Explorez tous les épisodes du podcast The RevOps Revolution

Evan Kubitschek, founder of Grow Rouge a Marketing Operations agency, joins the podcast to spotlight the often invisible but critical role of marketing operations. He and Jeff Serlin dive into how ops teams are too often seen as tactical "plumbers" rather than strategic partners and explore ways to shift that narrative—through transparency, process, and proactive communication. Evan shares techniques to bring visibility to ops work, the importance of defining clear roles within RevOps, and how AI and signal-based marketing are reshaping the future of go-to-market strategy.

Vince Beese joins the RevOps Revolution to share insights from his long sales career and his new book, Red Zone Selling. Drawing from robust experience, Vince breaks down why deals stall in the final stages and how elite sellers can push them across the finish line. He emphasizes the importance of process, situational awareness, and mastering the fundamentals—like multi-threading, qualification, and asking the right questions. Whether you're an up-and-coming rep or a seasoned enterprise seller, you'll walk away with actionable tactics to improve qualification, navigate setbacks, and execute when it matters most.

In this episode, Jeff Serlin sits down with Ashley Brucker Stepien, CMO at Hex. Drawing from her sales roots and deep operational experience, Ashley unpacks what it truly means to be a “modern marketer”—one who embraces complexity, owns revenue responsibility, and collaborates across functions. They dive into the importance of bottoms-up planning, cross-functional trust, and the need for RevOps to lead as a strategic driver rather than a service center. Listeners will come away with practical insights on aligning marketing and sales, planning for both short- and long-term growth, and how to build credibility as a marketing leader.

In this episode, Jeff Serlin sits down with Matt Volm, co-founder and CEO of the RevOps Co-Op, to explore the origin and growth story of one of the largest communities for RevOps professionals. Matt shares how perfect timing, and a clear gap in peer connection helped spark the community’s rapid growth to over 16,000 members. They dive into what makes RevOps critical in today’s evolving GTM landscape, how community engagement creates real-world opportunities, and what’s next—including a first-of-its-kind RevOps certification program. If you're in RevOps, this episode offers both inspiration and insight into building something that truly serves the people doing the work.

In this episode of the RevOps Revolution podcast, Jeff Serlin sits down with Jack Siney, CRO and co-founder of FrontRace, to explore the challenges and realities of building a company from the ground up while also owning go-to-market execution. He emphasizes that early success hinges on getting real customer feedback—prioritizing early users over perfecting the product in isolation—and avoiding the trap of building in a vacuum. He also stresses the importance of balancing founder responsibilities with sales leadership, noting how early-stage comp plans and hiring decisions must be aligned with long-term viability. They also discuss how and when to transition from founder-led sales to hiring a dedicated sales team, with Jack warning that most companies fail to truly understand and document what drives a sale.

In this episode of the RevOps Revolution podcast, Jeff Serlin talks with Sean Lane, co-founder of Beacon GTM and author of The Revenue Operations Manual, about building a scalable RevOps function. They discuss the importance of aligning on a common language for metrics, driving change through both top-down leadership and bottom-up execution, and shifting RevOps from reactive support to a proactive, strategic function. Sean outlines a durable framework focused on planning, execution, and insights, and stresses the need for measurable goals and transparent roadmaps.

In this episode of the RevOps Revolution podcast, Jeff Serlin is joined by Jalal Iftikhar, Head of Business Technology at Notion, for a deep dive into the evolving role of systems in enabling go-to-market success. Jalal emphasizes the importance of understanding the “why” behind every solution, developing trust with stakeholders, and building systems that prioritize user experience and business outcomes over flashy features. The conversation covers stakeholder management, team structure, tool evaluation, and roadmap prioritization, all grounded in the belief that successful technology implementation starts with strong relationships and a clear understanding of business goals.

In this episode, Jeff Serlin sits down with Dan Demas, SVP Revenue Operations at Grin, to discuss the evolving role of Revenue Operations in organizations. Dan shares insights from his years of experience highlighting how RevOps brings a holistic, unbiased perspective to business challenges. The conversation dives into the common pitfalls of solution-first thinking, the importance of diagnosing root problems, and strategies for overcoming leadership-driven pressure to implement quick fixes. Jeff and Dan also explore team structures, stakeholder management, and the balance between agility and long-term planning. Tune in for a deep dive into how RevOps can drive strategic impact while fostering creativity and innovation in problem-solving.  

The podcast features Shriya Ravikumar discussing the evolution of Revenue Operations (RevOps) as a critical function in modern organizations. Drawing on her experience at companies like Twitter, Intercom, and Spruce Health, she outlines how RevOps has expanded from basic sales operations to encompass diverse subfunctions,  Shriya emphasizes the importance of fostering a strong team culture, highlighting resilience, collaboration, and empathy as essential traits.  She explains that RevOps teams thrive on their ability to adapt to constant change, work across multiple disciplines, and maintain low ego while solving complex challenges.

Bill VanderWall, with extensive experience in systems leadership, discusses the role of business systems in supporting interconnected workflows within go-to-market strategies. He shares his approach to building efficient processes, emphasizing the importance of collaborative relationships between teams like RevOps and IT, focusing on seamless data architecture, self-service functionality, and problem-solving to avoid upstream and downstream disruptions.

This podcast features two long serving RevOps professionals, your host Jeff Serlin and Franco Anzini. Both started out in operations long before it became a popular career choice. Now that it is, Jeff and Franco reflect on their journeys, the growth of their roles, and offer advice for advancing in the field, highlighting the shift towards strategic involvement in business rather than just administrative tasks. They discuss the importance of revenue operations in bridging various departments within a company to ensure efficiency and market capture. The conversation also delves into career paths within revenue operations, emphasizing the value of understanding and integrating business operations beyond mere technical tasks.

The podcast explores the strategic importance of effectively managing data within revenue operations. Franco Anzini, VP of RevOps at Alation and Jeff Serlin discuss common pitfalls businesses face when handling data, such as prioritizing collection and reporting over deriving actionable insights. They emphasize the importance of starting with clear business questions, ensuring data is contextualized, and engaging stakeholders to create meaningful narratives that support decision-making.

The podcast episode features a discussion between host Jeff Serlin and guest Brian Kotlyar, VP of Marketing and Growth at Hightouch, focusing on the importance of integrated planning in executing go-to-market strategies. The conversation emphasizes the need for ongoing adjustments based on performance data, as marketing and sales operate at different speeds and can face misaligned expectations. The two also touch on the danger of relying too much on plans that may already be flawed when created. Brian discusses how to balance aggressive assumptions with reality, minimize error through close monitoring, and ensure that resources—such as hiring and budget—are deployed wisely across teams.

In this episode, Jeff Serlin talks with Brian Kotlyar, VP of Marketing and Growth at Hightouch where they discuss their shared experiences working together at Intercom. The conversation focuses on the challenges of aligning marketing, sales, and operations teams to optimize the business "supply chain" for generating revenue.  Brian emphasizes the need for trust to avoid common disconnects in the go-to-market process. The discussion highlights practical advice on how RevOps can foster stronger alignment and success within organizations through data-driven strategies and cross-functional collaboration.

In this episode, Jeff Serlin and guest Andy Mowat discuss the importance of balancing "running the business" tasks with "changing the business" projects. They explore how to properly identify, prioritize, and solve problems, rather than constantly responding to minor issues. They also stress the need for strategic communication and frameworks for prioritization, as well as educating teams to be proactive in identifying solutions.

In this episode, Andy Mowat shares his experiences managing revenue operations at four unicorns, including Upwork, Box, and Carta. He highlights the core responsibilities of RevOps: amplifying revenue, efficiency, and customer experience. Andy emphasizes the importance of prioritization, forcing trade-offs, and focusing on high-impact projects to streamline operations and resource allocation. The discussion also focuses on the need to shift the RevOps function from tactical to a more strategic and data-driven.

What is and how do you cultivate sales culture? Jennifer Brannigan, CRO of Korn Ferry, joins us again to share her experiences on building a strong revenue team culture. Creating a cohesive team-oriented culture in sales, despite its competitive nature, helps focus on collective wins. A strong leadership-driven culture is key to long-term success in sales.

In this episode, Jennifer Brannigan, CRO of Korn Ferry, discusses the challenges and importance of sales forecasting, highlighting how many organizations spend too much time on forecast meetings without achieving meaningful outcomes. Forecast meetings should focus on providing actionable insights rather than just updates or team performance. The discussion stresses the need for forecast accuracy to support strategic decisions and that RevOps should be bringing the process and science.

This episode, Kareem Agha, CRO of Haus, talks about the importance and evolving role of RevOps within organizations, particularly early-stage companies. Kareem, drawing on his extensive background in software sales, highlights the crucial role RevOps plays in aligning sales, marketing and financial planning. He describes RevOps as a "guiding compass" for a company’s go-to-market efforts, helping businesses make faster decisions and correct course when necessary by relying on real-time data.