🇬🇧 #20 - How Scrive handles GTM, AI, and Acquisition Integration, with Elis Olsson.

Some people fall into RevOps by accident...others end up running it for a company that just acquired a "competitor".That’s the case for Elis Olsson, head of revenue operations at Scrive, Sweden’s fast-growing contract management platform.We sat down to talk about:- What revops really looks like when it touches sales, cs, marketing, and finance- The realities of post-merger CRM migration- And of course… commissionsHere are a few of my favorite takeaways from our chat 👇1. Revops isn't just sales support ↳ at Scrive, Elis's team is involved across the entire customer journey. This includes building go-to-market processes and supporting finance with billing tooling ↳ his work also includes due diligence and post-acquisition integration (like migrating crms in-house with no external consultants)2. Commissions should be simple ↳ Elis keeps commission models clear and motivating: AEs earn from arr + one-time fees, SDRs are paid for meetings and referred arr, and CS reps are rewarded for expansions and churn reduction ↳ His rule: “reps should know how much they’ll earn when they close a deal, without needing a spreadsheet”3. Vertical + size-based sales structure ↳ Scrive combines vertical specialization with company size tiers: enterprise and mid-market get dedicated reps, while SMB is served through partners or self-serve ↳ that dual structure feeds into inbound, outbound, and ABM motions, especially strong in the Nordics where Scrive is a well-known name4. Ai is coming, but humans still have the edge ↳ while Scrive is exploring large language models for internal automation, Elis believes humans still outperform ai in cold outreach...for now ↳ tools like Gong and Chorus are his top picks for enabling ai in sales because of the rich data they provide from meetings5. When it comes to commission plans ↳ uncapped > capped ↳ simple > complex ↳ one or two KPIs > eight different targets ↳ and yes, he budgets commissions at the rep level to align incentives with growthHis closing thought?“build for what humans do well, and let AI handle the rest”🚀 if Scrive becomes Sweden’s next unicorn, you’ll know why