Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet . In this candid Friday-afternoon recording (yes, with beer), they talk through the key pitfalls they see across hundreds of RevOps conversations and outline a practical cadence for having real strategic impact—no matter your title or team size. We cover: The most common RevOps pitfalls and how to avoid them Why being “too rea...
Jun 23, 2025•36 min•Ep. 83
Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. From fractional leadership to enterprise projects, Joe walks through how the framework applies in real-world settings and how operators can use it to build clarity, credibility, and momentum. We cover: • The 5A Framework: Audit, Analyze, Align, Architect, Accelerate • How to apply the model in new role...
Jun 09, 2025•38 min•Ep. 82
Rhys Williams, Founder of RevOps agency Domestique, joins the show to talk about one of the most frustrating (and familiar) realities in GTM: executives don’t trust the data. But the real issue? It’s almost never about the dashboard. In this episode, Rhys walks through a practical, systems-level approach to rebuilding trust in data—from strategic alignment to process design and cross-functional buy-in. We cover: Why “I don’t trust the data” rarely means bad reporting The foundational role of GTM...
Jun 02, 2025•34 min•Ep. 80
Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods to frameworks and philosophical reflections, this conversation explores both the making of the book and the strategic foundation RevOps leaders need today. We cover: The metaphor behind the "RevOps Pendulum" and why alignment drives momentum Haris’ writing process: from morning rituals to 20 months o...
May 26, 2025•44 min•Ep. 80
Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value creator (not just a reporting function), this is the blueprint. We cover: The four levers that drive ent...
May 19, 2025•35 min•Ep. 79
Cristina De Martini, VP and Research Director at Forrester, joins the show to break down the seven key areas where RevOps leaders should focus to drive long-term impact. Backed by thousands of real-world conversations with operators, Cristina shares a clear framework for navigating RevOps strategy—from process optimization and tech stack design to aligning with customer needs and managing change at scale.We cover:The 7 core focus areas of RevOps leadershipWhy process optimization and revenue lif...
May 05, 2025•41 min•Ep. 78
Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops . From building channel ecosystems from scratch to enabling partners and tracking ROI, Hassan walks us through the operational frameworks and tooling that power modern partner programs—and explains why it’s time for RevOps teams to stop ignoring this high-impact lever. We cover: What Partner Operations is and why it's...
Apr 21, 2025•43 min•Ep. 77
This is a reupload of the episode – perfect for anyone who missed it or wants to listen again. 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: ...
Apr 14, 2025•45 min•Ep. 76
Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversations with RevOps leaders and a viral LinkedIn post that sparked a flood of feedback, this episode breaks down the real-world challenges of maintaining clean CRM data—and what to do about it. We cover: The 8 most common Salesforce data hygiene challenges Why bad data is worse than no data at all How to...
Apr 07, 2025•34 min•Ep. 75
Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound . From tracking product usage to de-anonymizing GitHub activity, Soham shares how he built a smarter, more precise outbound motion—one that prioritizes timing, intent, and efficiency over brute force volume. This episode is packed with practical insights for RevOps leaders looking to modernize their go-to-market strategy. We cover: What signal-based outbound really means (and why ...
Mar 31, 2025•37 min•Ep. 74
Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and driving measurable impact. Whether you're tackling process bottlenecks or trying to rally teams around shared metrics, Hans explains how slowing down with a structured discovery process can actually help you move faster and make smarter decisions in RevOps. We cover: Why discovery isn’t just for sales — a...
Mar 24, 2025•49 min•Ep. 73
Lorena Morales , Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks. Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment. We cover: How RevOps operates in a ...
Mar 17, 2025•34 min•Ep. 72
For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce. If you’ve ever struggled with tracking sales activities, mapping emails to opportunities, or dealing with unreliable data in your CRM, this episode is a must-listen. Janis and Philipp break down the pitfalls of common activity capture methods, how to avoid data black holes, and how to build a setup that provides real revenue insigh...
Mar 10, 2025•34 min•Ep. 71
Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest. If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for bette...
Mar 03, 2025•27 min•Ep. 70
Tiffany Gonzalez, a seasoned RevOps leader with experience at AWS, Coupang, and other high-growth companies, joins the podcast to discuss how businesses can identify and leverage revenue moments that matter. These key moments act as leading indicators of retention and long-term growth, helping organizations align their go-to-market strategy, sales process, and customer success efforts to maximize revenue impact. We cover: What revenue moments that matter are and why they are critical to retentio...
Feb 24, 2025•41 min•Ep. 69
Danny Schonfeld, VP of Revenue Operations at GLIA, joins the podcast to break down how RevOps leaders can turn raw data into strategic narratives that drive executive decision-making. From QBRs to long-term planning, Danny shares his insights on making analytics actionable, building a strong data-driven culture, and ensuring that RevOps is seen as a strategic function rather than just a reporting team. We cover: Why data storytelling is the key to making analytics actionable How RevOps teams can...
Feb 17, 2025•43 min•Ep. 68
Nik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how he’s 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 you’re 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 mer...
Feb 10, 2025•32 min•Ep. 67
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 ...
Feb 03, 2025•44 min•Ep. 66
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...
Jan 27, 2025•41 min•Ep. 65
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 mother’s 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 throug...
Jan 20, 2025•44 min•Ep. 64
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 s...
Jan 13, 2025•44 min•Ep. 63
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 reten...
Jan 06, 2025•51 min•Ep. 62
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 s...
Dec 30, 2024•44 min
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- What’s coming next: plans for 2025 and why you shou...
Dec 23, 2024•6 min•Ep. 60
In this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël 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 effici...
Dec 16, 2024•47 min•Ep. 59
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 ro...
Dec 09, 2024•34 min•Ep. 58
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...
Dec 02, 2024•39 min•Ep. 57
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...
Nov 25, 2024•38 min•Ep. 56
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 ...
Nov 18, 2024•46 min•Ep. 54
Robert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you: Camunda’s sales process Pipeline generation at Camunda Running a highly accurate forecast process Robert’s key sales metrics You can find more information about Robert here: https://www.linkedin.com/in/robert-gimbel-gtm/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Phi...
Nov 11, 2024•35 min•Ep. 54
