RevOpsAF The Podcast

Everybody has AI. Nobody owns it. That's the real problem facing RevOps teams right now — and it's creating a new version of a problem operators have seen before.   In this episode, Brandon Bussey, VP of Revenue Operations at Advantive, joins co-host Matthew Volm to dig into the messy reality of AI governance inside go-to-market teams. They cover the "agent graveyard" problem, why the fully decent...

Most AI projects aren't failing because the technology is broken. They're failing because nobody built the layer that makes the technology safe to use; and that's a RevOps problem. In this episode, Ed King (CEO & Founder of Openprise) joins Matt Volm to break down why AI agents can't touch core systems like your CRM or MAP, what the missing "control layer" looks like, and why the RevOps practi...

Most revenue teams know their top 20% of reps are driving 80% of results. What they don't know is why, and without the why, every intervention is a guess.   In this episode, Roope Heinilä (Co-Founder & CEO of Optivian) joins co-host Camela Thompson to unpack the mid-funnel execution gap: why deals stall, why champion enablement fails, and why AI is finally able to solve problems that training,...

Your AI initiative isn't underperforming because of the AI. It's underperforming because of what you built it on.   Spencer Hardey, VP of Business Operations at HG Insights, joins RevOpsAF co-host Matthew Volm to break down why the boring foundational work — ICP documentation, segmentation, clean data infrastructure, cross-functional alignment — is the actual prerequisite for AI that delivers resu...

Most companies have a board-level AI mandate. Almost none of them have an actual AI strategy. That gap is where RevOps practitioners are living right now, and it's one of the more exhausting places to be. In this episode, Taft Love (founder of Iceberg RevOps) and co-host Camela Thompson get into what's actually happening on the ground: vague executive mandates, the build-vs-buy trap, why data qual...

Your AI agent says revenue is on track. Your CRO is about to find out you're missing the number by 21%.   Sound familiar?   In this episode, Guillaume Jacquet (CEO & Co-Founder of Vasco) joins Matt Volm to break down why AI agents fail on revenue data, and why the fix belongs to RevOps. The problem isn't hallucination. It's grounding. And there's a four-part framework to solve it.   Guillaume...

What if your next RevOps hire isn't human? Zach West of PatchOps is building AI agents that function like senior consultants, and the playbook applies to any in-house RevOps team.   In this episode, Zach breaks down why domain expertise is still the differentiator in an AI-powered world, how to build a knowledge base that turns a generic LLM into a senior operator, and where resource-strapped RevO...

What separates a senior RevOps leader from a technically skilled order-taker? It's not the dashboards. It's not the systems. It's the ability to say no strategically, run change management at scale, and resist becoming a high-functioning service desk.   In this episode of RevOpsAF, James Jackson — VP of RevOps at Snowflake, DocuSign, and Canva — shares two vivid stories: a full comp plan overhaul...

What if RevOps stopped thinking of itself as a support function and started operating like a platform product team? That's the core argument Amani Phipps, Senior Revenue Architect at Bonusly, makes in this episode. And he backs it up with real AI systems his team has built: a Gong-to-HubSpot integration that auto-updates deal properties, a deal desk bot that cut tickets by 60%, and a multi-agent a...

Everyone's calling their product an "AI agent." Most of them are wrong — and the difference matters a lot for how you build your RevOps tech stack.   In this episode, Emir Atli (Co-founder & CRO of HockeyStack) joins Matt Volm to define what a true revenue agent actually is, why the data foundation most teams have won't support real AI deployment, and what this all means for the future of RevO...

Most teams think their campaign data is good enough — until AI starts making stuff up. Drew Smith of Attributa breaks down exactly what campaign data needs to capture, why your data dictionary is now your #1 AI prerequisite, and which system decisions are quietly killing your attribution. If you're in marketing ops, RevOps, or anywhere near campaign measurement, this one's essential viewing. Drew...

Is RevOps "adapt or die" in the age of AI — or is that the wrong question entirely? Taimoor Tariq, Founder of GTM Base, shares what 12 years in RevOps has taught him about staying relevant when everything is changing fast.   Spoiler: it's not about chasing the hottest tools.   In this episode, Taimoor breaks down why Claude Code has become his team's operating system, how to safely experiment with...

Ever been told a CRM fix will "only take five minutes"? Yeah. We need to talk. 🔥   In Episode 85 of the RevOpsAF Podcast, co-host Camela Thompson (Head of Marketing at RevOps Co-op) is joined by her husband and fellow RevOps veteran Lance Thompson (Technical Sales Operations at SeekOut) for an unfiltered rant session covering the most ridiculous (but painfully relatable) situations every RevOps p...

Your AI strategy is only as good as the data underneath it. If your CRM can't tell Vodafone Spain from Vodafone Italy, no amount of orchestration will save you.   In this episode, Anders Krohn (CEO & Co-Founder of Kernel) joins Matthew Volm to break down the three-layer data enrichment stack, why most CRM hygiene initiatives treat symptoms instead of root causes, and what it actually takes to...

Ever feel like you're drowning in AI hype while your actual problems remain unsolved? You're not alone. In this episode of RevOpsAF, host Matthew Volm sits down with Em Wingrove, Chief Marketing Officer at Aptitude 8, to cut through the noise and deliver practical AI strategies that actually work.   Em shares why 95% of AI initiatives fail (spoiler: it's not the technology), how to start small wit...

Is your RevOps role about to evolve—or get replaced? In this game-changing episode, fractional CMO and Cannonball GTM co-founder Doug Bell reveals why the traditional RevOps function is being disrupted by a new breed of professional: the Revenue Engineer.   What You'll Discover: • Why go-to-market engineering is flanking traditional RevOps stacks • How AI tools like Claude Code are democratizing t...

Discover how MongoDB is revolutionizing go-to-market operations by using AI to eliminate the "bureaucracy gap" and empower sales teams to focus on what matters most: building relationships with customers.   In this episode of RevOpsAF, co-host Matthew Volm sits down with Amanda Lin, Senior Manager of Go-to-Market AI Operations at MongoDB, to explore how one of the world's leading database companie...

Ever feel like your RevOps role is a catch-all for everything nobody else wants to do? You're not alone. In this eye-opening episode, Mahak Vedi, CEO of Revology Consulting, breaks down the evolution (and confusion) around RevOps titles and what it means for your career.   What You'll Learn: • Why RevOps became a "catch-all" function and how that's hurting the profession • The rise of Go-to-Market...

🚀 Ready to transform your sales kickoff from a Vegas party into a revenue-driving foundation? Join us as Roderick Jefferson, enablement expert and author, breaks down why most SKOs fail and how RevOps can be the secret weapon for year-long success.   🎯 What You'll Learn: • Why sales kickoff is the FLOOR, not the ceiling of your annual strategy • How to get RevOps involved from day one (not as an...

Think AI is the silver bullet for your sales challenges? Think again. In this eye-opening episode of RevOpsAF, host Camela Thompson sits down with Jiaxi Zhu, RevOps Analytics expert at Google, to uncover the truth about AI in sales - and why most companies are stuck in pilot purgatory.   What You'll Learn: • Why 40-50% of companies are experimenting with AI but most never scale beyond pilots • The...

Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster.   What You'll Learn: • How to overcome the three biggest job search struggles RevOps professionals face • Why treat...

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.   🎯 What You'll Learn: • Why AI is forcing a rec...

Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations.   In this episode, we explore: ✅ How to assess your AI readiness before diving in ✅ The critical infrastructure requirements for successful AI implementation...

Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over.   In this episode, you'll discover: ✅ The "inception method" for planting RevOps ideas that stakeholders think are their own ✅ How to use agile methodology and regular newsletters to build credibility...

In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations.   🔥 What You'll Learn: • Why there's no universal RevOps blueprint (and why that's actually okay) • The critical people skills needed t...