Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.

We cover:

• Why Meltwater chose SPICED over MEDDIC or BANT

• How to structure deal inspection cadences that actually work

• Building methodology into your CRM, scoring, and dashboards

• Why enablement isn’t enough—and how to align managers

• Using AI agents for deal scoring, inspection, and coaching

• What “10x sellers” might look like with operational AI support

Julien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ 

Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠

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

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

Chapters:

(00:00:00) Meet Julien & His Role at Meltwater

(00:03:00) Choosing SPICED & Aligning Global Teams

(00:07:20) Operationalizing SPICED in Salesforce

(00:11:45) Why Deal Inspections Need Their Own Cadence

(00:15:40) Enabling Managers to Drive Adoption

(00:20:00) AI Use Cases: Scoring, Coaching, Feedback

(00:24:15) Vision for 10x Sellers with AI Agents

(00:28:40) Book Recommendations & Closing Thoughts

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a pod-based model that balances enablement, systems, and sales ops—while staying fast, aligned, and strategic.From hiring 25 people in 6 months to syncing Asana, Slack, and sprint cycles, this is a playbook for anyone designing or rethinking their RevOps org.We cover: • How Engine designed a pod-based RevOps structure • The soft skills required for operating partners • Aligning enablement, systems, and ops around one roadmap • Scaling without drowning in meetings or Slack chaos • Tips for hiring across ops, enablement, and technical roles • How to run RevOps like a product org—with developers, BAs & roadmaps • Mollie’s framework for project prioritization (and saying no) • Why a “get the right people on the bus” mindset beats rigid job specsMollie Bodensteiner on LinkedIn:https://www.linkedin.com/in/molliebodensteiner/

Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: • (00:00:00) Meet Mollie & Her Role at Engine • (00:02:30) Why Pods? Org Design Lessons from Scaling • (00:06:00) How to Align Enablement, Ops & Systems • (00:09:45) Slack, Asana & Avoiding Communication Chaos • (00:13:00) Prioritization Frameworks & Saying No • (00:16:20) What Makes a Great RevOps Hire • (00:20:30) Running RevOps Like a Product Team • (00:25:00) When to Augment with Agencies vs. Own Internally • (00:29:30) Hiring Mindset: Skills > CVs • (00:34:00) Book Recs: Surrounded by Idiots, Thinking in Bets, Trillion Dollar Coach

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the function is going—and what to do now to keep up.We cover:- Why current sales processes frustrate modern buyers- How to reduce context-switching and tool overload for reps- What “buyer GPTs” and signal clusters mean for the future of sales- How to orchestrate actions based on signal intent—not funnel stages- Where AI already solves CRM hygiene (and why most teams still don’t use it)- How to operationalize customer-verifiable outcomes- What a 247% pipeline lift looks like when RevOps actually quarterbackLauren Silvers on LinkedIn: https://www.linkedin.com/in/laurensilvers/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Meet Lauren & Her Talk at RevOpsFest (00:03:15) What Buyer-Centric Actually Means (00:06:00) How Buyer Behavior Is Evolving (Fast) (00:09:40) Tool Sprawl, Friction & the Case for System Change (00:13:30) AI, CRM Hygiene & What’s Already Solved (00:16:45) Signal-Based Selling vs. Funnel Thinking (00:21:00) How Intercom Built Signal Clusters That Drove +247% Pipeline (00:25:30) How to Simplify Action for Reps Without Dumbing It Down (00:29:00) Customer-Verifiable Outcomes (CVOs) in Practice (00:34:00) The Reality of Change: Culture, Systems, and Trust (00:38:30) Lauren’s Book Rec: In Search of Lost Time by Marcel Proust

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field.

This episode is a practical deep dive into annual planning, metrics ownership, communication cadences, and building mutual trust between RevOps and Finance.

We cover:

• Why most planning processes break down between FP&A and GTM
• How to align top-down board targets with bottom-up GTM modeling
• Which metrics RevOps should own—and which belong to Finance
• What “joint planning” really looks like in practice
• How ARR and retention metrics drive enterprise value
• Why cadence, clarity, and relationship-building are non-negotiable

Seth London on LinkedIn:https://www.linkedin.com/in/seth-london/

Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠

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

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

Chapters:

00:00:00 Intro & Why FP&A and RevOps Often Misalign

00:02:30 What Seth Learned From Working in Both Worlds

00:07:00 How Meltwater Rebuilt the Planning Process

00:11:45 Translating GTM Plans into Financial Models

00:16:30 Weekly Cadence, Forecasting Rituals & Narrative Sync

00:21:40 What Makes FP&A a Champion vs. a Blocker

00:26:00 Metrics Ownership: Pipeline vs. Profitability

00:31:00 The ARR Debate, Gross Retention & CFO Buy-in

00:34:30 Final Thoughts & Reflections on Alignment

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline Visibility Cheat Sheet as their guide, they break down the exact fields, signals, and metrics you need to track deal health and build trust in your forecast—without overwhelming reps or drowning in dashboard noise.We cover: • The four core layers of pipeline visibility: activity, conversation, methodology, and process • The 10 most important deal signals and how to operationalize them • How to spot bloated pipeline and early warning signs of risk • Stage conversion, sales velocity, and push count as leading indicators • How to start visibility tracking lean—and scale it over timePipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheetJanis on LinkedIn: ⁠⁠https://www.linkedin.com/in/janiszech⁠⁠   Phillip on LinkedIn: ⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠  Chapters: • (00:00:00) Introduction & Why CRM Visibility Still Fails • (00:03:05) The 4 Layers of Visibility • (00:07:42) What Makes a Deal “Real”? • (00:13:20) Deal Signals: Champions, Pain, Urgency • (00:18:09) Sales Cycle, Pushes & Stage Conversion • (00:25:32) Visibility Metrics That Actually Matter • (00:31:00) How to Roll Out Pipeline Hygiene Without Overkill • (00:36:55) Final Thoughts & Cheat Sheet Recap

Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet. In this candid Friday-afternoon recording (yes, with beer), they talk through the key pitfalls they see across hundreds of RevOps conversations and outline a practical cadence for having real strategic impact—no matter your title or team size.

We cover:

• The most common RevOps pitfalls and how to avoid them

• Why being “too reactive” kills your credibility and leverage

• How to operationalize annual planning, even if you don’t own it

• What strategic cadence actually looks like (QBRs, forecast meetings, board prep)

• How to align planning with segmentation, territory models, and pipeline goals

• The mindset shift from tech firefighting to business partnership

• Tactical ways to become more strategic—even at the IC level

Free RevOps Resources:

https://www.getweflow.com/revops

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

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

Chapters:

Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. From fractional leadership to enterprise projects, Joe walks through how the framework applies in real-world settings and how operators can use it to build clarity, credibility, and momentum.

We cover:

• The 5A Framework: Audit, Analyze, Align, Architect, Accelerate

• How to apply the model in new roles, acquisitions, or big initiatives

• The importance of stakeholder buy-in and prioritization

• What most RevOps teams skip (and why it hurts long-term credibility)

• How to approach change management and value communication

• Common pitfalls like overloading sellers or skipping baseline metrics

Joe Ort on LinkedIn: https://www.linkedin.com/in/joeort/

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) Intro & Meet Joe

(00:02:25) The Origin of the 5A Framework

(00:05:06) When to Use It: New Roles, Projects, Acquisitions

(00:08:43) A – Audit: What to Assess and Why It Matters

(00:13:26) Tools & Tips for a Strong Audit Phase

(00:15:18) A – Analyze: From Metrics to Root Causes

(00:18:41) When You Don’t Have the Data: Now What?

(00:20:17) A – Align: Gaining Stakeholder Buy-In Without Overload

(00:23:24) Common Pitfalls: Change Fatigue, Overcommitment

(00:27:11) A – Architect: Designing for Scalability & Adoption

(00:31:33) A – Accelerate: Driving Impact and Continuous Learning

(00:35:03) Book Recommendation: Getting Things Done by David Allen

(00:36:47) Final Thoughts & Funny Story on Lost Comp Plans

Rhys Williams, Founder of RevOps agency Domestique, joins the show to talk about one of the most frustrating (and familiar) realities in GTM: executives don’t trust the data. But the real issue? It’s almost never about the dashboard. In this episode, Rhys walks through a practical, systems-level approach to rebuilding trust in data—from strategic alignment to process design and cross-functional buy-in.

We cover:

• Why “I don’t trust the data” rarely means bad reporting

• The foundational role of GTM strategy and lifecycle stages

• How to align MQL definitions across Marketing and Sales

• Tooling traps, reverse-engineered metrics, and the danger of dashboard overload

• How to use operating cadences like the “Demand Council” to drive alignment

• Why RevOps teams must lead with analysis and recommendations—not just data
  

Rhys Williams on LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/ 

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) Intro & Meet Rhys

(00:02:08) Why Executives Still Don’t Trust Data in 2025

(00:04:16) Strategy → Process → Tools → Data → Enablement

(00:07:05) Why MQLs Break Without Shared Definitions

(00:10:52) From Business Goals to KPI Trees

(00:13:19) Input vs. Output Metrics

(00:17:55) Designing Operating Cadences that Actually Use Data

(00:21:55) The RevOps Readout: How to Get a Seat at the Table

(00:26:35) Leading Through Influence – Even with Executives

(00:29:47) Book Recommendations: The 360 Leader, The Daily Stoic

Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods to frameworks and philosophical reflections, this conversation explores both the making of the book and the strategic foundation RevOps leaders need today.

We cover:

• The metaphor behind the "RevOps Pendulum" and why alignment drives momentum

• Haris’ writing process: from morning rituals to 20 months of edits

• Surprising insights from original research with 180+ RevOps professionals

• Why private equity firms are driving the RevOps agenda harder than VCs

• A practical breakdown of the book’s core pillars: Process, Enablement, Systems, and Data

• Why stakeholder alignment and communication are more important than tooling

• How to apply strategic planning and prioritization in the day-to-day of RevOps

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

The RevOps Pendulum: https://www.amazon.de/dp/9090398813

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

(00:01:06) Why Haris Wrote a RevOps Book

(00:05:46) Writing Process & the Power of Discipline

(00:08:33) Research Methodology and Surprising Findings

(00:13:54) Book Structure and the Four Pillars of RevOps

(00:17:04) Why Strategy and Communication Come First

(00:22:29) Enterprise vs. Startup RevOps Priorities

(00:24:48) The Role of Strategic Planning in Prioritization

(00:26:55) Where to Find the Book and Join the Launch

Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value creator (not just a reporting function), this is the blueprint.

We cover:

• The four levers that drive enterprise value

• How to build a go-to-market strategy rooted in your ICP

• Why process design starts at the handoffs, not in silos

• How to enable change through internal champions and buy-in

• What “good data” actually means—and how to balance speed vs. accuracy

• Where AI fits (and doesn’t) in modern RevOps workflows

Cliff Simon on LinkedIn: https://www.linkedin.com/in/cliff-simon/ 

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

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

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

Chapters:

(00:00:00) Introduction

(00:01:14) Cliff’s Background and Carabiner Group’s Mission

(00:03:30) The 4 Levers That Drive Enterprise Value

(00:05:55) Building Strategy Around Your ICP and Problem Fit

(00:12:20) From Strategy to Process: Where Most Teams Go Wrong

(00:17:15) Process Buy-In and Frontline Enablement

(00:24:45) CRM Adoption, User Experience, and Internal Advocacy

(00:28:15) AI, Forecasting, and the Future of GTM

(00:33:30) Data Hygiene, Trust, and the Cost of Inaction

(00:37:40) Final Thoughts and Book Recommendations