By Weflow
The podcast currently has 56 episodes available.
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:
The essential components of a scalable tool stack
Prioritizing tools based on company maturity and goals
Navigating the build vs. buy decision-making process
Managing tool sprawl and optimizing integrations
Lessons learned from implementing CPQ and forecasting solutions
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:
Camunda’s sales process
Pipeline generation at Camunda
Running a highly accurate forecast process
Robert’s key sales metrics
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:
Scaling a RevOps team from 3 to 7 members
Organizational design and the importance of customer, marketing, and sales ops alignment
Best practices for hiring and onboarding in RevOps
Building cross-functional collaboration across go-to-market functions
Leadership principles for empowering RevOps teams
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
Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best.
We cover:
The shift from traditional outbound methods to AI-driven strategies
How signals play a critical role in outbound success
The importance of flexibility and experimentation in outbound
Using tools like MadKudu to streamline outbound workflows
AI’s role in the future of outbound and sales engagement
Justin Norris on LinkedIn: https://www.linkedin.com/in/justinnorris/
RevOps FM Podcast: https://revops.fm/
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
(00:01:17) Justin’s Background and Journey in RevOps
(00:03:59) Outbound in the Modern Sales Environment
(00:07:31) Signals and AI in Outbound Strategy
(00:14:39) Building Flexibility into Outbound Motions
(00:19:06) The Future of AI and Sales Engagement
(00:24:00) Experimentation and Learning in Outbound
(00:35:30) Final Thoughts and Advice
Alex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, helping sellers close more deals. Alex shares insights from his experience managing RevOps in a fast-growing, publicly listed company, highlighting the importance of aligning internal processes with seller needs and creating a more collaborative environment between sales and operations.
We cover:
Redefining RevOps to prioritize seller success
Strategies for reducing admin tasks and streamlining CRM workflows
The role of data and automation in enhancing sales productivity
Aligning internal processes to create a seamless customer journey
Building trust and buy-in from sellers by showing how RevOps efforts help them learn more
Alex Freeman on LinkedIn: https://www.linkedin.com/in/alex-david-freeman/
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
(00:01:17) Alex’s Background and Career Journey
(00:04:22) Prioritizing Seller Success in RevOps
(00:09:42) Reducing Admin and Streamlining CRM Workflows
(00:14:39) Using Data and Automation to Boost Productivity
(00:19:06) Aligning Internal Processes for a Better Customer Experience
(00:24:00) Building Trust with Sellers and Showing ROI
(00:35:30) Final Thoughts and Advice
Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of understanding key SaaS metrics and the relationship between RevOps and financial planning.
We cover:
Understanding the key SaaS financial metrics: bookings, revenue, and MRR
The role of RevOps in forecasting and planning
The relationship between bookings and revenue recognition
Best practices for revenue forecasting and pipeline management
How to align RevOps with finance for better business outcomes
Ben Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/
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
(00:01:17) Ben’s Background and the Start of The SaaS CFO
(00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR
(00:07:31) Revenue Recognition and SaaS Finance
(00:14:39) Forecasting and the Role of RevOps
(00:19:06) How Finance and RevOps Collaborate
(00:24:00) SaaS P&L Structure and COGS
(00:28:56) Best Practices for Sales and Marketing Expenses
(00:35:30) Final Thoughts and Advice
Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success.
We cover:
- The importance of a RevOps charter and how to develop one
- Structuring RevOps responsibilities across planning, process, technology, data, and measurement
- How to align key stakeholders, including sales, marketing, finance, and customer success
- The evolving role of technology in sales and RevOps, including the rise of AI and automation
- Best practices for measuring success in RevOps beyond activity metrics
Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/
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
(00:01:18) Steve’s Background and Evolution of RevOps
(00:03:59) Why Create a RevOps Charter?
(00:06:24) Defining the Scope of RevOps Responsibilities
(00:10:30) Structuring the RevOps Organization
(00:15:40) The Role of Data and Metrics in RevOps
(00:19:33) Aligning RevOps with the CFO and FP&A Teams
(00:26:01) The Future of Sales Technology and AI in RevOps
(00:34:08) Final Thoughts and Advice
Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth.
We cover:
• Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR
• The critical role of RevOps in IPO preparation
• Building a high-performing RevOps team from 5 to 40 members
• Managing pipeline, forecasting, and sales compensation effectively
• The importance of cross-functional collaboration in driving revenue growth
• Key takeaways for navigating a company’s IPO journey
Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/
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
(00:01:17) Samarth’s Background and Role at Rubrik
(00:03:53) Scaling Rubrik and the Role of RevOps
(00:07:31) Hiring and Building a High-Performing Team
(00:14:39) Key Metrics for Scaling and IPO Preparation
(00:19:06) Aligning Cross-Functional Teams for Success
(00:24:00) Strategic Forecasting and Pipeline Management
(00:28:56) Lessons Learned on the Journey to IPO
(00:35:30) Final Thoughts and Advice
Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s service offerings, the importance of building scalable frameworks, and how to align marketing, sales, and operations to deliver impactful results.
We cover:
-The evolution from marketing operations to go-to-market operations
-Building scalable go-to-market frameworks
-Aligning marketing, sales, and operations teams
-The role of data in improving sales and marketing effectiveness
-How to create a reporting model that enhances business planning
Crissy Saunders on LinkedIn: https://www.linkedin.com/in/crveteresaunders/
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
(00:01:17) Crissy’s Background and CS2’s Evolution
(00:07:31) From Marketing Ops to Go-to-Market Ops
(00:14:39) Building a Scalable Go-to-Market Framework
(00:19:06) Aligning Sales and Marketing Teams
(00:24:00) The Role of Data in Sales Effectiveness
(00:28:56) Creating a Reporting Model for Success
(00:35:30) Final Thoughts and Advice
Jordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains
We cover:
Jordan
RevOps
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
(00:01:17) Jordan’s Background and Career Journey
(00:04:22) The Move from B2C to B2B
(00:09:42) Building a Generalist Team
(00:14:20) Sales and Marketing Alignment
(00:19:55) Managing the Transition
The podcast currently has 56 episodes available.
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