RevOps Roundtable

Welcome back to the RevOps Roundtable, your go-to spot for all things Revenue Operations strategy, operations, and technology! In this quick-hit episode, we’re gearing up for Dreamforce 2026 and diving headfirst into what’s actually happening on the front lines of Revenue Operations.John Garvens (Owner & Principal Architect at Garvens Consulting) is joined by an elite panel: Jean-Michel Tremblay (Founder & Architect at The Cloud Update), Meredith Schmidt (GM of Agentforce Revenue Management at Salesforce), and David Beebe (Head of Revenue Solutions for Agentforce Revenue Management at Salesforce).We tear down the biggest myths surrounding Revenue Cloud and Agentforce Revenue Management, break down the shift from “Quote-to-Cash” to “Conversation-to-Cash,” and explain how AI agents like Claude are changing workflows from the front office to back-office billing. Plus, Jean-Michel shares real-world proof that his implementations are happening in weeks, not years, and John Garvens shares his key rule for long-term RevOps success: get the process right before touching the product.Whether you’re struggling with hybrid usage-based pricing, trying to ensure end-to-end finance compliance, or planning your Dreamforce agenda, this episode has you covered.PANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting: https://www.linkedin.com/in/johngarvens/Jean-Michel Tremblay, Revenue Cloud Solution Architect, The Cloud Update: https://www.linkedin.com/in/jmmtremblay/Meredith Schmidt, Executive Vice President & General Manager, Salesforce: https://www.linkedin.com/in/meredith-schmidt-5446a0/David Beebe, Head of Revenue Solutions, Salesforce: https://www.linkedin.com/in/dmbeebePANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeJean-Michel Tremblay, Managing Principal, The Cloud Update, The Cloud Update on YouTubeMeredith Schmidt, Executive Vice President & General Manager, SalesforceDavid Beebe, Head of Revenue Solutions, SalesforceCONTENT00:00 Introduction & Dreamforce 2026 Focus00:59 Panel Introductions01:28 What to Expect at Dreamforce for RevOps and ARM01:55 AI + APIs: The “Deal Strategist” Vision03:57 Omni-Channel in Practice: Conversation-to-Cash06:59 Evolving Monetization: Usage Pricing, Predictability & Compliance11:06 Myth-Busting: Deploying Revenue Cloud in Weeks, Not Years17:35 Dreamforce Strategy: Thinking Beyond Traditional CPQ20:10 Autonomous Resolution with Claude (No-Click Demo Tease)23:54 Networking, RevOps Glossary & Wrap-UpRESOURCESRevenue Operations at Dreamforce 2026Garvens ConsultingThe Cloud UpdateLearn More About Agentforce Revenue Management: Visit the Salesforce ecosystem portal or catch the 2,000-person Agentforce Revenue Management Keynote at Dreamforce 2026!

Build a predictable, scalable revenue engine for your IPO. Discover how CFOs automate RevOps and boost valuations.Welcome to the RevOps Roundtable, hosted by John Garvens.In this episode, we dive deep into the ultimate IPO readiness playbook for modern CFOs. As your company eyes the public markets, your role must evolve from a traditional financial guardian into a strategic growth catalyst. We break down exactly how to scale your revenue operations, eliminate compliance risks, and build a predictable forecasting engine that Wall Street can trust.PANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeSam Chung, Chief Customer Officer, SalesforceDavid Beebe, Head of Revenue Solutions, SalesforceCONTENTSThe Mature Revenue Engine: What a healthy, public-ready revenue architecture looks like before you file your S-1.The CFO Evolution: How to successfully transition from a financial guardian to an active growth catalyst.Hidden IPO Landmines: The most common revenue and cash flow pitfalls that stall IPO momentum and crush valuations.Leveraging AI Agents: How autonomous AI (like Agentforce Revenue Management) optimizes revenue workflows, secures compliance, and replaces messy spreadsheets.Metrics That Boost Valuation: A deep dive into Net Revenue Retention (NRR) and the core KPIs investors look for during the roadshow.The Long-Game Strategy: Actionable steps you can implement today to prepare your finance and revenue teams for an IPO years in advance.CHAPTERS00:00 Introduction: IPO readiness for CFOs01:54 Sam Chung: Background & finance + revenue ops perspective03:12 David Beebe: Revenue Cloud, product, and customer advocacy07:36 What makes a healthy, mature revenue engine for IPOs12:26 Systems that enable predictability, auditability, and compliance15:39 CFO as growth catalyst (not just financial guardian)23:26 Common revenue & cash-flow landmines (the “messy middle”)32:05 IPO timelines, monthly close cadence, and audit readiness risks35:25 AI agents: where they help in Quote-to-Cash and finance41:12 Agent use cases: quoting, contracts, billing, collections44:38 API-first architecture & headless integrations for scale49:55 Metrics deep dive: Net Revenue Retention & evolving KPIs50:25 How Agentforce Revenue Management drives NRR & analytics54:12 Selling the solution to your board: ROI, time-to-value, scalability56:05 Practical first steps today: team, architecture map, unify data58:09 Closing remarks, contact info, and next stepsLearn more about Garvens Consulting: https://garvensconsulting.com/

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalGeorgii Saveliev, Founder & Salesforce Certified Technical Architect, Stratus CartaContent00:00 Introduction01:34 Participant Intros: John Garvens, Micah Gerger, Georgii Saveliev04:19 Origins: SteelBrick, Vlocity, & Agentforce Revenue Management History12:50 Prefab House vs. Home Depot: Out-of-the-Box vs. In-the-Box17:05 Agentforce Revenue Management Industry Accelerators23:12 The Importance of Human Experience in the Age of AI28:52 Strengths & Weaknesses: SteelBrick, Vlocity & RLM/RCA/ARM38:51 Deep Dive: Context Definitions, Expression Sets & Pricing Procedures47:38 What’s “In-the-Box”? — Key Revenue Cloud Modules54:37 DevOps & Data Migration Challenges: Deployments, Tooling & Legacy Data01:02:46 Favorite Features — OmniStudio/DRO, Advanced Approvals, Asset Model01:12:02 Tips for SteelBrick & Vlocity Veterans / Transformation Readiness & Closing

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalJean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTubeContent00:00 Introduction02:02 Evolution of Commerce and Revenue Cloud10:23 Common Problems with Revenue Systems Interoperability13:23 Most Common Use Cases and Implementation Challenges23:50 Revenue Management and Field Service27:21 Product-Led Growth, Self-Service, and Headless Capabilities38:48 Where Commerce Shines: Orchestrated Checkout44:20 Custom User Interfaces and Optimal User Experiences50:15 Shameless Plug for Consulting Services51:25 Custom User Interfaces and Optimal User Experiences Continued55:55 Final Thoughts and Wrap-Up

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeDan Miller, Chief Financial Officer, RightRevZee Akbarali, Managing Director, AccordionBryce Baker, Managing Director, AccordionContents00:00 Introduction02:35 The CFO as a Growth Catalyst06:47 Transition from Spreadsheets to Modern Tools20:33 The Growing Complexity of Revenue Models28:24 Importance of Data Quality and Compliance41:00 Future of Revenue Recognition and AI51:51 Resources and Action Items for CFOs