Do you wonder what it takes to turn revenue chaos into an efficient flow of streamlined success? Louis Poulin, a leader of revenue operations for enterprise, has mastered the art of breaking down silos and building a centralized RevOps function from the ground up for global giants like Cisco, Amazon, Google, and PayPal. 

In the latest episode of Go-to-Market with Dr. Amy Cook, Louis shares how his “plumber of RevOps” approach—focusing on fixing leaks with technology, processes, and data—has helped companies thrive. Plus, he dives into how AI is reshaping RevOps by automating processes, personalizing content, and driving smarter decisions.

Tune in for inspiration and actionable insights from a true RevOps leader!

What would your reaction be if your number one sales rep made more cash off their commissions this year than you do? 

Is it a sign of a lousy comp plan? Or is it a fantastic idea to motivate sales reps? 

For Erik Charles, a leading expert in bridging sales, marketing, and engineering to advance revenue and incentive management, the answer defines a company's vision and growth potential.  

"If you're not willing to realize that an incentive plan drives behavior, and if it drives a lot of behavior. You might sell a ton of product, but it just doesn't work," he said. "So that's where I always start."

Building an effective sales compensation plan is both an art and a science. For Erik, it's about balancing your company's goals with the realities of your sales cycle and team dynamics. 

In this episode of Go-to-Market with Dr. Amy Cook, Erik points out that by starting with a clear understanding of your business objectives—whether that's growing revenue, capturing market share, or improving customer retention—you can create a plan that motivates your sales team without overcomplicating the process. 

Simplicity, clarity, and collaboration are the cornerstones for alignment between sales, marketing, and leadership. From hiring the right talent to avoiding the common traps of frequent quota shifts, Erik explains why a thoughtful approach to comp plans sets the stage for long-term success and a thriving sales team, particularly with dynamic territory planning. 

On the latest episode of Go-to-Market with Dr. Amy Cook, Olga Traskova, vice president of RevOps at Birdeye, shares insights on the ongoing evolution of RevOps. 

Once a reactive, supportive role, RevOps is now transforming into a proactive, strategic driver of business growth. Olga discusses why this shift calls for a new generation of RevOps professionals—those with technical expertise across diverse tools and systems and the ability to guide the entire customer journey.

In this engaging conversation, Amy and Olga explore the essential skills needed to thrive in this dynamic field, such as hands-on experience, strong vendor collaboration, and effective networking. They also tackle the challenges RevOps teams face, from soaring expectations to the integration of artificial intelligence, all while highlighting the critical need to balance work and life for sustained success and well-being. It's a delicate dance, and Olga navigates it with finesse.

Looking for a proven strategy that aligns RevOps teams and long-term goals within an agile GTM function? Balaji Krish says there’s a formula for that.

In this episode of Go-to-Market with Dr. Amy Cook, Balaji explains why RevOps thrives with a hands-on, balanced formula that emphasizes 40% strategy, 40% operations, and 20% tactical practices.

“One of the most fulfilling things you can do as a RevOps leader is to connect with the cross section of your RevOps team,” Balaji said. “That keeps you engaged with what's happening on the ground. Only 40% of our ops should be strategy. The other 60% is operational and tactical. You'll never learn those operational, tactical things if you're not in touch with what's going on.”

To stay in touch, Balaji explains how zoom-in and zoom-out practices are essential for maintaining operational efficiency and team engagement. “For an operations professional, it's about making the company efficient, regardless of whether you're working with one function to the other,” he said. “And the way to do that is to be able to have a conversation with someone, which is zoomed out. At the same time having a conversation with someone who's very zoomed in.”

Regardless of the direction of your RevOps, Balaji has the experience and insight to guide your GTM strategies forward. Check it out.

For Saket Kapoor, three essential keys drive success in revenue operations: First, being data native, which means being adept at navigating and interpreting vast amounts of data. Second, acting as a clarity creator, able to distill complex information into key insights and answer the crucial “so what?” questions. Third, generating forward momentum, since much of what RevOps identifies necessitates change and effective change management.

In other words, successful RevOps is the backbone of an effective go-to-market strategy. 

Amy Cook sat down with Saket in the latest episode of Go-To-Market with Dr. Amy Cook to discuss these three pillars of successful RevOps leadership. They explored how this approach has propelled Saket to become one of the foremost thought leaders in RevOps, drawing from his extensive experience with enterprises like Deloitte, Citrix, Accenture, and now as the client engagement leader for GTM strategy at SBI, The Growth Advisory. 

Don’t miss this fascinating interview about ways a new understanding and a totally modern approach to RevOps functions will transform your go-to-market strategy. 

All of us at the Fullcast Go to Market podcast want to wish you the very Merriest Christmas, and Happy Holidays! We look forward to seeing you in 2025!

While much of a RevOps leader’s work happens behind the scenes, their impact is profound and far-reaching. For Clay Blanchard, a trailblazer in revenue operations, the mission of these “custodians of the company’s revenue” is clear: drive growth responsibly and optimize outcomes for both shareholders and the business at large.

In this episode of Go to Market with Dr. Amy Cook, Clay sheds light on how the RevOps role requires a fine balance between crafting go-to-market strategies and designing territories that challenge sales teams while staying grounded in data and achievability. Check it out! 

Have your RevOps and sales team lost that lovin’ feeling? Tyler Morrow, director of corporate sales at Qualtrics, emphasizes the importance of redefining a “win” to keep your sales team motivated and focused while also highlighting the need for collaboration with RevOps to achieve goals. 

In this episode of Go to Market with Dr. Amy Cook, Tyler discusses the crucial role of transparency and communication between sales and RevOps teams, especially during territory changes, and explains why this collaboration is often overlooked. 

Learn about the benefits of involving frontline AEs in account scoring, why RevOps should seek AE input to avoid costly mistakes, and discover the daily habit that helps A players excel above the competition in quota attainment. 

Katerina Ostrovsky knows that balancing art and science is key to success. As senior vice president of global revenue operations and Go-to-Market strategy at Jellysmack, she combines a lifelong dedication to RevOps with a sharp focus on data-driven strategies to engineer seamless annual plans.

“Companies are starting to understand that treating revenue as a science and process engineering every facet of sales, marketing, and customer success, while layering in the art of the customer's voice, leads to impactful results,” Katerina emphasizes.

In this episode of Go to Market with Dr. Amy Cook, Katerina Ostrovsky explains how RevOps helps stakeholders in Sales, Marketing, CS, Product, and Finance gain clarity on what it will take—timing, resources, and organizational changes—to achieve annual budget goals. Discover how strategic clarity and targeted actions can transform annual planning into real, measurable outcomes.

For those who believe that Sales and RevOps are destined to forever be at odds, think again. 

By aligning their goals and strategies, Sales and RevOps teams can transform from rivals to powerful allies and drive unprecedented growth and efficiency. 

In this episode of Go to Market with Dr. Amy Cook, we’ll explore how bridging this gap can unlock new levels of performance and profitability.

Andrew Conley, GTM leader and advisor, teamed up with Cody Guymon, chief operating officer and RevOps leader, to share insider tips on how to successfully approach Go-to-Market strategies psychologically, emotionally, and tactically. What’s their secret to scoring a team win? 

Is it trust, feedback, communication, or good old-fashioned data? Tune in!