Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and driving measurable impact. Whether you're tackling process bottlenecks or trying to rally teams around shared metrics, Hans explains how slowing down with a structured discovery process can actually help you move faster and make smarter decisions in RevOps.

We cover:

• Why discovery isn’t just for sales — and how RevOps can adopt the mindset

• Hans’s 4-step RevOps Discovery Framework: Strategy, Metric, Stakeholders, Pain Types

• How to use data to tell compelling stories and align your org

• Tips for building trust through listening and stakeholder interviews

• The role of process, data, systems, and people — and how to categorize pain properly

  
  

Hans Lees on LinkedIn: https://www.linkedin.com/in/hannah-lees-269b8668/ 

https://growth-ops-studio.beehiiv.com/p/mastering-discovery-a-smarter-path-to-impact

https://growth-ops-studio.beehiiv.com/

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer 

Chapters:

• (00:00:00) Introduction

• (00:01:38) Hans Role at DroneDeploy

• (00:02:25) Why Discovery is a Missing Skill in RevOps

• (00:05:34) The RevOps Discovery Framework Explained

• (00:14:01) Aligning Metrics with Strategic Goals

• (00:19:49) Data Storytelling for Buy-in and Alignment

• (00:29:10) Engaging Stakeholders and Building Trust

• (00:39:19) Categorizing Pain: People, Process, Data, Systems

• (00:44:00) Book Recommendations and Final Thoughts

Disclaimer:

Due to technical issues with Janis' video file, we were unable to use the original footage. As a result, a placeholder was inserted for his track.