RevOps Lab

Laura 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...

Laura 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 commu...

In 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...

Alexandra 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,...

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...

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 effect...

To 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...

To 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...

To 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 th...

Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals. We cover: The strategic role of RevOps in modern businesses How to set up an effective compensation plan Communicating and reviewing comp plans You can find more information abou...

Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn. We cover: The importance of flexibility in revenue operations Managing B2C, B2B, and B2B2E go-to-market motions Building internal tools for operational efficiency You can find more information about Alfonso h...

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...

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/reven...

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-wit...

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/   Rev...

In 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 Lab RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: ht...

In 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.lin...

RevOps 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...

Today’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....

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...

In 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 Li...

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/janisz...

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...

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:/...

We’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-7983...