In this episode of the RevOpsAF podcast, host Matt Volm sits down with Cliff Simon, CRO at Carabiner Group, to explore the nuances of revenue operations in different company environments—whether venture capital (VC) backed, private equity (PE) funded, or bootstrapped. With over two decades of experience in the mid-market and enterprise space, Cliff has seen all of the challenges and opportunities that come with RevOps.

This conversation covers everything: team structure, strategic growth goals, the role RevOps plays during acquisitions, and the importance of key metrics. Listen in to learn about how operational strategies shift across different types of businesses.

Connect with Cliff on LinkedIn: https://www.linkedin.com/in/cliff-simon/

Follow the RevOps Co-op: https://www.linkedin.com/company/revopscoop/

Join the community of 13K+ operations professionals at revopscoop.com.

How can RevOps contribute to the success 🏆 of all GTM teams? Hear from Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, and co-host Matt Volm as they discuss how to build a RevOps function that bridges silos, regardless of your company size.

Grab a seat and get ready to learn about:

🏢 How RevOps works at startups vs established companies

👨🏻‍🎓 Why enablement should be the domain of revenue operations

🌟Avoiding the trap of focusing on shiny new technology

🫶 How to get rid of old silos and bridging departmental divides

Watch the full video for advice on centering enablement and 🌉bridging silos

Connect with Sandy on LinkedIn: https://www.linkedin.com/in/sandyrobinson/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

Join co-host, Matthew Volm, and Jen Igartua, CEO of Go Nimbly. Jen shares her definition of RevOps, whether product-led can co-exist with sales-led motions, and RevOps can best support a product-led organization.

Connect with Jen on LinkedIn: https://www.linkedin.com/in/jen-igartua/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

Rhys Williams, Founder and Managing Partner of Domestique, joins Camela Thompson to discuss what RevOps should look like, what it actually looks like in most cases, who the department should report to, and what is standing in the way of many RevOps professionals and the C-suite.

Follow Rhys on LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/

Check out Domestique: https://www.domestique.info/

Learn more about RevOpsAF the conference: https://revopsaf.revopscoop.com/

Join a community of 13K+ revenue operations professionals at revopscoop.com.

We're diving deep into the world of Account-Based Marketing (ABM) and Account-Based Experience (ABX) with Ali Rastiello, VP of RevOps at Health Catalyst, and Co-host Matt Volm on this episode of the RevOpsAF podcast. Hear how Ali dissects the crucial role RevOps plays in aligning sales and marketing efforts to ensure that ABX strategies are not just well-executed, but strategically impactful.

Follow Ali on LinkedIn: https://www.linkedin.com/in/alirastiello/

Join the RevOps Co-op: https://www.revopscoop.com/

Learn more about RevOpsAF: https://revopsaf.revopscoop.com/

If you're in RevOps, you've been pitched to on social media, your cell phone, your work number, every email you can think of, etc. You also support the teams generating all this noise directed at your product's buyer committee.

So why not take the bull by its horns and help improve what's broken about cold outbound?

Join co-host Camela Thompson and guest Gabe Rothman, VP of Ops at Rescale, as they dig into it!

Follow Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/

Keep up with everything RevOpsAF at revopsaf.com

See other episodes at revopscoop.com/learn/podcast

Join the community at the revopscoop.com

Welcome to the latest episode of the RevOpsAF podcast! Join our co-host, Camela Thompson, Head of Marketing and RevOps SME at the RevOps Co-op, as she interviews former VP and Principal Analyst at Forrester, Steve Silver.

Connect with Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/

Join the RevOps Co-op at revopscoop.com

In our first episode, Camela Thompson sits down with RevOps Co-op Co-Founder and CEO, Matthew Volm, to talk through how he came up with the RevOpsAF concept.

To join the RevOps Co-op, visit: revopscoop.com

To get snarky RevOps merch, visit: https://revops-co-op-merch-store.printify.me/products

And to learn more about upcoming conferences, visit revopsaf.com

Shriya Ravikumar, VP of Business Strategy & Development at @Spruce Health, believes that the best way to learn is to raise your hand when your organization needs someone to step into an open role. 👋🏿

From consulting to sales ops to leading all of go-to-market, Shriya meets with @Camela Thompson to discuss how she pushed past her fears to grow in her career. Listen to the latest RevOpsAF episode to learn about:

🧠 How consulting prepared Shriya for both strategy and detailed execution

👍 Why you should always be open to saying “yes” to new opportunities

💬 How to get out of your comfort zone and start networking

👥 Tips on ensuring key stakeholders are held accountable in annual planning

⛔ Hard-won advice on how your environment may be holding you back

Listen in to learn more about relationship building, career growth, and honing your core skill sets 👩🏻‍🎓.

Follow Shriya on LinkedIn: https://www.linkedin.com/in/shriyar/

Join a community of over 14K+ revenue operations professionals at revopscoop.com.

Learn more about the only community-driven revenue operations conference at revopsaf.revopscoop.com.

What role does CRM play in your growth strategy? Which departments should RevOps support? How important is relationship management? ❓❓❓

For answers to these questions and more, tune in to the RevOpsAF podcast hear from co-host Camela Thompson and Sarabeth Scott, the Vice President of Revenue Operations at Camunda.

They’ll dive into:

👨🏻‍💻 Why you should invest in RevOps, not add more sales headcount

🧳 The benefits of managing the entire customer journey, not just sales and marketing ⁉️ Who exactly should RevOps report to?

💻 The power of having data analysts on your RevOps team

🫱🏻‍🫲🏽 How relationship management will help you succeed in any role

Watch the full video for thoughtful advice on the role of RevOps can play in scaling your business.

Follow Sarabeth on LinkedIn: https://www.linkedin.com/in/sbscott/

And join a community of 14K+ RevOps professionals at revopscoop.com.

Revenue Operations should only focus on teams that directly generate net new revenue. ❌ False! 

Customer Success holds all of your recurring revenue, making it central to your revenue strategy. Join co-host Camela Thompson and Shantanu Shekhar, Revenue Operations at Personio, as they discuss fostering alignment 🤝across all GTM teams.

You’ll learn about: 

💲 Expanding the definition of revenue beyond Sales

💗 How to increase alignment through councils and joint OKRs

👨🏽‍💼 Why RevOps teams will always benefit from specialization 

Watch the full video for an insightful conversation about the intersection of sales, marketing, and customer success.

Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanushekhar/

Join revopscoop.com and a community of 13k+ revenue operations professionals.

Comp plans aren’t just a bunch of numbers that finance sends over on a spreadsheet. Nor a list of rates for sales reps to calculate their earnings.

Comp plans are your most important tool for driving revenue growth. 🧰

Join Ryan Milligan, VP of Revenue Operations at QuotaPath, to learn how your company can re-contextualize the way comp plans drive sales—plus product, marketing, and customer success—outcomes in 2025.

Topics covered include:

👷 How comp plans should be designed to incentivize revenue growth

🤔 What we can learn from non-SaaS industry comp plans

🤯 Why everyone should have a comp plan, even engineers and HR!

Watch the full video to hear about comp planning best practices and common pitfalls.

Follow Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/

Learn more about the only community-driven revenue operations conference at https://revopsaf.revopscoop.com/

Join revopscoop.com and connect with a community of 13K+ operations professionals.

Still focused on sales enablement? It’s time to look towards the future and embrace revenue enablement. 🤝

Hear from Melanie Fellay, CEO and co-founder of Spekit, for a deep dive into how to empower reps right when they need it, the evolution from traditional sales enablement to a holistic revenue enablement approach, and the common mistakes companies make that you definitely want to ❌ avoid ❌

Topics covered include:

😦 The consequences of process inefficiencies

🤦🏼‍♀️ Common implementation mistakes and the importance of change management

🔎 Finding the path to ROI

🤟 Why culture matters for successful enablement

Listen in for expert advice on embracing revenue enablement in your GTM teams 🚀

Join a community of 13K+ RevOps professionals at https://www.revopscoop.com.

Welcome to the latest episode of the RevOpsAF podcast! Buckle up for an insightful ride as we dive into "The Planning & Execution Flywheel" with none other than Jeff Serlin, Co-founder and Chief Revenue Operations Officer at Revcast, and our co-host Matt Volm, CEO at RevOps Co-op.

Jeff isn't your average RevOps leader—he's a seasoned pro with nearly 20 years under his belt, having led revenue operations at heavyweights like Pendo and Intercom. He's seen it all, from the nitty-gritty of sales ops to the big-picture strategies that drive revenue growth.

Now, at Revcast—a Revenue Achievement Platform—he's on a mission to revolutionize how companies plan, execute, and optimize their revenue operations.

Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyserlin/

Learn about RevOpsAF: https://revopsaf.revopscoop.com

Join a community of over 13K+ RevOps professionals: https://www.revopscoop.com

You’re doing your grocery shopping 🛒 exactly the same way that your parents, and even your grandparents, shopped. The latest technology, self checkout, has been around for over 20 years 😮. So how do you innovate in industries like retail tech?   

Hear from Roger Bigio, CRO at Shopic, and co-host Matt Volm about how data insights and customer-centric GTM motions are helping Shopic change the brick and mortar 🛍️ landscape.

You’ll learn: 

🍞 How retail technology works in grocery stores

📊 Why data-driven personalization and efficiency are so important

🫱🏼‍ 🫲🏾The role of actionable data in customer success

📝 Roger’s advice for becoming a CRO and succeeding in 2025

Listen in to learn all about data and process innovation in retail technology 🔢

Follow Roger on LinkedIn: https://www.linkedin.com/in/rogerbigio/

Join a community of 15K+ RevOps professionals at revopscoop.com.

The most epic battle of 2024 🤼 isn’t about rap 🎤 or boxing 🥊

It’s about whether RevOps or GTM Ops is the winning name 🏆 for the department that manages the people, processes, and technology running businesses today.

Hear from Andy Mowat, VP of GTM Ops at Carta, and co-host Matt Volm as they discuss:

🧬 The evolution of RevOps

🤔 Why GTM Ops has gained traction in the revenue operations community

🍿 The idea that RevOps is (not) mostly just sales operations

🪪Whether or not job and department titles really matter

Listen to the episode for a spirited debate about the future of operations.

Follow Andy on LinkedIn: https://www.linkedin.com/in/amowat/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

Ever feel like a living, breathing Asana board? 🤦🏼

If you’ve found yourself swamped with 🎟️ ticket-taking work that’s far from strategic, it’s time you reset the role of RevOps at your company.

Join Tana Jackson, Global Head of Revenue Operations at Chronicle Heritage, and co-host Matt Volm for tips on how to become the go-to resource 👑 for the entire revenue org. You’ll learn:

⬆️ How to shift from tactical work to strategic work

💗 Why aligning with your stakeholders is the key to success

✅ How to master strategic goal-setting

💡 Why business-first questions are so important

🤑 Which quick process improvements can generate more revenue

Listen to the episode for tips on climbing 🪜to the top of the strategic hierarchy.

Follow Tana on LinkedIn: https://www.linkedin.com/in/tana-jackson2/

Join a community of 15,000+ revenue operations professionals at revopscoop.com.

Wouldn’t it be great if there was a perfect formula ➕➖➗ for improving sales performance?

We can dream.

While we don’t have a magic wand 🪄to wave over your sales territories, compensation plans, and hiring strategies, we do have expert advice. Hear from Nabeil Alazzam, CEO and Founder of Forma.ai, for guidance on data-driven approaches to sales planning.

This episode will cover:

🌎 Why you should ditch geographic territories and focus on accounts

😃 How to set fair quotas and maintain seller morale

🫱🏼‍🫲🏽Connecting sales incentives to the right behavior

🎯 Encouraging sales innovation with gamification

Watch the full video to understand the role of data in successful sales planning. 💪🏼

Follow Nabeil on LinkedIn: Not a member of the community yet?

Join revopscoop.com and a community of 15K+ revenue operations professionals.

“We don’t have enough at bats!” ⚾

“Sales never follows up on the leads we give them!” 😢

Tension between marketing and sales is (and probably always will be) a given. Is it #RevOps’s job to fix it?

According to Niel Hildebrand III NO. ❌ Not really.

It’s our job to step back and figure out how to get marketers to think about engagement from an account perspective and sales to not burn their reputation by AI bot 🤖spraying their accounts and blaming others for zero engagement.

Or maybe we shake them all up and point out our messaging and targeting needs a total revamp. 💥

Someone had to say it 🤷And that someone is #revops

For more on balancing tension with the GSD attitude all operators need, listen to the full #revopsaf episode.

Follow Niel on LinkedIn: https://www.linkedin.com/in/nielhbrand/

Visit revopscoop.com to join a community of 15K+ RevOps professionals.

B2B SaaS is where RevOps thrives. 🌹But there are still a lot of questions about which departments RevOps supports and perhaps more importantly, exactly who’s in charge. 

Join Shantanu Mishra, a seasoned revenue operations leader and former SVP of Revenue Strategy & Operations at Pluralsight, and co-host Matt Volm as they dive into: 

🧑🏻‍🎨 How RevOps is both an art and a science

🎀 The bowtie model that helps RevOps manage lead to renewal

⚖️ Whether RevOps structure should be centralized or decentralized

😓 The challenges faced by RevOps leaders at a new organization

Listen to the episode for expert insight into how RevOps can fit into any organization, in its own unique way. ✨

Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanu-mishra-77b148/

Join the community of over 14K+ RevOps professionals at revopscoop.com.

The hardest thing about having lots of data is figuring out exactly what to do with it 😵‍💫

Join Aaron Bird, Co-Founder and CEO at Inflection.io, and co-host Matt Volm for a deep dive into how to understand the data you have 🔎, the benefits of data warehouses 🏭, and how there are better tools out there for unifying your data. 🤔

They’ll cover:

❓ What exactly is the difference between first-party and third-party data

🏰 The keys to the data unification castle

😬 Common mistakes when using a data warehouse

🤖 How AI can help you with data activation 

Listen in to learn more about every operator’s favorite subject - data. 🤓

Follow Aaron on LinkedIn: https://www.linkedin.com/in/aaronbird/

Join 14K+ revenue operations professionals at revopscoop.com.

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments.

✅ Learn how to:

• Align stakeholders across Sales, CS, Marketing & Partnerships
• Use planning cycles (QBRs, H1/H2) to drive roadmap clarity
• Manage a RevOps backlog using tools like Jira & Notion
• Make the case for headcount with data-backed roadmaps
• Avoid burnout through process-driven prioritization

🔥 Whether you're a solo RevOps team or managing multiple GTM functions, this episode is packed with tactical advice to level up your operational game. 

🔗 Related Resources:

📖 Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one

📖 Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management

🔗 Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps.

With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leadership, and community involvement.

From calendar hacks and mental load management to creating inclusive workplace policies and advocating for more authentic conversations, this episode is packed with insights for leaders, teammates, and parents alike. 👀

What you’ll learn in this episode:

• How to create systems that actually support working parents
• Why “balance” is a moving target—and that’s okay
• What managers and peers can do to be more inclusive
• The importance of representation in parenting conversations
• How to build flexibility into networking, meetings, and team culture

📌 Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you.

📣 Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community.

🔗 Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/

🔗 Join the community → https://www.revopscoop.com/membership/membership-options

📰 Explore the blog → https://www.revopscoop.com/learn/blog

#RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps

In this episode, Matthew Volm, CEO & Co-founder of RevOps Co-op, sits down with Henry Mizel, SVP of Revenue Operations at Apollo.io, to dive deep into RevOps KPIs: how to measure team efficacy and drive strategic business outcomes.

Key Topics Covered:

✔️ What KPIs matter most in RevOps?

✔️ Structuring an effective RevOps team

✔️ Aligning revenue operations strategy with business objectives

✔️ Using OKRs and quarterly planning for better execution

✔️ Optimizing MQL conversion rates and demo flows

✔️ Measuring RevOps impact on sales, marketing, and customer success

Key Takeaways:

→ How Henry’s team at Apollo.io improved MQL to demo conversion rates by 40% using data enrichment

→ Why a centralized RevOps model improves alignment and efficiency

→ Best practices for setting and tracking RevOps metrics

🌟 Like, Comment & Subscribe for more RevOps insights!

Who out there still thinks marketing stops at the top of the funnel? 🤨

That may have been the case way back when, but not today.

Today, marketing spans the full funnel - from lead-to-cash.

Alexis Boucher, Revenue Architect at Vasco, spills the RevOps tea on why the lead-to-cash process is the real game-changer 🪄

If you want to unlock a few lead-to-cash secrets, then give this one a listen 🔑

Follow Alexis on LinkedIn: https://www.linkedin.com/in/alexis-boucher-27a956a4/

Not a RevOps Co-op member? Join at revopscoop.com.

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉

So what then is the secret sauce when it comes to a great AI recipe?

Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations.

Key takeaways from the discussion include:

🤖 AI has come a long way, assisting with tasks from research to coding, but still has a long way to go

🤝 Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement

📊 Effective AI use in business starts AND ends with data and should complement (not replace) human expertise

Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelberean/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams.

We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively leverage RevOps teams to overcome obstacles and foster collaboration with functional leads.

Connor also shared specifics about his own career progression to CRO, and why he thinks revenue operators could be a great fit for a CRO role (as long as they are skilled in one specific area).

If you’re looking for actionable advice on how to progress in RevOps career and best support your current (and future) CRO, then this episode is for you.

Network with Connor on LinkedIn: https://www.linkedin.com/in/connorfee/

Not a member of the RevOps Co-op yet? Join revopscoop.com to connect with 15,000+ pros who love revenue operations.

You’ve heard about the revenue flywheel but… do you truly understand how it works? 🤔

Don’t worry, we got you 😌

In this episode of the RevOpsAF podcast, you’ll hear from Anil Somaney, Worldwide Head of Sales Operations at Island and self-described flywheel executive, about how the flywheel 🛞 is the right way to approach revenue operations.

You’ll learn all about:

📈 How flywheels help revenue operators make small tweaks that deliver big impact

🎰 A few common levers that you can pull when using the flywheel model

☯️ Why it’s so important to align across the GTM org when it comes to metrics and ICP

📚 Why curiosity, emotional intelligence, and a love of learning are the keys to career growth

Listen in 🍿 for answers on flywheel tactics you can start using today.

Follow Anil on LinkedIn: https://www.linkedin.com/in/anilsomaney/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

Welcome to Episode 34 of the RevOpsAF Podcast! In this episode, co-host Camela Thompson sits down with Ashley Vonella, Director of Revenue Operations at Velocity EHS, to discuss goal-setting strategies for neurodivergent professionals and how to thrive in a demanding RevOps career.

🚀 What You’ll Learn in This Episode:

✔ How to set realistic, sustainable goals in RevOps

✔ The challenges of hyper-fixation and how to overcome them

✔ Aligning personal career growth with business goals

✔ Strategies for managing stakeholder expectations

✔ Self-advocacy and career progression in RevOps

👥 Join the RevOps Co-op Community Become part of a growing network of RevOps professionals and gain access to exclusive content, networking events, and career opportunities! Join here: https://www.revopscoop.com

📩 Connect with Our Guests Ashley Vonella: https://www.linkedin.com/in/ashleyvonella/

Camela Thompson: https://www.linkedin.com/in/camela-thompson/

🚀 Is your ICP holding you back?

In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Kristina Diederich, a seasoned RevOps leader, to discuss why defining your Ideal Customer Profile (ICP) is not a one-time exercise.

🔍 What You’ll Learn in This Episode:

✅ Why most companies get ICP wrong and how to fix it

✅ How to use real customer data to refine your ICP

✅ The biggest red flags that signal it's time to update your ICP

✅ How refining ICP unlocked $500K+ in new revenue for one company

✅ Actionable strategies to optimize your sales, marketing, and CS motions.

🔗 Follow Kristina on LinkedIn: https://www.linkedin.com/in/kristinadiederich/

🔗 Become a member of the RevOps Co-op: https://www.revopscoop.com/membership/membership-options

Struggling to define your Ideal Customer Profile (ICP)? You’re not alone.

In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline.

You'll learn:

✅ Why most ICPs are flawed from the start

✅ How to analyze customer data to find your best-fit accounts

✅ The secret to aligning Sales, Marketing, and CS around your ICP

✅ When and how to update your ICP for scaling success

🎯 If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! 📌 Subscribe for more RevOps insights

🔗 Learn more and join the community: www.revopscoop.com

🔗 Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/ 

🔥 Should RevOps own business systems? Or should IT take the wheel?

This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️

When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada.

But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership.

@Erick Mahle, VP of RevOps & Digital Transformation at Lendz Financial, joined @Camela Thompson to break it all down:

• Who should own business systems—RevOps or IT?
• The data governance dilemma (security vs. agility)
• How to collaborate and not collide with IT

💭 Erick puts it best:

"How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?"

Not a member of the RevOps Co-op yet? What are you waiting for?? Join us at revopscoop.com.

Follow Erick on LinkedIn -> https://www.linkedin.com/in/erickmahle/

🚀 Avoid These CPQ Mistakes Before It's Too Late!

Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road.

In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break down the most common CPQ pitfalls and how to avoid them.

What You’ll Learn in This Episode:

✅ Why most companies buy CPQ too early - and what to do instead

✅ How overengineering pricing models can create chaos

✅ When product-led growth (PLG) and usage-based pricing make sense (and when they don’t)

✅ Why finance must be involved in your CPQ strategy

✅ The best way to set up your quoting process without overcomplicating it

If you’re in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch!

📌 Related Resources & Links:

🔹 Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/

🔹 The Next Generation of Quote-to-Revenue: Simplify SaaS Pricing with Nue - https://www.revopscoop.com/revops-demos/the-next-generation-of-quote-to-revenue-simplify-saas-pricing-with-nue

🔹 How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem

🔹 A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing

🔹 Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing

🔹 The Most Overlooked Hurdle in Accelerating GTM Execution: Closing the Deal - https://www.revopscoop.com/learn/video-series/the-most-overlooked-hurdle-in-accelerating-gtm-execution-closing-the-deal

💬 Timestamps:

00:00 Intro – Why CPQ is a hot topic in RevOps

02:15 The #1 CPQ mistake: Buying too early

05:30 Overengineering pricing models—stop doing this!

09:45 PLG & usage-based pricing: When they work and when they don’t

14:20 CPQ success starts with finance

18:30 Final thoughts: Should you buy CPQ? 👍

Enjoy this episode? 🔔 Subscribe for more RevOps insights!

🚀 AI is changing RevOps—are you keeping up?

In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡

What you’ll learn in this episode:

✅ How AI is replacing outdated RevOps processes

✅ Why AI-powered deal desk and RFP automation is a game-changer

✅ The best ways to experiment with AI in RevOps without breaking things

✅ How AI will impact RevOps career growth (Hint: it’s an opportunity, not a threat!)

Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ 🔔

Subscribe to the RevOpsAF Podcast for more expert insights! Don’t miss out on future episodes.

👉 Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options 

Looking to build a high-performing RevOps or sales team? 📈 In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Jeremey Donovan, Operating Advisor at Insight Partners, to discuss how applying Moneyball-style hiring strategies can help revenue teams make smarter, data-driven hiring decisions.

👉 What You’ll Learn in This Episode:

✔️ Why a candidate’s tenure in past roles is a top predictor of success

✔️ The surprising truth about whether team sports make better salespeople 🏀 ⚾

✔️ How to use data analysis to identify the best SDR, AE, and CRO candidates

✔️ The #1 mistake companies make in hiring revenue leaders (and how to avoid it)

✔️ Why RevOps leaders should play an active role in hiring decisions

🎧 Listen in to discover how you can get a competitive edge in hiring the right talent.

📌 Subscribe for More RevOps Insights!

💡 If you love learning about hiring, revenue operations, and GTM strategy, hit that SUBSCRIBE button and turn on notifications 🔔 so you never miss an episode!

📶 Connect with Jeremey on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/

🔗 Join the RevOps Co-op Community: https://www.revopscoop.com/ 📢 Follow us on LinkedIn: https://www.linkedin.com/company/revopscoop/

#RevOps #RevOpsAF #HiringMoneyball #SalesHiring #RevenueOperations #B2BSales #CRO #SalesStrategy

In this episode of the RevOpsAF podcast, Co-Host Camela Thompson sits down with Liv Porter from Cloud Adoption Solutions to explore how AI is transforming outbound sales and whether it has truly killed cold prospecting.

Topics Covered:

📌 Has AI killed cold outbound?

📌 Declining email open and reply rates

📌 The rise of AI spam detection

📌 How to improve sales outreach in 2025

📌 The comeback of relationship-building and in-person events

Tune in to learn actionable tips for navigating the evolving sales landscape and standing out in the noise!

Don't forget to subscribe for more insights into the future of RevOps, sales, and marketing strategies!

Follow Liv on LinkedIn: https://www.linkedin.com/in/i-am-olivia-porter/

Not a member of the RevOps Co-op? Join us at revopscoop.com.

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, 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

🎙️ In this episode of the RevOpsAF Podcast, Camela Thompson sits down with Yuri Yakubov, Head of Finance and Business Operations at TigerEye Labs, to explore how AI can help bridge the gap between data teams and go-to-market leaders.

They discuss the real-world challenges RevOps teams face when aligning departments, why traditional BI tools aren't enough, and how AI (when used right) can supercharge analyst teams instead of replacing them.

Plus: why tech won't fix bad company culture - and what actually will.

If you're serious about using AI in RevOps to drive better insights, faster alignment, and smarter strategy, you won't want to miss this conversation! 🚀

👉 Topics Covered:

- Why AI is the new translator between GTM and data teams

- How to standardize metrics and avoid reporting chaos

- The cultural challenges no tool can fix

- How analysts can evolve into strategic advisors

- What TigerEye Labs is building for the future of RevOps AI

 🔗 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

 🔗 Follow Yuri on LinkedIn: https://www.linkedin.com/in/yuriyakubov/

Are you stuck in the weeds and wondering how to make a real strategic impact in your RevOps role?

In this episode, Kristina Kardell, Director of Revenue Operations at Leapsome, joins co-host Camela Thompson to unpack how RevOps professionals can align daily tactical execution with company-wide strategic goals. We dive into prioritization frameworks, managing up, interviewing like a strategic thinker, and recognizing when it's time to walk away.

Whether you're the first RevOps hire or leading a growing team, this conversation is packed with actionable insights.

🔥 What You’ll Learn:

• How to connect RevOps tasks to GTM strategy
• Questions to ask during RevOps job interviews
• Managing requests from leadership and protecting your time
• Coaching junior team members to think like strategic operators
• When it's time to reevaluate your role or company fit

🔗 Connect with Kristina on LinkedIn: https://www.linkedin.com/in/kristinakardell/

📌 Related Blog Content:

📝 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

📝 Want Career Growth in RevOps? Here's a Formula for Success = https://www.revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success

 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix.

In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale, this episode is packed with actionable advice for RevOps leaders and operators alike.

🔑 In this episode, you'll learn:

• How to identify broken handoffs and fix them fast
• Why shared KPIs are critical for cross-functional alignment
• What makes the sales-to-CS handoff so tricky—and how to improve it
• How to revisit and refine your ICP using real data
• Why RevOps should act as a strategic problem-solver, not just a systems admin

🔗 Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/

👉 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data.

Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today.

✅ How to audit and rebuild your tech stack

✅ Using HubSpot for lead management, routing, and attribution

✅ Setting up custom fields that drive insights—not clutter

✅ Prioritizing tools based on GTM maturity

✅ Why actionable win/loss data is always better than “other”

✅ Building for a focused, high-value TAM

📌 Join our community: https://www.revopscoop.com/membership/membership-options

📌 Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/

#RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast

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