Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value creator (not just a reporting function), this is the blueprint.

We cover:

• The four levers that drive enterprise value

• How to build a go-to-market strategy rooted in your ICP

• Why process design starts at the handoffs, not in silos

• How to enable change through internal champions and buy-in

• What “good data” actually means—and how to balance speed vs. accuracy

• Where AI fits (and doesn’t) in modern RevOps workflows

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

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

(00:01:14) Cliff’s Background and Carabiner Group’s Mission

(00:03:30) The 4 Levers That Drive Enterprise Value

(00:05:55) Building Strategy Around Your ICP and Problem Fit

(00:12:20) From Strategy to Process: Where Most Teams Go Wrong

(00:17:15) Process Buy-In and Frontline Enablement

(00:24:45) CRM Adoption, User Experience, and Internal Advocacy

(00:28:15) AI, Forecasting, and the Future of GTM

(00:33:30) Data Hygiene, Trust, and the Cost of Inaction

(00:37:40) Final Thoughts and Book Recommendations