RevOpsAF The Podcast

If you've ever felt like annual planning is a losing game, this episode is for you.   Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it.   What You'll Learn: • The real reason tops-down and bottoms-up plans never match (and why that's normal) • How to build trust with finance...

Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy.   🔥 What You'll Learn: • Why partner ecosystems make sense for EVERY business (yes, even yours) • The critical...

🚀 Think your product is ready for Product-Led Growth? Think again.   In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh reality: most PLG dreams fail on day one because companies rush into it without the proper foundation.   Wha...

Should you blow up your CRM… or is the real problem hiding somewhere else?   In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.”   Spoiler: It won’t.   Together, they break down the real reasons systems fail — and why migrating from HubSpot, Salesforce, o...

In this episode of the RevOpsAF Podcast, Camela Thompson, Head of Marketing at RevOps Co-op, chats with Jeremy Steinbring, Founder & CEO of RevOnyx, about one of the most dangerous trends in GTM today — AI Shiny Object Syndrome.   They unpack why RevOps teams are drowning in “AI-powered” tools that don’t deliver, how to spot hype before it hijacks your strategy, and where AI actually creates m...

When everything in your go-to-market motion feels like a dumpster fire, how do you stay strategic instead of just surviving? In this episode of the RevOpsAF Podcast, co-host Camela Thompson, Head of Marketing at RevOps Co-op, sits down with Jacki Leahy, Founder of Activate the Magic, to talk about chaos, confidence, and control in Revenue Operations.   Jacki gets real about why roadmaps fall apart...

What kind of RevOps operator are you — a Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator?   In this episode of the RevOpsAF Podcast, Matthew Volm sits down with Jared Barol, a seasoned RevOps and GTM leader, to break down the RevOps Archetype Matrix — a practical framework for identifying your strengths, hiring smarter, and scaling RevOps teams across every growth stage.  ...

In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants.   Camela’s been on both sides — as a consultant herself and as an operator who’s hired dozens. Together, she and Matt break down: 🚩 The red fl...

🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.   From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how ter...

Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯   In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through AI-powered passive logging.   🧠 Arjun shares how his team automates data capture using tools like Momen...

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Vince Chiofolo, SVP of Revenue Operations at Dash Solutions, to explore a hidden churn driver most operators overlook: payments. 💳   Nearly 50% of subscription churn is caused by failed payments—yet many revenue teams treat payments as a finance problem, not a RevOps one. Vince breaks down why payments are central to retent...

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Steve Busby (CEO & Founder of Revenue Operations Associates) and Stephen Diorio (Partner at Revenue Operations Associates and author of Revenue Operations). Together they unpack how RevOps professionals can grow from tactical CRM admin work to becoming true strategic leaders in the C-suite.   🚀 What you’ll learn: ↳ Why...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.   From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away).   💸 Key discu...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Joe Di Grande, former VP of Sales & Customer Success at Business Insider and now founder of Joe Does Tech Touch, to explore the do’s and don’ts of Customer Success Automation.   Too many teams chase shiny tools without fixing data quality or sales-to-CS handoffs. Joe shares a pragmatic approach for starting small,...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Shachar Avrahami, VP of Product & Strategy at EverAfter, to explore how Customer Success Operations (CS Ops) has become the key to scaling revenue. From onboarding automation to productized success plans, Shachar shares practical frameworks that help RevOps teams protect revenue, drive expansion, and ensure custome...

In this episode of the RevOpsAF podcast, host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Mustafa Saeed, CEO and Co-founder of Luella, to dive deep into the future of outbound in the age of AI. With AI-generated spam on the rise and providers like Google and Microsoft tightening filters, outbound email is at a crossroads.   Mustafa shares why human oversight, deliverability safegu...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Saad Bayezeed, Head of Revenue Operations at Easygenerator, to explore one of the fastest-emerging roles in go-to-market: the GTM Engineer. Saad explains why he sees GTM Engineering as the R&D arm of RevOps—a function built to test new tools (especially AI), run short experiments, and hand off the winners to RevOps...

From the 1-3-10 rule (why processes inevitably break at certain team sizes) to how to balance building for today vs. building for scale, Benjamin offers hard-earned advice for anyone navigating hypergrowth. He also reveals his rollout & rollback playbook so you never have to live through your own “spam-the-finance-team” nightmare.   📊 What you'll learn: → How the 1-3-10 rule predicts process...

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Daphne Costa Lopes, Global Director of Customer Success for Strategic Accounts at HubSpot and founder of This Is Growth.   Daphne shares her proven framework for defining, delivering, and measuring customer value—and why this is a massive (and often untapped) lever for retention, expansion...

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.   🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-st...

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Mark Lerner, Director of Growth Marketing at DealHub and author of RevOps Rewired: Rethinking Revenue for the Digital Age, to explore how three massive paradigm shifts - COVID, economic contraction, and the rise of AI - have fundamentally changed the game for Revenue Operations.   Mark draws from hundreds of interviews and his...

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Timmy Hendrickson, President of the Enablement Squad, to explore what it really takes to manage change across RevOps and Enablement functions. Timmy shares the full story of how his team successfully evaluated, implemented, and operationalized Seismic - and why none of it would’ve been possible without a strong partnership w...

In this episode of the RevOpsAF podcast, co-host Camela sits down with Sonia Chawla, SVP of Revenue Strategy and Operations at Climate Impact Partners and a seasoned RevOps executive and systems thinker, to discuss why jumping into AI without a strong data foundation is a recipe for failure.   RevOps leaders will walk away with a clear framework for how to evaluate, structure, and prepare their da...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team. Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality custom...

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice. Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using...