective planning strategies to break silos between revenue, finance, and product teams- Lessons from Shantanuâs experience at LinkedIn, Gong, and PersonioShantanu Shekhar on LinkedIn: https://www.linkedin.com/in/shantanushghar/RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.comChapters:(00:00:00) Introduction(00:01:08) Shantanuâs Journey in RevOps(00:04:22) Building Effective Partnerships Between RevOps and Finance(00:07:31) The Power of KPI Trees for Strategic Alignment(00:14:39) Navigating Annual Planning Week(00:19:06) Aligning Cross-Functional Teams with Data-Driven Insights(00:24:00) Balancing Top-Down Goals with Ground-Level Realities(00:28:56) Lessons Learned From Scaling RevOps in SaaS(00:35:30) Final Thoughts and Book Recommendations
-
Toni Holbein, founder of Growblocks, joins the podcast to discuss the critical role of revenue operations in modern go-to-market strategies. With years of experience as a CRO and RevOps leader, Toni shares his insights on how RevOps professionals can position themselves as strategic partners in their organizations. From leveraging AI-driven solutions to creating high-impact QBRs, Toni dives deep into actionable strategies that help RevOps teams drive meaningful impact.
We cover:
Why RevOps needs a strategic seat at the table
Leveraging AI to reduce go-to-market costs and boost efficiency
Creating QBRs to gain visibility and recognition from leadership
The importance of analytical skills and data storytelling
Understanding business acumen and aligning with company goals
How RevOps can support planning processes and navigate organizational challenges
Toni Holbein on LinkedIn: https://www.linkedin.com/in/tonihohlbein/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:08) Toniâs Background and the Founding of Growblocks
(00:02:10) The Case for RevOps as a Strategic Partner
(00:05:10) Using AI to Drive Go-to-Market Efficiency
(00:08:44) Building High-Impact QBRs
(00:13:18) Analytical Skills and Data Storytelling
(00:20:33) Understanding Business Acumen
(00:24:52) RevOpsâ Role in Organizational Planning
(00:28:10) Final Advice and Book Recommendations
-
Gabe Rothman, Vice President of Operations at Rescale, returns to the podcast to share his approach to building a scalable tool stack for enterprise-level organizations. From foundational CRM systems to advanced business intelligence tools, Gabe discusses the importance of aligning tools with business needs, the trade-offs between building and buying, and strategies to avoid common pitfalls like tool sprawl.
We cover:
The essential components of a scalable tool stack
Prioritizing tools based on company maturity and goals
Navigating the build vs. buy decision-making process
Managing tool sprawl and optimizing integrations
Lessons learned from implementing CPQ and forecasting solutions
Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/
RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com
Chapters:
00:00:00 Introduction
00:01:17 Gabeâs Background and Experience at Rescale
00:03:59 Starting with Foundational Tools: CRM and Prospecting
00:07:31 Expanding the Stack: Marketing Automation and CI
00:14:39 Build vs. Buy: Making the Right Choice
00:19:06 Avoiding Tool Sprawl and Ensuring Scalability
00:24:00 Forecasting and Business Intelligence Tools
00:35:30 Final Thoughts and Book Recommendations
-
Robert scaled Camundaâs GTM motion for over a decade. In this episode of The RevOps Lab, heâll share his learnings and best practices with you:
Camundaâs sales process
Pipeline generation at Camunda
Running a highly accurate forecast process
Robertâs key sales metrics
You can find more information about Robert here:
â â https://www.linkedin.com/in/robert-gimbel-gtm/â
RevOps Letter: â â https://www.getweflow.com/revopsletterâ â
Janis on LinkedIn: â â https://www.linkedin.com/in/philippstelzer/â â
Philipp on LinkedIn: â â https://www.linkedin.com/in/janiszech/â â
Weflow: â â https://www.getweflow.com/â â
Markers:
(00:00:00) Camundaâs GTM motion
(00:06:28) Opportunity criteria
(00:13:50) The most important part in the sales cycle
(00:18:17) Forecasting setup
(00:24:05) Increasing predictability
(00:25:37) Key sales metrics
(00:31:07) Most important learnings
-
Eric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives into the nuances of organizational design, the importance of hiring the right talent, and the key elements of leading a high-performing team. He also offers practical advice on how to effectively onboard new team members and foster a collaborative culture.
We cover:
Scaling a RevOps team from 3 to 7 members
Organizational design and the importance of customer, marketing, and sales ops alignment
Best practices for hiring and onboarding in RevOps
Building cross-functional collaboration across go-to-market functions
Leadership principles for empowering RevOps teams
Eric Portugal-Welsh on LinkedIn: https://www.linkedin.com/in/ericwelsh1/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:23) Ericâs Background and Role at Deputy
(00:03:29) Designing and Growing the RevOps Team
(00:07:31) Hiring and Organizational Design Strategy
(00:14:39) Onboarding and Leadership in RevOps
(00:19:06) Building Cross-Functional Collaboration
(00:24:00) Lessons on Team Scaling and Organizational Structure
(00:35:30) Final Thoughts and Leadership Advice
-
Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best.
We cover:
The shift from traditional outbound methods to AI-driven strategies
How signals play a critical role in outbound success
The importance of flexibility and experimentation in outbound
Using tools like MadKudu to streamline outbound workflows
AIâs role in the future of outbound and sales engagement
Justin Norris on LinkedIn: https://www.linkedin.com/in/justinnorris/
RevOps FM Podcast: https://revops.fm/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:17) Justinâs Background and Journey in RevOps
(00:03:59) Outbound in the Modern Sales Environment
(00:07:31) Signals and AI in Outbound Strategy
(00:14:39) Building Flexibility into Outbound Motions
(00:19:06) The Future of AI and Sales Engagement
(00:24:00) Experimentation and Learning in Outbound
(00:35:30) Final Thoughts and Advice
-
Alex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, helping sellers close more deals. Alex shares insights from his experience managing RevOps in a fast-growing, publicly listed company, highlighting the importance of aligning internal processes with seller needs and creating a more collaborative environment between sales and operations.
We cover:
Redefining RevOps to prioritize seller success
Strategies for reducing admin tasks and streamlining CRM workflows
The role of data and automation in enhancing sales productivity
Aligning internal processes to create a seamless customer journey
Building trust and buy-in from sellers by showing how RevOps efforts help them learn more
Alex Freeman on LinkedIn: https://www.linkedin.com/in/alex-david-freeman/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:17) Alexâs Background and Career Journey
(00:04:22) Prioritizing Seller Success in RevOps
(00:09:42) Reducing Admin and Streamlining CRM Workflows
(00:14:39) Using Data and Automation to Boost Productivity
(00:19:06) Aligning Internal Processes for a Better Customer Experience
(00:24:00) Building Trust with Sellers and Showing ROI
(00:35:30) Final Thoughts and Advice
-
Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of understanding key SaaS metrics and the relationship between RevOps and financial planning.
We cover:
Understanding the key SaaS financial metrics: bookings, revenue, and MRR
The role of RevOps in forecasting and planning
The relationship between bookings and revenue recognition
Best practices for revenue forecasting and pipeline management
How to align RevOps with finance for better business outcomes
Ben Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:17) Benâs Background and the Start of The SaaS CFO
(00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR
(00:07:31) Revenue Recognition and SaaS Finance
(00:14:39) Forecasting and the Role of RevOps
(00:19:06) How Finance and RevOps Collaborate
(00:24:00) SaaS P&L Structure and COGS
(00:28:56) Best Practices for Sales and Marketing Expenses
(00:35:30) Final Thoughts and Advice
-
Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success.
We cover:
- The importance of a RevOps charter and how to develop one
- Structuring RevOps responsibilities across planning, process, technology, data, and measurement
- How to align key stakeholders, including sales, marketing, finance, and customer success
- The evolving role of technology in sales and RevOps, including the rise of AI and automation
- Best practices for measuring success in RevOps beyond activity metrics
Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:18) Steveâs Background and Evolution of RevOps
(00:03:59) Why Create a RevOps Charter?
(00:06:24) Defining the Scope of RevOps Responsibilities
(00:10:30) Structuring the RevOps Organization
(00:15:40) The Role of Data and Metrics in RevOps
(00:19:33) Aligning RevOps with the CFO and FP&A Teams
(00:26:01) The Future of Sales Technology and AI in RevOps
(00:34:08) Final Thoughts and Advice
-
Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth.
We cover:
⢠Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR
⢠The critical role of RevOps in IPO preparation
⢠Building a high-performing RevOps team from 5 to 40 members
⢠Managing pipeline, forecasting, and sales compensation effectively
⢠The importance of cross-functional collaboration in driving revenue growth
⢠Key takeaways for navigating a companyâs IPO journey
Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:17) Samarthâs Background and Role at Rubrik
(00:03:53) Scaling Rubrik and the Role of RevOps
(00:07:31) Hiring and Building a High-Performing Team
(00:14:39) Key Metrics for Scaling and IPO Preparation
(00:19:06) Aligning Cross-Functional Teams for Success
(00:24:00) Strategic Forecasting and Pipeline Management
(00:28:56) Lessons Learned on the Journey to IPO
(00:35:30) Final Thoughts and Advice
- Laat meer zien
