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RevOps Lab

RevOps Lab

Author: Weflow

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Welcome to the RevOps Lab - a podcast exploring the art & science of RevOps.
Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines.
This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play.
To find more episodes and resources on scaling your revenue engine, visit https://www.getweflow.com/revops
40 Episodes
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To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior. What you’ll learn in this episode: How HeyJobs structures its RevOps org What effective RevOps planning & roadmapping looks like How to run RevOps with a product mindset You can find more information about Paul here: ⁠https://www.linkedin.com/in/dr-paul-kallenberger-882a65130⁠   RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠  Marker: (00:00:00) Introduction/What do we have to know about HeyJobs (00:05:39) How do you structure your RevOps org? (00:07:20) Ratio of sales/marketing org to RevOps (00:09:09) Running RevOps like a product team (00:11:05) Are you using specific frameworks for RevOps and how do they work? (00:19:56) RevOps planning & roadmapping at HeyJobs (00:32:33) How do you do user-research in your revenue organization? (00:36:55) What would you tell your younger self when starting RevOps again?
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode: How Stefan built the RevOps team at Sastrify How to choose and implement new tools AI in your sales tech stack You can find more information about Stefan here:⁠https://www.linkedin.com/in/stefan-mersch/⁠ RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/ ⁠Weflow: ⁠https://www.getweflow.com/
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In today's episode, you’ll learn everything you need to know about Customer Success Ops.  You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not. What you’ll learn in this episode: How to measure brand awareness in RevOps How to succeed at Customer Success Ops/Work with customers How did the ideal customer profile change over the last months (ToFu & MoFu) You can find more information about Marcus here: ⁠https://www.linkedin.com/in/marcusbe/⁠   RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠  Marker: (00:00:00) Introduction/What has changed in your work in the last 18 months? (00:07:48) Good to know: Customer Success Ops / Who is a good customer? (00:19:43) Top of the Funnel: How did the ideal customer profile change? (00:24:27) Outbound, Buyer, Challenges in 2023 (00:30:39) How can RevOps measure brand awareness?
Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals. We cover: The strategic role of RevOps in modern businesses How to set up an effective compensation plan Communicating and reviewing comp plans You can find more information about Ryan here: https://www.linkedin.com/in/ryanemilligan/ RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com Marker: (00:00:00) Introduction (00:01:17) Ryan's Background (00:07:31) Transitioning to Revenue Operations (00:14:39) Strategic Role of RevOps (00:19:06) Effective Compensation Planning (00:24:00) Motivating Sales Teams (00:28:56) Practical Comp Plan Implementation (00:35:30) Final Thoughts and Advice
Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn. We cover: The importance of flexibility in revenue operations Managing B2C, B2B, and B2B2E go-to-market motions Building internal tools for operational efficiency You can find more information about Alfonso here: https://www.linkedin.com/in/alfonsocomino/  RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) RevOpsAF 2024 (00:02:53) Alfonso's Background (00:07:31) Overview of FINN (00:11:14) Transition to Tech (00:14:39) Compensation Planning at FINN (00:19:06) Managing Gross Margins (00:24:00) Principles of Compensation Planning (00:28:56) Tools and Processes (00:35:30) Final Thoughts & Advice
Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures. We cover: How to commit customers in consumption-based pricing models Drive seller behavior through compensation plans Comp planning: Tools & strategies to reduce complexity  You can find more information about Gabe here: https://www.linkedin.com/in/gprothman/  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠  Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠  Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠  Weflow: ⁠https://www.getweflow.com ⁠ Marker: (00:00:00) Introduction (00:01:17) RevOpsAF 2024 (00:02:53) Gabe's Background (00:07:31) What is Rescale? (00:11:14) High-Touch Sales Model (00:14:39) Comp Planning at Rescale (00:19:06) Managing Gross Margins (00:24:00) Principles to Reduce Comp Planning Complexity (00:28:56) Tools to Manage Comp Planning (00:35:30) Final Thoughts and Advice
Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us. We cover:  Six essential models to create recurring revenue How to establish a common data language in your org Basic rules for different stages of scaling  Jacco’s book can be found here: https://shop.winningbydesign.com/products/revenue-architecture-text-book  https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/  You can find more information about Jacco here:  https://www.linkedin.com/in/jaccovanderkooij/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Why Jacco wrote "Revenue Architecture" (00:02:09) How markets have shifted (00:03:53) GTM motions & measuring profitability (00:11:03) Rules for different stages of scaling  (00:17:41) 6 models to create recurring revenue (00:22:55) How to establish a common data language (00:32:13) Navigating a jungle of different GTM motions
Today’s episode with Jeff Ignacio is all about forecasting.  Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings. We cover:  What an effective forecasting process looks like Pitfalls of different forecast types How to measure pipeline hygiene Jeff’s articles can be found here: 1. https://revengine.substack.com/p/lets-run-it-back-with-forecasting  2. https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da  3.https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search  You can find more information about Jeff here: https://www.linkedin.com/in/jeffbethechange/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) The right forecasting cadence (00:04:58) Pitfalls of weighted forecasts & how to do it right (00:10:18) How to measure pipeline hygiene (00:16:17) Forecast rollups (00:20:17) What a good forecasting process looks like  (00:25:41) Handling big deals in forecasting
In today’s episode, Richard de Veer shares his view on managing (RevOps) complexity while giving insights into his role at Just Eat Takeaway.com What you’ll learn in this episode: How JETs manages GTM & RevOps complexity JET’s GTM motion, org structure, and CRM setup Managing internationalization You can find more information about Richard here: https://www.linkedin.com/in/richarddeveer/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) What is JET doing and how did you end up in RevOps? (00:07:01) CRM setup for managing JET’s complexity (00:13:26) JET’s GTM motion & org structure (00:18:14) Managing internationalization (00:24:10) The biggest challenges (00:27:20) JET’s GTM roadmap (00:29:25) Richard’s advice for his younger self
In case you wondered where my podcast partner Janis went, I made this short solo episode to give you a quick insight into some news. What’s this episode about: What project is Janis working on? Why should you take a look at his new work? What will change in the RevOps Lab? You can find the new project here: The Revenue LabRevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/
In today’s episode you’re getting deep into Marketing attribution models. A never-ending story, that we continue with our guest, Daniel Foulkes from CoachHub. What you’ll learn in this episode: Marketing attribution model at CoachHub Getting started with a marketing attribution model Tech stack & CRM set up for attribution models You can find more information about Daniel here: https://www.linkedin.com/in/danielfoulkes/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction (00:05:10) Sales & Marketing alignment (00:09:13) Marketing attribution model (00:15:45) Getting started with an attribution model(00:23:45) Limitations of attribution models (00:29:38) Tech stack & CRM set-up (00:41:50) Final advice
RevOps often wants to become more strategic but has a hard time doing so. Stacie Stussman joins us on this week's episode to discuss how revenue operators should work with leadership and the C-suite to become more relevant on a strategic level. We cover: The partnership model between ops and the revenue team How RevOps can push strategic projects How to RevOps can prove its worth You can find more information about Stacie here: https://www.linkedin.com/in/staciesussman/ RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠  Marker: (00:00:00) Introduction / Stacie's career path (00:08:33) RevOps and the leadership team (00:15:52) Getting internal alignment (00:20:15) RevOps becoming more strategic (00:24:30) Identifying internal pains (00:26:44) Proving RevOps' worth (00:32:00) Final advice
Today’s episode is fully focused on a topic that we haven’t touched much yet: compensation and quota setting. What you’ll learn in this episode: Fundamentals of OTE, total comp and quota RevOps’ role in quota and OTE planning The ideal process to define OTE and quota You can find more information about Jeremy here: https://www.linkedin.com/in/jeremy-lamande/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) How did you get to RevOps? (00:06:37) Jeremy’s view on comp planning (00:10:44) Setting quota & comp structure (00:22:24) When to structure comp plans (00:30:12) RevOps’ role in quota & OTE planning (00:36:59) What would you tell his younger self?
In today’s episode we dive deeper on the relationship between sales enablement and revenue operations. What you’ll learn in this episode: How to enable your GTM team Most common mistakes in GTM onboarding  Key enablement KPIs How to bridge GTM enablement and RevOps You can find more information about Stephanie here: https://www.linkedin.com/in/sjmiddaugh/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) How did you end up in RevOps? (00:04:27) What is sales enablement to you? (00:07:31) RevOps at Pinecone (00:13:21) Onboarding at Pinecone (00:19:09) Best leadership practices & aligning success metrics across teams (00:21:20) Onboarding mistakes (00:31:16) Tech stack in sales enablement (00:34:28) Key enablement KPIs (00:40:31) Advice to your younger self
In today’s episode Anastasiia shows you how to keep your RevOps team lean. What you’ll learn in this episode: What is LeanOps? What are the benefits & risks of this framework? What a lean RevOps tech stack & org look like You can find more information about Anastasiia here: https://www.linkedin.com/in/anastasiia-vasiutina/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) How did you get into RevOps? (00:07:33) What is "LeanOps" all about? (00:13:05) Benefits & risks of the LeanOps framework (00:19:24) Building & buying a tech stack (00:27:35) Lean GTM-to-RevOps ratio (00:35:29) What advice would you give your younger self?
After seeing hundreds of CRM set-ups from our customers, we collected 7 common CRM mistakes. In the first solo episode, Philipp (Co-founder at Weflow and co-host of RevOps Lab) walks you through and shows you how to avoid them. RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Intro (00:02:43) External CRM developers (00:05:42) Over-customization (00:07:31) Too many custom fields (00:09:07) Bad data governance (00:11:25) Not tracking the right KPIs (00:13:20) Activity tracking (00:15:57) Lead object (00:19:15) Bonus
In today’s episode we look at how RevOps is done in Enterprises. With insights from Teradata, we discuss frameworks for RevOps and the requirements for organizing a huge GTM org. What you’ll learn in this episode: How RevOps is done at Teradata How RevOps works in Enterprise Forecasting with complex sales motions You can find more information about Ian here: https://www.linkedin.com/in/ianmatthews/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/How did you get to RevOps? (00:07:14) How do you ensure high accuracy in Forecasting? (00:11:19) How is RevOps done at Teradata? (00:18:34) GTM & RevOps org at Teradata (00:27:03) Sales motions & ACVs (00:33:44) Forecasting with complex sales motions (00:43:25) What would you tell your younger self?
Today’s episode is fully focused on one of our favorite topics: forecasting! It’s always worth talking about, because it’s much more than the number that comes out at the end - it’s an entire process. What you’ll learn in this episode: How to run a forecasting cadence When to start a forecasting process RevOps’ role in the forecasting process  You can find more information about Ping here: https://www.linkedin.com/in/pingdelgiudice/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/How did you get into RevOps? (00:03:11) RevOps’ role in the forecasting process (00:08:22) How to run a forecasting cadence (00:11:18) Forecasting is more than just meetings (00:14:51) When to start a forecasting process (00:19:23) Forecast categories (00:22:04) What advice would you give your younger self starting a career in RevOps?
We’re talking to Udi Cohen about running RevOps with PLG. He will show us some insights into Lusha and his work in the last years. What you’ll learn in this episode: Lusha’s PLG approach and the implications for RevOps How to get the right CRM set-up to support PLG Sales forecasting with a product-led approach You can find more information about Udi here: https://www.linkedin.com/in/udi-cohen-79831052/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/What is PLG for you? (00:05:43) Lusha’s GTM approach (00:08:01) MQLs & PQLs in a PLG motion (00:15:20) Getting the data right for PLG (00:17:44) CRM set-up for workflows and reporting (00:21:27) Sales methodologies and process at Lusha (00:24:42) Forecasting at Lusha  (00:31:00) What advice would you give your younger self?
In this episode, we dive into the financial metrics of CS Ops, how they impact decision-making, and what levers you can pull in CS to positively impact those metrics while optimizing NRR. What you’ll learn in this episode: What are the main financial metrics for RevOps? Specific examples of how those financial KPIs actually drive behavior Who defines metrics and goals in large organizations?  You can find more information about Haden here: https://www.linkedin.com/in/haden-c-93271160/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/What are the main financial CS metrics? (00:05:20) How do you measure and attribute CS metrics (00:08:16) SoSafe’s service model and CS responsibilities (00:19:18) Communicating metrics and goals to the revenue org (00:22:24) Key drivers for driving CS efficiency (00:28:48) What advice would you give your younger self?
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