RevOps Lab

Markus Jaensch, Head of RevOps at Aiven, joins Janis and Philipp to unpack what consumption-based pricing actually means for a RevOps team running a $100M+ ARR business. Aiven — the open-source data platform behind managed Kafka, Postgres, OpenSearch, and ClickHouse — recently crossed $100M ARR, and Markus walks through how the forecasting model, comp design, and territory setup have evolved over...

In this episode of the RevOps Lab, Janis sits down with Andy Smidmore — a 15-year RevOps and SalesOps veteran whose résumé reads like a tour of high-growth West Coast SaaS (Confluent, Cloudera, Docker, most recently Ditto). Andy is also the author of a popular LinkedIn article series on RevOps fundamentals, including the piece that anchors today's conversation: Forecasting Is a Trust Problem B...

In this host-only episode of the RevOps Lab, Janis and Philipp take stock of what three years of building a forecasting tool — and hundreds of conversations with sales leaders, RevOps teams, and CROs — have taught them about getting to a reliable, repeatable forecast number. They unpack why forecasting is a process (not a number), why AI only works on top of a clean data foundation, and how the be...

In this episode of the RevOps Lab, Janis and Philipp sit down with Robert Kaiser and Christoph Dünhuber from Tacto — the Sequoia- and Index-backed AI procurement platform powering 300+ industrial customers across the German Mittelstand. Robert leads revenue functions, Christoph leads RevOps. Together they unpack how Tacto scaled to 130 employees by making customer value the center of gravity acros...

Eric Portugal Welsh, Head of RevOps at PlanetScale and returning guest on the RevOps Lab, joins Janis and Philipp to share how he went from leading a team of six to operating as a solo RevOps function — and how AI is making that possible. Eric walks through his full AI stack, his vibe coding journey, and the specific agents and workflows he's built to automate everything from pipeline reviews...

Stephen Diorio, author of "Revenue Operations" and a go-to-market strategy veteran with decades of experience — from co-founding one of the first GTM strategy firms in 1993 to serving as a Gartner analyst — joins Janis and Philipp to unpack the math of growth. Stephen explains why the financial systems behind most B2B organizations fundamentally fail to measure what actually drives reven...

Franco Anzini, a seasoned revenue operations leader with experience across companies of all stages and go-to-market motions, joins Janis and Philipp to talk about a principle that doesn't show up on any dashboard: stay close to where the money changes hands. Franco shares why RevOps professionals need to step away from the data, get into the field, and understand the art behind the science — a...

In dieser Episode sprechen Janis und Philipp mit Navin Persaud, VP of Revenue Operations bei 1Password , über eine der aktuell meistdiskutierten Fragen im RevOps: Sollte man GTM-Tools im Zeitalter von AI kaufen oder selbst bauen? Navin bringt dabei die Perspektive aus fünf Jahren RevOps-Führung bei einem Security-Unternehmen mit über 400 Millionen US-Dollar Umsatz ein und ordnet sehr klar ein, wo...

Ross Graber, VP and Principal Analyst at Forrester, joins Philipp to unpack findings from Forrester's latest C-suite alignment study. Based on feedback from over 130 C-level marketing, sales, and customer leaders, the study reveals how alignment — or the lack of it — directly impacts customer value, resource efficiency, and revenue performance. Together, they explore why C-suite leaders feel a...

Alexander Müller, Founder of Revenue Enablement and one of Germany's most recognized RevOps voices, joins Philipp for his second appearance on the RevOps Lab — over 100 episodes after being the very first guest on the show. Together, they jam on the AI use cases that are reshaping go-to-market execution right now and what that means for how RevOps teams should be built going forward. We cover: How...

Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long. We...

In this episode, we dive into exclusive data from Insight Partners’ latest survey of over 200 B2B SaaS CROs. Jeremey Donovan shares what differentiates top-performing revenue organizations from the average, covering everything from org structure and hiring traits to the surprising trends in outbound sales and AI adoption. What you’ll learn in this episode: CRO Scope & Focus: Why top-performing...

Sarabeth Scott joins Janis and Philipp to break down what great board reporting actually looks like — and which metrics boards really care about across Sales, Marketing, and Customer Success. Drawing from her experience as a RevOps leader at companies like Camunda, Talkwalker, and Upkeep, and her recent move into growth equity, Sarabeth shares a practical framework built around the questions board...

Is RevOps becoming "GTM Engineering"? In this episode, Philip and Janus sit down with Lindsay Roethlisberger, VP of Revenue Operations at Zapier, to discuss the massive shift happening in the industry. Zapier operates at the intersection of a massive high-velocity PLG model and a growing Enterprise sales motion. Lindsay shares how she is restructuring her team to handle this complexity, moving awa...

<p>Janis and Philipp close out 2025 with a special end-of-year episode of the RevOps Lab Podcast. With no guest on the show, they reflect on what the past 12 months looked like for RevOps Lab, the RevOps community, and Weflow — sharing key learnings, growth metrics, and what’s coming next.</p> <p>They walk through podcast highlights, audience stats, community...

Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation. We...

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 moder...

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner. We cover: • What top-performing reps do differe...

This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue execution—from pipeline generation to forecasting and customer experience—and what leaders should focus on today to stay ahead. We cover: • How AI is reshaping GTM and RevOps fundamentals • The shift fro...

Janis and Philipp break down the good, the bad, and the ugly of annual planning. From late starts and siloed workflows to unrealistic capacity models and poor communication loops, they share what goes wrong in most companies – and how to fix it. We cover: • The most common annual planning pitfalls – and how to avoid them • Late starts, top-down targets, and siloed processes • Why RevOps should tak...

Kunal Pathak, Director of Deal Strategy & Operations at ServiceNow, joins Philipp to unpack what it really takes to run a world-class Deal Desk. With experience building deal operations at Salesforce, DocuSign, and now ServiceNow, Kunal shares how the function evolved from a transactional back office into a strategic control tower for revenue execution. We cover: - What a Deal Desk is and how...

Tessa Whittaker, VP of Revenue Operations at ZoomInfo, joins Janis Zech to discuss the critical challenge of shifting to an AI-First mindset within the RevOps function. Many leaders feel pressure due to the AI hype, but how do you ensure your teams implement the technology effectively? Tessa shares her proprietary RevOps Maturity Scale, a framework that identifies the operational foundation (syste...

Mallory Lee, VP of RevOps at PhoneBurner, returns to the show to talk about one of the most painful but critical topics in sales: CRM hygiene . From missed updates and bloated pipelines to forecasting gaps and trust issues, Mallory shares how automation and AI can remove manual work for reps and bring accuracy back to the pipeline. We cover: The ripple effects of poor deal hygiene on pipeline coun...

In this episode: Laura Cross, VP and Principal Analyst at Forrester, joins Janis and Philipp to unpack the shift from annual to continuous planning. Laura shares why static, one-and-done plans don’t work in today’s fast-changing environment and how RevOps can take the lead in building adaptive, customer-centric planning processes. We cover: Why annual planning often creates misalignment and mistru...

In this quick special episode (under 3 minutes!), Janis and Philipp announce something big:👉 Together with 50 RevOps leaders from around the world, we’re launching a free Slack community exclusively for Revenue Operations professionals. Here’s what you need to know: • 💬 No pitches, just real conversations • ✅ Strictly RevOps-only (every application is reviewed) • 🤝 Share challenges, get suppor...