RevOps Lab

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...

Today, 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 infor...

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 RevOp...

We 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/edwardreyn...

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 inform...

We 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/...

Have 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...

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...

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 with customers How did the ideal c...

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 p...

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....

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...

This 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...

We 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...

Listen 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 Da...

A deep dive with Natalie Furness on everything you need to build a functional RevOps org for aligning marketing, sales, and success to strengthen the Go-To-Market motion. What you’ll learn in this episode: How to achieve alignment between sales, marketing, and customer success Why alignment is so hard to achieve How to build a RevOps org that has an impact across the company What traits are most u...

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 a...

Guy 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 an...

Alexander 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...

Welcome 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 eng...