Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks.

Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.

We cover:

• How RevOps operates in a 100,000-person company

• Why she started in marketing ops instead of sales ops

• The challenges of aligning revenue data across multiple business units

• How to identify and fix revenue leakage in a large organization

• The skills needed to thrive in RevOps at an enterprise company

• The role of technology in RevOps – and why the biggest challenge isn’t tools

  
  

Lorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ 

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

(00:02:06) How Lorena Ended Up in RevOps at JLL

(00:06:45) Structuring RevOps in a 100,000-Person Company

(00:12:10) Identifying and Fixing Revenue Leakage

(00:18:36) The Challenges of Aligning Data Across Multiple Business Units

(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change

(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge

(00:37:02) The Skills You Need to Succeed in Enterprise RevOps

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

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce.

If you’ve ever struggled with tracking sales activities, mapping emails to opportunities, or dealing with unreliable data in your CRM, this episode is a must-listen. Janis and Philipp break down the pitfalls of common activity capture methods, how to avoid data black holes, and how to build a setup that provides real revenue insights.

We cover:

• The different ways teams capture activities in Salesforce (and why most don’t work)

• Why Einstein Activity Capture is a black hole for your data

• The problems with relying on manual logging and sales engagement tools

• How activity data impacts forecasting, pipeline health, and rep productivity

• Best practices for building an effective activity tracking strategy

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    

Weflow: https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:02:16) Why We’re Talking About Activity Capture

(00:06:45) What is Activity Capture and Why Does It Matter?

(00:12:30) The Pitfalls of Manual Logging and Einstein Activity Capture

(00:18:42) How Poor Activity Tracking Kills Forecasting & RevOps Insights

(00:24:50) Best Practices for Capturing Email and Meeting Data in Salesforce

(00:30:15) The Role of Automation in Activity Capture

(00:37:02) Common Myths About Activity Data & How to Fix Them

(00:41:05) Final Thoughts and Resources

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest.

If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for better forecasting, this episode is packed with tactical insights you won’t want to miss.

We cover:

• Why pipeline management is the foundation of great forecasting

• The 3x pipeline coverage rule—truth or myth?

• How to structure effective pipeline reviews that actually move the needle

• Best practices for building operating cadences that scale

• The role of RevOps in helping sales teams drive predictability

• The biggest mistakes revenue teams make when inspecting pipeline health

  
  

Jeff Ignacio on LinkedIn: https://www.linkedin.com/in/jeffbethechange

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   

Weflow: https://www.getweflow.com

Further Reading from Jeff Ignacio:

Advanced Pipeline Management: https://revengine.substack.com/p/advanced-pipeline-management 

What Sales Leaders Should Know About Pipeline Coverage: https://revengine.substack.com/p/what-sales-leaders-should-know-about

Chapters:

(00:00:00) Introduction

(00:02:04) Jeff’s Background and RevOps Journey

(00:06:45) The Core Pillars of Pipeline Management

(00:12:10) Forecasting vs. Pipeline Management – What’s the Difference?

(00:18:36) Operating Cadences: How to Run Pipeline Reviews Effectively

(00:24:50) The 3x Pipeline Coverage Rule: A Dangerous Heuristic?

(00:30:15) How to Improve Forecast Accuracy Through Pipeline Discipline

(00:37:02) Common Pipeline Inspection Mistakes and How to Avoid Them

(00:41:05) Final Thoughts and Jeff’s Recommended Reads

Tiffany Gonzalez, a seasoned RevOps leader with experience at AWS, Coupang, and other high-growth companies, joins the podcast to discuss how businesses can identify and leverage revenue moments that matter. These key moments act as leading indicators of retention and long-term growth, helping organizations align their go-to-market strategy, sales process, and customer success efforts to maximize revenue impact.

We cover:

• What revenue moments that matter are and why they are critical to retention

• How to identify and validate these moments using qualitative and quantitative methods

• Real-world examples of companies successfully leveraging key moments for growth

• The role of RevOps in operationalizing revenue moments across sales, marketing, and CS

• Best practices for using these insights to drive predictable, scalable revenue growth

  
  

Tiffany Gonzalez on LinkedIn: https://www.linkedin.com/in/tiffanygonzalez42/ 

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   

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:22) Tiffany’s Background and RevOps Journey

(00:06:45) Defining Revenue Moments That Matter

(00:12:10) How to Identify Leading Indicators of Retention

(00:18:36) Real-World Examples of Successful Revenue Moments

(00:24:50) The Role of RevOps in Operationalizing Growth Triggers

(00:30:15) Aligning Sales, Marketing, and CS Around Key Metrics

(00:37:02) Best Practices for Scaling Revenue Impact

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

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