Afleveringen
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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 thriveHow to align with CFOs and COOs (not just CROs)Signs your team is at risk of burnoutโand how to fix itWhy building a "superfunction" beats hiring unicornsWhat RevOps leaders can learn from private equity and venture-backed modelsโ Get actionable tips for proving your impact
โ Learn how to structure your RevOps team for scale
โ Discover how to think more strategically and elevate your career
๐ Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/
๐ Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options
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๐๏ธ 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! ๐
๐ 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
๐ Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
๐ Follow Yuri on LinkedIn: https://www.linkedin.com/in/yuriyakubov/
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Zijn er afleveringen die ontbreken?
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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.
๐ฅ What Youโll Learn:
How to connect RevOps tasks to GTM strategyQuestions to ask during RevOps job interviewsManaging requests from leadership and protecting your timeCoaching junior team members to think like strategic operatorsWhen it's time to reevaluate your role or company fit๐ Connect with Kristina on LinkedIn: https://www.linkedin.com/in/kristinakardell/
๐ Related Blog Content:
๐ 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
๐ 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
๐ Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
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Broken handoffs between teams are one of the biggest sources of friction in any revenue engineโand 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 itโs 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.
๐ In this episode, you'll learn:
How to identify broken handoffs and fix them fastWhy shared KPIs are critical for cross-functional alignmentWhat makes the sales-to-CS handoff so trickyโand how to improve itHow to revisit and refine your ICP using real dataWhy RevOps should act as a strategic problem-solver, not just a systems admin๐ Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/
๐ Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options
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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.
โ How to audit and rebuild your tech stack
โ Using HubSpot for lead management, routing, and attribution
โ Setting up custom fields that drive insightsโnot clutter
โ Prioritizing tools based on GTM maturity
โ Why actionable win/loss data is always better than โotherโ
โ Building for a focused, high-value TAM
๐ Join our community: https://www.revopscoop.com/membership/membership-options
๐ Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/
#RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast
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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.
โ Learn how to:
Align stakeholders across Sales, CS, Marketing & PartnershipsUse planning cycles (QBRs, H1/H2) to drive roadmap clarityManage a RevOps backlog using tools like Jira & NotionMake the case for headcount with data-backed roadmapsAvoid burnout through process-driven prioritization๐ฅ 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.
๐ Related Resources:
๐ Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one
๐ Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management
๐ Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/
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In this episode of the RevOpsAF podcast, weโre joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesnโt 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. ๐
What youโll learn in this episode:
How to create systems that actually support working parentsWhy โbalanceโ is a moving targetโand thatโs okayWhat managers and peers can do to be more inclusiveThe importance of representation in parenting conversationsHow to build flexibility into networking, meetings, and team culture๐ Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you.
๐ฃ Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community.
๐ Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/
๐ Join the community โ https://www.revopscoop.com/membership/membership-options
๐ฐ Explore the blog โ https://www.revopscoop.com/learn/blog
#RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps
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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.
๐ What Youโll Learn in This Episode:
โ How to set realistic, sustainable goals in RevOps
โ The challenges of hyper-fixation and how to overcome them
โ Aligning personal career growth with business goals
โ Strategies for managing stakeholder expectations
โ Self-advocacy and career progression in RevOps
๐ฅ 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
๐ฉ Connect with Our Guests Ashley Vonella: https://www.linkedin.com/in/ashleyvonella/
Camela Thompson: https://www.linkedin.com/in/camela-thompson/
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๐ 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.
๐ What Youโll Learn in This Episode:
โ Why most companies get ICP wrong and how to fix it
โ How to use real customer data to refine your ICP
โ The biggest red flags that signal it's time to update your ICP
โ How refining ICP unlocked $500K+ in new revenue for one company
โ Actionable strategies to optimize your sales, marketing, and CS motions.
๐ Follow Kristina on LinkedIn: https://www.linkedin.com/in/kristinadiederich/
๐ Become a member of the RevOps Co-op: https://www.revopscoop.com/membership/membership-options
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Struggling to define your Ideal Customer Profile (ICP)? Youโre 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:
โ Why most ICPs are flawed from the start
โ How to analyze customer data to find your best-fit accounts
โ The secret to aligning Sales, Marketing, and CS around your ICP
โ When and how to update your ICP for scaling success
๐ฏ If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! ๐ Subscribe for more RevOps insights
๐ Learn more and join the community: www.revopscoop.com
๐ Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/
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๐ฅ Should RevOps own business systems? Or should IT take the wheel?
This is a pretty spicy ๐ถ๏ธ debate in RevOps right now, and weโre diving in on the latest episode of the RevOpsAF Podcast. ๐๏ธ
When youโre 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 systemsโRevOps or IT?The data governance dilemma (security vs. agility)How to collaborate and not collide with IT๐ญ 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/
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๐ 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 Youโll Learn in This Episode:
โ Why most companies buy CPQ too early - and what to do instead
โ How overengineering pricing models can create chaos
โ When product-led growth (PLG) and usage-based pricing make sense (and when they donโt)
โ Why finance must be involved in your CPQ strategy
โ The best way to set up your quoting process without overcomplicating it
If youโre in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch!
๐ Related Resources & Links:
๐น Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/
๐น 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
๐น How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem
๐น A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing
๐น Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing
๐น 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
๐ฌ Timestamps:
00:00 Intro โ Why CPQ is a hot topic in RevOps
02:15 The #1 CPQ mistake: Buying too early
05:30 Overengineering pricing modelsโstop doing this!
09:45 PLG & usage-based pricing: When they work and when they donโt
14:20 CPQ success starts with finance
18:30 Final thoughts: Should you buy CPQ? ๐
Enjoy this episode? ๐ Subscribe for more RevOps insights!
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๐ AI is changing RevOpsโare 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. ๐ก
What youโll learn in this episode:
โ How AI is replacing outdated RevOps processes
โ Why AI-powered deal desk and RFP automation is a game-changer
โ The best ways to experiment with AI in RevOps without breaking things
โ How AI will impact RevOps career growth (Hint: itโs an opportunity, not a threat!)
Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ ๐
Subscribe to the RevOpsAF Podcast for more expert insights! Donโt miss out on future episodes.
๐ Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options
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Looking to build a high-performing RevOps or sales team? ๐ 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.
๐ What Youโll Learn in This Episode:
โ๏ธ Why a candidateโs tenure in past roles is a top predictor of success
โ๏ธ The surprising truth about whether team sports make better salespeople ๐ โพ
โ๏ธ How to use data analysis to identify the best SDR, AE, and CRO candidates
โ๏ธ The #1 mistake companies make in hiring revenue leaders (and how to avoid it)
โ๏ธ Why RevOps leaders should play an active role in hiring decisions
๐ง Listen in to discover how you can get a competitive edge in hiring the right talent.
๐ Subscribe for More RevOps Insights!
๐ก If you love learning about hiring, revenue operations, and GTM strategy, hit that SUBSCRIBE button and turn on notifications ๐ so you never miss an episode!
๐ถ Connect with Jeremey on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/
๐ Join the RevOps Co-op Community: https://www.revopscoop.com/ ๐ข Follow us on LinkedIn: https://www.linkedin.com/company/revopscoop/
#RevOps #RevOpsAF #HiringMoneyball #SalesHiring #RevenueOperations #B2BSales #CRO #SalesStrategy
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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:
๐ Has AI killed cold outbound?
๐ Declining email open and reply rates
๐ The rise of AI spam detection
๐ How to improve sales outreach in 2025
๐ 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.
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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:
โ๏ธ What KPIs matter most in RevOps?
โ๏ธ Structuring an effective RevOps team
โ๏ธ Aligning revenue operations strategy with business objectives
โ๏ธ Using OKRs and quarterly planning for better execution
โ๏ธ Optimizing MQL conversion rates and demo flows
โ๏ธ Measuring RevOps impact on sales, marketing, and customer success
Key Takeaways:
โ How Henryโs team at Apollo.io improved MQL to demo conversion rates by 40% using data enrichment
โ Why a centralized RevOps model improves alignment and efficiency
โ Best practices for setting and tracking RevOps metrics
๐ Like, Comment & Subscribe for more RevOps insights!
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Who out there still thinks marketing stops at the top of the funnel? ๐คจ
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 ๐ช
If you want to unlock a few lead-to-cash secrets, then give this one a listen ๐
Follow Alexis on LinkedIn: https://www.linkedin.com/in/alexis-boucher-27a956a4/
Not a RevOps Co-op member? Join at revopscoop.com.
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You think AI will ever replicate that human connection that exist in B2B sales today? Think again. ๐
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:
๐ค AI has come a long way, assisting with tasks from research to coding, but still has a long way to go
๐ค Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement
๐ 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.
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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 youโre 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.
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Youโve heard about the revenue flywheel butโฆ do you truly understand how it works? ๐ค
Donโt worry, we got you ๐
In this episode of the RevOpsAF podcast, youโll hear from AnilโฏSomaney, Worldwide Head of Sales Operations at Island and self-described flywheel executive, about how the flywheel ๐ is the right way to approach revenue operations.
Youโll learn all about:
๐ How flywheels help revenue operators make small tweaks that deliver big impact
๐ฐ A few common levers that you can pull when using the flywheel model
โฏ๏ธ Why itโs so important to align across the GTM org when it comes to metrics and ICP
๐ Why curiosity, emotional intelligence, and a love of learning are the keys to career growth
Listen in ๐ฟ 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.
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