RevOpsAF The Podcast

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 breakdowns as teams grow → Strategies for future-proofing systems without hurting adoption today → The importance of data impact awareness when making process changes → Benjamin’s rollout & rollback checklist for smoother launches → How to navigate adoption challenges during rapid headcount growth   👥 Perfect for: RevOps leaders, Sales Ops, Marketing Ops, CS Ops, and anyone scaling GTM systems in a high-growth company.   Don't forget! You can try Aligned free here: https://hubs.li/Q03D1Nrj0 (Just be sure to tell them RevOpsAF sent you 😉)   🔗 Related blog posts: 9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management RevOps Do’s and Don’ts By Company Stage = https://www.revopscoop.com/post/revops-by-company-stage The Process of Building Process = https://www.revopscoop.com/post/revops-by-company-stage Best Practices for Scaling RevOps from Startup to IPO = https://www.revopscoop.com/webinar-series/best-practices-for-scaling-revops-from-startup-to-ipo   🤝 Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminzeitz/   💡 Not a member of the RevOps Co-op community? Join here: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #RevOps #RevenueOperations #SalesOps #MarketingOps #CSOps #GoToMarket #B2B #SaaS #GTM #Hypergrowth #ChangeManagement #ScalingSystems #RevOpsAF

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, and revenue growth.   From aligning C-suite leaders on what “value” really means, to creating measurable proxies when the ROI is hard to quantify, to scaling value delivery with data-driven scores and automation—this conversation is packed with actionable insights for RevOps and CS leaders alike.   📊 What You’ll Learn: → How to define customer value at the executive level and avoid department silos → Ways to quantify value—even when the outcome is “nothing happened” → The difference between business-level value and persona-level value (and why both matter) → How HubSpot operationalizes value delivery with a “value score” across segments → Steps to go from zero to one in building your own customer value framework → Why retention should be your #1 growth lever in RevOps strategy   Perfect for: Revenue Operations leaders, Customer Success pros, and GTM operators focused on retention, expansion, and sustainable growth.   🔗 Related Resources: How to Build a Buyer Journey That Delights Customers: https://www.revopscoop.com/post/how-to-build-a-buyer-journey-that-delights-customers-aligns-your-team Mastering Renewal Forecasting: https://www.revopscoop.com/webinar-series/mastering-renewal-forecasting-strategies-for-sustainable-growth 5 Ways to Help Marketers Do More With Less: https://www.revopscoop.com/post/5-ways-to-help-marketers-do-more-with-less 🤝 Connect with Daphne: https://www.linkedin.com/in/daphnecostalopes/ 🌐 Learn more about HubSpot: https://www.hubspot.com/   💡 Not a member of RevOps Co-op? Join 17,000+ global RevOps pros: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more strategies from the world’s top RevOps leaders.   #RevOps #CustomerSuccess #RevenueOperations #Retention #HubSpot

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-stage companies on how to scale go-to-market with intention and operational rigor.   🎯 What you’ll learn: ↳ Why product-market fit is a continuum, not a destination ↳ A 3-part framework for surviving the $1M–$10M ARR stage ↳ How Okta used customer language to reshape their GTM narrative ↳ Who to hire (and who not to) during high-growth ↳ Why RevOps is your growth engine—not your support function   💡 Perfect for: RevOps leaders, startup founders, early-stage GTM teams, and anyone scaling a SaaS company past its first million in revenue.   🔗 Related blog posts: A Framework to Improve RevOps Team Dynamics: https://www.revopscoop.com/post/applying-a-framework-to-lead-your-revops-team-to-success The Process of Building Process: https://www.revopscoop.com/post/the-process-of-building-process How and Why to Hire a RevOps Enablement Professional: https://www.revopscoop.com/post/hiring-a-revenue-operations-professional-enablement   🤝 Connect with Garrett on LinkedIn: https://www.linkedin.com/in/garrettstanton/ 🧠 Join the community: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #revopsaf #startups #saasgrowth #revenueoperations #valleyofdeath #okta #salesforce #gtmstrategy #B2BStartups #EarlyStageGrowth

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 own CPQ experience to break down what today’s RevOps pros need to know about platform consolidation, the slow (but inevitable) march of AI, and how to lead with adaptability in a post-pandemic world.   📊 What you’ll learn: ↳ Why COVID didn’t just change where we work—but how RevOps is structured ↳ How tool overload became tech stack rationalization ↳ Why AI adoption in RevOps is lagging (and where the real opportunities are) ↳ Whether “build vs. buy” is actually a useful framing in an AI-native world ↳ How RevOps can reclaim human work in an increasingly automated landscape   🎯 Perfect for: Sales Ops, RevOps leaders, and operators navigating budget cuts, AI confusion, or platform consolidation headaches.   📖 Mark's book: https://dealhub.io/lp/revops-rewired-revenue-in-the-digital-age/   🔗 Related Articles: ↳ Your 2025 RevOps Tech Stack, Simplified = https://www.revopscoop.com/post/revtech-stack-simplified ↳ Prompt Engineering for RevOps: How to Go From Good to Great = https://www.revopscoop.com/webinar-series/ai-prompt-engineering-revops-guide ↳ AI or Die: 5 RevOps Workflows You Should’ve Launched Yesterday = https://www.revopscoop.com/webinar-series/ai-revops-workflows ↳ How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role ↳ Why Relationship Building Is Key to RevOps Success = https://www.revopscoop.com/podcast/relationships-and-revops-success   🤝 Connect with Mark on LinkedIn = https://www.linkedin.com/in/markzlerner/   💗 Not a member of the community? Join here = https://www.revopscoop.com/membership/membership-options   🫶 Like this episode? Subscribe for more insights from the world’s best RevOps leaders. #RevOps #RevenueOperations #GoToMarket #B2BSaaS #AIinRevOps #SalesOps #TechStack #PlatformConsolidation #DealHub #RevOpsAF

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 with RevOps. From outdated sales content and no engagement tracking to a fully integrated content engine driving real ROI, this episode is packed with tactical advice for revenue teams looking to drive adoption and align cross-functional stakeholders. 📈 What you'll learn: ↳ How to evaluate enablement tools with a RevOps lens ↳Why RevOps should be involved in every stage of the rollout ↳ How to run a successful beta before company-wide launch ↳ What metrics matter after go-live (hint: not logins!) ↳ How to translate Seismic usage into sales performance 🎯 Perfect for: Sales Ops, MOPs, CS Ops, and RevOps leaders responsible for enablement, tooling, or GTM adoption. 🔗 Related reading: 9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management How to Create Sales Enablement They’ll Use = https://www.revopscoop.com/post/useful-sales-enablement 🤝 Connect with Timmy on LinkedIn = https://www.linkedin.com/in/timmyhendrickson/ 💬 Want more content like this? Join the RevOps Co-op: https://www.revopscoop.com/membership/membership-options Subscribe to the channel for weekly episodes featuring RevOps leaders across SaaS and tech! #RevOps #SalesEnablement #ChangeManagement #Seismic #RevenueOperations #GTM #SalesOps #MarketingOps #CustomerSuccessOps #RevOpsAF

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 data systems before layering on AI tools. With over 15 years of experience scaling revenue operations at companies from $4M to $2B, Sonia brings pragmatic, no-BS advice on building clean systems that actually drive growth.   📊 What you'll learn: → Why “garbage in, garbage out” is especially true for AI in RevOps → How to define and enrich your ICP without expensive tools → The right order of operations for data, process, and AI → Ways to use call recording and CRM hygiene to improve sales execution → How to get stakeholder buy-in for “unsexy” but critical data work   Perfect for: RevOps professionals, Sales Ops teams, early-stage GTM leaders, and anyone considering AI in their GTM tech stack. 🔗 Related blog posts: Beyond KPIs: The Art of Storytelling With Data = https://www.revopscoop.com/post/beyond-kpis-the-art-of-storytelling-with-data How to Structure Parent‑Child Account Relationships in Your CRM = https://www.revopscoop.com/post/parent-child-account-hierarchy-crm GenAI + Marketing Analytics: What RevOps Needs to Know = https://www.revopscoop.com/post/genai-marketing-analytics   🤝 Connect with Sonia on LinkedIn = https://www.linkedin.com/in/soniachawla/ ❤️ Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options 👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders. #RevOpsAF #RevenueOperations #B2BMarketing #SalesOps #GTMstrategy #DataDriven #AIinSales #CRMStrategy #RevOpsCommunity #RevOpsCoop

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 customer data sabotages segmentation, engagement, and even executive decision-making. Learn how to evaluate your data health, take ownership, and drive business impact - without massive tech investments. 📊 What you'll learn: Why “good enough” customer data is holding back your GTM strategy The four tiers of customer data maturity and how to assess your database Who should own customer data across RevOps, CS Ops, and marketing How to build a scalable plan for cleanup and prove ROI fast Tips for selling data cleanup projects to skeptical executives Perfect for: Sales Ops, CS Ops, Marketing Ops, and RevOps leaders who manage post-sale growth, customer engagement, or lifecycle communications. 🤝 Connect with Irwin on LinkedIn: https://www.linkedin.com/in/irwinhipsman/ 💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options #RevOpsAF #RevenueOperations #CustomerMarketing #DataHygiene #LifecycleMarketing #CSOps #MarketingOps #CRM #SegmentationStrategy #B2BSaaS

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 tools like hubSpot, Clay, and Apollo - with zero Salesforce developers required. 📊 What you'll learn: Why Robert chose HubSpot over Salesforce and doesn’t regret it How to rebuild your entire tech stack with minimal resources Where AI tools like Clay and Instantly fit into modern RevOps workflows How to design a consolidated stack across marketing, sales, and CS Tips for solo RevOps operators working inside lean startups Perfect for: Sales Ops, RevOps leaders, and operators building modern stacks for SaaS, consulting, or services orgs. 🤝 Connect with Robert on LinkedIn: https://www.linkedin.com/in/robertnd/ 💗 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options #RevOps #TechStack #RevenueOperations #HubSpot #SalesOps #MarketingOps #CSOps #StartupGrowth #AIinRevOps #RevOpsAF

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search. Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present, to standardizing processes without killing autonomy, this is a must-watch for anyone leading RevOps in a non-software environment. 🔑 What you’ll learn: + How RevOps works when there’s no recurring revenue + Why executive search teams run on trust, not territory plans + The systems and KPIs that actually matter in services orgs + How to roll out tools and processes without disrupting partners + Dan’s #1 tip for getting buy-in and driving change 📊 Perfect for: Sales Ops, RevOps leaders, and operators working in services, consulting, or recruiting firms. 🔗 Related reading: https://www.revopscoop.com/learn/blog 🤝 Connect with Dan on LinkedIn: https://www.linkedin.com/in/dankalish/ 👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders. #RevOps #RevenueOperations #ExecutiveSearch #JMSearch #B2BLeadership #OpsLife #SalesOps #Recruiting #RevOpsPodcast

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations. 🎯 What You'll Learn: Why the traditional CRM-first tech stack is becoming obsolete How AI replaces rigid workflows with dynamic intelligence What forecasting looks like when people are no longer involved How RevOps leaders can drive the shift to AI-first GTM strategies Practical steps to start adopting AI in your organization today 💡 "Workflows were built to make your worst person average. AI is built to make your average person exceptional." — Stephen Messer 🔗 Related Resources: Read the full episode write-up: https://www.revopscoop.com/learn/blog Join the RevOps community: https://www.revopscoop.com/membership/membership-options Try Collective[i] tools: https://www.intelligence.com #revops #artificialintelligence #forecasting #gtmstrategy #crm #revenueoperations #collectiveintelligence #StephenMesser #salesops #aiinsales #revopsaf #b2btech #salesforecasting #deeplearning #crmautomation

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams. 💡 Key topics covered: The evolution of RevOps from lone wolf to strategic growth engine Why RevOps ≠ Sales Ops 2.0 How to gain executive trust and a seat at the leadership table Building data narratives that drive business decisions Why saying “no” might be your best strategic move Soft skills every RevOps leader must master 📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/ 🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast #RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models.   Together, they dive into: 🔹 Why AI is reshaping how we price and sell 🔹 The growing disconnect between RevOps and Finance 🔹 How legacy CPQ tools are holding teams back 🔹 Why real-time revenue data is a must-have 🔹 What every RevOps leader needs to know about revenue recognition   If you’ve ever struggled with messy billing processes, outdated quoting systems, or aligning GTM with Finance, this episode is packed with insights.  🔗 Follow Riya on LinkedIn: https://www.linkedin.com/in/riya-grover-a22a4822/ 👥 Join the RevOps community = https://www.revopscoop.com/membership/membership-options   📩 Subscribe for more episodes, insights, and revenue tips every week! #revops #saas #BillingAutomation #cpq #revenuerecognition #AIinSaaS #FinanceAlignment #revenueoperations #sequence #revopsaf

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging.   We cover: 🚀 Why packaging should come before pricing 💡 How to reduce operational debt caused by bad pricing models 🤖 The role of AI in future-proofing your pricing strategy 📉 How to update legacy customers without causing churn 📦 What adaptive pricing looks like (and how close we are to it)   If your CPQ is crying, your customers are confused, and your CEO just Slacked you about “value-based pricing,” this episode is for you. 🔗 More resources: Check out our blog for more RevOps insights: https://www.revopscoop.com/learn/blog Join our community: https://www.revopscoop.com/membership/membership-options Explore Roee's pricing resources: https://www.willingnesstopay.com/   #RevOps #PricingStrategy #Packaging #B2BSaaS #RevenueOperations #GTMStrategy #AIinRevOps

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department. Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start thinking like a people manager sooner than you think. 🔑 What You’ll Learn: How to structure your RevOps team as it scales The four essential functions every mature RevOps org needs Tips for avoiding silos while building out specialization Why HR doesn't always “get” RevOps (and how to educate them) ✅ Connect with Andreas on LinkedIn: https://www.linkedin.com/in/andreasdrakos/ 📌 Related Resources: Blog: How Should Your Revenue Operations Organization Be Structured? = https://www.revopscoop.com/post/how-should-your-revenue-operations-organization-be-structured Community: Join the RevOps Co-op = https://www.revopscoop.com/membership/membership-options  biggest takeaway! #RevOps #RevenueOperations #RevOpsAF #ScalingRevOps #TeamStructure #OpsLeadership #Superside #CRM #Enablement #GTMStrategy

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value. Topics include: Why RevOps must measure ROI to survive and thrive How to align with CFOs and COOs (not just CROs) Signs your team is at risk of burnout—and how to fix it Why building a "superfunction" beats hiring unicorns What RevOps leaders can learn from private equity and venture-backed models ✅ Get actionable tips for proving your impact ✅ Learn how to structure your RevOps team for scale ✅ Discover how to think more strategically and elevate your career  🔗 Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/ 👉 Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options