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 m...
Nov 04, 2024•37 min•Ep. 53
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 shif...
Oct 28, 2024•41 min•Ep. 52
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: Rede...
Oct 21, 2024•45 min•Ep. 51
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 ...
Oct 14, 2024•42 min•Ep. 50
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 cove...
Oct 07, 2024•37 min•Ep. 49
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 sust...
Sep 30, 2024•41 min•Ep. 48
Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s service offerings, the importance of building scalable frameworks, and how to align marketing, sales, and operations to deliver impactful results. We cover: -The evolution from marketing operations to go-to-market operations -Building scalable go-to-market frameworks -Aligning marketing, sales, and operat...
Sep 23, 2024•48 min•Ep. 47
Jordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains how his team managed this transition, the challenges they faced, and the importance of building a strong, versatile team capable of adapting to rapid changes in the business landscape. We cover: Transitioning from a B2C to a B2B sales model Building a versatile team of generalists Overcoming challenges in sales and marketing alignment T...
Sep 16, 2024•45 min•Ep. 46
Matt Volm, CEO and Co-Founder of RevOps Co-op, joins the podcast to discuss the incredible growth of the global RevOps community. Matt shares insights into how the community supports RevOps professionals, the challenges they face, and how RevOps Co-op fosters learning and connection among its members. We cover: The mission and vision behind RevOps Co-op Scaling a global community for RevOps professionals The role of RevOps in modern organizations Key trends and challenges in the RevOps field Str...
Sep 10, 2024•36 min•Ep. 45
Laura Fu, Head of Revenue Operations at DevRev, discusses her journey from the field to the back office, the intricacies of sales productivity, and the importance of leadership in driving team performance. Laura shares her insights on how to effectively manage and improve sales teams, emphasizing the role of rigorous processes and continuous learning. We cover: Transitioning from sales to RevOps Defining and measuring sales productivity Strategies for moving reps through performance buckets The ...
Sep 03, 2024•38 min•Ep. 44
Laura Adint and Sean Lane, both seasoned RevOps leaders, discuss their experiences in revenue operations, the evolution of RevOps as a strategic function, and how their new book, The Revenue Operations Manual, captures the essence of operational excellence. They explore the importance of RevOps as a strategic partner within organizations and share insights on creating value through effective communication and alignment We cover: • The strategic role of RevOps beyond support functions • The evolu...
Aug 27, 2024•44 min•Ep. 43
In this episode: Jeremy Donovan, Executive Vice President of Revenue Operations Strategy at Insight Partners, joins us to discuss the intricacies of territory planning. With a wealth of experience in revenue strategy and operations, Jeremy shares his analytical approach to creating effective territory plans that drive sales performance and efficiency. We cover: The importance of territory planning in sales success Key frameworks and methodologies for effective territory planning Balancing accoun...
Aug 20, 2024•43 min•Ep. 42
Alexandra Schimpf, Director of Sales and Revenue Operations at Causaly, discusses her career transition from WP Engine to Causaly, the challenges and strategies in sales and revenue operations, and the importance of cross-functional collaboration in achieving business success. We cover: ● Transitioning from WP Engine to Causaly ● Differences in sales operations between high-volume, low-ACV, and low-volume, high-ACV environments ● Building and maintaining effective sales processes ● The role of c...
Aug 13, 2024•40 min•Ep. 40
Tom van Langen, Vice President of Revenue Operations at Ontinue, shares his insights on preparing, running, and following up on board meetings from a RevOps perspective. Drawing from his extensive experience in various operations leadership roles across B2B SaaS companies, Tom provides practical advice on how to make board meetings impactful and strategically valuable. We cover: · The role of RevOps in board meetings · Key metrics for board reporting · Preparing and presenting effective board re...
Aug 06, 2024•38 min•Ep. 40
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 fi...
Jul 23, 2024•48 min•Ep. 39
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior. What you’ll learn in this episode: How HeyJobs structures its RevOps org What effective RevOps planning & roadmapping ...
Jul 16, 2024•38 min•Ep. 38
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode: How Stefan built the RevOps team at Sastrify How to choose and implement new tools AI in your sales tech stac...
Jul 09, 2024•39 min•Ep. 37
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In today's episode, you’ll learn everything you need to know about Customer Success Ops. You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not. What you’ll learn in this episode: How to measure brand awareness in RevOps How to succeed at Customer Success Ops/Work with custome...
Jul 02, 2024•41 min•Ep. 36
Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals. We cover: The strategic role of RevOps in modern businesses How to set up an effective compensation plan Communicating and reviewing comp plans You can find more information about Ryan here: https://www.linkedin.com/in/ryanemilligan/ RevOps Letter: https://www.getweflow.com/rev...
Jun 25, 2024•34 min•Ep. 35
Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn. We cover: The importance of flexibility in revenue operations Managing B2C, B2B, and B2B2E go-to-market motions Building internal tools for operational efficiency You can find more information about Alfonso here: https://www.linkedin.com/in/alfonsocomino/ RevOps Letter: https://www.getweflow.com/revopslette...
Jun 18, 2024•42 min•Ep. 33
Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures. We cover: How to commit customers in consumption-based pricing models Drive seller behavior through compensation plans Comp planning: Tools & strategies to reduce complexity You can find ...
Jun 11, 2024•45 min•Ep. 33
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 Jacco’s 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-fi...
Jun 04, 2024•40 min•Ep. 32
Today’s episode with Jeff Ignacio is all about forecasting. Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings. We cover: What an effective forecasting process looks like Pitfalls of different forecast types How to measure pipeline hygiene Jeff’s articles can be found here: 1. https://revengine.substack.com/p/lets-run-it-back-with-forecasting 2. https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da 3. https://rev...
May 28, 2024•34 min•Ep. 31
In today’s episode, Richard de Veer shares his view on managing (RevOps) complexity while giving insights into his role at Just Eat Takeaway.com What you’ll learn in this episode: How JETs manages GTM & RevOps complexity JET’s GTM motion, org structure, and CRM setup Managing internationalization You can find more information about Richard here: https://www.linkedin.com/in/richarddeveer/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/phil...
May 21, 2024•33 min
In case you wondered where my podcast partner Janis went, I made this short solo episode to give you a quick insight into some news. What’s this episode about: What project is Janis working on? Why should you take a look at his new work? What will change in the RevOps Lab? You can find the new project here: The Revenue Lab 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...
May 14, 2024•3 min•Ep. 29
In today’s episode you’re getting deep into Marketing attribution models. A never-ending story, that we continue with our guest, Daniel Foulkes from CoachHub. What you’ll learn in this episode: Marketing attribution model at CoachHub Getting started with a marketing attribution model Tech stack & CRM set up for attribution models You can find more information about Daniel here: https://www.linkedin.com/in/danielfoulkes/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn:...
May 07, 2024•44 min•Ep. 28
RevOps often wants to become more strategic but has a hard time doing so. Stacie Stussman joins us on this week's episode to discuss how revenue operators should work with leadership and the C-suite to become more relevant on a strategic level. We cover: The partnership model between ops and the revenue team How RevOps can push strategic projects How to RevOps can prove its worth You can find more information about Stacie here: https://www.linkedin.com/in/staciesussman/ RevOps Letter: https://w...
Apr 30, 2024•37 min•Ep. 27
Today’s episode is fully focused on a topic that we haven’t touched much yet: compensation and quota setting. What you’ll learn in this episode: Fundamentals of OTE, total comp and quota RevOps’ role in quota and OTE planning The ideal process to define OTE and quota You can find more information about Jeremy here: https://www.linkedin.com/in/jeremy-lamande/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: h...
Apr 23, 2024•41 min
In today’s episode we dive deeper on the relationship between sales enablement and revenue operations. What you’ll learn in this episode: How to enable your GTM team Most common mistakes in GTM onboarding Key enablement KPIs How to bridge GTM enablement and RevOps You can find more information about Stephanie here: https://www.linkedin.com/in/sjmiddaugh/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https...
Apr 16, 2024•43 min•Ep. 25
In today’s episode Anastasiia shows you how to keep your RevOps team lean. What you’ll learn in this episode: What is LeanOps? What are the benefits & risks of this framework? What a lean RevOps tech stack & org look like You can find more information about Anastasiia here: https://www.linkedin.com/in/anastasiia-vasiutina/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/j...
Apr 09, 2024•39 min•Ep. 24
