RevOpsAF The Podcast

AI is saving RevOps teams time. But is it actually moving the revenue needle?   Tierney Didier, VP of Sales and Channel Operations at Silverfort, joins Matthew Volm to give an honest, ground-level answer — and it's more nuanced than the LinkedIn hype would have you believe. From AI-powered account enrichment to homegrown enablement tools, Tierney shares what's working, what broke quietly in the background, and how RevOps leaders should think about build vs. buy, headcount, and quota expectations in the age of AI.   Key topics include: where AI is producing real (if not yet revenue-level) efficiency gains, how to think about build vs. buy when the build barrier has collapsed, why the thing you ship is not the same as the thing that works, and which tasks in RevOps are most durable against automation.   🎙️ Speakers: - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Tierney Didier, VP of Sales and Channel Operations at Silverfort — https://www.linkedin.com/in/tierneydidier/   🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 109: Build the Workflow, Buy the Risk: https://revopscoop.com/podcast/build-vs-buy-revops-risk - Episode 110: The SDR Job Is Becoming a Systems Job: https://revopscoop.com/podcast/sdr-systems-job-ai-outbound - Episode 99: What Executives Actually Want From RevOps: https://revopscoop.com/podcast/revops-career-executive-impact   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #AI #GTM #B2BSales #RevenueGrowth #SalesOperations #MarketingOps #GoToMarket

The SDR job isn't disappearing — it's transforming into a systems role. And most companies aren't ready for what that actually means. In this episode, Outcraft AI co-founder Edvin Rakickas joins co-host Camela Thompson to break down why AI-assisted outbound failed for so many early adopters, what it takes to make it work now, and how one company replaced seven of eight SDRs — not by cutting corners, but by rethinking what the role should actually do.   If you're a RevOps operator evaluating AI sales tools, or wondering how your outbound motion needs to evolve, this is a grounded, practitioner-first conversation worth your time. Edvin covers the real reasons leads fail to convert (hint: it's almost never the leads), how to train an AI model when your data isn't perfect, what questions to ask vendors before you commit, and why conversation intelligence is one of the most underutilized assets in B2B sales today.   🎙️ Speakers: - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ - Edvin Rakickas, Co-Founder, Outcraft AI — https://www.linkedin.com/in/edvinas-rakickas-28bb2b384/   ⏱️ Chapters: 0:00 - Introduction & Guest Background 1:45 - Why early AI outbound experiments failed 4:00 - The real follow-up problem (and how AI solves it) 8:30 - What breaks before the tool is ever deployed 12:00 - Company maturity and starting before you're ready 16:00 - How the SDR role is changing 20:00 - Evaluating AI sales tools: questions to ask 23:30 - Conversation intelligence as an org-wide asset 25:00 - Key takeaways and where to find Edvin   🔗 Resources: - Learn more about Outcraft AI: https://www.outcraft.ai - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 57: Outbound at a Crossroads: https://revopscoop.com/podcast/ai-outbound-email-deliverability - Cold Prospecting Is Broken — And RevOps Should Fix It: https://revopscoop.com/post/cold-prospecting-catch-up   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #AIOutbound #SDR #B2B #GTM #SalesEnablement #MarketingOps

Just because you CAN build it with AI... should you? That's the question QuotaPath's RevOps lead is asking — and his answer might surprise you.   Brandon Smith, Director of RevOps and AI Operations at QuotaPath, joins Matthew Volm to break down the real build vs. buy calculus for RevOps teams in the AI era. They cover how QuotaPath replaced a $50K/year vendor with an internally built tool, why commissions are the *last* thing you should vibe-code, and how to use "blast radius" to decide what's safe to build vs. what you should always buy.   🎙️ Speakers: - Matthew Volm, CEO & Founder, RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Brandon Smith, Director of Revenue Operations & AI Operations, QuotaPath — https://www.linkedin.com/in/brandonhoxsiesmith/   🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 97: Everybody Has AI. Nobody Owns It.: https://revopscoop.com/podcast/decentralized-centralized-ai-revops - Episode 60: Pay Day Problems: Comp Plan Lessons Learned: https://revopscoop.com/podcast/compensation-plan-lessons-revops   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #B2B #AI #GTM #BuildVsBuy #RevenueOperations

You can't fix the foundation if the plane is already in the air. So how do you rebuild the GTM engine without stalling everything leadership is asking for? Nicole Bradshaw has done it multiple times, and she's got a framework for it.   In this episode, Nicole Bradshaw, VP of Revenue Operations at PandaDoc, breaks down how RevOps leaders can balance foundational fixes with real business delivery. She shares her three-bucket sequencing framework (fires, quick wins, and end-to-end fixes), how to build stakeholder credibility before asking for six months to rebuild the funnel, and where AI actually fits into this, and where it doesn't.   If you've ever walked into a broken tech stack and been told to "just make it work," this one is for you.   🎙️ Speakers:  - Nicole Bradshaw, VP of Revenue Operations at PandaDoc — https://www.linkedin.com/in/nkbradshaw/  - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources:  - HG Insights (episode partner): https://hginsights.com  - RevOps Co-op podcast library: https://www.revopscoop.com/podcast  - Episode 101: RevOps Should Build for Itself First: https://revopscoop.com/podcast/revops-build-for-itself-ai  - Episode 94: The Boring Work Behind Great AI: https://revopscoop.com/podcast/boring-work-behind-great-ai   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #GTM #AI #ChangeManagement #B2B #RevenueLeadership

97% of companies have active AI initiatives. Only 5% say their data is ready to support them. So what does that gap actually cost you — and what does "ready" even mean?   In this episode, Katie Brown (VP of Revenue Operations at Kami) joins Matthew Volm to break down why AI can't fix what your business can't define. They cover data readiness, metric governance, the real meaning of "source of truth," and how RevOps can build the foundational infrastructure that makes AI actually work.   Whether you've already deployed AI or are still figuring out where to start, this conversation will help you pressure-test your data foundation before you build anything on top of it.   🎙️ Speakers: - Katie Brown, VP of Revenue Operations at Kami — https://www.linkedin.com/in/katherinetbrown/ - Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 106: Why Good CRMs Fail: https://revopscoop.com/podcast/why-good-crms-fail - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #B2B #DataStrategy #GTM #RevenueData