Struggling to define your Ideal Customer Profile (ICP)? You’re not alone.

In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline.

You'll learn:

✅ Why most ICPs are flawed from the start

✅ How to analyze customer data to find your best-fit accounts

✅ The secret to aligning Sales, Marketing, and CS around your ICP

✅ When and how to update your ICP for scaling success

🎯 If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! 📌 Subscribe for more RevOps insights

🔗 Learn more and join the community: www.revopscoop.com

🔗 Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/ 

🔥 Should RevOps own business systems? Or should IT take the wheel?

This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️

When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada.

But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership.

@Erick Mahle, VP of RevOps & Digital Transformation at Lendz Financial, joined @Camela Thompson to break it all down:

💭 Erick puts it best:

"How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?"

Not a member of the RevOps Co-op yet? What are you waiting for?? Join us at revopscoop.com.

Follow Erick on LinkedIn -> https://www.linkedin.com/in/erickmahle/

🚀 Avoid These CPQ Mistakes Before It's Too Late!

Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road.

In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break down the most common CPQ pitfalls and how to avoid them.

What You’ll Learn in This Episode:

✅ Why most companies buy CPQ too early - and what to do instead

✅ How overengineering pricing models can create chaos

✅ When product-led growth (PLG) and usage-based pricing make sense (and when they don’t)

✅ Why finance must be involved in your CPQ strategy

✅ The best way to set up your quoting process without overcomplicating it

If you’re in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch!

📌 Related Resources & Links:

🔹 Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/

🔹 The Next Generation of Quote-to-Revenue: Simplify SaaS Pricing with Nue - https://www.revopscoop.com/revops-demos/the-next-generation-of-quote-to-revenue-simplify-saas-pricing-with-nue

🔹 How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem

🔹 A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing

🔹 Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing

🔹 The Most Overlooked Hurdle in Accelerating GTM Execution: Closing the Deal - https://www.revopscoop.com/learn/video-series/the-most-overlooked-hurdle-in-accelerating-gtm-execution-closing-the-deal

💬 Timestamps:

00:00 Intro – Why CPQ is a hot topic in RevOps

02:15 The #1 CPQ mistake: Buying too early

05:30 Overengineering pricing models—stop doing this!

09:45 PLG & usage-based pricing: When they work and when they don’t

14:20 CPQ success starts with finance

18:30 Final thoughts: Should you buy CPQ? 👍

Enjoy this episode? 🔔 Subscribe for more RevOps insights!

🚀 AI is changing RevOps—are you keeping up?

In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡

What you’ll learn in this episode:

✅ How AI is replacing outdated RevOps processes

✅ Why AI-powered deal desk and RFP automation is a game-changer

✅ The best ways to experiment with AI in RevOps without breaking things

✅ How AI will impact RevOps career growth (Hint: it’s an opportunity, not a threat!)

Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ 🔔

Subscribe to the RevOpsAF Podcast for more expert insights! Don’t miss out on future episodes.

👉 Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options 

Looking to build a high-performing RevOps or sales team? 📈 In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Jeremey Donovan, Operating Advisor at Insight Partners, to discuss how applying Moneyball-style hiring strategies can help revenue teams make smarter, data-driven hiring decisions.

👉 What You’ll Learn in This Episode:

✔️ Why a candidate’s tenure in past roles is a top predictor of success

✔️ The surprising truth about whether team sports make better salespeople 🏀 ⚾

✔️ How to use data analysis to identify the best SDR, AE, and CRO candidates

✔️ The #1 mistake companies make in hiring revenue leaders (and how to avoid it)

✔️ Why RevOps leaders should play an active role in hiring decisions

🎧 Listen in to discover how you can get a competitive edge in hiring the right talent.

📌 Subscribe for More RevOps Insights!

💡 If you love learning about hiring, revenue operations, and GTM strategy, hit that SUBSCRIBE button and turn on notifications 🔔 so you never miss an episode!

📶 Connect with Jeremey on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/

🔗 Join the RevOps Co-op Community: https://www.revopscoop.com/ 📢 Follow us on LinkedIn: https://www.linkedin.com/company/revopscoop/

#RevOps #RevOpsAF #HiringMoneyball #SalesHiring #RevenueOperations #B2BSales #CRO #SalesStrategy

In this episode of the RevOpsAF podcast, Co-Host Camela Thompson sits down with Liv Porter from Cloud Adoption Solutions to explore how AI is transforming outbound sales and whether it has truly killed cold prospecting.

Topics Covered:

📌 Has AI killed cold outbound?

📌 Declining email open and reply rates

📌 The rise of AI spam detection

📌 How to improve sales outreach in 2025

📌 The comeback of relationship-building and in-person events

Tune in to learn actionable tips for navigating the evolving sales landscape and standing out in the noise!

Don't forget to subscribe for more insights into the future of RevOps, sales, and marketing strategies!

Follow Liv on LinkedIn: https://www.linkedin.com/in/i-am-olivia-porter/

Not a member of the RevOps Co-op? Join us at revopscoop.com.

In this episode, Matthew Volm, CEO & Co-founder of RevOps Co-op, sits down with Henry Mizel, SVP of Revenue Operations at Apollo.io, to dive deep into RevOps KPIs: how to measure team efficacy and drive strategic business outcomes.

Key Topics Covered:

✔️ What KPIs matter most in RevOps?

✔️ Structuring an effective RevOps team

✔️ Aligning revenue operations strategy with business objectives

✔️ Using OKRs and quarterly planning for better execution

✔️ Optimizing MQL conversion rates and demo flows

✔️ Measuring RevOps impact on sales, marketing, and customer success

Key Takeaways:

→ How Henry’s team at Apollo.io improved MQL to demo conversion rates by 40% using data enrichment

→ Why a centralized RevOps model improves alignment and efficiency

→ Best practices for setting and tracking RevOps metrics

🌟 Like, Comment & Subscribe for more RevOps insights!

Who out there still thinks marketing stops at the top of the funnel? 🤨

That may have been the case way back when, but not today.

Today, marketing spans the full funnel - from lead-to-cash.

Alexis Boucher, Revenue Architect at Vasco, spills the RevOps tea on why the lead-to-cash process is the real game-changer 🪄

If you want to unlock a few lead-to-cash secrets, then give this one a listen 🔑

Follow Alexis on LinkedIn: https://www.linkedin.com/in/alexis-boucher-27a956a4/

Not a RevOps Co-op member? Join at revopscoop.com.

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉

So what then is the secret sauce when it comes to a great AI recipe?

Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations.

Key takeaways from the discussion include:

🤖 AI has come a long way, assisting with tasks from research to coding, but still has a long way to go

🤝 Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement

📊 Effective AI use in business starts AND ends with data and should complement (not replace) human expertise

Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelberean/

Join a community of 15K+ revenue operations professionals at revopscoop.com.

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams.

We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively leverage RevOps teams to overcome obstacles and foster collaboration with functional leads.

Connor also shared specifics about his own career progression to CRO, and why he thinks revenue operators could be a great fit for a CRO role (as long as they are skilled in one specific area).

If you’re looking for actionable advice on how to progress in RevOps career and best support your current (and future) CRO, then this episode is for you.

Network with Connor on LinkedIn: https://www.linkedin.com/in/connorfee/

Not a member of the RevOps Co-op yet? Join revopscoop.com to connect with 15,000+ pros who love revenue operations.