Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn.

We cover:

You can find more information about Alfonso here:

https://www.linkedin.com/in/alfonsocomino/ 

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) RevOpsAF 2024

(00:02:53) Alfonso's Background

(00:07:31) Overview of FINN

(00:11:14) Transition to Tech

(00:14:39) Compensation Planning at FINN

(00:19:06) Managing Gross Margins

(00:24:00) Principles of Compensation Planning

(00:28:56) Tools and Processes

(00:35:30) Final Thoughts & Advice

Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures.

We cover:

You can find more information about Gabe here:

https://www.linkedin.com/in/gprothman/ 

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

(00:01:17) RevOpsAF 2024

(00:02:53) Gabe's Background

(00:07:31) What is Rescale?

(00:11:14) High-Touch Sales Model

(00:14:39) Comp Planning at Rescale

(00:19:06) Managing Gross Margins

(00:24:00) Principles to Reduce Comp Planning Complexity

(00:28:56) Tools to Manage Comp Planning

(00:35:30) Final Thoughts and Advice

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: 

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

Today’s episode with Jeff Ignacio is all about forecasting. 

Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings.

We cover: 

Jeff’s articles can be found here:

1. https://revengine.substack.com/p/lets-run-it-back-with-forecasting 

2. https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da 

3.https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search 

You can find more information about Jeff here:

https://www.linkedin.com/in/jeffbethechange/ 

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) The right forecasting cadence

(00:04:58) Pitfalls of weighted forecasts & how to do it right

(00:10:18) How to measure pipeline hygiene

(00:16:17) Forecast rollups

(00:20:17) What a good forecasting process looks like 

(00:25:41) Handling big deals in forecasting

In today’s episode, Richard de Veer shares his view on managing (RevOps) complexity while giving insights into his role at Just Eat Takeaway.com

What you’ll learn in this episode:

You can find more information about Richard here:

https://www.linkedin.com/in/richarddeveer/ 

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) What is JET doing and how did you end up in RevOps?

(00:07:01) CRM setup for managing JET’s complexity

(00:13:26) JET’s GTM motion & org structure

(00:18:14) Managing internationalization

(00:24:10) The biggest challenges

(00:27:20) JET’s GTM roadmap

(00:29:25) Richard’s advice for his younger self

In case you wondered where my podcast partner Janis went, I made this short solo episode to give you a quick insight into some news.

What’s this episode about:

You can find the new project here:

The Revenue Lab
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/

In today’s episode you’re getting deep into Marketing attribution models. A never-ending story, that we continue with our guest, Daniel Foulkes from CoachHub.

What you’ll learn in this episode:

You can find more information about Daniel here:

https://www.linkedin.com/in/danielfoulkes/ 

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

(00:05:10) Sales & Marketing alignment

(00:09:13) Marketing attribution model

(00:15:45) Getting started with an attribution model(00:23:45) Limitations of attribution models

(00:29:38) Tech stack & CRM set-up

(00:41:50) Final advice

RevOps often wants to become more strategic but has a hard time doing so. Stacie Stussman joins us on this week's episode to discuss how revenue operators should work with leadership and the C-suite to become more relevant on a strategic level. We cover:

You can find more information about Stacie here:

https://www.linkedin.com/in/staciesussman/

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 / Stacie's career path

(00:08:33) RevOps and the leadership team

(00:15:52) Getting internal alignment

(00:20:15) RevOps becoming more strategic

(00:24:30) Identifying internal pains

(00:26:44) Proving RevOps' worth

(00:32:00) Final advice

Today’s episode is fully focused on a topic that we haven’t touched much yet: compensation and quota setting.

What you’ll learn in this episode:

You can find more information about Jeremy here:

https://www.linkedin.com/in/jeremy-lamande/ 

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) How did you get to RevOps?

(00:06:37) Jeremy’s view on comp planning

(00:10:44) Setting quota & comp structure

(00:22:24) When to structure comp plans

(00:30:12) RevOps’ role in quota & OTE planning

(00:36:59) What would you tell his younger self?

In today’s episode we dive deeper on the relationship between sales enablement and revenue operations.

What you’ll learn in this episode:

You can find more information about Stephanie here:

https://www.linkedin.com/in/sjmiddaugh/ 

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) How did you end up in RevOps?

(00:04:27) What is sales enablement to you?

(00:07:31) RevOps at Pinecone

(00:13:21) Onboarding at Pinecone

(00:19:09) Best leadership practices & aligning success metrics across teams

(00:21:20) Onboarding mistakes

(00:31:16) Tech stack in sales enablement

(00:34:28) Key enablement KPIs

(00:40:31) Advice to your younger self