Systems + Data = Optimal Operations

RevOpsAF The Podcast

#Tech #Careers #Business #Matt Volm

26:28

Squid Game is back—and this time, the knives are out. In the thrilling Season 3 premiere, Player 456 is spiraling and a brutal round of hide-and-seek forces players to kill or be killed. Hosts Phil Yu and Kiera Please break down Gi-hun’s descent into vengeance, Guard 011’s daring betrayal of the Game, and the shocking moment players are forced to choose between murdering their friends… or dying. Then, Carlos Juico and Gavin Ruta from the Jumpers Jump podcast join us to unpack their wild theories for the season. Plus, Phil and Kiera face off in a high-stakes round of “Hot Sweet Potato.” SPOILER ALERT! Make sure you watch Squid Game Season 3 Episode 1 before listening on. Play one last time. IG - @SquidGameNetflix X (f.k.a. Twitter) - @SquidGame Check out more from Phil Yu @angryasianman , Kiera Please @kieraplease and the Jumpers Jump podcast Listen to more from Netflix Podcasts . Squid Game: The Official Podcast is produced by Netflix and The Mash-Up Americans.…

27 days ago 24:30

MP3•Episode home

💡 Key topics covered:

The evolution of RevOps from lone wolf to strategic growth engine
Why RevOps ≠ Sales Ops 2.0
How to gain executive trust and a seat at the leadership table
Building data narratives that drive business decisions
Why saying “no” might be your best strategic move
Soft skills every RevOps leader must master

📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/

🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast

#RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy

49 episodes

Systems + Data = Optimal Operations

RevOpsAF The Podcast

published 27 days ago

MP3•Episode home

💡 Key topics covered:

The evolution of RevOps from lone wolf to strategic growth engine
Why RevOps ≠ Sales Ops 2.0
How to gain executive trust and a seat at the leadership table
Building data narratives that drive business decisions
Why saying “no” might be your best strategic move
Soft skills every RevOps leader must master

📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/

🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast

#RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy

49 episodes

#Tech #Careers #Business #Matt Volm

All episodes

RevOpsAF The Podcast

1
Why Customer Data Is a RevOps Priority 27:00

2 days ago27:00

27:00

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team. Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality customer data sabotages segmentation, engagement, and even executive decision-making. Learn how to evaluate your data health, take ownership, and drive business impact - without massive tech investments. 📊 What you'll learn: Why “good enough” customer data is holding back your GTM strategy The four tiers of customer data maturity and how to assess your database Who should own customer data across RevOps, CS Ops, and marketing How to build a scalable plan for cleanup and prove ROI fast Tips for selling data cleanup projects to skeptical executives Perfect for: Sales Ops, CS Ops, Marketing Ops, and RevOps leaders who manage post-sale growth, customer engagement, or lifecycle communications. 🤝 Connect with Irwin on LinkedIn: https://www.linkedin.com/in/irwinhipsman/ 💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options #RevOpsAF #RevenueOperations #CustomerMarketing #DataHygiene #LifecycleMarketing #CSOps #MarketingOps #CRM #SegmentationStrategy #B2BSaaS…

RevOpsAF The Podcast

1
Rebuilding a RevOps Tech Stack 33:00

8 days ago33:00

33:00

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice. Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using tools like hubSpot, Clay, and Apollo - with zero Salesforce developers required. 📊 What you'll learn: Why Robert chose HubSpot over Salesforce and doesn’t regret it How to rebuild your entire tech stack with minimal resources Where AI tools like Clay and Instantly fit into modern RevOps workflows How to design a consolidated stack across marketing, sales, and CS Tips for solo RevOps operators working inside lean startups Perfect for: Sales Ops, RevOps leaders, and operators building modern stacks for SaaS, consulting, or services orgs. 🤝 Connect with Robert on LinkedIn: https://www.linkedin.com/in/robertnd/ 💗 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options #RevOps #TechStack #RevenueOperations #HubSpot #SalesOps #MarketingOps #CSOps #StartupGrowth #AIinRevOps #RevOpsAF…

RevOpsAF The Podcast

1
What RevOps is like at an executive search firm 29:57

15 days ago29:57

29:57

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search. Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present, to standardizing processes without killing autonomy, this is a must-watch for anyone leading RevOps in a non-software environment. 🔑 What you’ll learn: + How RevOps works when there’s no recurring revenue + Why executive search teams run on trust, not territory plans + The systems and KPIs that actually matter in services orgs + How to roll out tools and processes without disrupting partners + Dan’s #1 tip for getting buy-in and driving change 📊 Perfect for: Sales Ops, RevOps leaders, and operators working in services, consulting, or recruiting firms. 🔗 Related reading: https://www.revopscoop.com/learn/blog 🤝 Connect with Dan on LinkedIn: https://www.linkedin.com/in/dankalish/ 👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders. #RevOps #RevenueOperations #ExecutiveSearch #JMSearch #B2BLeadership #OpsLife #SalesOps #Recruiting #RevOpsPodcast…

RevOpsAF The Podcast

1
AI and Agents: A New Era for Revenue Operations 34:25

23 days ago34:25

34:25

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations. 🎯 What You'll Learn: Why the traditional CRM-first tech stack is becoming obsolete How AI replaces rigid workflows with dynamic intelligence What forecasting looks like when people are no longer involved How RevOps leaders can drive the shift to AI-first GTM strategies Practical steps to start adopting AI in your organization today 💡 "Workflows were built to make your worst person average. AI is built to make your average person exceptional." — Stephen Messer 🔗 Related Resources: Read the full episode write-up: https://www.revopscoop.com/learn/blog Join the RevOps community: https://www.revopscoop.com/membership/membership-options Try Collective[i] tools: https://www.intelligence.com #revops #artificialintelligence #forecasting #gtmstrategy #crm #revenueoperations #collectiveintelligence #StephenMesser #salesops #aiinsales #revopsaf #b2btech #salesforecasting #deeplearning #crmautomation…

RevOpsAF The Podcast

1
Systems + Data = Optimal Operations 24:30

27 days ago24:30

24:30

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams. 💡 Key topics covered: The evolution of RevOps from lone wolf to strategic growth engine Why RevOps ≠ Sales Ops 2.0 How to gain executive trust and a seat at the leadership table Building data narratives that drive business decisions Why saying “no” might be your best strategic move Soft skills every RevOps leader must master 📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/ 🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast #RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy…

RevOpsAF The Podcast

1
Bridging the Gap Between RevOps and Finance 32:50

5 weeks ago32:50

32:50

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models. Together, they dive into: 🔹 Why AI is reshaping how we price and sell 🔹 The growing disconnect between RevOps and Finance 🔹 How legacy CPQ tools are holding teams back 🔹 Why real-time revenue data is a must-have 🔹 What every RevOps leader needs to know about revenue recognition If you’ve ever struggled with messy billing processes, outdated quoting systems, or aligning GTM with Finance, this episode is packed with insights. 🔗 Follow Riya on LinkedIn: https://www.linkedin.com/in/riya-grover-a22a4822/ 👥 Join the RevOps community = https://www.revopscoop.com/membership/membership-options 📩 Subscribe for more episodes, insights, and revenue tips every week! #revops #saas #BillingAutomation #cpq #revenuerecognition #AIinSaaS #FinanceAlignment #revenueoperations #sequence #revopsaf…

RevOpsAF The Podcast

1
The Next Growth Lever: Product Packaging & Pricing 24:49

6 weeks ago24:49

24:49

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging. We cover: 🚀 Why packaging should come before pricing 💡 How to reduce operational debt caused by bad pricing models 🤖 The role of AI in future-proofing your pricing strategy 📉 How to update legacy customers without causing churn 📦 What adaptive pricing looks like (and how close we are to it) If your CPQ is crying, your customers are confused, and your CEO just Slacked you about “value-based pricing,” this episode is for you. 🔗 More resources: Check out our blog for more RevOps insights: https://www.revopscoop.com/learn/blog Join our community: https://www.revopscoop.com/membership/membership-options Explore Roee's pricing resources: https://www.willingnesstopay.com/ #RevOps #PricingStrategy #Packaging #B2BSaaS #RevenueOperations #GTMStrategy #AIinRevOps…

RevOpsAF The Podcast

1
The Tactical Side of Scaling rom 1 to 10 27:44

7 weeks ago27:44

27:44

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department. Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start thinking like a people manager sooner than you think. 🔑 What You’ll Learn: How to structure your RevOps team as it scales The four essential functions every mature RevOps org needs Tips for avoiding silos while building out specialization Why HR doesn't always “get” RevOps (and how to educate them) ✅ Connect with Andreas on LinkedIn: https://www.linkedin.com/in/andreasdrakos/ 📌 Related Resources: Blog: How Should Your Revenue Operations Organization Be Structured? = https://www.revopscoop.com/post/how-should-your-revenue-operations-organization-be-structured Community: Join the RevOps Co-op = https://www.revopscoop.com/membership/membership-options biggest takeaway! #RevOps #RevenueOperations #RevOpsAF #ScalingRevOps #TeamStructure #OpsLeadership #Superside #CRM #Enablement #GTMStrategy…

RevOpsAF The Podcast

1
Building a High Performing RevOps Organization 24:33

8 weeks ago24:33

24:33

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value. Topics include: Why RevOps must measure ROI to survive and thrive How to align with CFOs and COOs (not just CROs) Signs your team is at risk of burnout—and how to fix it Why building a "superfunction" beats hiring unicorns What RevOps leaders can learn from private equity and venture-backed models ✅ Get actionable tips for proving your impact ✅ Learn how to structure your RevOps team for scale ✅ Discover how to think more strategically and elevate your career 🔗 Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/ 👉 Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options…

RevOpsAF The Podcast

1
Leveraging AI to Align Departments 21:36

9 weeks ago21:36

21:36

🎙️ In this episode of the RevOpsAF Podcast, Camela Thompson sits down with Yuri Yakubov, Head of Finance and Business Operations at TigerEye Labs, to explore how AI can help bridge the gap between data teams and go-to-market leaders. They discuss the real-world challenges RevOps teams face when aligning departments, why traditional BI tools aren't enough, and how AI (when used right) can supercharge analyst teams instead of replacing them. Plus: why tech won't fix bad company culture - and what actually will. If you're serious about using AI in RevOps to drive better insights, faster alignment, and smarter strategy, you won't want to miss this conversation! 🚀 👉 Topics Covered: - Why AI is the new translator between GTM and data teams - How to standardize metrics and avoid reporting chaos - The cultural challenges no tool can fix - How analysts can evolve into strategic advisors - What TigerEye Labs is building for the future of RevOps AI 🔗 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 🔗 Follow Yuri on LinkedIn: https://www.linkedin.com/in/yuriyakubov/…

RevOpsAF The Podcast

1
Aligning the Tactical with the Strategic 24:49

10 weeks ago24:49

24:49

Are you stuck in the weeds and wondering how to make a real strategic impact in your RevOps role? In this episode, Kristina Kardell, Director of Revenue Operations at Leapsome, joins co-host Camela Thompson to unpack how RevOps professionals can align daily tactical execution with company-wide strategic goals. We dive into prioritization frameworks, managing up, interviewing like a strategic thinker, and recognizing when it's time to walk away. Whether you're the first RevOps hire or leading a growing team, this conversation is packed with actionable insights. 🔥 What You’ll Learn: How to connect RevOps tasks to GTM strategy Questions to ask during RevOps job interviews Managing requests from leadership and protecting your time Coaching junior team members to think like strategic operators When it's time to reevaluate your role or company fit 🔗 Connect with Kristina on LinkedIn: https://www.linkedin.com/in/kristinakardell/ 📌 Related Blog Content: 📝 How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role 📝 Want Career Growth in RevOps? Here's a Formula for Success = https://www.revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options…

RevOpsAF The Podcast

1
Perfecting Team Handoffs 28:56

11 weeks ago28:56

28:56

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix. In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale, this episode is packed with actionable advice for RevOps leaders and operators alike. 🔑 In this episode, you'll learn: How to identify broken handoffs and fix them fast Why shared KPIs are critical for cross-functional alignment What makes the sales-to-CS handoff so tricky—and how to improve it How to revisit and refine your ICP using real data Why RevOps should act as a strategic problem-solver, not just a systems admin 🔗 Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/ 👉 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options…

RevOpsAF The Podcast

1
The Ins and Outs of Tech Stack Consolidation 34:19

12 weeks ago34:19

34:19

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data. Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today. ✅ How to audit and rebuild your tech stack ✅ Using HubSpot for lead management, routing, and attribution ✅ Setting up custom fields that drive insights—not clutter ✅ Prioritizing tools based on GTM maturity ✅ Why actionable win/loss data is always better than “other” ✅ Building for a focused, high-value TAM 📌 Join our community: https://www.revopscoop.com/membership/membership-options 📌 Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/ #RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast…

RevOpsAF The Podcast

1
The Keys to Prioritization in RevOps 21:55

13 weeks ago21:55

21:55

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments. ✅ Learn how to: Align stakeholders across Sales, CS, Marketing & Partnerships Use planning cycles (QBRs, H1/H2) to drive roadmap clarity Manage a RevOps backlog using tools like Jira & Notion Make the case for headcount with data-backed roadmaps Avoid burnout through process-driven prioritization 🔥 Whether you're a solo RevOps team or managing multiple GTM functions, this episode is packed with tactical advice to level up your operational game. 🔗 Related Resources: 📖 Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one 📖 Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management 🔗 Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/…

RevOpsAF The Podcast

1
How to Support Parents in RevOps 23:17

14 weeks ago23:17

23:17

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps. With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leadership, and community involvement. From calendar hacks and mental load management to creating inclusive workplace policies and advocating for more authentic conversations, this episode is packed with insights for leaders, teammates, and parents alike. 👀 What you’ll learn in this episode: How to create systems that actually support working parents Why “balance” is a moving target—and that’s okay What managers and peers can do to be more inclusive The importance of representation in parenting conversations How to build flexibility into networking, meetings, and team culture 📌 Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you. 📣 Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community. 🔗 Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/ 🔗 Join the community → https://www.revopscoop.com/membership/membership-options 📰 Explore the blog → https://www.revopscoop.com/learn/blog #RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps…

RevOpsAF The Podcast

1
Structuring Goals & Thriving with Neurodivergence 24:42

15 weeks ago24:42

24:42

Welcome to Episode 34 of the RevOpsAF Podcast! In this episode, co-host Camela Thompson sits down with Ashley Vonella, Director of Revenue Operations at Velocity EHS, to discuss goal-setting strategies for neurodivergent professionals and how to thrive in a demanding RevOps career. 🚀 What You’ll Learn in This Episode: ✔ How to set realistic, sustainable goals in RevOps ✔ The challenges of hyper-fixation and how to overcome them ✔ Aligning personal career growth with business goals ✔ Strategies for managing stakeholder expectations ✔ Self-advocacy and career progression in RevOps 👥 Join the RevOps Co-op Community Become part of a growing network of RevOps professionals and gain access to exclusive content, networking events, and career opportunities! Join here: https://www.revopscoop.com 📩 Connect with Our Guests Ashley Vonella: https://www.linkedin.com/in/ashleyvonella/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/…

RevOpsAF The Podcast

1
The ICP Trap: Why One and Done Isn't Enough 30:04

16 weeks ago30:04

30:04

🚀 Is your ICP holding you back? In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Kristina Diederich, a seasoned RevOps leader, to discuss why defining your Ideal Customer Profile (ICP) is not a one-time exercise. 🔍 What You’ll Learn in This Episode: ✅ Why most companies get ICP wrong and how to fix it ✅ How to use real customer data to refine your ICP ✅ The biggest red flags that signal it's time to update your ICP ✅ How refining ICP unlocked $500K+ in new revenue for one company ✅ Actionable strategies to optimize your sales, marketing, and CS motions. 🔗 Follow Kristina on LinkedIn: https://www.linkedin.com/in/kristinadiederich/ 🔗 Become a member of the RevOps Co-op: https://www.revopscoop.com/membership/membership-options…

RevOpsAF The Podcast

1
Perfect Your ICP with Peter Kirk 18:04

17 weeks ago18:04

18:04

Struggling to define your Ideal Customer Profile (ICP)? You’re not alone. In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline. You'll learn: ✅ Why most ICPs are flawed from the start ✅ How to analyze customer data to find your best-fit accounts ✅ The secret to aligning Sales, Marketing, and CS around your ICP ✅ When and how to update your ICP for scaling success 🎯 If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! 📌 Subscribe for more RevOps insights 🔗 Learn more and join the community: www.revopscoop.com 🔗 Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/…

RevOpsAF The Podcast

1
Do business systems belong in RevOps?? 25:28

18 weeks ago25:28

25:28

🔥 Should RevOps own business systems? Or should IT take the wheel? This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️ When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada. But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership. @Erick Mahle, VP of RevOps & Digital Transformation at Lendz Financial, joined @Camela Thompson to break it all down: Who should own business systems—RevOps or IT? The data governance dilemma (security vs. agility) How to collaborate and not collide with IT 💭 Erick puts it best: "How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?" Not a member of the RevOps Co-op yet? What are you waiting for?? Join us at r evopscoop.com. Follow Erick on LinkedIn -> https://www.linkedin.com/in/erickmahle/…

RevOpsAF The Podcast

1
Pre-CPQ Mistakes to Avoid 23:27

19 weeks ago23:27

23:27

🚀 Avoid These CPQ Mistakes Before It's Too Late! Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road. In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break down the most common CPQ pitfalls and how to avoid them. What You’ll Learn in This Episode: ✅ Why most companies buy CPQ too early - and what to do instead ✅ How overengineering pricing models can create chaos ✅ When product-led growth (PLG) and usage-based pricing make sense (and when they don’t) ✅ Why finance must be involved in your CPQ strategy ✅ The best way to set up your quoting process without overcomplicating it If you’re in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch! 📌 Related Resources & Links: 🔹 Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/ 🔹 The Next Generation of Quote-to-Revenue: Simplify SaaS Pricing with Nue - https://www.revopscoop.com/revops-demos/the-next-generation-of-quote-to-revenue-simplify-saas-pricing-with-nue 🔹 How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem 🔹 A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing 🔹 Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing 🔹 The Most Overlooked Hurdle in Accelerating GTM Execution: Closing the Deal - https://www.revopscoop.com/learn/video-series/the-most-overlooked-hurdle-in-accelerating-gtm-execution-closing-the-deal 💬 Timestamps: 00:00 Intro – Why CPQ is a hot topic in RevOps 02:15 The #1 CPQ mistake: Buying too early 05:30 Overengineering pricing models—stop doing this! 09:45 PLG & usage-based pricing: When they work and when they don’t 14:20 CPQ success starts with finance 18:30 Final thoughts: Should you buy CPQ? 👍 Enjoy this episode? 🔔 Subscribe for more RevOps insights!…

RevOpsAF The Podcast

1
The AI Impact on Revenue Operations 28:48

20 weeks ago28:48

28:48

🚀 AI is changing RevOps—are you keeping up? In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡 What you’ll learn in this episode: ✅ How AI is replacing outdated RevOps processes ✅ Why AI-powered deal desk and RFP automation is a game-changer ✅ The best ways to experiment with AI in RevOps without breaking things ✅ How AI will impact RevOps career growth (Hint: it’s an opportunity, not a threat!) Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ 🔔 Subscribe to the RevOpsAF Podcast for more expert insights! Don’t miss out on future episodes. 👉 Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options…

RevOpsAF The Podcast

1
Hiring Moneyball 32:02

21 weeks ago32:02

32:02

Looking to build a high-performing RevOps or sales team? 📈 In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Jeremey Donovan, Operating Advisor at Insight Partners, to discuss how applying Moneyball-style hiring strategies can help revenue teams make smarter, data-driven hiring decisions. 👉 What You’ll Learn in This Episode: ✔️ Why a candidate’s tenure in past roles is a top predictor of success ✔️ The surprising truth about whether team sports make better salespeople 🏀 ⚾ ✔️ How to use data analysis to identify the best SDR, AE, and CRO candidates ✔️ The #1 mistake companies make in hiring revenue leaders (and how to avoid it) ✔️ Why RevOps leaders should play an active role in hiring decisions 🎧 Listen in to discover how you can get a competitive edge in hiring the right talent. 📌 Subscribe for More RevOps Insights! 💡 If you love learning about hiring, revenue operations, and GTM strategy, hit that SUBSCRIBE button and turn on notifications 🔔 so you never miss an episode! 📶 Connect with Jeremey on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/ 🔗 Join the RevOps Co-op Community: https://www.revopscoop.com/ 📢 Follow us on LinkedIn: https://www.linkedin.com/company/revopscoop/ #RevOps #RevOpsAF #HiringMoneyball #SalesHiring #RevenueOperations #B2BSales #CRO #SalesStrategy…

RevOpsAF The Podcast

1
How AI Killed Cold Prospecting 19:08

22 weeks ago19:08

19:08

In this episode of the RevOpsAF podcast, Co-Host Camela Thompson sits down with Liv Porter from Cloud Adoption Solutions to explore how AI is transforming outbound sales and whether it has truly killed cold prospecting. Topics Covered: 📌 Has AI killed cold outbound? 📌 Declining email open and reply rates 📌 The rise of AI spam detection 📌 How to improve sales outreach in 2025 📌 The comeback of relationship-building and in-person events Tune in to learn actionable tips for navigating the evolving sales landscape and standing out in the noise! Don't forget to subscribe for more insights into the future of RevOps, sales, and marketing strategies! Follow Liv on LinkedIn: https://www.linkedin.com/in/i-am-olivia-porter/ Not a member of the RevOps Co-op? Join us at revopscoop.com .…

RevOpsAF The Podcast

1
RevOps KPIs - Measuring Team Efficacy 31:03

23 weeks ago31:03

31:03

In this episode, Matthew Volm, CEO & Co-founder of RevOps Co-op, sits down with Henry Mizel, SVP of Revenue Operations at Apollo.io , to dive deep into RevOps KPIs: how to measure team efficacy and drive strategic business outcomes. Key Topics Covered: ✔️ What KPIs matter most in RevOps? ✔️ Structuring an effective RevOps team ✔️ Aligning revenue operations strategy with business objectives ✔️ Using OKRs and quarterly planning for better execution ✔️ Optimizing MQL conversion rates and demo flows ✔️ Measuring RevOps impact on sales, marketing, and customer success Key Takeaways: → How Henry’s team at Apollo.io improved MQL to demo conversion rates by 40% using data enrichment → Why a centralized RevOps model improves alignment and efficiency → Best practices for setting and tracking RevOps metrics 🌟 Like, Comment & Subscribe for more RevOps insights!…

RevOpsAF The Podcast

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How to Measure and Improve Lead-to-Cash 21:20

24 weeks ago21:20

21:20

Who out there still thinks marketing stops at the top of the funnel? 🤨 That may have been the case way back when, but not today. Today, marketing spans the full funnel - from lead-to-cash. Alexis Boucher, Revenue Architect at Vasco, spills the RevOps tea on why the lead-to-cash process is the real game-changer 🪄 If you want to unlock a few lead-to-cash secrets, then give this one a listen 🔑 Follow Alexis on LinkedIn: https://www.linkedin.com/in/alexis-boucher-27a956a4/ Not a RevOps Co-op member? Join at revopscoop.com .…

RevOpsAF The Podcast

1
Why AI is the Last GTM Tool to Buy 17:20

25 weeks ago17:20

17:20

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉 So what then is the secret sauce when it comes to a great AI recipe? Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations. Key takeaways from the discussion include: 🤖 AI has come a long way, assisting with tasks from research to coding, but still has a long way to go 🤝 Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement 📊 Effective AI use in business starts AND ends with data and should complement (not replace) human expertise Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelberean/ Join a community of 15K+ revenue operations professionals at revopscoop.com .…

RevOpsAF The Podcast

1
What CROs Really Want From Their RevOps Teams 26:20

26 weeks ago26:20

26:20

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams. We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively leverage RevOps teams to overcome obstacles and foster collaboration with functional leads. Connor also shared specifics about his own career progression to CRO, and why he thinks revenue operators could be a great fit for a CRO role (as long as they are skilled in one specific area). If you’re looking for actionable advice on how to progress in RevOps career and best support your current (and future) CRO, then this episode is for you. Network with Connor on LinkedIn: https://www.linkedin.com/in/connorfee/ Not a member of the RevOps Co-op yet? Join revopscoop.com to connect with 15,000+ pros who love revenue operations.…

RevOpsAF The Podcast

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So, what’s a revenue flywheel? 31:23

27 weeks ago31:23

31:23

You’ve heard about the revenue flywheel but… do you truly understand how it works? 🤔 Don’t worry, we got you 😌 In this episode of the RevOpsAF podcast, you’ll hear from Anil Somaney, Worldwide Head of Sales Operations at Island and self-described flywheel executive, about how the flywheel 🛞 is the right way to approach revenue operations. You’ll learn all about: 📈 How flywheels help revenue operators make small tweaks that deliver big impact 🎰 A few common levers that you can pull when using the flywheel model ☯️ Why it’s so important to align across the GTM org when it comes to metrics and ICP 📚 Why curiosity, emotional intelligence, and a love of learning are the keys to career growth Listen in 🍿 for answers on flywheel tactics you can start using today. Follow Anil on LinkedIn: https://www.linkedin.com/in/anilsomaney/ Join a community of 15K+ revenue operations professionals at revopscoop.com.…

RevOpsAF The Podcast

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RevOps in Retail? Yup. Here’s how it works. 31:32

28 weeks ago31:32

31:32

You’re doing your grocery shopping 🛒 exactly the same way that your parents, and even your grandparents, shopped. The latest technology, self checkout, has been around for over 20 years 😮. So how do you innovate in industries like retail tech? Hear from Roger Bigio, CRO at Shopic, and co-host Matt Volm about how data insights and customer-centric GTM motions are helping Shopic change the brick and mortar 🛍️ landscape. You’ll learn: 🍞 How retail technology works in grocery stores 📊 Why data-driven personalization and efficiency are so important 🫱🏼‍ 🫲🏾The role of actionable data in customer success 📝 Roger’s advice for becoming a CRO and succeeding in 2025 Listen in to learn all about data and process innovation in retail technology 🔢 Follow Roger on LinkedIn: https://www.linkedin.com/in/rogerbigio/ Join a community of 15K+ RevOps professionals at revopscoop.com .…

RevOpsAF The Podcast

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RevOps vs. GTM Ops 28:59

29 weeks ago28:59