RevOps Roundtable – Details, episodes & analysis

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube
• Micah Gerger, Founder & Chief Technology Officer, Blue Robot Digital
• Georgii Saveliev, Founder & Salesforce Certified Technical Architect, Stratus Carta

Content

• 00:00 Introduction
• 01:34 Participant Intros: John Garvens, Micah Gerger, Georgii Saveliev
• 04:19 Origins: SteelBrick, Vlocity, & Agentforce Revenue Management History
• 12:50 Prefab House vs. Home Depot: Out-of-the-Box vs. In-the-Box
• 17:05 Agentforce Revenue Management Industry Accelerators
• 23:12 The Importance of Human Experience in the Age of AI
• 28:52 Strengths & Weaknesses: SteelBrick, Vlocity & RLM/RCA/ARM
• 38:51 Deep Dive: Context Definitions, Expression Sets & Pricing Procedures
• 47:38 What’s “In-the-Box”? — Key Revenue Cloud Modules
• 54:37 DevOps & Data Migration Challenges: Deployments, Tooling & Legacy Data
• 01:02:46 Favorite Features — OmniStudio/DRO, Advanced Approvals, Asset Model
• 01:12:02 Tips for SteelBrick & Vlocity Veterans / Transformation Readiness & Closing

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube
• Micah Gerger, Founder & Chief Technology Officer, Blue Robot Digital
• Jean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTube

Content

• 00:00 Introduction
• 02:02 Evolution of Commerce and Revenue Cloud
• 10:23 Common Problems with Revenue Systems Interoperability
• 13:23 Most Common Use Cases and Implementation Challenges
• 23:50 Revenue Management and Field Service
• 27:21 Product-Led Growth, Self-Service, and Headless Capabilities
• 38:48 Where Commerce Shines: Orchestrated Checkout
• 44:20 Custom User Interfaces and Optimal User Experiences
• 50:15 Shameless Plug for Consulting Services
• 51:25 Custom User Interfaces and Optimal User Experiences Continued
• 55:55 Final Thoughts and Wrap-Up

Panelists
John Garvens, Owner & Principal Architect, Garvens Consulting
Jean-Michel Tremblay, Managing Principal, Aleysian
Ravi Maturi, Managing Partner, MN Squared
Jason Anderson, Founder & Senior Principal Advisor, Spherelight Consulting
Travis Lee, Senior Director, Revenue Systems & Processes, AvidXchange
Micah Gerger, Founder & Chief Technology Officer, Blue Robot Digital

Contents

• 00:00 Introduction
• 04:18 Summer ’25 Release Notes Discussion
• 07:08 Default Catalog, Guided Selling, Enhanced Attribute Support, and Quote Visibility
• 18:02 Transaction Management and Agentforce Integration
• 26:50 Smart Approvals and Pricing Procedure Simulation
• 34:09 Advanced Configurator and Constraint Engine
• 34:42 Dynamic Revenue Orchestrator (DRO) Fulfillment Plans
• 39:00 Collections and Licensing Considerations
• 52:14 Final Thoughts and Future Topics

Resources

• Product Catalog Management
• Salesforce Pricing
• Product Configurator
• Transaction Management
• Usage Management (Generally Available)
• Salesforce Contracts
• Dynamic Revenue Orchestrator
• Billing

Panelists

• Jessica Roundy, Solution Architect
• John Garvens, Owner & Principal Architect, Garvens Consulting
• Tiffany Devlin-Drye, Principal Consultant, Pierce Washington
• John Bishop, Principal Consultant, Pierce Washington
• Micah Gerger, Founder & Chief Technology Officer, Blue Robot Digital

Contents

I spoke with Jessica Roundy, Tiffany Devlin-Drye, John Bishop, and Micah Gerger about Salesforce Revenue Cloud and its past, present, and future.

We covered many topics, including what Revenue Cloud is and why it matters, how Revenue Cloud careers will evolve, how AI will impact revenue-centric and adjacent business processes, what excites us most about the future of Revenue Cloud, and more.

• 00:00 Introduction
• 04:15 What is Salesforce Revenue Cloud?
• 11:40 Revenue Cloud Career Opportunities
• 24:48 Revenue Cloud and Agentforce / AI

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting
• Jean-Michel Tremblay, Solution Architect, The Cloud Update
• Wayne Salazar, Solution Architect, Simplus
• Matt Coker, Solution Architect, Amwintech

Contents

• 00:00 Introductions: John Garvens, Jean-Michel Tremblay, Wayne Salazar & Matt Coker
• 08:24 Salesforce Revenue Cloud at Dreamforce 2024
• 22:15 Salesforce Revenue Cloud: Winter ’25 Release
• 47:15 Salesforce Revenue Cloud Careers

Resources

• Garvens Consulting YouTube Channel
• The Cloud Update YouTube Channel

Hello, and welcome to the RevOps Roundtable! I am your host, John Garvens, owner and principal architect at Garvens Consulting.

The RevOps Roundtable is a discussion-based podcast about Revenue Operations, featuring thought leaders and notable executives discussing the commercial, operational, and technical challenges facing Revenue Operations teams today.

The show aims to promote open and honest conversations and to offer practical solutions, guidance, and direction to RevOps professionals around the world. I hope you enjoy it!

To ask questions, share feedback, or suggest show ideas, email me at podcast@garvensconsulting.com.

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube
• Dan Miller, Chief Financial Officer, RightRev
• Zee Akbarali, Managing Director, Accordion
• Bryce Baker, Managing Director, Accordion

Contents

• 00:00 Introduction
• 02:35 The CFO as a Growth Catalyst
• 06:47 Transition from Spreadsheets to Modern Tools
• 20:33 The Growing Complexity of Revenue Models
• 28:24 Importance of Data Quality and Compliance
• 41:00 Future of Revenue Recognition and AI
• 51:51 Resources and Action Items for CFOs

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube
• Meredith Schmidt, Executive Vice President & General Manager, Salesforce
• Arun Abichandani, Senior Vice President, Product Management, Salesforce
• Sam Chung, Chief Customer Officer, Salesforce
• Tiffany Devlin-Drye, Director, Pierce Washington
• Micah Gerger, Founder & Chief Technology Officer, Blue Robot Digital
• Jean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTube

Contents

• 00:00 Introductions and Fun Facts
• 07:58 The Past, Present, and Future of Agentforce Revenue Management
• 19:24 New Capabilities: Customer Use Cases
• 33:57 Agentforce Revenue Management Billing
• 42:47 Opportunities for Everyone
• 48:44 Training, Documentation, and Certifications
• 53:53 Keys to Success: How Everyone Wins
• 59:03 Final Thoughts

2026 is shaping up to be the year of Agentforce Revenue Management. In this episode, John Garvens shares his reasons for believing that 2026 will be the year that Agentforce Revenue Management takes off.

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube

Contents

• 00:00 Introduction
• 05:01 Readiness: Product, Customers, and Partners
• 08:52 Talent Pool: Large and Growing, More Needed
• 14:58 Training, Enablement, and Certification
• 19:18 CPQ End-of-Sale: Decision and Action Required
• 24:24 Battle for Product-to-Cash
• 28:13 Established RevOps Best Practices: Grow Up Together
• 31:11 Customer Interest: All-Time High
• 33:23 More Customers Than Expected: SMB, Commercial, and Enterprise
• 37:30 Majority Net New Logos
• 39:53 More Sellers: More Teams, More Verticals
• 42:00 Conclusion

Holiday Gift

• Learn Agentforce Revenue Management, formerly called Salesforce Revenue Cloud, formerly called Revenue Lifecycle Management

Panelists

• John Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTube
• Jean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTube
• Chris Hickman, Product-to-Cash Architect, PointClickCare, cmhtechconsulting on Substack
• Khaled Halabieh, Principal Technical Architect, Stratus Carta

Contents

• 00:00 Introduction
• 08:58 The Agentforce Revenue Management Product Suite
• 11:34 Product Catalog Management, Order Management & Asset Management
• 18:21 Parity vs. Progress: Comparing two different products
• 22:05 Flow Approvals vs. Advanced Approvals
• 24:38 The Future of Flow: A friendly debate
• 27:47 Product Catalog Management
• 29:22 Apex Hooks: Jean-Michel’s favorite thing
• 34:31 Salesforce Contracts Sold Separately: When you just need Contract Lifecycle Managment
• 35:23 Revenue Cloud Billing: “Already a lot better than managed package [Salesforce] Billing”
• 36:39 15,000 Quote Lines & Large Data Volume Considerations
• 43:51 Words of Wisdom for the Revenue World
• 44:33 Learn like a six-year-old
• 46:26 Have a beginner’s mind, try things, don’t be afraid
• 49:00 Keep learning, understand how and why
• 49:33 Get used to discomfort and uncertainty, build your crew, give yourself grace