Danny Schonfeld, VP of Revenue Operations at GLIA, joins the podcast to break down how RevOps leaders can turn raw data into strategic narratives that drive executive decision-making. From QBRs to long-term planning, Danny shares his insights on making analytics actionable, building a strong data-driven culture, and ensuring that RevOps is seen as a strategic function rather than just a reporting team.

We cover:

• Why data storytelling is the key to making analytics actionable

• How RevOps teams can balance operational and strategic analytics

• Best practices for preparing and running effective QBRs

• How to communicate insights to executives in a meaningful way

• The role of AI in analytics—what works and what doesn’t (yet)

• How to build demand for RevOps analytics by showcasing impact

  
  

Danny Schonfeld on LinkedIn: https://www.linkedin.com/in/dannyschonfeld/

Free RevOps resources: https://www.getweflow.com/revops 

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

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

Weflow: https://www.getweflow.com 

Chapters:

• (00:00:00) Introduction

• (00:02:04) Danny’s Background and Role at GLIA

• (00:06:49) Why Data Storytelling is Critical in RevOps

• (00:12:10) The Strategic vs. Operational Balance in Analytics

• (00:18:36) Running Effective QBRs: Best Practices & Common Mistakes

• (00:24:50) Communicating Insights to Executives

• (00:30:15) AI in RevOps Analytics: Reality vs. Hype

• (00:37:02) Building a Data-Driven Culture in RevOps

• (00:41:05) Final Thoughts and Recommended Reading

Nik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how he’s leveraging automation and AI to maximize the impact of a lean RevOps team. Coming off the back of a major CRM merger, Nik is now focused on scaling efficiency, reducing manual tasks, and freeing up time for strategic initiatives. If you’re in RevOps and constantly battling with time-consuming admin work, this episode is packed with actionable ideas to automate your workflow.

We cover:

• Lessons learned from merging two CRMs post-acquisition

• How to scale impact with a small RevOps team

• Using automation tools like Coefficient to streamline reporting

• Applying AI to reduce admin workload and free up strategic time

• Creating proactive QBR insights with AI-driven analysis

• The future of RevOps automation and AI-powered assistants

  
  

Nik Garza on LinkedIn:https://www.linkedin.com/in/nicholasagarza/ 

Free RevOps resources:https://www.getweflow.com/revops 

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

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

Weflow:https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:02:04) Merging Two CRMs: Lessons from a RevOps Challenge

(00:06:49) Enabling a Lean RevOps Team

(00:12:10) The Power of Automating Data and Reporting

(00:18:36) AI for Admin Tasks: Saving Time and Effort

(00:24:50) Automating QBR Insights with AI

(00:30:15) Creating a Knowledge Base for Internal Support

(00:37:02) The Future of AI in RevOps and Operational Efficiency

(00:41:05) Final Thoughts and Recommended Resources

RevOps in 2025 Report: https://revenuewizards.com/reports/revops-in-2025

Haris Odobasic, the Co-Founder of the Revenue Wizards, returns to the podcast to discuss the findings from his global RevOps survey, which gathered insights from over 180 professionals across 28 countries. From the perception of RevOps as an operational vs. strategic function to the biggest challenges in data quality and technology adoption, Haris shares the key takeaways that every RevOps leader should know.

We cover:

The surprising disconnect between RevOps ambition and reality

Why 67% of RevOps professionals spend less than 10 hours per year improving soft skills

The operational vs. strategic debate: why RevOps is still seen as "system admins"

The shift towards custom-built tools vs. off-the-shelf solutions

Why data quality remains a top challenge – and how companies are solving it

The future of AI in RevOps: realistic use cases vs. hype

Haris on LinkedIn: https://www.linkedin.com/in/harisodobasic/

Free RevOps resources: https://www.getweflow.com/revops

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

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

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:04) The Global RevOps Survey

(00:06:49) Skills Gap in RevOps

(00:12:10) Why RevOps Is Perceived as Operational

(00:18:36) Why 45% of Teams Focus on Sales

(00:24:50) Build vs. Buy

(00:30:15) The Data Quality Struggle

(00:37:02) AI in RevOps

(00:41:05) Final Thoughts and Book Recommendation

Olga, VP of Revenue Operations at Birdeye, joins the podcast to discuss how AI is transforming the way RevOps teams work. From enhancing data quality to maximizing sales efficiency, Olga shares her perspective on integrating AI into everyday workflows, the challenges of balancing innovation with caution, and how to drive meaningful outcomes for RevOps teams.We cover:- Why AI is here to stay and how RevOps can leverage it effectively- Practical use cases for AI in sales processes, data management, and meeting preparation- Balancing automation with human oversight to maintain data quality- How AI can help maximize sales time by reducing admin workloads- The potential of AI-driven insights for proactive decision-making in RevOpsOlga on LinkedIn: https://www.linkedin.com/in/olgatraskova/ Free RevOps resources: https://www.getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Phillip on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:01:22) Leading RevOps at Birdeye(00:04:03) AI in RevOps(00:08:37) Maximizing Sales Time with AI(00:14:04) Why People Still Matter(00:20:31) Improving Data Quality & Pipeline Management(00:27:25) Insights for Better Decision-Making(00:36:01) Final Thoughts & Book Recommendation

Sebastian Voigt, a seasoned pricing expert and Co-Lead Pricing and Sales at a leading consultancy, joins us to explore the intricate art and science of pricing for SaaS companies. From his early days learning the psychology of pricing in his mother’s flower shop to leading pricing strategies for global enterprises, Sebastian shares his wealth of knowledge and practical insights. This episode is packed with strategies and tactics to help RevOps professionals unlock growth and profitability through smarter pricing.

We cover:

How to design an effective SaaS pricing strategy

The psychology of pricing: leveraging perception and reference points

Common mistakes in pricing and how to avoid them

Tactical approaches to bundling, discounting, and upselling

Real-world examples of pricing transformations driving 20-30% revenue growth

How RevOps teams can play a pivotal role in operationalizing pricing strategies

Sebastian Voigt on LinkedIn: https://www.linkedin.com/in/sebastianvoigt/ 

Free RevOps resources: https://www.getweflow.com/revops

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

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

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:04) The Journey to Becoming a Pricing Expert

(00:05:17) Fundamentals of SaaS Pricing Strategy

(00:09:42) Leveraging Psychology in Pricing Decisions

(00:14:39) Common Pricing Mistakes and How to Fix Them

(00:19:06) The Role of RevOps in Pricing

(00:28:56) Operationalizing Pricing at Scale

(00:35:30) Final Thoughts and Book Recommendation

Tom van Langen, Vice President of Revenue Operations, returns to the podcast for a deep dive into how RevOps teams can turn strategic plans into actionable outcomes. With the challenges of annual planning fresh in everyone's mind, Tom shares practical frameworks and key principles for ensuring that months of hard work translate into measurable results. Whether you're a RevOps leader or an operator looking to sharpen your execution, this episode is packed with actionable insights.

We cover:

• Why strategy must be your day job in RevOps

• The five pillars of operationalizing strategic plans

• Real-world examples of connecting strategy to day-to-day execution

• The role of RevOps as a scorekeeper and driver of alignment

• Tips for prioritizing tasks amidst the chaos of Q1

  
  

Tom van Langen on LinkedIn: https://www.linkedin.com/in/tomvanlangen/

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

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

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

Weflow: https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:02:04) Reflections on Year-End and Starting 2025 Strong

(00:04:16) Why Turning Plans into Action Matters

(00:07:17) Common Pitfalls in Strategy Execution

(00:10:29) Five Pillars for Operationalizing Plans

(00:14:29) Real-World Examples and Frameworks

(00:23:13) Role Modeling the Strategy in RevOps

(00:28:06) The Power of Marginal Gains in RevOps

(00:37:19) Book Recommendations and Closing Thoughts

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:

• Transitioning from churn and happiness metrics to revenue retention

• The significance of customer outcomes as leading indicators

• The impact of effective onboarding on customer retention

• Strategies for driving customer expansion and growth

You can find more information about Daphnehere:⁠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

Marker:

• (00:00:00) Introduction

• (00:01:17) Daphne's Background

• (00:07:31) Evolution of Customer Success Metrics

• (00:14:39) Importance of Onboarding

• (00:19:06) Customer Outcomes and Value Metrics

• (00:24:00) Strategies for Customer Expansion

• (00:28:56) Effective Renewal Management

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

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!

Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.We cover: - Six essential models to create recurring revenue- How to establish a common data language in your org- Basic rules for different stages of scaling Jacco’s book can be found here:https://shop.winningbydesign.com/products/revenue-architecture-text-book https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/ You can find more information about Jacco here: https://www.linkedin.com/in/jaccovanderkooij/ 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/ Marker:(00:00:00) Why Jacco wrote "Revenue Architecture"(00:02:09) How markets have shifted(00:03:53) GTM motions & measuring profitability(00:11:03) Rules for different stages of scaling (00:17:41) 6 models to create recurring revenue(00:22:55) How to establish a common data language(00:32:13) Navigating a jungle of different GTM motions

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.We cover:- A look back at our favorite moments and learnings from this year- Highlights from guests like Jaco on Revenue Architecture and Sean & Laura on The RevOps Manual- The success of our meetups in Munich, London, and Berlin, plus the RevOps AF Conference in San Diego- What’s coming next: plans for 2025 and why you should stay tunedRevOps 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.comThank you:To our listeners, contributors, and everyone in the RevOps community—your support, insights, and collaboration make this podcast a joy to create. Here’s to another exciting year of growth and learning together!

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