Afleveringen
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🔥 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/
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🚀 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!
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Zijn er afleveringen die ontbreken?
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🚀 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
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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
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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:
📌 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.
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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:
✔️ 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!
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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.
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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.
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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 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.
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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.
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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.
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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.
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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.
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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.
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“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.
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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.
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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.
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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.
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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.
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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.
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