RevOps Champions

In this episode, host Brendon Dennewill and Tony D’Angelo—founder of Collegiate Empowerment and creator of the Intellectual Capitalist®—explore how entrepreneurs can unlock hidden business value through intellectual property. Tony reveals how 90% of the S&P 500’s value now comes from intangibles and introduces the concept of “surplus understanding”—the overlooked proprietary knowledge driving much of a company’s revenue. He shares a practical framework for identifying, protecting, and monetizing these assets to bridge the gap between traditional business and the AI economy. A must-listen for RevOps leaders and executives looking to turn organizational know-how into protected, profit-generating IP. 

What You'll Learn

• Intellectual property is now the #1 asset class
• Four dangers block most IP strategies
• Your business holds hidden IP value
• Not all IP protections are created equal
• AI now acts as augmented intelligence for IP creation
• Protecting your processes starts with simple steps
• Trust remains the timeless currency of commerce

Resources Mentioned

• Strategic Coach 
• EOS (Entrepreneurial Operating System) 
• The Go-Giver 
• USPTO (United States Patent and Trademark Office) 
• Library of Congress 
• Instant IP by Carrie Oberbrunner  
• Primal Intelligence 
• The Print 
• Kolbe Assessment 

About Tony D'Angelo
Title: Founder & Intellectual Property Advisor
Company: Collegiate Empowerment & The Intellectual Capitalist®
To learn how to transform your useful ideas into cash flowing assets, schedule a complimentary IP Conversation with Tony D'Angelo, by going to:  www.TheIPconversation.com or if you’re ready to take the leap and enroll in The IP Simplifier Series please visit: www.IPsimplifier.com to enroll today!

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Do you ever feel like you have all the right tools and opportunities, but your business isn't as far ahead as it should be? 

In this episode of the RevOps Champions podcast, host Brendon Dennewill is joined by data and AI expert Andrew James to tackle this common feeling of paralysis among today's business leaders. They dive deep into why simply adopting more technology isn't the answer and explore the real source of competitive advantage in the AI era.

Andrew argues that the key to leapfrogging the competition lies not in external tools, but within your own company's data. The solution is to plumb your unique operational data—from your CRM, sales pipeline, and financials—directly into AI to make decisions with high conviction. This approach transforms AI from a confusing threat into a powerful ally, revealing the true constraints and leverage points within your business.

This episode is essential for RevOps professionals, B2B executives, and any leader feeling stuck, providing a clear framework to move from analysis paralysis to profitable, data-driven action.

What You'll Learn

• The Profitability 2×2 Matrix: A simple way to find your next big win: map your efforts by whether they increase revenue or cut costs—and whether they target new or existing customers. 
• Why Conviction Beats Accuracy: Most leaders aren’t stuck from lack of data, but lack of conviction. Frame AI projects as clear, high-confidence “trades,” not perfect strategies.
• The Power of Internal Data: LLMs know what everyone knows. Your private CRM, financial, and ops data is what gives you a real edge—if you connect it to AI.
• Finding Your X-Factor Metric: Identify the one money-based metric—like cost per acquisition or revenue per lead—that, if improved, accelerates your entire business.
• From Top-Down to All-In: Stop centralizing decisions. Share data and AI tools across teams so everyone can act on insights and drive results faster.

Resources Mentioned

• X-Factor Optimization
• Cerebro Analytics
• HubSpot
• Psychology of Money and The Art of Spending Money by Morgan Housel
• Google OKRs (Objectives and Key Results)
• Automation tools: N8n, Zapier, Make

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of RevOps Champions, host Brendon Dennewill sits down with Hannah Ajikawo, founder and CEO of Revenue Funnel, HubSpot modern sales leader, and LinkedIn top voice in B2B sales. With 17 years of experience leading sales and go-to-market teams, Hannah shares her philosophy on making sales simple by stripping away the over-engineered complexity that holds revenue teams back.

Hannah challenges conventional wisdom about sales methodologies, arguing that companies often lose sight of fundamentals by trying to turn salespeople into formula-following robots. She reveals how misalignment across revenue teams—from unclear ownership to missing expectations—costs companies millions and explains why being "data-informed" beats being "data-driven" every time. The conversation explores practical frameworks for building alignment, leveraging AI effectively, and finishing Q4 strong while setting up for success in 2026.

This episode is essential listening for RevOps professionals, CROs, sales leaders, and founders who want to cut through the noise, realign their revenue engine around what actually works, and scale growth without adding unnecessary complexity or headcount.

What You'll Learn

• Why sales becomes unnecessarily complicated
• The true meaning of revenue alignment
• The 72.9% Ronaldo Principle for launching initiatives
• Data-informed vs. data-driven strategy
• How AI is reshaping buying and selling
• Sales velocity as the CRO's north star metric
• Practical Q4 advice for hitting targets

Resources Mentioned

• The Go-Giver by Bob Berg 
• Revenue Funnel Go-to-Market Health Check 
• HubSpot Academy 
• EOS (Entrepreneurial Operating System)
• Denamico Growth Readiness Score 

About Hannah Ajikawo

Title: Founder & CEO
 Company: Revenue Funnel

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of RevOps Champions, Brendon Dennewill sits down with Mike Paton—longtime EOS Implementer, author, and host of The EOS Leader Podcast—to explore how organizations can scale effectively using the Entrepreneurial Operating System (EOS) framework.

With over 17 years of experience delivering 2,000+ full-day EOS sessions across more than 150 companies, Mike shares battle-tested lessons on leadership, process, and accountability. He breaks down why Vision and Traction are non-negotiable in times of uncertainty, how the 20/80 process documentation method drives efficiency, and why radical honesty is the ultimate form of leadership care.

Whether you’re leading a fast-growing startup or scaling a 250-person company, this conversation delivers practical frameworks for building systems, managing change, and creating scalable growth—without sacrificing your entrepreneurial DNA.

What You’ll Learn

• Why Vision and Traction matter most in uncertain times
• The three biggest challenges holding growing companies back
• The 20/80 approach to process documentation
• How Process and Data work together
• Why radical honesty is a form of care
• Why technology is an accelerant, not a solution
• The real reason change initiatives fail

Resources Mentioned

• Get a Grip 
• Process 
• Traction by Gino Wickman 
• Radical Candor by Kim Scott
• The EOS Leader Podcast 
• EOS Worldwide
• 90-Minute EOS Meeting 
• EOS Tools 

About Mike Paton
Title: EOS Implementer, Author, Speaker, and Host of the EOS Leader Podcast

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Lauren Ryan, Senior Corporate Solutions Engineer and CRM competitive expert at HubSpot, joins Brendon Dennewill to unpack how smart technology decisions can transform business operations from the inside out. Drawing on her experience as the founder of Coastal Consulting—where she specialized in HubSpot-Salesforce integrations—Lauren shares how aligning systems isn’t just a technical upgrade, but a cultural one that helps teams collaborate better and improve quality of life at work.

In this episode, Lauren and Brendon explore the crucial link between technology choices and strategic business outcomes. She reveals why many CRM implementations fail—not because of the tools themselves, but due to misalignment between people, processes, and data. Through real-world examples, from credit unions empowering frontline tellers with unified data to sales leaders who refuse to work without HubSpot, Lauren shows how the right platform can boost adoption rates by up to 30% and drive measurable growth.

Whether you’re a RevOps professional, CRM admin, or business leader evaluating your tech stack, this conversation will help you understand the true total cost of ownership, avoid common implementation pitfalls, and make technology investments that deliver both business performance and a better employee experience.

What You'll Learn

• Why systems alignment drives organizational alignment 
• The hidden cost of technology decisions
• How to think strategically about software buying
• The difference between having data and running on data 
• Why employee experience is a critical CRM value proposition 
• What makes a platform truly enterprise-ready
• The people-first principle for change management 

Resources Mentioned

• HubSpot Academy 
• HubSpot CRM 
• Salesforce Marketing Cloud 
• Salesforce Financial Services Cloud 
• Breeze Assistant 

About Lauren Ryan
Title: Senior Corporate Solutions Engineer
Company: HubSpot

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode, Brendon Dennewill sits down with Scott Litman, SVP at Capacity and founder of Lucy AI (acquired by Capacity in 2024), to explore the reality behind AI adoption in enterprise organizations. Scott brings over 25 years of digital transformation experience and shares insights from guiding Lucy's integration into Capacity's AI platform, which now serves over 2,500 companies. 

The conversation cuts through AI hype to reveal why 95% of enterprise AI projects haven't reached production and what separates successful AI implementations from failed proof-of-concepts.

Litman emphasizes that while individual users have incredible AI superpowers at their fingertips, enterprise adoption faces unique challenges. He advocates for treating AI as automation rather than magic, focusing on solving specific business problems through strategic problem selection and rigorous testing. 

This episode is essential for RevOps professionals, enterprise leaders, and B2B growth teams who need practical guidance on moving from AI experimentation to production-ready solutions that deliver measurable business outcomes.

What You'll Learn

• Why enterprise AI adoption lags: Limited, sensitive data that demands unique methods and strict security.
• POC vs. production: Scaling to enterprise-grade solutions requires testing, governance, and discipline
• Choosing the right problems: Target inefficient, error-prone, or time-consuming tasks 
• Framework for adoption: Begin with clear policies, targeted training, and a focus on automation to set realistic expectations.
• Driving user adoption: Offer persona-based training that solves real pain points
• Automation over hype: Treat AI like prior digital transformations—speed of execution matters more than novelty.
• Training and change management: Bridge skill gaps and standardize success

Resources Mentioned

• EOS (Entrepreneurial Operating System)

•  HubSpot Inbound 2025

• MIT Enterprise AI Report 

• Microsoft Azure OpenAI Service

• Anthropic Claude 

About Scott Littman, SVP  at Capacity

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode, Bella Cowdin, HubSpot Certified Trainer and Senior Consultant at Denamico, unpacks the biggest AI announcements from HubSpot’s INBOUND 2025. She shares how RevOps teams can use AI to amplify human potential—without replacing it—while avoiding common pitfalls.

Highlights include HubSpot’s recognition that customer data lives beyond its platform, the launch of Data Studio for seamless integrations, and the shift from SEO to AEO (AI Engine Optimization).

This episode is a must-listen for RevOps professionals and marketing leaders who want to harness AI for growth while keeping humans first and AI second.

What You'll Learn:

• How AI agents can help your best people 10X their output without replacing human decision-making
• The critical difference between using AI to help you vs. using AI to do things for you
• Why HubSpot's new Loop Marketing Playbook declares the old inbound methodology "broken"
• How Data Studio is solving the scattered data problem plaguing most revenue operations
• Why businesses must shift from SEO to AEO to stay visible in an AI-driven search landscape
• Real-world examples of AI implementation gone wrong and how to avoid them

Resources Mentioned:

• HubSpot INBOUND Fall Spotlight 2025- Annual conference featuring major AI announcements
• Loop Marketing Playbook - HubSpot's new methodology replacing traditional INBOUND
• AEO Grader - AI Engine Optimization tool (search for it on Google or ask your favorite AI)
• Data Hub (formerly Operations Hub) & Breeze AI - HubSpot's data management platform, HubSpot's native AI enrichment tools

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of RevOps Champions, host Brendon Dennewill interviews Vince Chiofolo, SVP of Revenue Strategy at Dash Solutions and President of the Incentive and Engagement Solutions Providers (IESP). The conversation explores the critical but often overlooked connection between payment experiences and customer retention. Vince reveals that 76% of customer churn can be traced back to poor payment experiences, whether inbound or outbound.

The discussion dives deep into how RevOps teams can drive alignment across organizations by focusing on shared metrics like lifetime value (LTV), net revenue retention (NRR), and customer health. Vince shares practical insights on building loyalty through three key pillars: emotional, structural, and behavioral loyalty. The episode provides actionable frameworks for reducing churn, improving customer experience, and creating sustainable revenue growth through better operational alignment.

What You'll Learn

• Why 76% of customer churn relates to payment experience failures and how to address them
• The three-pillar framework for customer loyalty: emotional, structural, and behavioral
• How to align entire organizations around shared revenue metrics and outcomes
• The surprising ROI of retention: how a 1-2% drop in churn can increase company valuation by 12%
• Practical strategies for moving beyond "new logo obsession" to focus on customer expansion
• Communication frameworks that scale with business growth: metrics, rhythms, and strategic focus
• How outbound payment solutions can transform from cost centers to revenue drivers

Resources Mentioned

• Dash Solutions - B2P (Business-to-Person) payment platform
• McKinsey study on organizational silos as growth barriers
• Einstein's problem-solving methodology
• Net Revenue Retention (NRR) as a key alignment metric
• Customer Lifetime Value (LTV) optimization strategies

About Vince Chiofolo
Title: SVP of Revenue Strategy
Company: Dash Solutions

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode, Brendon Dennewill speaks with Cait Grabowski, Implementation Manager at Denamico. Her experience as a Fractional CRO and GTM Strategist shapes her unique perspective on franchise operations. Cait explores the unique challenges and opportunities facing franchise brands as they work to scale through better systems and processes.

The conversation reveals how franchise organizations juggle multiple complex relationships – from franchise development and real estate teams to individual franchisees and their end customers. Cait shares insights on overcoming common strategic missteps, including the tendency for franchisors to oversell multi-unit deals to unproven franchisees and the critical importance of data transparency and proactive communication throughout the franchise lifecycle.

This episode is essential listening for franchise executives, RevOps professionals, and franchise development teams looking to transform their operations through strategic technology implementation and data-driven decision making.

What You'll Learn

• Why transparency and proactivity matter 
• The multi-unit franchise trap
• Timing as a critical metric
• The power of unified data systems
• Strategic alignment across verticals
• Building vs. buying CRM solutions
• The team you need for CRM success 

Resources Mentioned

• HubSpot – CRM platform with customization capabilities and multi-account management features for franchise organizations
• HubSpot Academy – Free training resources with video content for learning platform fundamentals
• EOS (Entrepreneurial Operating System) – Business framework for setting and tracking short-term and long-term organizational goals

About Cait Grabowski
Title: Implementation Manager 
 Company: Denamico

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this power-packed episode, marketing expert and author Corey Quinn reveals the proven strategy that helped scale Scorpion from $20 million to over $150 million in revenue. Quinn shares his deep specialization methodology - a trademarked approach that transforms generalist professional services firms into industry-dominant specialists. 

Through compelling stories including a Tesla giveaway that generated 100+ franchise clients, Quinn demonstrates why saying "no" to everyone and "yes" to one vertical market creates the ultimate competitive advantage. 

This episode is essential for agency owners, consultants, and professional services leaders stuck in the generalist trap and ready to break through to exponential growth.

What You'll Learn:

• The Generalist Trap: Why serving everyone leads to context switching, operational inefficiency, and commodity pricing that keeps you stuck
• Deep Specialization Framework: The 5-step methodology to escape founder-led sales and build a vertical market specialist business
• The Tesla Strategy: How a $100K+ marketing gamble at the IFA conference generated 100+ franchise clients and transformed Scorpion's business
• LTV vs CAC Mastery: Why lifetime value (LTV) is the most critical metric and how specialization creates 10X+ advantages over generalist competitors
• The Specialization Flywheel: How focusing on one vertical creates operational leverage, authority, premium pricing, and sustainable competitive moats
• Scaling Through Verticals: The strategic approach to expanding from one specialized vertical to five while maintaining deep expertise
• Corporate vs Entrepreneurial Dynamics: How to align with visionary leadership and speak their language to drive big initiatives

Resources Mentioned:

• Anyone Not Everyone: A Proven System to Escape Founder-Led Sales is Corey Quinn's bestselling book. Get started with the free audiobook and digital workbook with videos, templates, and worksheets. 
• IFA Conference: International Franchise Association annual conference 
• HubSpot: Early adoption story and evolution from 5-person to 500+ person sales teams
• Scorpion: Digital marketing agency

About Corey Quinn

Marketing Expert, Author & Business Growth Strategist at Corey Quinn, Inc.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see: 

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity 
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com. 

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!