RevOps Lab

In this episode of the RevOps Lab, Janis sits down with Andy Smidmore — a 15-year RevOps and SalesOps veteran whose résumé reads like a tour of high-growth West Coast SaaS (Confluent, Cloudera, Docker, most recently Ditto). Andy is also the author of a popular LinkedIn article series on RevOps fundamentals, including the piece that anchors today's conversation: Forecasting Is a Trust Problem Before a Math Problem. Janis and Andy unpack why the magic forecast number leadership wants is just the surface, why broken sales stages quietly leak forecast accuracy, and why mixing deal reviews into your forecast call destroys the very trust your reps need to be honest with you.We cover:Why forecasting is a trust problem first, a math problem secondWhy the "how much are you committing?" question on day one of a forecast call is the wrong starting pointBuilding sales stages around the buyer's journey, not your selling process — and why misaligned stages are a leaking bucketThe danger of performative deal progression and the false hope it creates for leadershipWhy deal reviews and forecast calls should be two separate motions"I'm not questioning you, I'm asking questions" — the subtle reframe that changes the whole roomCrystal-clear definitions for pipeline vs. commit, kept short (5 bullets, not essays)What a true commit actually requires: technical sign-off, legal redlines, procurement engaged, stakeholder alignmentWhy a consistent week-in, week-out forecast format builds rep trust over timeTreating forecasting as a team sport — and why punishing reps swings them toward concealment, not honestyLinks:Andy Smidmore on LinkedIn: https://uk.linkedin.com/in/andy-smidmore-3aab0556Andy's article series on RevOps & forecasting (LinkedIn)Janis Zech on LinkedIn: https://www.linkedin.com/in/janiszech/Philipp Stelzer on LinkedIn: https://www.linkedin.com/in/philippstelzer/WeFlow: https://www.weflow.ai/Join the RevOps Chat Community: https://www.weflow.ai/communitySubscribe to the RevOps Letter: https://www.weflow.ai/revops-letterBook recommendations:Disrupted by Dan LyonsThe Girl with Seven Names by Hyeonseo LeeChapters:(00:00) Intro & welcome to Andy(00:51) Andy's 15-year journey through Confluent, Cloudera, Docker, Ditto(03:08) Why forecasting is the topic — and the article that started it(04:03) Why every forecast framework is unique to its company(06:15) Intelligence tools haven't replaced the foundational framework(08:13) "How much are you committing?" — the surface-level forecast call(10:01) The top forecast process problems Andy keeps seeing(11:33) Sales stages built around the buyer journey, not the seller(12:24) The POC stage problem: what does "done" actually mean?(14:25) When poor stage definitions destroy trust between reps and leadership(15:43) Creating an open, honest forecast call environment(18:17) From gut-based reviews to data-backed conversations(20:22) Why deal reviews and forecast calls must be separate motions(23:25) "I'm not questioning you, I'm asking questions"(25:00) The cadence: clean pipeline Thursday, deal review Friday, forecast Monday(28:32) Building a clear forecasting methodology — pipeline vs. commit(31:34) What actually constitutes a commit deal(35:21) Closing thoughts: stages, enablement, cadence, culture(39:35) Book recommendations & close

In this host-only episode of the RevOps Lab, Janis and Philipp take stock of what three years of building a forecasting tool — and hundreds of conversations with sales leaders, RevOps teams, and CROs — have taught them about getting to a reliable, repeatable forecast number. They unpack why forecasting is a process (not a number), why AI only works on top of a clean data foundation, and how the best companies combine roll-up, dynamically weighted, and AI-predicted forecasts into a single operating cadence.We cover:Why forecasting accuracy is the output of a well-run sales org, not the inputThe operating cadence: weekly meetings, deal reviews, and stakeholder alignment that make forecasting workBuilding the data foundation: activity capture, multi-threading signals, conversation intelligence, and CRM autofillWhy deal hygiene and shared qualification criteria (SPICED, MEDDIC) are non-negotiable before you forecastSplitting the forecast into new logo, expansion, and renewal — and why bookings ≠ consumptionThe three-pillar forecast: dynamically weighted + bottom-up roll-up + AI prediction (with corridors, not single numbers)How to run a roll-up motion: baseline vs. best case, rep forecast vs. independent manager forecastWhy running roll-ups in spreadsheets breaks down at 50+ repsCalculating dynamic stage probabilities by rep tenure or team — and when it's worth doingWhy AI predictions are only as good as the data foundation underneath themLinks:Janis Zech on LinkedIn: https://www.linkedin.com/in/janiszech/Philipp Stelzer on LinkedIn: https://www.linkedin.com/in/philippstelzer/WeFlow: https://www.getweflow.comWeFlow RevOps resources: https://www.getweflow.com/revopsJoin the RevOps Chat Community: https://www.getweflow.com/communitySubscribe to the RevOps Letter: https://www.getweflow.com/revops-letterOperating Cadence master deck: ping Janis or Philipp on LinkedIn to requestChapters:(00:00) Intro: Has AI fundamentally changed forecasting?(01:34) Why forecasting is a process, not a number(02:25) What an operating cadence actually looks like week-to-week(04:23) The data foundation: why CRM alone isn't the system of truth(06:53) Anchoring deal conversations on a shared qualification methodology(08:42) How AI adds an objective layer through automated capture and CRM autofill(09:29) Stage entry/exit criteria and deal signals for deal health(13:06) Why "comparable deals" matters as you scale past 50 reps(14:23) Forecasting as the end result of a well-functioning sales org(16:05) Splitting forecasts: new logo, expansion, renewal, bookings vs. consumption(17:22) The three-pillar forecast: dynamically weighted, roll-up, AI prediction(18:50) Roll-up forecasting: baseline vs. best case, rep vs. manager numbers(24:07) Anatomy of a roll-up: hierarchy, gap-to-quota, pipeline coverage, deal-by-deal(26:43) Why spreadsheets break down for roll-up forecasting at scale(28:07) AI prediction models: aggregate vs. deal-by-deal scoring(29:02) Dynamically weighted forecasts and rep-level stage probabilities(32:44) Why AI predictions only work on top of clean data foundations(34:27) Book recommendation & close

In this episode of the RevOps Lab, Janis and Philipp sit down with Robert Kaiser and Christoph Dünhuber from Tacto — the Sequoia- and Index-backed AI procurement platform powering 300+ industrial customers across the German Mittelstand. Robert leads revenue functions, Christoph leads RevOps. Together they unpack how Tacto scaled to 130 employees by making customer value the center of gravity across every revenue function — from BDR to renewals — and why "customer-centric" only works when it is operationalized, not just stated.We cover:Why customer value (not org design) is priority #1 in a scaling revenue orgHow webinars with 200–500 weekly attendees became Tacto's top-of-funnel engineThe "Customer Internship" program: every new hire spends 2–3 days embedded with a customerWhy marketing and outbound are converging — and how to make cold outreach feel warmSelling to dual personas: the procurement team (user) vs. the MD/CFO (economic buyer)How forward-deployed Customer Value Managers (ex-BCG, ex-Roland Berger) drive renewals and expansionWhy 70–80% of new Tacto customers speak to an existing customer before signingBuilding a value-engineering motion that makes ROI tangible inside the sales cycleLinks:Tacto: https://tacto.aiRobert Kaiser on LinkedIn: https://www.linkedin.com/in/-robert-kaiser/Christoph Dünhuber on LinkedIn: https://www.linkedin.com/in/christophduenhuber/Janis Zech on LinkedIn: https://www.linkedin.com/in/janiszech/Philipp Stelzer on LinkedIn: https://www.linkedin.com/in/philippstelzer/WeFlow: https://www.getweflow.comJoin the RevOps Chat Community: https://www.getweflow.com/communitySubscribe to the RevOps Letter: https://www.getweflow.com/revops-letterBook recommendation: The Qualified Sales Leader by John McMahonChapters:(00:00) Intro & welcome(01:36) Meet Robert & Christoph — their paths at Tacto(03:13) What Tacto does and the $500M procurement opportunity(07:47) Why customer-centricity is a two-sided coin (users + economic buyers)(10:24) The Tacto customer journey: from webinars to account management(15:44) Org design for scale: renewals, upsells, expansion leads(17:00) Selling to procurement vs. selling to the managing director(19:43) How outbound stays customer-centric when brand and webinars lead(23:24) Customer Internships: every new hire embeds with a customer(28:00) Hiring for cultural fit and the "warm calling" academy(29:35) Referrals and why 70–80% of new customers speak to existing ones(31:10) Dual-persona strategy: power user vs. economic buyer(32:49) How a CX mindset reshaped Tacto's entire sales motion(35:21) Org design deep dive: SEs, Value Engineers, CVMs(37:39) Book recommendation & close

Eric Portugal Welsh, Head of RevOps at PlanetScale and returning guest on the RevOps Lab, joins Janis and Philipp to share how he went from leading a team of six to operating as a solo RevOps function — and how AI is making that possible. Eric walks through his full AI stack, his vibe coding journey, and the specific agents and workflows he's built to automate everything from pipeline reviews to stakeholder communication to onboarding himself at a new company.We cover:Going from a RevOps team of six to a team of one — and why that's the PlanetScale modelThe full AI stack: Claude, Cursor, Cowork, Gemini, Notion AI — and when to use whichHow Eric onboarded himself in days instead of weeks using Claude and Notion agentsVibe coding a full pipeline dashboard from a single Salesforce history report in 90 minutesWhy PlanetScale's head of finance hasn't opened Excel in months — everything is vibe codedBuilding agents for weekly status updates, pipeline prep, and Slack-based Q&AA communication agent that mirrors the COO's tone and preempts his questionsThe Monday morning pipeline agent: auto-generated executive overviews before the 8:30 callWhy VPs of sales and CROs are the heaviest AI users — not the repsHow the CRM interaction model is shifting from reports and record pages to chat interfacesPractical vibe coding tips: build an acceptance criteria doc first, then prompt the buildThe scaling challenge: why open data works at 65 people but breaks at 500+RevOps as the orchestration layer for AI-powered go-to-market workflowsEric Portugal Welsh on LinkedIn: https://www.linkedin.com/in/ericwelsh1/ PlanetScale: https://www.planetscale.com Weflow: https://www.getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction & Eric's Return to the Pod (00:00:53) From Deputy to PlanetScale: RevOps Team of One (00:03:45) The Full AI Stack: Claude, Cursor, Gemini, Notion AI (00:05:05) Self-Onboarding with AI: Days Instead of Weeks (00:08:40) Claude vs. Gemini vs. ChatGPT: What Works Best (00:11:45) Vibe Coding a Pipeline Dashboard in 90 Minutes (00:12:20) PlanetScale's Head of Finance: Zero Spreadsheets in Months (00:13:25) Getting Started with Vibe Coding: Tips for RevOps (00:17:55) Practical Tip: Build Acceptance Criteria Before Prompting (00:19:15) More AI Use Cases: Cloning Yourself as a Team of One (00:21:05) Weekly Status Agents & Notion-Based Slack Q&A Bots (00:23:10) The Monday Morning Pipeline Agent (00:24:20) Communication Agent: Matching the COO's Tone & Style (00:25:45) Context: 65-Person Company, 85% Engineers, Open Data Culture (00:27:10) Why This Will Come to Every RevOps Team — and the Scaling Challenges (00:29:20) Agentic Content Creation for Outbound Sequences (00:31:30) Why VPs of Sales Are the Heaviest AI Users (00:33:45) The Future: Chat-Based CRM Interaction Over Reports and Record Pages (00:36:00) RevOps as the AI Orchestration Layer (00:37:05) Book Recommendation & Wrap-Up

Stephen Diorio, author of "Revenue Operations" and a go-to-market strategy veteran with decades of experience — from co-founding one of the first GTM strategy firms in 1993 to serving as a Gartner analyst — joins Janis and Philipp to unpack the math of growth. Stephen explains why the financial systems behind most B2B organizations fundamentally fail to measure what actually drives revenue, and how RevOps can close the gap between what the business spends on growth and what it actually gets back.We cover:Why traditional accounting treats all go-to-market spend as expense — and why that's fundamentally wrongGrowth assets: databases, brands, digital channels, content — and why no one measures their valueThe bow tie model: what it captures, what it misses, and why the back end is where CFOs get scaredWhy a third of closed deals originate from actions taken 12–18 months earlierThe 25 post-booking variables that can double or halve lifetime customer valueWhy "cost to sell" has 100 definitions across 100 companies — and none are rightThe dark funnel and LLM search: why 90% of the buying process is invisibleForward-looking vs. backward-looking signals: product telemetry, adoption, and renewal predictionThe nine customer behavior changes that every growth investment ultimately drivesWhy documenting assumptions — not just measuring outcomes — is the key to continuous improvementTreatment models and customer experience: why no one can answer "what does a good CX cost?"Share of wallet and account penetration: the massive untapped opportunity most orgs can't quantifyStephen Diorio on LinkedIn: https://www.linkedin.com/in/stephen-diorio-1339011/Revenue Operations (Book): https://www.amazon.com/Revenue-Operations-Stephen-Diorio/dp/1119871115 Weflow: https://www.getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction (00:00:32) Stephen's Background & Why He Wrote the RevOps Book (00:02:45) The Math of Growth: Why It's One Big Equation (00:03:25) Growth Assets: Brands, Data, Channels — and Why No One Values Them (00:05:10) Why Financial Accounting Fails Go-To-Market (00:07:10) Cost to Sell: 100 Companies, 100 Definitions (00:09:35) Walking Through the Bow Tie: Top of Funnel to Post-Sale (00:11:40) Why We Overplay Conversion Rates and Underplay the Dark Funnel (00:13:00) The Back End of the Bow Tie: Where CFOs Get Scared (00:15:10) Reliable Cash Flow as the North Star Metric (00:16:00) Account Penetration & Share of Wallet: The Untapped Opportunity (00:18:10) Treatment Models: What Does a Good Customer Experience Actually Cost? (00:20:05) Reliable vs. Accurate Revenue: Why Sandbagging Kills Forecasting (00:22:30) The Scientific Method: Document Assumptions, Then Test and Adjust (00:26:35) Dark Funnel, LLM Search & Why 90% of Buying Is Invisible (00:30:05) Forward-Looking Signals: Product Telemetry and Adoption Data (00:32:05) The Nine Customer Behavior Changes That Every Growth Investment Drives (00:35:25) Brand as an Asset: Touch Points, Awareness, and Future Option Value (00:37:05) Book Recommendation: The Goal by Eli Goldratt

Franco Anzini, a seasoned revenue operations leader with experience across companies of all stages and go-to-market motions, joins Janis and Philipp to talk about a principle that doesn't show up on any dashboard: stay close to where the money changes hands. Franco shares why RevOps professionals need to step away from the data, get into the field, and understand the art behind the science — and how that context is what ultimately separates tactical operators from strategic leaders.We cover:What "stay close to where the money changes hands" means in practice for RevOpsWhy data alone doesn't tell the full story — and how field context fills the gapPractical ways to get into the field: joining sales calls, attending QBRs, shadowing repsWhy salespeople are almost always thrilled when RevOps wants to join their meetingsHow understanding the customer journey end-to-end makes RevOps more strategicThe churn example: when health scores looked great but customers still leftWhy the current market shift — from ZIRP to AI-first — demands even more field contextCareer pathing from RevOps to COO or CRO: why business context is the missing ingredientWhen to roll up your sleeves vs. when to step back: signals and time managementUsing conversation intelligence and transcripts as a complement — not a replacement — for field presenceWhy conferences are the fastest way to absorb dozens of live sales interactionsFranco Anzini on LinkedIn: https://www.linkedin.com/in/francoanzini Weflow: https://www.getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction (00:00:35) Franco's Background in Revenue Operations (00:02:12) What "Stay Close to Where the Money Changes Hands" Means (00:05:40) Tactics for Getting Into the Field (00:09:00) Why RevOps Should Join Sales Calls — and Why Reps Love It (00:11:45) Understanding the Full Customer Journey as RevOps (00:14:00) Career Pathing: From RevOps to COO and CRO (00:15:55) Real Example: When Health Scores Lied About Churn (00:19:00) The Changing Market Context: ZIRP to AI-First Era (00:21:30) How Field Context Makes RevOps More Strategic (00:22:45) When to Roll Up Your Sleeves — and When Not To (00:25:20) Time Partitioning: SKOs, QBRs & Natural Touchpoints (00:26:50) Conversation Intelligence as a Complement to Field Presence (00:27:45) Fast Track: Join Salespeople at Conferences (00:28:45) Advice for Overwhelmed RevOps Teams (00:30:50) Book Recommendation: Legacy by James Kerr

In dieser Episode sprechen Janis und Philipp mit Navin Persaud, VP of Revenue Operations bei 1Password, über eine der aktuell meistdiskutierten Fragen im RevOps: Sollte man GTM-Tools im Zeitalter von AI kaufen oder selbst bauen? Navin bringt dabei die Perspektive aus fünf Jahren RevOps-Führung bei einem Security-Unternehmen mit über 400 Millionen US-Dollar Umsatz ein und ordnet sehr klar ein, wo AI heute echten Mehrwert schafft – und wo schnell gehypte, „vibe-coded“ Eigenbauten eher neue Risiken als echte Fortschritte erzeugen.Im Mittelpunkt steht die Frage, warum das RevOps-Team von 1Password konsequent auf Konfigurieren statt Customizing setzt und weshalb Eigenentwicklungen nur in ausgewählten Fällen sinnvoll sind. Navin erklärt, warum AI für ihn vor allem ein starkes Werkzeug für Prototyping, Tests und Experimente ist, aber kein Ersatz für tragende Kernsysteme. Außerdem geht es darum, wie AI helfen kann, Daten und Erkenntnisse im gesamten Go-to-Market-Team zu demokratisieren, statt Wissen nur in Spezialfunktionen zu konzentrieren.Ein weiterer Schwerpunkt der Folge liegt auf den aus seiner Sicht wichtigsten AI-Anwendungsfällen im RevOps: agentische Suche, Datenanreicherung und Natural-Language-Queries. Navin beschreibt außerdem, warum gerade unstrukturierte Daten wie E-Mails, Gesprächsnotizen, Call-Transkripte und Deal Notes zu den größten ungenutzten Ressourcen im GTM gehören – und warum eine gute Datenvereinheitlichung die Basis dafür ist, dass AI in der Praxis überhaupt sinnvoll arbeiten kann.Darüber hinaus sprechen die drei über das Orchestrierungs-Mindset: RevOps sollte sich nicht als Werkzeugbauer verstehen, sondern eher als Dirigent eines Tech-Stacks, der vorhandene Systeme intelligent zusammenführt. Auch die Debatte rund um die sogenannte „SaaSpocalypse“ wird aufgegriffen – also die Frage, was AI gerade mit SaaS-Bewertungen macht und warum vor allem Unternehmen gefährdet sind, die nur auf einzelne Features statt auf echte Plattform- oder Orchestrierungsvorteile setzen.Zusätzlich geht es um die Risiken von Build-it-yourself-Ansätzen in größeren Unternehmen, insbesondere mit Blick auf Compliance, Governance und Security. Navin erklärt, warum mehrschichtige Datenanreicherungs-Stacks mit vielen einzelnen Providern langfristig kaum tragfähig sind und weshalb Signal Stacking sowie eine starke Orchestrierungsebene am Ende zu einem echten strategischen Vorteil werden können. Zum Schluss teilt er mit „Crawl, Walk, Run“ einen pragmatischen Rahmen, wie RevOps-Teams AI schrittweise und sinnvoll einführen können.Eine starke Folge für alle, die AI im Revenue-Umfeld nicht nur als Buzzword sehen wollen, sondern verstehen möchten, wo AI im GTM heute wirklich skaliert, wo Grenzen liegen und wie moderne RevOps-Teams sinnvoll zwischen Kaufen, Konfigurieren und Bauen unterscheiden.Links:Navin Persaud auf LinkedIn: https://www.linkedin.com/in/navinpersaud/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis auf LinkedIn: https://www.linkedin.com/in/janiszechPhilipp auf LinkedIn: https://www.linkedin.com/in/philippstelzerKapitel:00:00:00 – Introduction00:00:38 – Navin's Background: From IBM Sales to VP of RevOps00:02:06 – Buy vs. Build: The LinkedIn Hype vs. Reality00:04:27 – AI for Prototyping, Not Replacing Core Systems00:08:10 – Harvesting Unstructured Data for Go-To-Market Insights00:09:05 – Data Unification as the Foundation for AI00:11:35 – The Orchestration Mindset: Conductor, Not Carpenter00:14:25 – AI as the Glue for Your Go-To-Market Tech Stack00:15:15 – When Building Makes Sense: Early Stage vs. Scale00:17:55 – Top AI Use Cases: Agentic Search, Enrichment & Insight Democratization00:19:30 – The SaaSpocalypse: Feature Companies at Risk00:21:05 – The Data Enrichment Consolidation Problem00:24:00 – Crawl, Walk, Run: Practical AI Adoption Advice00:27:30 – Book Recommendation & Wrap-Up

Ross Graber, VP and Principal Analyst at Forrester, joins Philipp to unpack findings from Forrester's latest C-suite alignment study. Based on feedback from over 130 C-level marketing, sales, and customer leaders, the study reveals how alignment — or the lack of it — directly impacts customer value, resource efficiency, and revenue performance. Together, they explore why C-suite leaders feel aligned while their operational teams often aren't, and what RevOps can do to close that gap.We cover:Key findings from Forrester's C-suite alignment study across 130+ leadersWhy aligned organizations grow faster — and why customers feel misalignment firstThe two biggest alignment blockers: unstable corporate strategy and cultural obstaclesWhy C-suite leaders feel aligned but operational teams often aren'tHow misaligned incentives between marketing and sales create friction at the team levelThe resource cost of misalignment: why 1+1 can equal 0.5 when teams pull in different directionsAnnual planning pitfalls and why adaptive planning structures matterHow RevOps can use data and neutrality to drive cross-functional alignmentThe buyer journey perspective: why internal process shouldn't override buyer needsA practical tip: walk through your own company's buyer journey to find what's brokenRoss Graber on LinkedIn: https://www.linkedin.com/in/rgraber/Weflow: https://www.getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Introduction(00:00:55) Ross's Role at Forrester & the Alignment Study(00:03:10) Key Finding: Alignment Drives Customer Value First(00:07:25) Top Alignment Blockers: Strategy & Culture(00:10:40) Annual Planning & Why Plans Break Under Pressure(00:12:00) C-Suite Feels Aligned — But Operational Teams Don't(00:14:05) Misaligned Incentives Between Marketing & Sales(00:17:05) Translating C-Suite Alignment to Operational Execution(00:19:45) Internal Ripple Effects: Trust, Turnover & Turf Wars(00:22:00) RevOps as the Neutral Party: Leading with Data(00:23:15) The Resource Cost of Misalignment(00:26:15) Why Buyer-Centric Processes Beat Internal Efficiency(00:29:30) Practical Tip: Walk Your Own Buyer Journey(00:30:15) Closing: RevOps' Unique Position to Drive Alignment

Alexander Müller, Founder of Revenue Enablement and one of Germany's most recognized RevOps voices, joins Philipp for his second appearance on the RevOps Lab — over 100 episodes after being the very first guest on the show. Together, they jam on the AI use cases that are reshaping go-to-market execution right now and what that means for how RevOps teams should be built going forward.We cover: How AI use cases in RevOps have evolved — from Clay-era enrichment to agent orchestration Top-of-funnel automation: what's working, what's overhyped, and why calling still wins Why RevOps is the best-positioned team to own AI agents across the GTM org The rise of the go-to-market engineer role and where it fits within RevOps Mid-funnel and post-sale AI use cases: meeting prep, CRM automation, churn signals, and expansion Why data quality and CRM hygiene remain the foundation for any AI strategy The concept of "forward-deployed RevOps" and why it's becoming critical How RevOps team composition is changing: hiring generalists and tool-savvy specialists earlier Why smaller companies now build RevOps teams almost as large as enterprise orgs An XAI job ad that signals where RevOps responsibilities are headingAlexander Müller on LinkedIn: https://www.linkedin.com/in/alexander-p-mueller/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction & Welcome Back (00:01:30) Alex's Background: From Banking to €1B AI Exit (00:03:55) AI Use Cases Across the GTM Funnel (00:10:15) Top-of-Funnel: Automating Outbound & Why Calling Still Wins (00:14:00) Human in the Loop: Where AI Hits Its Limits (00:17:00) The Rise of the Go-To-Market Engineer Role (00:19:50) RevOps as the Owner of AI Agents (00:21:45) Mid-Funnel AI: CRM Automation, Meeting Prep & Data Capture (00:24:00) Data Enrichment Workflows That Every Team Can Start Today (00:26:30) Why Data Quality Is Still the #1 Blocker (00:28:00) Forward-Deployed RevOps & the Future of Implementation (00:29:30) Building a RevOps Team Today: New Skill Sets & Roles (00:33:40) Advice for Stressed RevOps Teams (00:34:30) Book Recommendation & Wrap-Up

Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.We cover: Why RevOps leaders are well-suited to become CROs How to use your comp plan to drive the right revenue behaviors across your GTM team The annual comp planning calendar: when to start, what to do, and how to roll it out Why comp planning is the most strategic project RevOps can own Quota attainment benchmarks: why 90% coverage beats the old 80% model How smaller, high-performing teams are closing more revenue per rep Designing accelerators and deal-level kickers that actually change behavior The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter SDR comp architecture: balancing quantity and quality metrics Variable comp splits for CS, Sales Engineering, and RevOps rolesRyan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction (00:01:30) Ryan's Path from RevOps to CRO (00:05:10) Comp Planning as a Strategic Lever (00:09:00) Treating Comp Plans as Dynamic, Not Static (00:11:10) The Annual Comp Planning Calendar (00:15:00) Why Comp Planning is RevOps' Most Strategic Project (00:17:10) Quota Attainment Benchmarks & Coverage Models (00:20:00) Smaller Teams, Higher Productivity & AI's Role (00:22:40) Key Behaviors to Drive with a Comp Plan (00:27:00) Philipp's Recap: Core Comp Plan Principles (00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals (00:30:30) The Spike Test: Changing Behavior with Bold Accelerators (00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits (00:38:00) Book Recommendation & Wrap-Up

In this episode, we dive into exclusive data from Insight Partners’ latest survey of over 200 B2B SaaS CROs. Jeremey Donovan shares what differentiates top-performing revenue organizations from the average, covering everything from org structure and hiring traits to the surprising trends in outbound sales and AI adoption.What you’ll learn in this episode:CRO Scope & Focus: Why top-performing CROs focus strictly on New Logo and Expansion revenue rather than owning Marketing or Customer Success.The Outbound SDR Surprise: Contrary to market trends, data shows high-growth companies are expanding their outbound teams—Jeremey explains why and when this works.Hiring Top Talent: The hierarchy of intrinsic traits (Grit, Intelligence) vs. experience, and why "similar deal size" matters more than vertical experience.RevOps Reporting Lines: Why 90% of top performers keep Sales Ops directly under the Sales Leader.AI in 2026: shifting focus from top-of-funnel automation to mid- and bottom-funnel use cases like opportunity risk and expansion.Jeremey Donovan on LinkedIn:https://www.linkedin.com/in/jeremeydonovan/ Weflow: https://getweflow.comRevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer (00:00:00) Introduction and the Insight Partners CRO Survey(00:04:39) How broad should a CRO’s role be? (Commercial vs. Functional ownership)(00:09:24) Where Partnerships and RevOps sit in top-performing orgs(00:17:21) The surprising data on Outbound SDRs in 2025/2026(00:26:23) Hiring criteria: Grit, Intelligence, and the "Experience" trap(00:40:24) The shift of AI: From email writing to Deal Risk & Post-Sales(00:47:15) Book & Podcast recommendations

Sarabeth Scott joins Janis and Philipp to break down what great board reporting actually looks like — and which metrics boards really care about across Sales, Marketing, and Customer Success. Drawing from her experience as a RevOps leader at companies like Camunda, Talkwalker, and Upkeep, and her recent move into growth equity, Sarabeth shares a practical framework built around the questions boards consistently ask.The conversation focuses on consistency, context, and why RevOps is uniquely positioned to connect metrics, narrative, and strategy at the board level.We cover: Why board reporting should be built around questions — not dashboards The importance of consistency in board metrics and reporting formats Core sales questions boards care about: hitting targets, future performance, and efficiency How to think about pipeline coverage beyond generic “3–5x” rules Quota attainment, capacity planning, and average rep productivity Why CAC payback, GRR, and NRR matter more than ever Marketing metrics that matter at board level: pipeline generation, quality, and efficiencySarabeth Scott on LinkedIn: https://www.linkedin.com/in/sbscott/Weflow: https://getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Resources: https://getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Sarabeth (00:01:30) From Operator to Growth Equity (00:03:15) Why Board Reporting Is a RevOps Problem (00:04:50) Consistency, Narrative & Board Expectations (00:07:40) Sales Metrics: Targets, Pipeline & Forecasting (00:11:00) Pipeline Coverage: Context Matters (00:13:50) Quota Attainment, Capacity & Rep Productivity (00:18:50) Retention, NRR & Expansion Economics (00:21:30) Marketing Metrics Boards Actually Care About (00:25:20) Outbound, Pipeline Sources & Segmentation (00:28:45) Customer Success Metrics & Health Scores (00:31:00) Why NPS Is Easy to Game (00:32:10) The Strategic Role of RevOps in Board Reporting (00:35:50) Data Foundations, AI & Final Takeaways (00:36:30) Recommendation & Closing

Is RevOps becoming "GTM Engineering"? In this episode, Philip and Janus sit down with Lindsay Roethlisberger, VP of Revenue Operations at Zapier, to discuss the massive shift happening in the industry.Zapier operates at the intersection of a massive high-velocity PLG model and a growing Enterprise sales motion. Lindsay shares how she is restructuring her team to handle this complexity, moving away from functional silos to funnel-focused pods. We dive deep into the debate around the "GTM Engineer" role, how AI is unlocking unstructured data, and why RevOps needs to balance the tension between building perfect systems and experimenting fast.What you will learn in this episode:The "Explore vs. Exploit" Tension: Why RevOps teams need to balance building scalable foundations (precision) with rapid experimentation (speed) to win in today's market.Restructuring for Growth: How Zapier shifted from task-based roles (e.g., email ops) to funnel-based ownership (Inbound vs. Outbound pods).The Rise of the GTM Engineer: Is it just a buzzword? Lindsay explains how this technical role is orchestrating signals, enrichment, and systems to power modern outbound strategies.Unlocking Unstructured Data: How to use AI to mine call transcripts and emails for hidden objections and strategic insights that standard reporting misses.The RevOps Advantage: Why organizational context remains the biggest competitive advantage for RevOps leaders.Lindsay Roethlisberger on LinkedIn:https://www.linkedin.com/in/lindsay-rothlisberger/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Introduction(00:01:23) Welcome & Lindsay’s background at Zapier(00:03:03) Managing PLG and Sales-Led motions in RevOps(00:06:22) The "RevOps is changing" LinkedIn post(00:08:40) The tension: Reactive work vs. Strategic projects(00:10:23) Restructuring the team: From functional silos to funnel pods(00:12:46) Defining the GTM Engineer role(00:16:04) Orchestration: GTM Engineers vs. Marketers(00:21:17) The shift to signal-based outbound(00:24:40) Using AI for unstructured data (calls & emails)(00:27:28) Explore vs. Exploit: Balancing experimentation and scale(00:32:15) Book/Course Recommendation: Winning by Design

<p>Janis and Philipp close out 2025 with a special end-of-year episode of the RevOps Lab Podcast. With no guest on the show, they reflect on what the past 12 months looked like for RevOps Lab, the RevOps community, and Weflow — sharing key learnings, growth metrics, and what’s coming next.</p><p>They walk through podcast highlights, audience stats, community milestones, product progress, and why data quality remains the foundation for any AI strategy going into 2026.</p><p><strong>We cover:</strong></p><ul> <li>A recap of RevOps Lab in 2025 and why this year was a major milestone</li> <li>Podcast growth: episodes, audience expansion, and global reach</li> <li>The most listened-to and most discussed episodes of the year</li> <li>Listener stats, countries reached, and surprising Spotify insights</li> <li>Highlights from RevOps Chat and how the community scaled in months</li> <li>Why community-led learning matters for RevOps professionals</li> <li>Key product milestones at Weflow and major AI-driven feature investments</li> <li>What worked — and what didn’t — across content, product, and community</li> <li>Why AI only works with strong data foundations</li> <li>What Janis and Philipp are planning for RevOps Lab, the community, and Weflow in 2026</li></ul><p> <strong>Weflow:</strong> <a href="https://getweflow.com" target="_blank" rel="noopener noreferrer">https://getweflow.com</a><br> <strong>RevOps Chat Community:</strong> <a href="https://getweflow.com/community" target="_blank" rel="noopener noreferrer">https://getweflow.com/community</a><br> <strong>RevOps Resources:</strong> <a href="https://getweflow.com/revops" target="_blank" rel="noopener noreferrer">https://getweflow.com/revops</a><br> <strong>Janis on LinkedIn:</strong> <a href="https://www.linkedin.com/in/janiszech" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/janiszech</a><br> <strong>Philipp on LinkedIn:</strong> <a href="https://www.linkedin.com/in/philippstelzer" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/philippstelzer</a></p><p><strong>Chapters:</strong></p><ul> <li>(00:00:00) Intro & End-of-Year Episode</li> <li>(00:02:02) Why 2025 Was a Big Year for RevOps Lab</li> <li>(00:03:23) Podcast Stats: Episodes, Growth & Global Reach</li> <li>(00:04:56) Most Listened & Most Discussed Episodes</li> <li>(00:06:15) Audience Insights & Fun Spotify Stats</li> <li>(00:07:04) Personal Highlights & Favorite Guest Moments</li> <li>(00:08:09) Launching and Scaling the RevOps Chat Community</li> <li>(00:09:46) Why Community-Led Learning Matters</li> <li>(00:10:29) Product Progress at Weflow in 2025</li> <li>(00:11:52) AI, Automation & Data Foundations</li> <li>(00:14:26) Lessons Learned from Content, Community & Product</li> <li>(00:15:35) What’s Planned for 2026</li> <li>(00:16:53) How to Get Involved & Share Feedback</li> <li>(00:18:01) Closing & Year-End Message</li></ul>

Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation.We cover: Why bad data is fundamentally a definition and alignment problem The “executive tax” created by misaligned reporting and endless boardroom debates How inconsistent ICP and segmentation break GTM alignment Early warning signs that indicate data misalignment across teams The operational drag caused by poor territory design and handoff friction Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product How bad data impacts forecasting, productivity, and resource allocation Why data quality and segmentation matter in M&A and valuation discussions Where companies should start before buying new toolsSpencer Hardy on LinkedIn: https://www.linkedin.com/in/spencer-hardey-mba-23354115/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Spencer (00:01:58) Spencer’s Background & RevOps Journey (00:03:45) The Real Cost of Bad Data (00:05:22) The Executive Tax Explained (00:07:49) Early Signals of Data Misalignment (00:11:06) Operational Drag: Territories, Handoffs & ICP (00:13:59) Where to Start Fixing Data Problems (00:17:09) ICP, Segmentation & Executive Alignment (00:22:19) Bad Data, Valuation & M&A Risk (00:27:06) Multiple ICPs, Products & GTM Complexity (00:31:04) From Market Analysis to Account-Level Execution (00:36:30) Book Recommendation: The Sales Acceleration Formula (00:38:25) Closing

Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operatorsLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Laura(00:01:07) Why Laura Wrote Designing for Excellence(00:04:02) What It Means to Be an AI-Native Company(00:05:24) Structuring the Book: 5 Sections Explained(00:07:14) The Core Principles of Sales Enablement(00:11:26) The #1 Leading Indicator: Pipeline Creation(00:15:16) Discovery, New-Business Meetings & Rep Behaviors(00:18:44) The Enablement Flywheel: Content, Programs, Tools(00:20:34) How AI Creates a Closed-Loop Feedback System(00:23:47) Real-Time Coaching & Adaptive Content(00:27:04) What It Takes to Become AI-Native(00:28:59) Organizational Change & Leadership Mindset(00:31:48) Where Enablement Teams Should Start(00:36:27) Book Recommendation: The Courage to Be Disliked(00:38:32) Closing

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner.We cover: • What top-performing reps do differently • How to coach around pipeline, qualification, and stalled deals • Why “gut feeling” selling breaks forecasting • The questions leaders should ask in every deal review • How RevOps and sales can build trust instead of tension • Why better data ≠ better selling (and what actually moves the needle) • How to improve pipeline hygiene without overwhelming reps • The mindset shift leaders need to build accountable teams • Practical exercises for managers to level up their coachingRichard Harris on LinkedIn: https://www.linkedin.com/in/rharris415Weflow: https://getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Resources: https://getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Richard(00:02:18) What Elite Sellers Do Differently(00:06:41) Coaching Reps Beyond “Gut Feeling”(00:10:24) Red Flags in Pipeline & Qualification(00:13:23) Practical Questions for Deal Reviews(00:17:54) Building Trust Between Sales & RevOps(00:21:35) Improving Pipeline Hygiene at Scale(00:26:40) Why Better Data Doesn’t Fix Everything(00:31:15) Leadership, Accountability & Team Culture(00:36:02) Book Recs & Final Thoughts

This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue execution—from pipeline generation to forecasting and customer experience—and what leaders should focus on today to stay ahead.We cover: • How AI is reshaping GTM and RevOps fundamentals • The shift from reactive reporting to predictive revenue intelligence • Why RevOps sits at the center of AI adoption • Where AI can automate repetitive GTM workflows today • How human judgment and machine insights should work together • Real examples of AI-augmented pipeline and forecast processes • What leaders can do now to prepare their teams for AI-first operationsListen to “State of the AI Union” with Laura Fu:https://open.spotify.com/show/17tYS2pWZY6LEwI70hw5CFLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/Weflow: getweflow.comRevOps Chat Community: getweflow.com/communityRevOps Resources: getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Janis & Laura(00:01:40) Navigating the GTM & AI Intersection(00:07:04) Leveraging AI Across the Revenue Cycle(00:12:13) Automating Forecasting & Deal Hygiene(00:19:40) How AI Will Change RevOps in the Next 3 Years(00:25:00) Leadership, Mindset & Adoption Challenges(00:29:10) The Future of AI-Driven GTM

Janis and Philipp break down the good, the bad, and the ugly of annual planning. From late starts and siloed workflows to unrealistic capacity models and poor communication loops, they share what goes wrong in most companies – and how to fix it.We cover:• The most common annual planning pitfalls – and how to avoid them • Late starts, top-down targets, and siloed processes • Why RevOps should take the lead in annual planning • How to align FP&A, HR, and GTM leadership • The impact of capacity planning, ramp time, and attrition • Building realistic hiring and pipeline generation models • The importance of cross-functional workshops and continuous planning • How to move from static annual planning to adaptive executionWeflow: getweflow.comRevOps Chat Community: getweflow.com/communityRevOps Resources: getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Why Annual Planning Is Broken(00:02:19) Common Pitfalls: Late Starts & Siloed Processes(00:04:42) Why RevOps Should Lead Annual Planning(00:06:51) The Role of FP&A, HR & Leadership Alignment(00:08:54) Timelines, Ownership & the Cost of Starting Late(00:11:10) Capacity Planning, Ramp Time & Hiring Models(00:15:02) Pipeline Generation & Continuous Adjustments(00:19:24) Running Cross-Functional Planning Workshops(00:22:25) Setting Realistic Scenarios (Best, Base, Worst Case)(00:25:10) Board Sign-Off & Execution Cadences(00:27:00) Final Thoughts & Cheat Sheet Recommendation

Kunal Pathak, Director of Deal Strategy & Operations at ServiceNow, joins Philipp to unpack what it really takes to run a world-class Deal Desk. With experience building deal operations at Salesforce, DocuSign, and now ServiceNow, Kunal shares how the function evolved from a transactional back office into a strategic control tower for revenue execution.We cover:- What a Deal Desk is and how it’s evolved into a strategic function- When it’s time to introduce Deal Desk (hint: when your CEO reviews every deal)- Balancing governance and deal velocity: the CFO vs. CRO charter- Why a bad policy is one that creates constant exceptions- The 70/30 rule: when to automate vs. when to go high-touch- The ideal team setup and where Deal Desk should sit (Finance vs. Sales)- How to collaborate with Legal, Finance, and Pricing Strategy- Building commercial constructs that make it easy to buy- Using AI and automation to move from reactive to proactive deal strategy- How to start a Deal Desk from scratch—and what to prioritize firstKunal Pathak on LinkedIn:https://www.linkedin.com/in/kunal-pathak-66b27317/ Weflow: ⁠getweflow.com⁠RevOps Chat Community: ⁠getweflow.com/community⁠ RevOps resources: ⁠getweflow.com/revops⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Intro & Meet Kunal(00:02:29) What Is a Deal Desk and Why It Matters(00:06:58) When to Introduce Deal Desk(00:09:15) Top Challenges When Setting Up the Function(00:11:21) Balancing Governance and Deal Velocity(00:14:27) Policies, Exceptions & the 70/30 Rule(00:16:06) Where Deal Desk Should Sit (RevOps vs. Finance)(00:18:38) Building the Right Team & Hiring Profiles(00:21:20) Legal Collaboration & Ownership Boundaries(00:24:48) Partnering with Pricing Strategy(00:27:59) Value Engineering and Deal Economics(00:30:12) The Future of Deal Desk – AI & Automation(00:35:30) How to Start a Deal Desk From Scratch(00:37:01) The First Hire & Key Priorities(00:40:01) Resources, Books & Final Thoughts

Tessa Whittaker, VP of Revenue Operations at ZoomInfo, joins Janis Zech to discuss the critical challenge of shifting to an AI-First mindset within the RevOps function. Many leaders feel pressure due to the AI hype, but how do you ensure your teams implement the technology effectively? Tessa shares her proprietary RevOps Maturity Scale, a framework that identifies the operational foundation (systematization and process discipline) required before AI can be successfully deployed to boost upstream RevOps team efficiency.    She reveals how her team at ZoomInfo—a multi-billion-dollar valuation company with over a billion in ARR—transformed their roadmap prioritization and requirements gathering process using AI agents. This strategy helps them eliminate "human behavior" and resource fights, leading to maximum execution speed.   We discuss:Why manual processes and poor data are the biggest roadblocks to successful AI implementation (Garbage In, Garbage Out).    Tessa's RevOps Maturity Scale (0 to 5), and why AI-Augmented Workflows only begin at Step 3.    How to build Operational Excellence as the foundation for AI (Ad Hoc → Manual but Defined → Systematized Rigor → Agentic Assistance).    The RevOps team structure at ZoomInfo: How Sales Operations, Business Process (Product Managers), and Revenue Technology collaborate.    The transformation of the RevOps Roadmap process: Moving from firefighting to data-driven stack ranking of strategic initiatives.    The use of an AI Agent for Requirements Gathering and generating Prioritization Scores to end subjective resource battles with stakeholders.    How to coach Internal Stakeholders to bring problems instead of prescribed solutions, and how AI facilitates this shift.    Tessa’s Hackathon strategy to mandate an AI-First mindset across the RevOps team and build internal efficiency agents.    Mallory Lee on LinkedIn:https://www.linkedin.com/in/tessa-whittaker-44903940/ Weflow: ⁠getweflow.com⁠RevOps Chat Community: ⁠getweflow.com/community⁠RevOps resources: ⁠getweflow.com/revops⁠Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Introduction and Welcoming Tessa(00:01:52) Tessa's Career Path: From Executive Assistant to VP of RevOps (00:03:16) The RevOps Team Structure at ZoomInfo (Sales Ops, Business Process, RevTech) (00:06:19) Introducing the RevOps AI Maturity Scale (00:08:43) Steps 0 through 5: From Ad Hoc to Autonomous Operations (00:10:45) The necessity of Operational Excellence as an AI prerequisite (00:16:03) The RevOps reality before systematization (Chaos and Firefighting) (00:21:44) Building Systematized Rigor: Central intake, JIRA, and capacity measurement (00:26:40) Dealing with noise and Fire Drills: How centralized stack ranking eliminates resource fights (00:35:17) The AI-First Leap: Transforming the RevOps Roadmap process with AI (00:37:50) The AI Agent for Requirements Gathering: Eliminating time-consuming meetings (00:40:24) How the AI agent calculates Prioritization Scores for dynamic sprint planning (00:43:39) Additional AI Use Cases: Process documentation, slide generation, and monitoring (00:44:40) The Hackathon Strategy to instill an AI-First mindset in the team (00:46:10) Community Recommendations: The value of a tight-knit expert network

Mallory Lee, VP of RevOps at PhoneBurner, returns to the show to talk about one of the most painful but critical topics in sales: CRM hygiene. From missed updates and bloated pipelines to forecasting gaps and trust issues, Mallory shares how automation and AI can remove manual work for reps and bring accuracy back to the pipeline. We cover: The ripple effects of poor deal hygiene on pipeline councils & forecast calls Why manual CRM updates erode trust in data and dashboards How to automate activity capture across emails, meetings, and contacts Using AI to extract insights from calls and transcripts (SPICE, “why now / why not”) Automating opportunity stages, forecast categories, and contact statuses Why separating process (stage) from judgment (forecast category) matters How automation accelerates pipeline conversations and improves trust Links & Resources Mallory Lee on LinkedIn: https://www.linkedin.com/in/mallorylee/ Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters (00:00:00) Intro & Catching Up with Mallory (00:02:42) The Ripple Effects of Poor Deal Hygiene (00:07:00) Forecasting Challenges & Finance vs. Sales Models (00:10:45) Automating CRM Updates at PhoneBurner (00:15:30) AI Insights: From SPICE to “Why Now / Why Not” (00:21:00) The Black Box of SMS, WhatsApp & Slack (00:24:50) Automating Contact Status & Pipeline Generation (00:29:00) Expansion, Renewals & Onboarding Automation (00:32:10) How Automation Changes Pipeline Councils (00:34:45) Book Recs, Community & Closing

In this episode:Laura Cross, VP and Principal Analyst at Forrester, joins Janis and Philipp to unpack the shift from annual to continuous planning. Laura shares why static, one-and-done plans don’t work in today’s fast-changing environment and how RevOps can take the lead in building adaptive, customer-centric planning processes.We cover: Why annual planning often creates misalignment and mistrust The rise of continuous, “always-on” planning cycles How to balance board-level compliance with GTM agility Common pitfalls: siloed planning, unrealistic timelines, political dynamics Why putting the customer at the center fixes more than process RevOps as the facilitator of sync & sequence across functions Practical steps to operationalize strategy through revenue cadencesLinks: Laura Cross on LinkedIn: https://www.linkedin.com/in/lauracross Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Laura (00:02:10) Annual vs. Continuous Planning – The Shift (00:05:30) Why Annual Planning Fails in Practice (00:09:20) Misalignment, Finger-Pointing & Trust Issues (00:14:15) The Role of RevOps in Sync & Sequence (00:19:00) Overhead, Culture & Mindset Shifts (00:24:30) From Strategy to Execution: Revenue Cadences (00:29:40) Final Thoughts & Forrester Resources

In this quick special episode (under 3 minutes!), Janis and Philipp announce something big:👉 Together with 50 RevOps leaders from around the world, we’re launching a free Slack community exclusively for Revenue Operations professionals.Here’s what you need to know: • 💬 No pitches, just real conversations • ✅ Strictly RevOps-only (every application is reviewed) • 🤝 Share challenges, get support, and learn faster • 🌍 Local chapters for real-life meetups (yes, IRL!)🚀 Request early access now: getweflow.com/community

Andy Mowat, Founder of Whisperd and longtime RevOps leader at companies like Upwork, Box, CultureAmp, and Carta, joins Janis and Philipp to share how to build a successful career in RevOps. Andy breaks down the six “superpowers” of RevOps, what separates a VP from a Director, and how to pick the right company to accelerate your growth. He also shares his perspective on how AI will reshape the future of RevOps and the GTM tech stack.We cover:The six “superpowers” of RevOps every operator should masterDirector vs. VP: the real differences in scope and leadershipWhy choosing the right company and boss matters more than compHead of RevOps at a startup vs. #2 at a breakout scale-upHow to identify breakout companies—and avoid toxic onesFuture trends: AI, data architecture, and the reinvention of SalesforceResources for career growth from WhisperdAndy Mowat on LinkedIn:https://www.linkedin.com/in/andymowat/Pipeline Visibility Cheat Sheet: ⁠⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠ Chapters:(00:00:00) Intro & Meet Andy(00:04:46) The Six Superpowers of RevOps(00:07:44) Director vs. VP – Key Differences(00:10:39) Picking Companies That Accelerate Your Career(00:15:13) Startup vs. Scale-Up Roles(00:23:22) Future Trends in RevOps: AI & Data(00:29:48) Whisperd Playbooks & Final Takeaways

Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-to-market. Lauren walks through her experience scaling RevOps during hypergrowth, driving alignment with product, and building operating cadences that keep leadership on the same page.We cover: • Lessons from scaling InMobi from $300M to $600M+ revenue • How to build RevOps from 2 people “tinkering in Salesforce” to a 25+ person team • Driving interlock between product and revenue teams under pressure • Why operating cadences matter more than tools • Balancing short-term firefighting with long-term roadmap planning • How RevOps can translate customer needs into product strategyLauren Hughes on LinkedIn:https://www.linkedin.com/in/laurenehughes10023/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Intro & Meet Lauren(00:02:00) Scaling RevOps at InMobi During Hypergrowth(00:07:15) First Hires & Building Business Planning Into RevOps(00:12:40) Driving Product <> Revenue Interlock(00:18:20) Operating Cadences & Leadership Alignment(00:23:30) Balancing Fix-It Mode With Future Planning(00:29:10) Lessons Learned & Applying Them at Justworks(00:34:30) Podcasts & Resources Lauren Recommends

In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. John shares how revenue operations can play a critical role in preparing CROs and CEOs for board meetings, what metrics truly matter, and why scaling go-to-market teams is often harder than building products.From avoiding common pitfalls in hiring and territory planning to designing repeatable frameworks for growth, this conversation is packed with insights from someone who has guided companies through hypergrowth at the highest levels.What You’ll Learn:How RevOps leaders can equip CROs for successful board meetingsWhy headcount, productivity, and churn are the only real levers in scaling salesThe cost of hiring too late and under-investing in frontline managementWhy territory fairness is critical to rep success and retentionKey frameworks for reporting to the board (5-quarter model, productivity per rep, new logos vs. existing growth)The importance of evolving your ICP, sales process, and common language as you scaleJohn McMahon on LinkedIn: https://www.linkedin.com/in/johnmcmahon1/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Meet John McMayhem(00:03:45) Board Meeting Dynamics(00:08:20) Preparation Strategies(00:12:30) Sales Team Scaling Pitfalls(00:16:50) Proactive Hiring Importance(00:21:15) Territory Management(00:25:45) Reducing Ramp Time Through Training(00:30:00) Key Performance Metrics(00:34:40) RevOps as Strategic Eyes and Ears(00:38:10) Closing Thoughts & Book Recommendation

Kristina Kardell, Director of RevOps & Strategy at Leapsome, joins Janis to explore how revenue cadences can move RevOps from execution to strategy. Kristina shares how she structures cadences that align leaders, drive accountability, and unlock real business impact.We cover: • What revenue cadences actually are—and why they matter • How to set up cadences that align GTM leadership • Turning recurring meetings into drivers of accountability • Balancing operational detail with strategic oversight • Lessons learned from scaling RevOps at Leapsome • How cadences unlock cross-functional alignmentLinkedIn:https://www.linkedin.com/in/kristinakardell/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Kristina(00:02:05) Why Cadences Are a Strategic Lever(00:06:20) Designing Cadences That Stick(00:10:45) Leadership Alignment Through Revenue Cadences(00:15:00) From Operations to Strategy(00:18:25) Lessons Learned at Leapsome(00:21:40) Final Thoughts & Key Takeaways

Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impact. With deep expertise in GTM strategy, comp design, and performance management, Dana shares how to align revenue teams, structure for scale, and turn RevOps into a strategic growth driver—not just an operational support function.We cover: • How to design a RevOps org that accelerates GTM execution • The link between sales performance management and RevOps success • Common comp plan pitfalls and how to avoid them • Partnering effectively with CROs, CFOs, and sales leadership • Which skills turn good operators into strategic leaders • Why RevOps needs a seat at the executive tableDana Therrien on LinkedIn:https://www.linkedin.com/in/danatherrien/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Dana (00:02:20) From Sales Performance to RevOps Leadership (00:06:05) What Great RevOps Teams Do Differently (00:10:45) Comp Plan Design – Common Pitfalls & Fixes (00:15:30) Partnering with CROs and CFOs (00:20:40) Leadership Skills That Scale (00:26:10) Structuring RevOps for Speed & Alignment (00:31:25) Final Takeaways & Book Recommendation

After 88 episodes, Janis and Philipp look back and highlight the most shared, cited, and saved conversations from across the show. From methodology rollouts and forecasting to CS, enablement, and strategic RevOps planning—this is a curated guide to the episodes that shaped the community.We cover: • The most actionable insights across 80+ episodes • What listeners actually implement from RevOps Lab • Which guests challenged how we think about GTM • Our favorite frameworks, rituals, and cheat sheets • What’s coming next—and how we’ll keep evolvingReview our top 10 episodes: https://www.linkedin.com/posts/janiszech_takeaways-from-9-revops-leaders-activity-7305237770560507905-M-Bx?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJustin Norris: https://www.linkedin.com/posts/janiszech_revops-revops-outbound-activity-7260648519277985792-PXw5?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAISamarth: https://www.linkedin.com/posts/janiszech_revops-salesops-cro-activity-7255182493337677824-YI7t?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIMatthew Volm: https://www.linkedin.com/posts/janiszech_revops-tools-revops-activity-7252283401032863744-Y1fY?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAICrissy: https://www.linkedin.com/posts/janiszech_revops-revops-gtmops-activity-7250501664216875008-6o90?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJeremy: https://www.linkedin.com/posts/janiszech_revops-gtm-saas-activity-7242861308096712705-P1eA?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAILaura Adint & Sean Lane: https://www.linkedin.com/posts/janiszech_revops-revopslab-revops-activity-7241426861497462784-1kyb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIDaphne: https://www.linkedin.com/posts/janiszech_hubspot-revops-cs-activity-7238871265791410176-Q9To?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAITom: https://www.linkedin.com/posts/janiszech_cros-revops-revopslab-activity-7237105621039267843-pLtb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIBen Murray: https://www.linkedin.com/posts/janiszech_saas-revops-gtm-activity-7272607315730604033-ph1c?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIEric https://www.linkedin.com/posts/janiszech_revops-saas-gtm-activity-7270780286269849600-2nDU?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIToni: https://www.linkedin.com/posts/janiszech_what-are-ways-to-be-more-strategic-in-revops-activity-7269330721238880258-Iitt?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIChapters: • (00:00:00) Intro & Why This Recap Matters • (00:02:00) Books That Shaped the Show • (00:05:00) Forecasting, Pipeline Reviews & SPICED • (00:09:00) Planning, Board Prep & Territory Design • (00:13:00) Comp Plans, Metrics & SaaS Finance • (00:16:00) RevOps & FP&A: Strategic Convergence • (00:18:00) Community Shoutouts & What’s Next

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.We cover: • Why Meltwater chose SPICED over MEDDIC or BANT • How to structure deal inspection cadences that actually work • Building methodology into your CRM, scoring, and dashboards • Why enablement isn’t enough—and how to align managers • Using AI agents for deal scoring, inspection, and coaching • What “10x sellers” might look like with operational AI supportJulien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Julien & His Role at Meltwater(00:03:00) Choosing SPICED & Aligning Global Teams(00:07:20) Operationalizing SPICED in Salesforce(00:11:45) Why Deal Inspections Need Their Own Cadence(00:15:40) Enabling Managers to Drive Adoption(00:20:00) AI Use Cases: Scoring, Coaching, Feedback(00:24:15) Vision for 10x Sellers with AI Agents(00:28:40) Book Recommendations & Closing Thoughts

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a pod-based model that balances enablement, systems, and sales ops—while staying fast, aligned, and strategic.From hiring 25 people in 6 months to syncing Asana, Slack, and sprint cycles, this is a playbook for anyone designing or rethinking their RevOps org.We cover: • How Engine designed a pod-based RevOps structure • The soft skills required for operating partners • Aligning enablement, systems, and ops around one roadmap • Scaling without drowning in meetings or Slack chaos • Tips for hiring across ops, enablement, and technical roles • How to run RevOps like a product org—with developers, BAs & roadmaps • Mollie’s framework for project prioritization (and saying no) • Why a “get the right people on the bus” mindset beats rigid job specsMollie Bodensteiner on LinkedIn:https://www.linkedin.com/in/molliebodensteiner/Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: • (00:00:00) Meet Mollie & Her Role at Engine • (00:02:30) Why Pods? Org Design Lessons from Scaling • (00:06:00) How to Align Enablement, Ops & Systems • (00:09:45) Slack, Asana & Avoiding Communication Chaos • (00:13:00) Prioritization Frameworks & Saying No • (00:16:20) What Makes a Great RevOps Hire • (00:20:30) Running RevOps Like a Product Team • (00:25:00) When to Augment with Agencies vs. Own Internally • (00:29:30) Hiring Mindset: Skills > CVs • (00:34:00) Book Recs: Surrounded by Idiots, Thinking in Bets, Trillion Dollar Coach

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the function is going—and what to do now to keep up.We cover:- Why current sales processes frustrate modern buyers- How to reduce context-switching and tool overload for reps- What “buyer GPTs” and signal clusters mean for the future of sales- How to orchestrate actions based on signal intent—not funnel stages- Where AI already solves CRM hygiene (and why most teams still don’t use it)- How to operationalize customer-verifiable outcomes- What a 247% pipeline lift looks like when RevOps actually quarterbackLauren Silvers on LinkedIn: https://www.linkedin.com/in/laurensilvers/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Meet Lauren & Her Talk at RevOpsFest (00:03:15) What Buyer-Centric Actually Means (00:06:00) How Buyer Behavior Is Evolving (Fast) (00:09:40) Tool Sprawl, Friction & the Case for System Change (00:13:30) AI, CRM Hygiene & What’s Already Solved (00:16:45) Signal-Based Selling vs. Funnel Thinking (00:21:00) How Intercom Built Signal Clusters That Drove +247% Pipeline (00:25:30) How to Simplify Action for Reps Without Dumbing It Down (00:29:00) Customer-Verifiable Outcomes (CVOs) in Practice (00:34:00) The Reality of Change: Culture, Systems, and Trust (00:38:30) Lauren’s Book Rec: In Search of Lost Time by Marcel Proust

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field.This episode is a practical deep dive into annual planning, metrics ownership, communication cadences, and building mutual trust between RevOps and Finance.We cover:Why most planning processes break down between FP&A and GTMHow to align top-down board targets with bottom-up GTM modelingWhich metrics RevOps should own—and which belong to FinanceWhat “joint planning” really looks like in practiceHow ARR and retention metrics drive enterprise valueWhy cadence, clarity, and relationship-building are non-negotiableSeth London on LinkedIn:https://www.linkedin.com/in/seth-london/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzer ⁠Chapters:00:00:00 Intro & Why FP&A and RevOps Often Misalign00:02:30 What Seth Learned From Working in Both Worlds00:07:00 How Meltwater Rebuilt the Planning Process00:11:45 Translating GTM Plans into Financial Models00:16:30 Weekly Cadence, Forecasting Rituals & Narrative Sync00:21:40 What Makes FP&A a Champion vs. a Blocker00:26:00 Metrics Ownership: Pipeline vs. Profitability00:31:00 The ARR Debate, Gross Retention & CFO Buy-in00:34:30 Final Thoughts & Reflections on Alignment

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline Visibility Cheat Sheet as their guide, they break down the exact fields, signals, and metrics you need to track deal health and build trust in your forecast—without overwhelming reps or drowning in dashboard noise.We cover: • The four core layers of pipeline visibility: activity, conversation, methodology, and process • The 10 most important deal signals and how to operationalize them • How to spot bloated pipeline and early warning signs of risk • Stage conversion, sales velocity, and push count as leading indicators • How to start visibility tracking lean—and scale it over timePipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheetJanis on LinkedIn: ⁠⁠https://www.linkedin.com/in/janiszech⁠⁠   Phillip on LinkedIn: ⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠  Chapters: • (00:00:00) Introduction & Why CRM Visibility Still Fails • (00:03:05) The 4 Layers of Visibility • (00:07:42) What Makes a Deal “Real”? • (00:13:20) Deal Signals: Champions, Pain, Urgency • (00:18:09) Sales Cycle, Pushes & Stage Conversion • (00:25:32) Visibility Metrics That Actually Matter • (00:31:00) How to Roll Out Pipeline Hygiene Without Overkill • (00:36:55) Final Thoughts & Cheat Sheet Recap

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 themWhy being “too reactive” kills your credibility and leverageHow to operationalize annual planning, even if you don’t own itWhat strategic cadence actually looks like (QBRs, forecast meetings, board prep)How to align planning with segmentation, territory models, and pipeline goalsThe mindset shift from tech firefighting to business partnershipTactical ways to become more strategic—even at the IC levelFree RevOps Resources:https://www.getweflow.com/revopsJanis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠   Phillip on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠  Chapters:(00:00:00) Intro & Iced Tea vs. Friday Beer(00:02:30) Pitfall 1: The Slack-Ping Hell of Internal Requests(00:04:50) Pitfall 2: Go-to-Market Misalignment(00:06:50) Pitfall 3: Data Trust and Strategy Disconnect(00:09:00) The Mindset Shift: From Reactive to Proactive(00:11:30) Strategic Operating Cadence: Annual to Monthly(00:15:00) Bottom-Up GTM Planning and Headcount Models(00:20:30) Aligning FP&A, Sales, and Marketing on Metrics(00:23:45) From Planning to Execution: Staying Strategic(00:26:00) Owning the Revenue Cadence (QBRs, Board Decks, Forecast Meetings)(00:30:00) Strategic Impact via CSMs, Expansion, and Retention(00:33:00) Translating KPIs to Executive Language(00:36:00) Final Thoughts & Cheat Sheet Summary

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 roles, acquisitions, or big initiatives • The importance of stakeholder buy-in and prioritization • What most RevOps teams skip (and why it hurts long-term credibility) • How to approach change management and value communication • Common pitfalls like overloading sellers or skipping baseline metricsJoe Ort on LinkedIn: https://www.linkedin.com/in/joeort/Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠    Phillip on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠    Weflow: ⁠https://www.getweflow.comChapters: (00:00:00) Intro & Meet Joe (00:02:25) The Origin of the 5A Framework (00:05:06) When to Use It: New Roles, Projects, Acquisitions (00:08:43) A – Audit: What to Assess and Why It Matters (00:13:26) Tools & Tips for a Strong Audit Phase (00:15:18) A – Analyze: From Metrics to Root Causes (00:18:41) When You Don’t Have the Data: Now What? (00:20:17) A – Align: Gaining Stakeholder Buy-In Without Overload (00:23:24) Common Pitfalls: Change Fatigue, Overcommitment (00:27:11) A – Architect: Designing for Scalability & Adoption (00:31:33) A – Accelerate: Driving Impact and Continuous Learning (00:35:03) Book Recommendation: Getting Things Done by David Allen (00:36:47) Final Thoughts & Funny Story on Lost Comp Plans

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 reportingThe foundational role of GTM strategy and lifecycle stagesHow to align MQL definitions across Marketing and SalesTooling traps, reverse-engineered metrics, and the danger of dashboard overloadHow to use operating cadences like the “Demand Council” to drive alignmentWhy RevOps teams must lead with analysis and recommendations—not just dataRhys Williams on LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/ Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer    Phillip on LinkedIn: https://www.linkedin.com/in/janiszech    Weflow: https://www.getweflow.comChapters:(00:00:00) Intro & Meet Rhys(00:02:08) Why Executives Still Don’t Trust Data in 2025(00:04:16) Strategy → Process → Tools → Data → Enablement(00:07:05) Why MQLs Break Without Shared Definitions(00:10:52) From Business Goals to KPI Trees(00:13:19) Input vs. Output Metrics(00:17:55) Designing Operating Cadences that Actually Use Data(00:21:55) The RevOps Readout: How to Get a Seat at the Table(00:26:35) Leading Through Influence – Even with Executives(00:29:47) Book Recommendations: The 360 Leader, The Daily Stoic

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 momentumHaris’ writing process: from morning rituals to 20 months of editsSurprising insights from original research with 180+ RevOps professionalsWhy private equity firms are driving the RevOps agenda harder than VCsA practical breakdown of the book’s core pillars: Process, Enablement, Systems, and DataWhy stakeholder alignment and communication are more important than toolingHow to apply strategic planning and prioritization in the day-to-day of RevOpsHaris on LinkedIn: https://www.linkedin.com/in/harisodobasic The RevOps Pendulum: https://www.amazon.de/dp/9090398813Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer    Phillip on LinkedIn: https://www.linkedin.com/in/janiszech    Weflow: https://www.getweflow.com  Chapters:(00:00:00) Introduction(00:01:06) Why Haris Wrote a RevOps Book(00:05:46) Writing Process & the Power of Discipline(00:08:33) Research Methodology and Surprising Findings(00:13:54) Book Structure and the Four Pillars of RevOps(00:17:04) Why Strategy and Communication Come First(00:22:29) Enterprise vs. Startup RevOps Priorities(00:24:48) The Role of Strategic Planning in Prioritization(00:26:55) Where to Find the Book and Join the Launch

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 enterprise valueHow to build a go-to-market strategy rooted in your ICPWhy process design starts at the handoffs, not in silosHow to enable change through internal champions and buy-inWhat “good data” actually means—and how to balance speed vs. accuracyWhere AI fits (and doesn’t) in modern RevOps workflowsCliff Simon on LinkedIn: https://www.linkedin.com/in/cliff-simon/ Free RevOps resources: https://www.getweflow.com/revops   Janis on LinkedIn: https://www.linkedin.com/in/janiszech    Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Introduction(00:01:14) Cliff’s Background and Carabiner Group’s Mission(00:03:30) The 4 Levers That Drive Enterprise Value(00:05:55) Building Strategy Around Your ICP and Problem Fit(00:12:20) From Strategy to Process: Where Most Teams Go Wrong(00:17:15) Process Buy-In and Frontline Enablement(00:24:45) CRM Adoption, User Experience, and Internal Advocacy(00:28:15) AI, Forecasting, and the Future of GTM(00:33:30) Data Hygiene, Trust, and the Cost of Inaction(00:37:40) Final Thoughts and Book Recommendations

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 lifecycle management are the most common pain pointsHow to use the "five whys" framework to uncover root issuesWhy unified data doesn’t always mean a single source of truthThe right way to evaluate and reduce tech debtWhat role AI should (and shouldn’t) play in RevOps strategyCristina De Martini on LinkedIn: https://www.linkedin.com/in/cristinademartini/ Free RevOps resources: https://www.getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Introduction(00:01:14) Cristina’s Role and Forrester’s RevOps Research(00:04:19) The 7 Strategic Priorities in RevOps(00:06:45) Revenue Process Optimization: The #1 Conversation Topic(00:13:15) How to Uncover Root Causes with the Five Whys(00:17:19) The Biggest Data Challenges in RevOps(00:23:26) Structured vs. Unstructured Data for AI Readiness(00:30:23) Tech Debt, Redundancy, and Adoption(00:33:00) Aligning Tech Strategy with Business Outcomes(00:37:22) Book Recommendation: The Power of Positive Leadership

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 a strategic RevOps pillarHow partnerships accelerate deals, increase ACV, and improve win ratesCommon partnership models (referrals, integrations, strategic alliances)How to measure partner-influenced vs. partner-sourced pipelineTools of the trade: PRMs, Salesforce integrations, and CrossbeamAvoiding channel conflict and designing fair compensation structuresThe 3 tips every RevOps team should know before launching a partner motionHassan Irshad on LinkedIn: https://www.linkedin.com/in/hassan-irshad-5b0a6840/ Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters:(00:00:00) Introduction(00:02:21) What is Partner Ops and Why It Matters(00:05:39) The Shift in Buyer Behavior & the Role of Ecosystems(00:07:46) Case Study: Building Partner Ops at Fundraise Up(00:10:37) When to Start Thinking About Partner Ops(00:13:53) Partner Models Explained: Referral, Channel, Integration, Strategic(00:18:42) How to Track Attribution, Compensation, and ROI(00:22:20) Partner Enablement and the Role of PRMs(00:25:08) Common Challenges: Alignment, Visibility, Data Chaos(00:32:00) Designing Incentives & Avoiding Channel Conflict(00:36:00) Top 3 Tips for Getting Started in Partner Ops(00:39:00) Book Recommendation: Ecosystem-Led Growth by Bob Moore

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:- Understanding the key SaaS financial metrics: bookings, revenue, and MRR- The role of RevOps in forecasting and planning- The relationship between bookings and revenue recognition- Best practices for revenue forecasting and pipeline management- How to align RevOps with finance for better business outcomesBen Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:01:17) Ben’s Background and the Start of The SaaS CFO(00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR(00:07:31) Revenue Recognition and SaaS Finance(00:14:39) Forecasting and the Role of RevOps(00:19:06) How Finance and RevOps Collaborate(00:24:00) SaaS P&L Structure and COGS(00:28:56) Best Practices for Sales and Marketing Expenses(00:35:30) Final Thoughts and Advice

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 challengesWhy bad data is worse than no data at allHow to approach activity capture (and why Einstein Activity Capture isn’t it)Tools and workflows to clean, enrich, and maintain your CRMHow AI summaries and automated field updates can drive data accuracyValidation rules, stage criteria, and building hygiene dashboardsQuick wins that create trust in your CRM without overwhelming repsSalesforce Data Hygiene Cheat Sheet : https://www.getweflow.com/content/salesforce-data-hygiene-cheat-sheetFree RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters:(00:00:00) Introduction(00:03:26) The Big Challenges in Salesforce Data Hygiene(00:10:22) Quick Win #1: Advanced Activity Capture(00:15:05) Quick Win #2: Conversation Intelligence + AI Summaries(00:21:16) Quick Win #3: Field Updates from AI Prompts(00:23:57) Quick Win #4: Stage Criteria and Validation Rules(00:28:15) Quick Win #5: Monthly Data Review & Cleanup(00:29:25) Quick Win #6: Hygiene Dashboards and Transparency(00:30:52) Book Rec & Final Thoughts

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 it matters now)How to identify the signals that indicate buying intentThe importance of signal “stacking” and account-level densityTools and tactics for orchestrating cross-channel outboundCommon mistakes and how to avoid signal noise and vendor bloatHow to operationalize scoring, prioritization, and automationSoham Maniar on LinkedIn: https://www.linkedin.com/in/sohammaniar/Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters:(00:00:00) Introduction(00:01:02) Soham’s Role at Weaviate and RevOps Journey(00:03:05) Defining Signal-Based Outbound(00:06:02) Universal Signals: Website and Product Usage(00:08:59) Channels, Signals, and Stacking at Weaviate(00:14:33) Prioritization, Awareness Curves, and Buyer Density(00:22:50) From Fit to Behavior: Rethinking ICP(00:24:07) Orchestration: Enrichment, Automation & Activation(00:28:39) Real-Life Automation Examples(00:29:45) Top Mistakes and Lessons Learned in Signal Ops(00:33:01) Book and Blog Recommendations

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 — and how RevOps can adopt the mindsetHans’s 4-step RevOps Discovery Framework: Strategy, Metric, Stakeholders, Pain TypesHow to use data to tell compelling stories and align your orgTips for building trust through listening and stakeholder interviewsThe role of process, data, systems, and people — and how to categorize pain properlyHans Lees on LinkedIn: https://www.linkedin.com/in/hannah-lees-269b8668/ https://growth-ops-studio.beehiiv.com/p/mastering-discovery-a-smarter-path-to-impacthttps://growth-ops-studio.beehiiv.com/Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Introduction(00:01:38) Hans Role at DroneDeploy(00:02:25) Why Discovery is a Missing Skill in RevOps(00:05:34) The RevOps Discovery Framework Explained(00:14:01) Aligning Metrics with Strategic Goals(00:19:49) Data Storytelling for Buy-in and Alignment(00:29:10) Engaging Stakeholders and Building Trust(00:39:19) Categorizing Pain: People, Process, Data, Systems(00:44:00) Book Recommendations and Final ThoughtsDisclaimer:Due to technical issues with Janis' video file, we were unable to use the original footage. As a result, a placeholder was inserted for his track.

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 100,000-person companyWhy she started in marketing ops instead of sales opsThe challenges of aligning revenue data across multiple business unitsHow to identify and fix revenue leakage in a large organizationThe skills needed to thrive in RevOps at an enterprise companyThe role of technology in RevOps – and why the biggest challenge isn’t toolsLorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters:(00:00:00) Introduction(00:02:06) How Lorena Ended Up in RevOps at JLL(00:06:45) Structuring RevOps in a 100,000-Person Company(00:12:10) Identifying and Fixing Revenue Leakage(00:18:36) The Challenges of Aligning Data Across Multiple Business Units(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge(00:37:02) The Skills You Need to Succeed in Enterprise RevOps(00:41:05) Final Thoughts and Book Recommendations

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 insights.We cover:The different ways teams capture activities in Salesforce (and why most don’t work)Why Einstein Activity Capture is a black hole for your dataThe problems with relying on manual logging and sales engagement toolsHow activity data impacts forecasting, pipeline health, and rep productivityBest practices for building an effective activity tracking strategyFree RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer    Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:02:16) Why We’re Talking About Activity Capture(00:06:45) What is Activity Capture and Why Does It Matter?(00:12:30) The Pitfalls of Manual Logging and Einstein Activity Capture(00:18:42) How Poor Activity Tracking Kills Forecasting & RevOps Insights(00:24:50) Best Practices for Capturing Email and Meeting Data in Salesforce(00:30:15) The Role of Automation in Activity Capture(00:37:02) Common Myths About Activity Data & How to Fix Them(00:41:05) Final Thoughts and Resources

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 better forecasting, this episode is packed with tactical insights you won’t want to miss.We cover: Why pipeline management is the foundation of great forecasting The 3x pipeline coverage rule—truth or myth? How to structure effective pipeline reviews that actually move the needle Best practices for building operating cadences that scale The role of RevOps in helping sales teams drive predictability The biggest mistakes revenue teams make when inspecting pipeline healthJeff Ignacio on LinkedIn: https://www.linkedin.com/in/jeffbethechangeFree RevOps resources: https://www.getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech  Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer   Weflow: https://www.getweflow.comFurther Reading from Jeff Ignacio:Advanced Pipeline Management: https://revengine.substack.com/p/advanced-pipeline-management What Sales Leaders Should Know About Pipeline Coverage: https://revengine.substack.com/p/what-sales-leaders-should-know-aboutChapters:(00:00:00) Introduction(00:02:04) Jeff’s Background and RevOps Journey(00:06:45) The Core Pillars of Pipeline Management(00:12:10) Forecasting vs. Pipeline Management – What’s the Difference?(00:18:36) Operating Cadences: How to Run Pipeline Reviews Effectively(00:24:50) The 3x Pipeline Coverage Rule: A Dangerous Heuristic?(00:30:15) How to Improve Forecast Accuracy Through Pipeline Discipline(00:37:02) Common Pipeline Inspection Mistakes and How to Avoid Them(00:41:05) Final Thoughts and Jeff’s Recommended Reads

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 retention How to identify and validate these moments using qualitative and quantitative methods Real-world examples of companies successfully leveraging key moments for growth The role of RevOps in operationalizing revenue moments across sales, marketing, and CS Best practices for using these insights to drive predictable, scalable revenue growthTiffany Gonzalez on LinkedIn: https://www.linkedin.com/in/tiffanygonzalez42/ Free RevOps resources: https://www.getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech  Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer   Weflow: https://www.getweflow.comChapters:(00:00:00) Introduction(00:02:22) Tiffany’s Background and RevOps Journey(00:06:45) Defining Revenue Moments That Matter(00:12:10) How to Identify Leading Indicators of Retention(00:18:36) Real-World Examples of Successful Revenue Moments(00:24:50) The Role of RevOps in Operationalizing Growth Triggers(00:30:15) Aligning Sales, Marketing, and CS Around Key Metrics(00:37:02) Best Practices for Scaling Revenue Impact(00:41:05) Final Thoughts and Book Recommendations