Shows
RevOps Lab#104 RevOps Lab 2025 Recap: Growth Metrics, Community Insights & AI StrategyJanis 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.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.We cover: A recap of RevOps Lab in 2...
2025-12-2218 min
RevOps Lab#103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG InsightsSpencer 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 indica...
2025-12-1537 min
RevOps Lab#102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev 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: co...
2025-11-2441 min
RevOps Lab#101 How to not coach your reps - with Richard Harris™, The Harris Consulting GroupRichard 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...
2025-11-1738 min
RevOps Lab#100 AI in GTM: Now & Next – Janis Zech on “State of the AI Union” - with Laura Fu, Head of Revenue Operations & Strategy at DevRevThis 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 to...
2025-11-1042 min
RevOps Lab#99 Annual Planning – Common Pitfalls & How to Fix ThemJanis 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...
2025-10-2727 min
RevOps Lab#98 Deal Desk Best Practices – with Kunal Pathak, Deal Strategy, GTM & Rev Ops at ServiceNowKunal 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 velo...
2025-10-2042 min
RevOps Lab#97 AI-First RevOps: Achieving Autonomous Operations – with Tessa Whittaker, VP RevOps at ZoomInfoTessa 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 prioriti...
2025-10-1348 min
RevOps Lab#96 Automating CRM data entry with AI - with Mallory Lee, VP RevOps at PhoneBurnerMallory 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...
2025-09-2240 min
RevOps Lab#95 Annual vs. Continuous Planning – with Laura Cross , VP at ForresterIn 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 facilita...
2025-09-1536 min
The Commission Corner - Learnings from CFOs, Sales leaders and RevOps🇩🇪 #6 - Wie RevOps den Go-to-Market retten kann - Insights von Janis Zech (CEO Weflow)The Commission Corner – Folge mit Janis Zech (Weflow)In dieser Folge ist Janis Zech zu Gast – Serial Entrepreneur und Gründer von Weflow, der Plattform für Revenue Intelligence, Deal Insights & Forecast Analytics. (BTW - 50% günstiger als Gong)Wir sprechen über: → Warum Weflow nur mit Salesforce arbeitet und was das mit API-Tiefe zu tun hat → Für wen das Produkt gemacht ist – von Midmarket bis Enterprise, von Tech bis Healthcare → Wie man an RevOps verkauft – und warum dort Automatisierung mit Kontrolle zählt → Die Realität im Buying Process – Personas, Com...
2025-07-0635 min
RevOps Lab#82 The 5A Framework for Strategic RevOps – with Joe Ort, RevOps InflectionJoe 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...
2025-06-0937 min
Funky Flywheels Show – der Podcast für B2B SaaS- & AI-Founder zwischen 1–10 Mio. ARR.How Weflow Built a Multi-Million Pipeline Machine with Just 2 People - EP 105 🇬🇧 | Janis ZechIn this episode, I speak with Janis Zech – serial entrepreneur and founder of Weflow – about how they built a successful founder-led GTM pipeline machine with just two people on their marketing team.What you'll learn:How Janis pivoted from a product-led growth strategy to a sales-led approach after discovering their AEs loved the product but couldn't pay for itThe journey of building a comprehensive inbound engine with just two people that now generates nearly all of Weflow's pipelineWhy SEO wasn't working for them despite generating 25,000+ monthly clic...
2025-06-0835 min
RevOps Lab#81 Why Executives Don’t Trust the Data – with Rhys Williams, Founder & Managing Partner at DomestiqueRhys 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 Marke...
2025-06-0234 min
RevOps Lab#80 The RevOps Pendulum: Insights from 180+ RevOps pros - with Haris Odobasic, Co-Founder at Revenue WizardsHaris 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 dr...
2025-05-2643 min
RevOps Lab#76 ReUpload: How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFOThis 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...
2025-04-1444 min
RevOps Lab#71 Salesforce Activity Capture MasterclassFor 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 ca...
2025-03-1033 min
RevOps Lab#70 Pipeline Management mistakes that cost you revenue - with Jeff Ignacio, Head of GTM Operations at Keystone AIJeff 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 c...
2025-03-0326 min
RevOps Lab#69 Driving growth by leveraging “Revenue Moments” - with Tiffany Gonzales, Head of Growth & Revenue Operations at MicrosoftTiffany 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...
2025-02-2441 min
RevOps Lab#68 Turning GTM data into insights - with Dan Schonfeld, VP, RevOps at GliaDanny Schonfeld, VP of Revenue Operations at GLIA, joins the podcast to break down how RevOps leaders can turn raw data into strategic narratives that drive executive decision-making. From QBRs to long-term planning, Danny shares his insights on making analytics actionable, building a strong data-driven culture, and ensuring that RevOps is seen as a strategic function rather than just a reporting team.We cover:Why data storytelling is the key to making analytics actionableHow RevOps teams can balance operational and strategic analyticsBest practices for preparing and...
2025-02-1743 min
RevOps Lab#67 Increasing RevOps productivity with automations - with Nik Garza, Director of Revenue Operations at KleerNik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how he’s leveraging automation and AI to maximize the impact of a lean RevOps team. Coming off the back of a major CRM merger, Nik is now focused on scaling efficiency, reducing manual tasks, and freeing up time for strategic initiatives. If you’re in RevOps and constantly battling with time-consuming admin work, this episode is packed with actionable ideas to automate your workflow.We cover:Lessons learned from merging two CRMs post-acquisitionHow to scale impa...
2025-02-1031 min
RevOps Lab#66 The State of RevOps in 2025 - with Haris Odobasic, Co-Founder at Revenue WizardsRevOps in 2025 Report: https://revenuewizards.com/reports/revops-in-2025 Haris Odobasic, the Co-Founder of the Revenue Wizards, returns to the podcast to discuss the findings from his global RevOps survey, which gathered insights from over 180 professionals across 28 countries. From the perception of RevOps as an operational vs. strategic function to the biggest challenges in data quality and technology adoption, Haris shares the key takeaways that every RevOps leader should know.We cover:The surprising disconnect between RevOps ambition and realityWhy 67% of RevOps professionals spend less than 10 hours per...
2025-02-0343 min
RevOps Lab#65 Leveraging AI in RevOps - with Olga Traskova, VP, RevOps at BirdeyeOlga, VP of Revenue Operations at Birdeye, joins the podcast to discuss how AI is transforming the way RevOps teams work. From enhancing data quality to maximizing sales efficiency, Olga shares her perspective on integrating AI into everyday workflows, the challenges of balancing innovation with caution, and how to drive meaningful outcomes for RevOps teams.We cover:- Why AI is here to stay and how RevOps can leverage it effectively- Practical use cases for AI in sales processes, data management, and meeting preparation- Balancing automation with human oversight to maintain data quality- How AI can help maximize sales...
2025-01-2740 min
RevOps Lab#64 A RevOps Guide to SaaS Pricing - with Dr. Sebastian Voigt, Partner & Co-Lead Pricing and Sales at hySebastian Voigt, a seasoned pricing expert and Co-Lead Pricing and Sales at a leading consultancy, joins us to explore the intricate art and science of pricing for SaaS companies. From his early days learning the psychology of pricing in his mother’s flower shop to leading pricing strategies for global enterprises, Sebastian shares his wealth of knowledge and practical insights. This episode is packed with strategies and tactics to help RevOps professionals unlock growth and profitability through smarter pricing.We cover: How to design an effective SaaS pricing strategy The ps...
2025-01-2043 min
RevOps Lab#63 Operationalizing Strategy: Turning Plans into Action - with Tom van LangenTom van Langen, Vice President of Revenue Operations, returns to the podcast for a deep dive into how RevOps teams can turn strategic plans into actionable outcomes. With the challenges of annual planning fresh in everyone's mind, Tom shares practical frameworks and key principles for ensuring that months of hard work translate into measurable results. Whether you're a RevOps leader or an operator looking to sharpen your execution, this episode is packed with actionable insights.We cover: Why strategy must be your day job in RevOps The five pillars of...
2025-01-1344 min
RevOps Lab#62 Customer success excellence at Hubspot - with Daphne Costa Lopez (ReUpload)To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.We cover: Transitioning from churn and happiness metrics to revenue retention The significance of customer outcomes as leading indicators The impact...
2025-01-0650 min
RevOps Lab#61 Creating a modern revenue factory - with Jacco van der Kooij, Founder of Winning by Design (ReUpload)To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.We cover: - Six essential models to create recurring revenue- How to establish a common data language in your org- Basic rules for different stages of scaling Jacco’s book can be found here:https://sh...
2024-12-3043 min
RevOps Lab#59 How Agicap scaled to €50M ARR while driving efficiency - with Mickaël Jordan, CRO at AgicapIn this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets.
We cover:
The dramatic shift from aggressive growth to revenue efficiency
Strategies to improve CAC payback and cash efficiency
How Agicap doubled their basket size and improved upsell...
2024-12-1647 min
RevOps Lab#57 How to get Annual Planning right - with Shantanu Shekhar, Head of RevOps at PersonioShantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table.
We cover:
- The importance of the partnership between RevOps and finance
- Using KPI trees to align teams and set clear goals
- How to integrate financial metrics with operational realities
- Effective planning strategies to break silos between revenue...
2024-12-0238 min
RevOps Lab#56 5 ways to be more strategic in RevOps - with Toni Hohlbein, CEO & Co-Founder at GrowblocksToni Holbein, founder of Growblocks, joins the podcast to discuss the critical role of revenue operations in modern go-to-market strategies. With years of experience as a CRO and RevOps leader, Toni shares his insights on how RevOps professionals can position themselves as strategic partners in their organizations. From leveraging AI-driven solutions to creating high-impact QBRs, Toni dives deep into actionable strategies that help RevOps teams drive meaningful impact.
We cover:
Why RevOps needs a strategic seat at the table
Leveraging AI to reduce go-to-market costs and boost efficiency
...
2024-11-2537 min
RevOps Lab#54 Creating a highly effective sales & forecasting process - with Robert Gimbel, GTM Advisor & Ex-CRO at CamundaRobert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you:
Camunda’s sales process
Pipeline generation at Camunda
Running a highly accurate forecast process
Robert’s key sales metrics
You can find more information about Robert here:
https://www.linkedin.com/in/robert-gimbel-gtm/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/
2024-11-1135 min
RevOps Lab#53 Growing and Leading a High-Performing RevOps Team - with Eric Welsh, Global Director of Revenue Operations at DeputyEric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives into the nuances of organizational design, the importance of hiring the right talent, and the key elements of leading a high-performing team. He also offers practical advice on how to effectively onboard new team members and foster a collaborative culture.
We cover:
Scaling a RevOps team from 3 to 7 members
Organizational design and the importance of customer, marketing, and sales ops alignment
...
2024-11-0437 min
RevOps Lab#52 Reinventing Outbound with AI and Signals - with Justin Norris, Sr. Director of Marketing Ops at 360LearningJustin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best.
We cover:
The shift from traditional outbound methods to AI-driven strategies
How signals play a critical role in...
2024-10-2841 min
RevOps Lab#51 Boosting your Team’s Sales Productivity - with Alex Freeman, Global Head of Sales Operations at YouGovAlex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, helping sellers close more deals. Alex shares insights from his experience managing RevOps in a fast-growing, publicly listed company, highlighting the importance of aligning internal processes with seller needs and creating a more collaborative environment between sales and operations.
We cover:
Redefining RevOps to prioritize seller success
Strategies for reducing admin tasks and streamlining CRM workflows
The role of data and...
2024-10-2144 min
RevOps Lab#50 How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFOBen 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...
2024-10-1441 min
RevOps Lab#49 Why you need a RevOps Charter (& how to set it up) - with Steve Silver, Ex VP Research & RevOps leader at ForresterSteve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success.
We cover:
- The importance of a RevOps charter and how to develop one
- Structuring RevOps...
2024-10-0736 min
saas.unboundWhen does launching SaaS companies get easier? with Janis Zech @Weflowsaas.unbound is a podcast for and about founders who are working on scaling inspiring products that people love, brought to you by https://saas.group/, a serial acquirer of B2B SaaS companies. In episode #7, Anna Nadeina talks with Janis, Co-founder & CEO of Weflow, an advanced pipeline management & forecasting tool. Janis - https://www.linkedin.com/in/janiszech/ Weflow - https://www.getweflow.com/ Subscribe to our channel to be the first to see the interviews that we publish twice a week - https://www.youtube.com/@saas-group ...
2024-09-3054 min
RevOps Lab#48 How Rubrik scaled RevOps to IPO - with Samarth Mital, Senior Director - Global Sales Strategy, Planning, Analytics, & Ops at RubrikSamarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth.
We cover:
• Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR
• The critical role of R...
2024-09-3041 min
RevOps Lab#47 The GTM Operations Framework - with Crissy Saunders, CEO at CS2Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s service offerings, the importance of building scalable frameworks, and how to align marketing, sales, and operations to deliver impactful results.
We cover:
-The evolution from marketing operations to go-to-market operations
-Building scalable go-to-market frameworks
-Aligning marketing, sales, and operations teams
-The role of data in improving sales and marketing effectiveness
-How to create a re...
2024-09-2347 min
RevOps Lab#46 From B2C to B2B: How to switch GTM motions - with Jordan Shaheen, Head of Revenue Strategy at CandidJordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains
how his team managed this transition, the challenges they faced, and the
importance of building a strong, versatile team capable of adapting to rapid
changes in the business landscape.
We cover:
Transitioning from a B2C to a B2B sales model
Building a versatile team of generalists
Overcoming challenges in sales and marketing alignment
The importance of leadership and transparency in major transitions
Jo...
2024-09-1645 min
RevOps Lab#45 Building the largest RevOps community in the World - with Matthew Volm, CEO & Co-Founder at RevOps Co-opMatt Volm, CEO and Co-Founder of RevOps Co-op, joins the podcast to discuss the incredible growth of the global RevOps community. Matt shares insights into how the
community supports RevOps professionals, the challenges they face, and how RevOps Co-op fosters learning and connection among its members.
We cover:
The mission and vision behind RevOps Co-op
Scaling a global community for RevOps professionals
The role of RevOps in modern organizations
Key trends and challenges in the RevOps field
Strategies for learning and growth within the RevOps community
Matt Volm on LinkedIn: https://ww...
2024-09-1035 min
RevOps Lab#44 Measuring and Improving Sales Productivity - with Laura Fu, Head of Revenue Operations & Strategy at DevRevLaura Fu, Head of Revenue Operations at
DevRev, discusses her journey from the field to the back office, the
intricacies of sales productivity, and the importance of leadership in driving
team performance. Laura shares her insights on how to effectively manage and
improve sales teams, emphasizing the role of rigorous processes and continuous
learning.
We cover:
Transitioning from sales to RevOps
Defining and measuring sales productivity
Strategies for moving reps through performance buckets
The critical role of leadership in sales success
Importance of research and preparation in sales meetings
Laura F...
2024-09-0337 min
RevOps Lab#43 The Revenue Operations Model - with Laura Adint and Sean Lane, Authors & RevOps LeadersLaura Adint and Sean Lane, both seasoned RevOps leaders, discuss their experiences in revenue operations, the evolution of RevOps as a strategic function, and how their new book, The Revenue Operations Manual, captures the essence of operational excellence. They explore the importance of RevOps as a strategic partner within organizations and share insights on creating value through effective communication and alignment
We cover:
• The strategic role of RevOps beyond support functions
• The evolution of customer success metrics
• How to prepare and run effective board meetings
• Insights from their new book, Th...
2024-08-2743 min
RevOps Lab#42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan, Executive VP of RevOps Strategy at Insight PartnersIn this episode: Jeremy Donovan, Executive Vice President of Revenue Operations Strategy at Insight Partners, joins us to discuss the intricacies of territory planning. With a wealth of experience in revenue strategy and operations, Jeremy shares his analytical approach to creating effective territory plans that drive sales performance and efficiency.
We cover:
The importance of territory planning in sales success
Key frameworks and methodologies for effective territory planning
Balancing account assignments for maximum impact
The role of dynamic factors like intent data and triggers
Strategies for managing...
2024-08-2043 min
RevOps Lab#41 From High to Low Velocity Sales - Alexandra Schimpf, Director of Sales & Revenue Operations at CausalyAlexandra Schimpf, Director of Sales and
Revenue Operations at Causaly, discusses her career transition from WP Engine
to Causaly, the challenges and strategies in sales and revenue operations, and
the importance of cross-functional collaboration in achieving business success.
We cover:
●
Transitioning
from WP Engine to Causaly
●
Differences
in sales operations between high-volume, low-ACV, and low-volume, high-ACV
environments
●
Building
and maintaining effective sales processes
●
The role of
cross-functional teams in driving deal success
You can find more information about
Alexandra here:
https://www.linkedin.com/in/alexandra-schimpf...
2024-08-1339 min
RevOps Lab#40 Strategic Board Meeting Preparation with Tom van Langen
Tom
van Langen, Vice President of Revenue Operations at Ontinue, shares his
insights on preparing, running, and following up on board meetings from a
RevOps perspective. Drawing from his extensive experience in various operations
leadership roles across B2B SaaS companies, Tom provides practical advice on
how to make board meetings impactful and strategically valuable.
We cover:
·
The
role of RevOps in board meetings
·
Key
metrics for board reporting
·
Preparing
and presenting effective board reports
·
The
importance of strong commentary and storytelling in board meetings
·
Building
cross-funct...
2024-08-0637 min
The Revenue Lab#13 Customer success excellence at Hubspot w/ Daphne Costa Lopez
Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.
We cover:
Transitioning from churn and happiness metrics to revenue retention
The significance of customer outcomes as leading indicators
The impact of effective onboarding on customer retention
Strategies for driving customer expansion and growth
You can find more information about Daphne here: https://www.linkedin.com/in/daphnecostalopes/
RevOps Letter: https...
2024-07-2551 min
RevOps Lab#38 Running RevOps like a product team - Paul Kallenberger, Head of Revenue Operations, HeyJobsTo make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!
In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior.
What you’ll learn in this episode:
How HeyJobs structures its RevOps org
What effective RevOps planning & roadmapping looks like
How to run RevOps with...
2024-07-1638 min
RevOps Lab#37 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, SastrifyTo make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!
Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode:
How Stefan built the RevOps team at Sastrify
How to choose and implement new tools
AI in your sales tech stack
You can find more information about St...
2024-07-0938 min
RevOps Lab#36 Customer Success Ops - Marcus Bening, RevOps at Bening ConsultingTo make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!
In today's episode, you’ll learn everything you need to know about Customer Success Ops.
You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not.
What you’ll learn in this episode:
How to measure brand awareness in RevOps
How to succeed at Customer Success Ops/Work wi...
2024-07-0241 min
The Revenue Lab#11 How to avoid GTM bloat - Christian Reichert, CRO at ShiftmoveChristian Reichert, CRO at Shiftmove, shares insights from his journey at Salesforce, ProductsUp, and Vimcar. We discuss how to run a customer-centric GTM motion and ways to avoid GTM bloat.
We cover:
Why Go-to-market teams are bloated
How to run a customer-centric GTM motion
Why sales forecasting is broken for most revenue teams
Asking the right questions in the forecast meeting
You can find more information about Christian here:
https://www.linkedin.com/in/reichertchristian/
RevOps Letter: https://www.getweflow.com/revopsletter
2024-06-2046 min
The Revenue Lab#10 Creating a modern revenue factory - Jacco van der Kooij, Founder of Winning by Design
Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.
We cover:
Six essential models to create recurring revenue
How to establish a common data language in your org
Basic rules for different stages of scaling
Jacco’s book can be found here:
https://shop.winningbydesign.com/products/revenue-architecture-text-book
https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/
You can find more information about Jacco here:
https://ww...
2024-06-1339 min
RevOps Lab#33 Comp planning for consumption-based billing models, with VP of Ops at Rescale, Gabe Rothman
Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures.
We cover:
How to commit customers in consumption-based pricing models
Drive seller behavior through compensation plans
Comp planning: Tools & strategies to reduce complexity
You can find more information about Gabe here:
https://www.linkedin.com/in/gprothman/
RevOps Letter: https://www.getwef...
2024-06-1144 min
The Revenue Lab#09 How to forecast with high accuracy - Jeff Ignacio, Head of GTM Operations & Growth at Regrow AgToday’s episode with Jeff Ignacio is all about forecasting.
Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings.
We cover:
What an effective forecasting process looks like
Pitfalls of different forecast types
How to measure pipeline hygiene
Jeff’s articles can be found here:
1. https://revengine.substack.com/p/lets-run-it-back-with-forecasting
2. https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da
3.https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search
You can find more information about Jeff h...
2024-06-0634 min
RevOps Lab#32 Creating a modern revenue factory - Jacco van der Kooij, Founder of Winning by DesignJacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.
We cover:
Six essential models to create recurring revenue
How to establish a common data language in your org
Basic rules for different stages of scaling
Jacco’s book can be found here:
https://shop.winningbydesign.com/products/revenue-architecture-text-book
https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/
You can find more information about Jacco here:
https://www.lin...
2024-06-0439 min
The Revenue Lab#08 Lessons from scaling revenue at SoSafe, Staffbase & Optimizely - Frank Piotraschke, CRO at SoSafeFrank Piotraschke is a true GTM veteran. In this episode, he shares how he scaled various revenue teams and how he solved the biggest challenges along the way.
What you’ll learn in this episode:
How to scale revenue to 400+ people
Pipeline generation at SoSafe
How to measure pipeline health
You can find more information about Frank here:
https://www.linkedin.com/in/frankpiotraschke/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: h...
2024-05-3039 min
RevOps Lab#31 How to forecast with high accuracy - Jeff Ignacio, Head of GTM Operations & Growth at Regrow Ag
Today’s episode with Jeff Ignacio is all about forecasting.
Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings.
We cover:
What an effective forecasting process looks like
Pitfalls of different forecast types
How to measure pipeline hygiene
Jeff’s articles can be found here:
1. https://revengine.substack.com/p/lets-run-it-back-with-forecasting
2. https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da
3.https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search
You can find more in...
2024-05-2834 min
The Revenue Lab#07 Growing from $0.5M to $5M in ARR with less trial & error - Björn Schäfer, Founder & GTM Advisor at Rowing8Björn gives valuable insights into growing SaaS companies to their first 5M, while shedding light on how to find Product Market Fit, and what Björn calls ‘Product Segment Fit’.
What you’ll learn in this episode:
Why is Björn focused on the phase 0.5-5M?
How to find Product Market Fit
How to know you’re ready for expansion & find Product Segment Fit
You can find more information about Björn here:
https://www.linkedin.com/in/bjoernwschaefer/
RevOps Letter: https://www.getweflow.com/revo...
2024-05-2337 min
RevOps Lab#30 Scaling RevOps at Just Eat Takeaway.com, Richard de Veer, Director of RevOps - Corporate Solutions at JET
In today’s episode, Richard de Veer shares his view on managing (RevOps) complexity while giving insights into his role at Just Eat Takeaway.com
What you’ll learn in this episode:
How JETs manages GTM & RevOps complexity
JET’s GTM motion, org structure, and CRM setup
Managing internationalization
You can find more information about Richard here:
https://www.linkedin.com/in/richarddeveer/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.lin...
2024-05-2132 min
The Revenue Lab#06 Expansion strategy from $10M to $50M in revenue - Mark Holenstein, COO & GTM Leader at AkeneoMark has an incredible wealth of experience in scaling companies such as Akeneo, Signavio and Hybris. In this episode, Mark shares his key learnings from his career journey:
What are the stages of scaling from $10M to $50M?
Expansion strategies: internationalization vs. new segments
How to reduce risks while scaling
You can find more information about Mark here:
https://www.linkedin.com/in/markholenstein/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszec...
2024-05-1640 min
RevOps Lab#29 Quick update & announcement from the RevOps LabIn case you wondered where my podcast partner Janis went, I made this short solo episode to give you a quick insight into some news.
What’s this episode about:
What project is Janis working on?
Why should you take a look at his new work?
What will change in the RevOps Lab?
You can find the new project here:
The Revenue LabRevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in...
2024-05-1402 min
The Revenue Lab#05 Running a highly effective sales & forecasting process - Robert Gimbel, GTM Advisor & ex-CRO at CamundaRobert scaled Camunda’s GTM motion for over a decade. In this episode of The Revenue Lab, he’ll share his learnings and best practices with you:
Camunda’s sales process
Pipeline generation at Camunda
Running a highly accurate forecast process
Robert’s key sales metrics
You can find more information about Robert here:
https://www.linkedin.com/in/robert-gimbel-gtm/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janisze...
2024-05-0935 min
RevOps Lab#28 Creating an effective Marketing attribution model - with Daniel Foulkes, Senior Marketing Strategy & Operations Manager at CoachHubIn today’s episode you’re getting deep into Marketing attribution models. A never-ending story, that we continue with our guest, Daniel Foulkes from CoachHub.
What you’ll learn in this episode:
Marketing attribution model at CoachHub
Getting started with a marketing attribution model
Tech stack & CRM set up for attribution models
You can find more information about Daniel here:
https://www.linkedin.com/in/danielfoulkes/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https...
2024-05-0743 min
The Revenue Lab#04 Learnings from growing a $100M+ B2B Enterprise GTM team - Ben Beivers, CRO at RemergeBen Beivers has scaled Remerge's GTM motion to >$100M in revenue. In this episode of The Revenue Lab, we discuss his learnings along the way:
Remerge's GTM motion & Pipeline gen
The ideal seller profile
Ramping & retaining top talent
Compensation
RevOps & Internationalization
You can find more information about Ben here:
https://www.linkedin.com/in/benjaminbeivers/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/
Weflow: https://www.getweflow.com/
...
2024-05-0240 min
RevOps Lab#27 How RevOps should work with leadership and the C-suite - Stacie Sussman, CRO at RevUp AdvisoryRevOps often wants to become more strategic but has a hard time doing so. Stacie Stussman joins us on this week's episode to discuss how revenue operators should work with leadership and the C-suite to become more relevant on a strategic level. We cover:
The partnership model between ops and the revenue team
How RevOps can push strategic projects
How to RevOps can prove its worth
You can find more information about Stacie here:
https://www.linkedin.com/in/staciesussman/
RevOps Letter: ht...
2024-04-3037 min
The Revenue Lab#03 Common GTM mistakes scaling from 0 to $10M in ARR - Seth DeHart, B2B SaaS Sales Advisor & InvestorSeth DeHart has advised 85 B2B SaaS with building and optimizing their sales engines after he led revenue teams at Revinate and Framer. In this episode of The Revenue Lab, Seth shares the most common GTM mistakes he saw while scaling from 0 to $10M in ARR:
Common GTM scaling mistakes
When & how to make the first sales hires
(Mis-)judging product-market fit
You can find more information about Seth here:
https://www.linkedin.com/in/sethdehart/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com...
2024-04-2334 min
RevOps Lab#26 RevOps’ role in quota and OTE planning - Jeremy Lamande, Fractional RevOps Leader & LI Top Sales Operations VoiceToday’s episode is fully focused on a topic that we haven’t touched much yet: compensation and quota setting.
What you’ll learn in this episode:
Fundamentals of OTE, total comp and quota
RevOps’ role in quota and OTE planning
The ideal process to define OTE and quota
You can find more information about Jeremy here:
https://www.linkedin.com/in/jeremy-lamande/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/ja...
2024-04-2341 min
The Revenue Lab#02 Building and scaling a top-performing revenue team - Kyle Parrish, GM & VP Revenue at MixmaxIn this episode, Janis Zech interviews Kyle Parrish, the VP and GM at Mixmax, about his career journey and his approach to annual planning, discovery, and building top-performing sales teams.
What you’ll learn in this episode:
Why Kyle would get rid of annual planning in Start-Ups & Scale-Ups
How to set up a solid board & hire top-performers
Kyle’s approach to discovery, multi-threading, quantification & comp.
You can find more information about Kyle here:
https://www.linkedin.com/in/kyle-parrish/
RevOps Letter: https://www.getweflow.com/revops...
2024-04-1837 min
RevOps Lab#25 How Sales Enablement impacts Revenue Operations - Stephanie Middaugh, Head of Global GTM Enablement at Pinecone
In today’s episode we dive deeper on the relationship between sales enablement and revenue operations.
What you’ll learn in this episode:
How to enable your GTM team
Most common mistakes in GTM onboarding
Key enablement KPIs
How to bridge GTM enablement and RevOps
You can find more information about Stephanie here:
https://www.linkedin.com/in/sjmiddaugh/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in...
2024-04-1642 min
The Revenue Lab#01 Learning faster than the Enterprise sales cycle - Tibor Stefan, CRO at ZeotapIn today’s episode Tibor tells you how to build scalable revenue engines that learn faster than the Enterprise sales cycle.
What you’ll learn in this episode:
How does Zeotap define the ideal seller profile?
What are early indicators to see if somebody was a good hire or not?
How can you make sure that the people know the ICP and follow it?
You can find more information about Tibor here:
https://www.linkedin.com/in/tiborstefanger/
RevOps Letter: https://www.getweflow.com/revopsletter Janis...
2024-04-1239 min
The Revenue LabFrom 1 to 100 Million: Join The Revenue LabThe Revenue Lab Podcast, hosted by Janis Zech, CEO of Weflow, is dedicated to the art and science of scaling SaaS companies from $1 million to $100 million in revenue. Janis Zech, a multi-time founder and investor in B2B companies, shares weekly insights from revenue leaders of fast-growing B2B companies and explores how they scale their revenue motions. The podcast aims to help overcome the challenges of finding the right market access and successfully scaling from 1 to 100 million in revenue.
2024-04-1001 min
RevOps Lab#24 Keeping RevOps lean - Anastasiia Binns, Head of RevOps, SembleIn today’s episode Anastasiia shows you how to keep your RevOps team lean.
What you’ll learn in this episode:
What is LeanOps?
What are the benefits & risks of this framework?
What a lean RevOps tech stack & org look like
You can find more information about Anastasiia here:
https://www.linkedin.com/in/anastasiia-vasiutina/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/
...
2024-04-0938 min
RevOps Lab#23 7 CRM mistakes you should avoid, Philipp Stelzer, Co-founder at Weflow
After seeing hundreds of CRM set-ups from our customers, we collected 7 common CRM mistakes. In the first solo episode, Philipp (Co-founder at Weflow and co-host of RevOps Lab) walks you through and shows you how to avoid them.
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/
Marker:
(00:00:00) Intro
(00:02:43) External CRM developers
(00:05:42) Over-customization
(00:07:31) Too many custom fields
(00:09:07) Bad data governance
(00:11:25) Not tracking t...
2024-04-0222 min
RevOps Lab#22 How RevOps works in Enterprise, Ian Matthews, VP GTM Strategy, Planning & Incentives at Teradata
In today’s episode we look at how RevOps is done in Enterprises. With insights from Teradata, we discuss frameworks for RevOps and the requirements for organizing a huge GTM org.
What you’ll learn in this episode:
How RevOps is done at Teradata
How RevOps works in Enterprise
Forecasting with complex sales motions
You can find more information about Ian here:
https://www.linkedin.com/in/ianmatthews/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/phili...
2024-03-2645 min
RevOps Lab#21 Creating an effective forecasting process - Ping Del Giudice, VP of RevOps at EV Connect
Today’s episode is fully focused on one of our favorite topics: forecasting! It’s always worth talking about, because it’s much more than the number that comes out at the end - it’s an entire process.
What you’ll learn in this episode:
How to run a forecasting cadence
When to start a forecasting process
RevOps’ role in the forecasting process
You can find more information about Ping here:
https://www.linkedin.com/in/pingdelgiudice/
RevOps Letter: https://www.getweflow.com/revopslett...
2024-03-1923 min
RevOps Lab#20 Running RevOps in a product-led growth company, Udi Cohen, Director of Revenue Operations, LushaWe’re talking to Udi Cohen about running RevOps with PLG. He will show us some insights into Lusha and his work in the last years.
What you’ll learn in this episode:
Lusha’s PLG approach and the implications for RevOps
How to get the right CRM set-up to support PLG
Sales forecasting with a product-led approach
You can find more information about Udi here:
https://www.linkedin.com/in/udi-cohen-79831052/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in...
2024-03-1231 min
RevOps Lab#19 Financial metrics that drive customer success ops - Haden Cosman, Senior RevOps Manager, SoSafe
In this episode, we dive into the financial metrics of CS Ops, how they impact decision-making, and what levers you can pull in CS to positively impact those metrics while optimizing NRR.
What you’ll learn in this episode:
What are the main financial metrics for RevOps?
Specific examples of how those financial KPIs actually drive behavior
Who defines metrics and goals in large organizations?
You can find more information about Haden here:
https://www.linkedin.com/in/haden-c-93271160/
RevOps Letter: https://www.getw...
2024-03-0532 min
RevOps Lab#18 Why revenue teams get CRMs all wrong - Doug Davidoff, CEO & Founder of Lift EnablementToday, I'm talking to Doug Davidoff, the CEO & Founder of Lift Enablement. Doug shares his view on sales and marketing, the role of the CRM, and why CRM adoption isn't cutting it.
What you’ll learn in this episode:
How to implement CRM correctly & effectively
What pitfalls you have to take into account
How to use a CRM as effectively and sensibly as possible
You can find more information about Doug here:
https://www.linkedin.com/in/doug-davidoff-76396b1...
2024-02-2732 min
RevOps Lab#17 Running RevOps like a product team - Paul Kallenberger, Head of Revenue Operations, HeyJobs
In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior.
What you’ll learn in this episode:
How HeyJobs structures its RevOps org
What effective RevOps planning & roadmapping looks like
How to run RevOps with a product mindset
You can find more information about Paul here:
https://www.linkedin.com/in/dr-paul-kallenberger-882a651...
2024-02-2037 min
RevOps Lab#16 Driving growth with customer success - Eddie Reynolds, Strategic RevOps Consulting for B2B SaaSWe are talking with Eddie about the importance of customer success - from implementing processes to create onboarding, to expansion, and renewal.
What you’ll learn in this episode:
How to manage and forecast the customer success pipeline
What is the current state of RevOps?
Where are opportunities for companies?
You can find more information about Eddie here:
https://www.linkedin.com/in/edwardreynolds/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.lin...
2024-02-1336 min
RevOps Lab#15 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, Sastrify
Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode:
How Stefan built the RevOps team at Sastrify
How to choose and implement new tools
AI in your sales tech stack
You can find more information about Stefan here:https://www.linkedin.com/in/stefan-mersch/RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzer/Phil...
2024-02-0638 min
RevOps Lab#14 Tracking the entire GTM funnel end-to-end - Charlie Saunders, Chief Revenue & Operations Officer @ CS2We are talking to Charlie Saunders on how to track funnel metrics across the entire marketing and sales funnel.
What you’ll learn in this episode:
How a CRM can help you with tracking and if it is the only source of truth
Which pitholes are to avoid
How the reporting is done with different custom objects
You can find more information about Charlie here:
https://www.linkedin.com/in/charliesaunders/
RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/p...
2024-01-3036 min
RevOps Lab#13 Unlock strategic alignment with a pipeline council - Mallory Lee, NylasHave you ever heard of a pipeline council? No? Then this will be the episode you need to hear! Mallory Lee will teach you everything you need to know and will show you a lot of tips and tricks to implement a functional pipeline council.
What you’ll learn in this episode:
Why does a pipeline council make sense and who should participate?
What will the first meetings in a pipeline council look like?
What should you do to make it a success and how will you measure this success?
Y...
2024-01-2333 min
RevOps Lab#12 How to enter and grow a career in RevOps - Noah Charak, Checkpoint GTM
This episode is for everyone who wants to enter or grow a career in RevOps:
You’ll learn everything about how to get into it as a graduate or someone who is looking to make a lateral career change. What skills do you need to be successful and what types of companies can help speed up your career trajectory?
Last but not least, we dive into best practices on finding the ideal candidate as well as how to make sure that the person you hired is set up for success.
What els...
2024-01-1631 min
RevOps Lab#11 Customer Success Ops - Marcus Bening, RevOps at Bening ConsultingIn today's episode, you’ll learn everything you need to know about Customer Success Ops.
You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not.
What you’ll learn in this episode:
How to measure brand awareness in RevOps
How to succeed at Customer Success Ops/Work with customers
How did the ideal customer profile change over the last months (ToFu & MoFu)
You can find more information about Marcus here:
2024-01-0940 min
RevOps Lab#10 Tools you need to grow your company - Chris Mackinnon, RevOps & Strategy at Zeotap
In today's episode, we're taking you on a journey to create the RevOps tech stack.
From spreadsheets, CRM, to data warehouse, Chris shares many best practices and which pitfalls to avoid.
What you’ll learn in this episode:
Which tools make sense for your RevOps tech stack - and which don’t
If it is recommended to use a marketing tool including CRM
How you grow your company with the best possible tech stack
You can find more information about Chris here:
https://www.l...
2024-01-0246 min
RevOps Lab#9 Special Episode: RevOps Salary Report
We have a teaser for you today: You’ll get exclusive insights into the RevOps Salary Report!
On our Youtube Channel you can find a longer video where we talk about all of the slides in detail.
What it’s about:
Revenue Data from RevOps Professionals
How to slice and dice all the data and present it to your manager
What your benefits are if you get the Report
Find it on Youtube:
https://www.youtube.com/@getweflow
RevOps Letter: https://www.g...
2023-12-1910 min
RevOps Lab#8 Scaling RevOps from 0 to 25 people at Contentful - Adrien Del Bonta, Contentful
We talked to Adrien Del Bonta about lessons learned founding and scaling the RevOp organization at Contentful.
She told us about topics like entering a new role, documentation, simplification, and developing influence as a RevOps team. What were her best learnings throughout the years?
What you’ll learn in this episode:
Why documentation is everything
What makes communication so important
How you scale a Business to 700 people successfully and how to implement RevOps
You can find more information about Adrien here:
https://www.li...
2023-12-1231 min
RevOps Lab#7 Why RevOps should report to the CEO, Haris Odobasic, Revenue WizardsThis episode is all about RevOps reporting structures and compensation. Haris Odobasic shares learnings and tips from his work at Tesla, Oracle, Datamaran, Greenomy and Revenue Wizards that will help you organize your RevOps reporting and comp in the best possible way.
What you’ll learn in this episode:
Who RevOps should report to - and who not
Why structuring RevOps compensation can be difficult
How RevOps in the US compares to RevOps in Europe
You can find more information about Haris here:
https://www.linkedin.com/in...
2023-12-0530 min![Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]](https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_episode/39256840/39256840-1701343894677-dacdc8f884142.jpg)
Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]Modernes Revenue Leadership ist sehr detailverliebt, gut strukturiert und extrem datengetrieben: Janis Zech, CRO Weflow🇩🇪: Janis Zech, Chief Revenue Officer bei Weflow, und ich haben uns zusammengesetzt um spannende Einblicke in die Welt des Revenue Leaderships zu geben. Janis lässt dabei tief in die faszinierende Welt des modernen Revenue Leaderships blicken und räumt mit gängigen Missverständnissen rund um diesen wichtigen Bereich auf. Er gibt Einblicke in die Komplexität, die Struktur und die datengesteuerte Natur von Revenue Leadership und unterstreicht die Bedeutung eines systematischen Ansatzes. Janis ist davon überzeugt, dass die Revenue Architektur weit über den Vertrieb hinausgeht. Viele "Aha" Momente wünsche ich euch mit diesem aufschlussreichen Gespräch mit einem der e...
2023-11-3024 min
RevOps Lab#6 Why RevOps needs to focus more on the buyer journey - Charlie Cowan, Revenue Acceleration ExpertWe talk with Charlie also known as RevOps Charlie about RevOps as a strategic function getting an end-to-end view on the buyer journey. And we'll dive into how RevOps organization change in context of the size of the company.
As a bonus: Charlie shares how to write a book.
What you’ll learn in this episode:
How can you simplify buyer experience?
How do RevOps change in the different stages of a business?
Charlie’s opinion in founders being into RevOps
You can find more information about Charlie here:
ht...
2023-11-2837 min
RevOps Lab#5 The Intent-Based Revenue Operations Framework | Darren Fay, Founder RevOps Roundtable & Peak RevOpsListen and learn! In today’s episode, Darren Fay presents ‘Intent-Based Revenue Operations,’ a simple framework to set effective goals, measure progress, and communicate value to key stakeholders.
What you’ll learn in this episode:
What's your mission as a RevOps team
How to setup & measure the right goals
How to demonstrate value to key stakeholders
You can find more information about Darren Fay here:
https://www.linkedin.com/in/darren-fay/
RevOps Letter:
https://www.getweflow.com/revopsletter
Janis on LinkedIn:
https://www...
2023-11-2135 min
RevOps Lab#3 Demonstrate value by enabling revenue growth – Nicholas Gollop, VR, RevOps at CloudCall
Nicholas Gollop talks about building a RevOps function from scratch, how to create value for the organization, and why both strategic and tactical work is needed to succeed.
What you’ll learn in this episode:
How to build a RevOps function from scratch
How to demonstrate & measure value of RevOps
Why you need strategic as much as tactical RevOps to be successful
You can find more information about Nicholas Gollop here:
https://www.linkedin.com/in/nicholasgollop/
Marker:
(00:00:00) Introduction/How would you...
2023-11-0733 min
RevOps Lab#2 Drive sales productivity with simplification & automation - Guy Clark, Director of RevOps at Cornerstone OnDemandGuy Clark talks about the importance of simple dashboards with relevant metrics for RevOps success.
He stresses the importance of understanding the needs of the team and getting the data and processes right to identify issues. He recommends gathering all available data without overloading the team and developing processes to help them.
Clark also cautions against having too frequent inspections and reporting, as this can impact team productivity. It is important to have trust and understanding of the team's tasks and goals in order to be successful.
What you’ll learn in this ep...
2023-11-0329 min
RevOps Lab#1 Building, growing, and managing RevOps at unicorn Forto with Alexander P. MüllerAlexander Müller talks about his experience as the founder of Revenue Enablement and his role as the VP of RevOps at unicorn Forto.
What you’ll learn in this episode:
How to build a RevOps team from scratch
How to scale a RevOps organization using unicorn Forto as an example
How to set up, manage, and prioritize a RevOps roadmap
How to do annual planning well
Plus many best practices about revenue operations.
You can find more information about Alex´s work right here:
2023-11-0136 min
RevOps LabRevOps Lab TrailerWelcome to the RevOps Lab - a podcast exploring the art & science of RevOps.
Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines.
This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play.
To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops
2023-11-0102 min
Unicorn Bakery - Wie Startup Gründer erfolgreiche Firmen aufbauenIst Geld Motivation genug, um Startups zu gründen? | Schlafstörungen & Ängste im Alltag | Recruting der ersten Mitarbeiter | Was kommt nach dem Product-Market-Fit? | Wie identifiziere ich den perfekten Kandidaten für eine Rolle? – Janis Zech, WeflowSpare 150€ auf dein Eight Sleep Pod Cover mit dem Code UNICORN: https://drp.li/HxZ2CJanis Zech hat als Serial Founder bereits mehrere Exits aus seinen erfolgreich aufgebauten Unternehmen hinter sich. Mit Weflow konsolidiert Janis einige Tools im Vertriebsprozess. Das Tool für Revenue-Operations hilft User:innen dabei, die Nutzung und Effizienz von Salesforce zu optimieren. Vor kurzem hat Weflow die aktuelle Seed-Runde mit 3,2 Mio. Dollar abgeschlossen. Mit Fabian spricht der Unternehmer über den hohen Preis der Erfolge seiner Laufbahn, Erfahrungen mit Investoren und über die Auswahl der perfekten Team member.Was du le...
2023-09-1559 min
ARRtist on AIR - Meaningful conversations with Software & AI leaders122: Product Led Sales - Die GoToMarket Motion von WeflowMit Janis Zech, Founder & CEO bei Weflow
Die Auswahl der richtigen Kanäle im GoToMarket und darauf basierende Folgeentscheidungen stehen im Mittelpunkt der spannenden Diskussion von Janis Zech und Julius Göllner. Erfahrt was es mit Product-Led-Sales bei Weflow auf sich hat und erhaltet u.a. Antworten auf die folgenden Fragestellungen:
Was versteht man eigentlich unter Go-To-Market?
Welche großen Motions lassen sich klassifizieren?
Product-Led-Sales - Eine definitorische Einordnung
Wie strukturiere ich meine Organisation mit Fokus auf Produkt und Sales?
Buyer Persona vs. User Persona - wie schaffe ich es beide adäquat anzusprechen
Endless free Value - wofü...
2023-08-0854 min
Marketing From Zero To One | Der Podcast über Startups (#Marketing_021)S07/E07 mit Janis Zech (Weflow) | Vertrieb Content Marketing Salesforce Fyber Tech Start-upsMit Janis Zech (Weflow) Staffel #7 Folge #7 | #Marketing_021 Der Podcast über Marketing, Vertrieb, Entrepreneurship und Startups
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https://getweflow.com
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Janis Zech, Mitgründer von WeFlow, spricht im "Marketing From Zero To One" Podcast über die Gründung und Entwicklung seines Startups, das Vertriebsteams, die Salesforce nutzen, hilft, ihre Pipeline-Updates und Aufgaben effizienter zu gestalten. Ebenso teilt er seine Erfahrungen mit Fyber, einem früheren Startup, das erfolgreich verkauft wurde, und erklärt, wie er zu WeFlow kam. Janis betont die Bedeutung von Kundenfeedback, agilem Produktmanagement und effektiven Vertriebsstrategien. Er beschreibt die Herausforderungen bei der Produktentwicklung, der Preisfindung und der Kundenakquise. Zudem reflek...
2022-08-1656 min
deutsche-startups.de-PodcastInterview #40 - Janis Zech (weflow)In unserem Interview-Podcast ist diesmal Seriengründer Janis Zech zu Gast. Derzeit ist der Berliner, der schon Fyber gründete, mit weflow unterwegs. Das Startup entwickelt eine Software für Vertriebsteams, die Salesforce nutzen. “Das Produkt spart Vertriebsteams Zeit beim Updaten der Salesforce Pipeline, ermöglicht die Strukturierung des Vertriebsprozesses und hilft bei der Priorisierung der Aufgaben um mehr Deals zu gewinnen”, teilt das Unternehmen mit. Cherry Ventures und mehrere Business Angels investierten bereits 2,7 Millionen US-Dollar in das Unternehmen.
Im Gespräch mit Alexander Hüsing, Chefredakteur von deutsche-startups.de, spricht Zech unter anderem über Hypothesen, Schreckmomente und Pivots.
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2022-03-2832 min