To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!

Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.

We cover:

You can find more information about Daphne here: ⁠https://www.linkedin.com/in/daphnecostalopes/⁠ 

RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Weflow: ⁠https://www.getweflow.com⁠

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To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!

We reflect on an incredible year of the RevOps Lab Podcast, sharing our gratitude and key highlights from over 50 episodes, community events, and impactful conversations.

In this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets.

We cover:

Mickaël Jordan on LinkedIn: https://www.linkedin.com/in/micka%C3%ABl-jordan-6485231a/

RevOps Letter: https://www.getweflow.com/revopsletter

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

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

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:13) From €300k ARR to €50M: Agicap’s Growth Journey

(00:03:59) The Funding Boom of 2021 and Its Aftermath

(00:07:31) Shifting Gears: Efficiency Over Growth

(00:14:39) Revamping Team Incentives and Compensation

(00:19:06) Strategic Upselling and Market Focus

(00:24:00) Lessons Learned from Scaling in Tough Markets

(00:35:30) Final Thoughts and Advice for RevOps Leaders

Camela Thompson, Head of Marketing at RevOps Co-op and an experienced RevOps leader, joins the podcast to share her unique perspective on reporting best practices and how to use storytelling to drive better decision-making. Drawing from her 15 years in marketing, sales, and customer success operations, Camela emphasizes the importance of collaboration, context, and curiosity in navigating modern RevOps challenges.

We cover:

Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/

RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:08) Camela’s Journey in RevOps

(00:02:17) Reporting Truths: Data is the Start, Not the End

(00:06:05) Understanding What Boards Want from Reporting

(00:09:22) Common Mistakes in Marketing and Sales Reports

(00:14:39) Building Trust Through Transparency and Collaboration

(00:19:06) The Role of Context in Effective Reporting

(00:24:00) Creating Metrics That Matter for Leadership

(00:30:01) Final Thoughts and Book Recommendation

Shantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table.

Toni Holbein, founder of Growblocks, joins the podcast to discuss the critical role of revenue operations in modern go-to-market strategies. With years of experience as a CRO and RevOps leader, Toni shares his insights on how RevOps professionals can position themselves as strategic partners in their organizations. From leveraging AI-driven solutions to creating high-impact QBRs, Toni dives deep into actionable strategies that help RevOps teams drive meaningful impact.

We cover:

Why RevOps needs a strategic seat at the table

Leveraging AI to reduce go-to-market costs and boost efficiency

Creating QBRs to gain visibility and recognition from leadership

The importance of analytical skills and data storytelling

Understanding business acumen and aligning with company goals

How RevOps can support planning processes and navigate organizational challenges

Toni Holbein on LinkedIn: https://www.linkedin.com/in/tonihohlbein/

RevOps Letter: https://www.getweflow.com/revopsletter

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

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

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:08) Toni’s Background and the Founding of Growblocks

(00:02:10) The Case for RevOps as a Strategic Partner

(00:05:10) Using AI to Drive Go-to-Market Efficiency

(00:08:44) Building High-Impact QBRs

(00:13:18) Analytical Skills and Data Storytelling

(00:20:33) Understanding Business Acumen

(00:24:52) RevOps’ Role in Organizational Planning

(00:28:10) Final Advice and Book Recommendations

Gabe Rothman, Vice President of Operations at Rescale, returns to the podcast to share his approach to building a scalable tool stack for enterprise-level organizations. From foundational CRM systems to advanced business intelligence tools, Gabe discusses the importance of aligning tools with business needs, the trade-offs between building and buying, and strategies to avoid common pitfalls like tool sprawl.

We cover:

Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/ 

RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com

Chapters:

00:00:00 Introduction

00:01:17 Gabe’s Background and Experience at Rescale

00:03:59 Starting with Foundational Tools: CRM and Prospecting

00:07:31 Expanding the Stack: Marketing Automation and CI

00:14:39 Build vs. Buy: Making the Right Choice

00:19:06 Avoiding Tool Sprawl and Ensuring Scalability

00:24:00 Forecasting and Business Intelligence Tools

00:35:30 Final Thoughts and Book Recommendations

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you:

You can find more information about Robert here:

⁠⁠https://www.linkedin.com/in/robert-gimbel-gtm/⁠

RevOps Letter: ⁠⁠https://www.getweflow.com/revopsletter⁠⁠ 

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

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

Weflow: ⁠⁠https://www.getweflow.com/⁠⁠ 

Markers:

(00:00:00) Camunda’s GTM motion

(00:06:28) Opportunity criteria

(00:13:50) The most important part in the sales cycle

(00:18:17) Forecasting setup

(00:24:05) Increasing predictability

(00:25:37) Key sales metrics

(00:31:07) Most important learnings

Eric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives into the nuances of organizational design, the importance of hiring the right talent, and the key elements of leading a high-performing team. He also offers practical advice on how to effectively onboard new team members and foster a collaborative culture.

We cover:

Eric Portugal-Welsh on LinkedIn: https://www.linkedin.com/in/ericwelsh1/ 

RevOps Letter: https://www.getweflow.com/revopsletter 

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

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

Weflow: https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:01:23) Eric’s Background and Role at Deputy

(00:03:29) Designing and Growing the RevOps Team

(00:07:31) Hiring and Organizational Design Strategy

(00:14:39) Onboarding and Leadership in RevOps

(00:19:06) Building Cross-Functional Collaboration

(00:24:00) Lessons on Team Scaling and Organizational Structure

(00:35:30) Final Thoughts and Leadership Advice