RevOps Lab

By Weflow

Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations.

Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt buil... more

· Business

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FAQs about RevOps Lab:

How many episodes does RevOps Lab have?

The podcast currently has 85 episodes available.

RevOps Lab episodes:

September 03, 2024#44 Measuring and Improving Sales Productivity - with Laura Fu, Head of Revenue Operations & Strategy at DevRev
Laura Fu, Head of Revenue Operations at
DevRev, discusses her journey from the field to the back office, the
intricacies of sales productivity, and the importance of leadership in driving
team performance. Laura shares her insights on how to effectively manage and
improve sales teams, emphasizing the role of rigorous processes and continuous
learning.

We cover:
Transitioning from sales to RevOps

Defining and measuring sales productivity

Strategies for moving reps through performance buckets

The critical role of leadership in sales success

Importance of research and preparation in sales meetings

Laura Fu on LinkedIn: https://www.linkedin.com/in/laurafu/
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) Laura's Background and Career Journey
(00:07:31) Defining Sales Productivity
(00:14:39) Strategies for Enhancing Sales Performance
(00:19:06) The Role of Leadership in Sales
(00:24:00) Research and Preparation for Success
(00:35:30) Final Thoughts and Advice
...more
38min
August 27, 2024 #43 The Revenue Operations Model - with Laura Adint and Sean Lane, Authors & RevOps Leaders
Laura Adint and Sean Lane, both seasoned RevOps leaders, discuss their experiences in revenue operations, the evolution of RevOps as a strategic function, and how their new book, The Revenue Operations Manual, captures the essence of operational excellence. They explore the importance of RevOps as a strategic partner within organizations and share insights on creating value through effective communication and alignment
We cover:
• The strategic role of RevOps beyond support functions
• The evolution of customer success metrics
• How to prepare and run effective board meetings
• Insights from their new book, The Revenue Operations Manual

Laura Adint on LinkedIn:
https://www.linkedin.com/in/lauraadint/
Sean Lane on LinkedIn:
https://www.linkedin.com/in/seanrlane/
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) Laura and Sean's Background
(00:07:31) The Strategic Role of RevOps
(00:14:39) Customer Success Metrics Evolution
(00:19:06) Effective Board Meeting Preparation
(00:24:00) Insights from The Revenue Operations Manual
(00:35:30) Final Thoughts and Advice
...more
44min
August 20, 2024#42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan, Executive VP of RevOps Strategy at Insight Partners
In this episode: Jeremy Donovan, Executive Vice President of Revenue Operations Strategy at Insight Partners, joins us to discuss the intricacies of territory planning. With a wealth of experience in revenue strategy and operations, Jeremy shares his analytical approach to creating effective territory plans that drive sales performance and efficiency.
We cover:
The importance of territory planning in sales success

Key frameworks and methodologies for effective territory planning

Balancing account assignments for maximum impact

The role of dynamic factors like intent data and triggers

Strategies for managing and optimizing sales territories
Jeremy Donovan on LinkedIn: https://www.linkedin.com/in/jeremydonovan/
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) Jeremy's Background and Career Journey
(00:04:22) The Importance of Territory Planning
(00:09:42) Frameworks for Territory Planning
(00:14:20) Balancing Account Assignments
(00:19:55) Utilizing Intent Data and Triggers
(00:25:18) Managing Sales Territories Effectively
(00:35:31) Final Thoughts and Advice
...more
44min
August 13, 2024 #41 From High to Low Velocity Sales - Alexandra Schimpf, Director of Sales & Revenue Operations at Causaly
Alexandra Schimpf, Director of Sales and
Revenue Operations at Causaly, discusses her career transition from WP Engine
to Causaly, the challenges and strategies in sales and revenue operations, and
the importance of cross-functional collaboration in achieving business success.

We cover:
●
Transitioning
from WP Engine to Causaly
●
Differences
in sales operations between high-volume, low-ACV, and low-volume, high-ACV
environments
●
Building
and maintaining effective sales processes
●
The role of
cross-functional teams in driving deal success

You can find more information about
Alexandra here:
https://www.linkedin.com/in/alexandra-schimpf-858452a0/

RevOps Letter: ⁠https://www.getweflow.com/revopsletter ⁠
Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/ ⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠
Weflow: ⁠https://www.getweflow.com/
⁠
Marker:
(00:00:00) Introduction
(00:01:17) Alexandra's Background &
Career Transition
(00:07:31) Differences Between WP Engine
and Causaly
(00:14:39) Building Effective Sales
Processes
(00:19:06) Importance of Cross-Functional
Collaboration
(00:24:00) Managing High-Value Deals
(00:28:56) Forecasting and Deal Indicators
(00:35:30) Final Thoughts and Advice
...more
40min
August 06, 2024 #40 Strategic Board Meeting Preparation with Tom van Langen
Tom
van Langen, Vice President of Revenue Operations at Ontinue, shares his
insights on preparing, running, and following up on board meetings from a
RevOps perspective. Drawing from his extensive experience in various operations
leadership roles across B2B SaaS companies, Tom provides practical advice on
how to make board meetings impactful and strategically valuable.
We cover:
·
The
role of RevOps in board meetings
·
Key
metrics for board reporting
·
Preparing
and presenting effective board reports
·
The
importance of strong commentary and storytelling in board meetings
·
Building
cross-functional relationships to enhance board meeting outcomes

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

Chapters:
(00:00:00)
Introduction
(00:01:17)
Tom's Background and Career Journey
(00:04:22)
The Role of RevOps in Board Meetings
(00:05:34)
Key Metrics for Board Reporting
(00:09:42)
Forward-Looking Metrics and Forecasting
(00:14:20)
Preparing Effective Board Reports
(00:19:55)
The Importance of Strong Commentary
(00:25:18)
The Cadence of Board Meeting Preparation
(00:35:31) Final Thoughts and Advice
...more
38min
July 23, 2024#39 Customer success excellence at Hubspot - with Daphne Costa Lopez
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 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
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
...more
49min
July 16, 2024#38 Running RevOps like a product team - Paul Kallenberger, Head of Revenue Operations, HeyJobs
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!
In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior.
What you’ll learn in this episode:
How HeyJobs structures its RevOps org

What effective RevOps planning & roadmapping looks like

How to run RevOps with a product mindset
You can find more information about Paul here:
⁠https://www.linkedin.com/in/dr-paul-kallenberger-882a65130⁠
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) Introduction/What do we have to know about HeyJobs
(00:05:39) How do you structure your RevOps org?
(00:07:20) Ratio of sales/marketing org to RevOps
(00:09:09) Running RevOps like a product team
(00:11:05) Are you using specific frameworks for RevOps and how do they work?
(00:19:56) RevOps planning & roadmapping at HeyJobs
(00:32:33) How do you do user-research in your revenue organization?
(00:36:55) What would you tell your younger self when starting RevOps again?
...more
39min
July 09, 2024#37 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, Sastrify
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!

Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode:
How Stefan built the RevOps team at Sastrify

How to choose and implement new tools

AI in your sales tech stack
You can find more information about Stefan here:⁠https://www.linkedin.com/in/stefan-mersch/⁠
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/
...more
39min
July 02, 2024#36 Customer Success Ops - Marcus Bening, RevOps at Bening Consulting
To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!

In today's episode, you’ll learn everything you need to know about Customer Success Ops.
You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not.
What you’ll learn in this episode:
How to measure brand awareness in RevOps

How to succeed at Customer Success Ops/Work with customers

How did the ideal customer profile change over the last months (ToFu & MoFu)
You can find more information about Marcus here:
⁠https://www.linkedin.com/in/marcusbe/⁠
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) Introduction/What has changed in your work in the last 18 months?
(00:07:48) Good to know: Customer Success Ops / Who is a good customer?
(00:19:43) Top of the Funnel: How did the ideal customer profile change?
(00:24:27) Outbound, Buyer, Challenges in 2023
(00:30:39) How can RevOps measure brand awareness?
...more
41min
June 25, 2024#35 Comp planning for high-performing revenue teams - Ryan Milligan, VP of Sales & Revenue Operations, QuotaPath
Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals.
We cover:
The strategic role of RevOps in modern businesses

How to set up an effective compensation plan

Communicating and reviewing comp plans
You can find more information about Ryan here:
https://www.linkedin.com/in/ryanemilligan/
RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com
Marker:
(00:00:00) Introduction
(00:01:17) Ryan's Background
(00:07:31) Transitioning to Revenue Operations
(00:14:39) Strategic Role of RevOps
(00:19:06) Effective Compensation Planning
(00:24:00) Motivating Sales Teams
(00:28:56) Practical Comp Plan Implementation
(00:35:30) Final Thoughts and Advice
...more
35min

FAQs about RevOps Lab:

How many episodes does RevOps Lab have?

The podcast currently has 85 episodes available.

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