What is your playbook? Is it a strategic weapon or another dusty checklist pretending to drive efficiency? Let’s call it what it is: too many RevOps orgs are tangled up in a mess of inherited processes, outdated documentation, and “collaboration” that’s really just chaos in disguise. Ghost SOPs, overlapping tools, five versions of the same workflow—no wonder teams are burned out and confused. If you haven’t ruthlessly audited and eliminated the redundancies in your system, what exactly are you scaling? Inefficiency? Confusion? Burnout?

Mason McMullin, VP of RevOps and Strategy, doesn’t sugarcoat it: visibility is everything. If your processes aren’t documented, shared, and owned, they might as well not exist. In his conversation with Dr. Amy Cook on Go To Market, Mason clarifies that real consolidation isn’t about moving documents into one folder. It’s about aligning OKRs, assigning ownership, and creating systems that work. Because if RevOps isn’t unified, it’s invisible. And if it’s invisible, your team is flying blind.

So what’s next? Start by listening to the full conversation with Mason McMullin, and then ask yourself: is your RevOps operation a growth engine, or a black hole? The difference is in the playbook.

Like most RevOps leaders, Mike Rizzo’s path to the top spot took an unexpected turn from an early start in digital marketing creating newsletters and field marketing to handling site migrations and other forms of revenue technology. “I was basically trafficking ads on an ad server and learning about pixels and retargeting, experimenting with different display ads,” Mike said. “That’s when I fell in love with the whole concept of marketing and sales tech.”

What started as a need to wear multiple hats to help grow a business evolved into a powerfully diverse knowledge base that redefines what we need from marketing operations today. 

During this episode of Go To Market with Dr. Amy Cook, Mike defends his evolutionary definition of today’s marketing Ops, and why a RevOps leader with expertise in executing, marketing, and marketing operations and the tech stack reinforces the most pivotal role in GTM. 

RevOps leaders juggle an endless push and pull between execution and strategy—one moment tackling data hygiene and territory adjustments, the next steering high-level growth initiatives. But here's the challenge: if you're constantly reacting, you're not building. 

True impact comes from stepping back, aligning teams, and designing scalable systems that drive long-term success. 

In the latest episode of Go To Market with Dr. Amy Cook, Lonny Sternberg, a RevOps expert and a leader in GTM strategies, explains why the best RevOps leaders don't just keep things running—they transform how businesses operate. And at its core, RevOps isn't just about process and data—it's about people. 

This community thrives on collaboration, problem-solving, and a shared drive to help each other succeed. Want to move from maintenance mode to true business impact? This is the conversation you need to hear. 

Scaling a company isn't just about increasing revenue—it's about ensuring every team, process, and decision is aligned to drive sustainable growth. According to Noah Marks, SVP and Head of Commercial Strategy and Operations, that's where RevOps comes in. 

RevOps is the function that bridges the gaps between sales, customer success, marketing, and finance to make sure everyone is working toward the same goals with the correct data and insights. Without this alignment, businesses risk inefficiencies, missed opportunities, and friction between departments that should be working in sync.

During this episode of Go To Market with Dr. Amy Cook, Noah explains how a well-run RevOps function doesn't just respond to challenges; it anticipates them and equips teams with the tools and knowledge to navigate complexity effectively.

Don’t miss this fascinating insight as Noah explains why a successful RevOps team must be structured with intention to work and which three core pillars ensure the company isn't just growing—but growing with purpose.

RevOps has come a long way—from the wild days of spreadsheets and gut instincts to AI-driven precision. In this episode, we dive deep into the evolution of Revenue Operations, tracing its roots back to early Salesforce days and following its transformation into the powerhouse of sales, marketing, and customer success alignment.

In this episode of Go to Market with Dr. Amy Cook, meet Rob Levey, SVP of RevOps as he shares:

• His firsthand account on the rise of RevOps from someone who’s been in the game since the early 2000s—back when a Rolodex was still a thing.

• The rise of customer intelligence and how AI is reshaping sales strategies.

• The shift from geo-based territories to account-based mastery—and why it matters.

• The balancing act: How today’s RevOps leaders juggle strategy vs. execution without losing focus.

If you’re in RevOps, sales, or just fascinated by how tech has revolutionized revenue growth, this is the conversation you can’t afford to miss. Tune in! You’ll rethink everything you thought you knew about the business of revenue.

Do you ever feel like you're making significant decisions without a clear picture of what's driving revenue? You're not alone. With data spread across marketing, sales, and customer success, connecting the dots can feel overwhelming. That's where accurate attribution makes all the difference.

AI-powered analytics and real-time data have transformed attribution from a guessing game into a strategic advantage. By tracking every touchpoint—from marketing campaigns to sales interactions and customer success engagements—RevOps leaders can pinpoint what's working, allocate resources more effectively, and refine forecasting with confidence.

As Doug Topken, Head of Global CRM and Customer Data at Ingredion Incorporated, shared on Go to Market with Dr. Amy Cook, “We've all been practicing this forever, since the beginning of our careers, but it wasn't called RevOps, and it wasn't well orchestrated. “So now we're seeing a move toward orchestration and a recognition that orchestration is not only necessary, but it is the best path toward revenue growth.”

This closed-loop approach doesn't just improve efficiency—it builds a scalable, predictable revenue engine, positioning RevOps as the true conductor of growth. 

In this episode, Doug and Amy explore how AI, better collaboration, and innovative thinking are shaping the future of go-to-market strategy—and how curiosity plays a key role in staying ahead.

What if the key to sales success wasn’t just about selling—but about building something bigger?

When Jared Robin set out to find his next job, he wasn’t looking to start a movement. But when the traditional networking spaces failed him, he unknowingly built what would become RevGenius, a thriving GTM community for B2B growth. What began as a LinkedIn group chat for job seekers quickly turned into a powerful collective—one that proved community can be a game-changer for Go-To-Market strategies.

In this episode of Go-To-Market with Dr. Amy Cook, Jared and GTM leader Karthi Ratnam unpack the power of community-led growth and how it differs from audience-led strategies. If you’re rethinking how to connect with customers and drive real impact, this conversation is one you won’t want to miss.

Nick Robin knows how to build effective revenue operations models. 

Although there is a pattern of give-and-take in most RevOps models, Nick says some areas are non-negotiable. For example, emotional intelligence and centralized go-to-market operations functions. Here's another: 

"I firmly believe that comp design should be a function within revenue operations," he says in the latest episode of Go to Market with Dr. Amy Cook. "That's one of the most strategic levers you have at your disposal as a go to market organization to drive behavior and to drive change in an organization. And I fundamentally believe that if you look at revenue operations and what you're trying to use it for, is overall optimizing how I go to market, how I generate revenue, and how quickly I can do that as efficiently as possible."

Simply calling something "RevOps" doesn't make it effective. Nick's expertise illustrates that true RevOps success comes from a thoughtful and strategic approach to identifying which GTM operations  functions should be centralized for maximum efficiency. 

Without this analysis, teams risk adding complexity instead of solving it. To truly unlock the power of RevOps, organizations must go beyond adoption and into strategic alignment—because when RevOps is done right, it doesn't just support revenue growth; it transforms it.

Sales is a high-stakes game where the pressure to perform never really slows down. Juggling a strong pipeline, hitting quotas, and balancing short-term wins with long-term growth is no easy feat.

In this episode of Go-To-Market with Dr. Amy Cook, RevOps advisor Andrew Conley gets real about the pressures of sales—and more importantly, how to handle them. He shares practical ways to manage stress, build resilience, and create a sustainable path to success.

From diversifying your pipeline to unconventional stress-relief strategies (hello, cold plunges), Andrew proves that leaning on community, family support, and strong coaching can help sales reps go from struggling to thriving. 

Tune in to learn how to develop drive, adaptability, and a winning mindset in today’s fast-paced sales world!

Building a truly great team isn’t just about individual talent—it’s about alignment. When everyone is rowing in the same direction, the organization moves faster, more efficiently, and with greater impact. 

“I think the difference between great teams and average teams is the degree to which everybody is rowing in the same direction. If you are rowing in perfect unison, your boat will go faster,” said Clay Blanchard, RevOps expert and sales leader, during this episode of Go-To-Market with Dr. Amy Cook. “I believe it's worth the extra time it takes to maintain a collaborative culture.” 

But achieving that level of unity doesn’t happen by accident. It requires intentional collaboration, clear communication, and a shared commitment to a common goal.

For Clay, maintaining a collaborative culture comes with a cost—time, effort, and patience. But through his experience working with different companies, he has learned that this investment pays off in a big way. During this discussion he explains that when people feel heard and included in the process, they’re more likely to buy in, advocate for change, and actively contribute to success. That kind of engagement isn’t just nice to have—it’s essential, especially when tackling significant or difficult changes.

The takeaway? The harder the change, the more critical it is to have true sponsorship and enrollment from those involved. Learn how a well-aligned team doesn’t just execute change; they embrace it, drive it, and ensure its long-term success. And that’s what separates great teams from the rest. If you want to lead change management with confidence, don’t miss this episode.