The RevOps Review

AI is rewriting the economics of SaaS pricing – and most revenue teams haven't caught up. In this episode, Jeff sits down with Roee Hartuv, founder of Willingness To Pay and a specialist in B2B pricing and packaging with over 20 years of revenue growth experience, to unpack why the heaviest users of your AI product can become your least profitable customers.

Roee explains the "margin bomb" behind usage-based cost structures, why pricing has to move from a once-a-year exercise to a living, iterative process, and why RevOps deserves a permanent seat at the pricing committee table.

If you're responsible for revenue, packaging, or GTM strategy in an AI-enabled product, this conversation will change how you think about your next pricing review.

We're back for Season 2 of The RevOps Review, where we sit down with the operators, innovators and revenue leaders shaping the future of go-to-market.

In this episode, Steve Dinner, VP of Revenue Operations at Owner.com, joins Jeff Ignacio to unpack what it actually takes to rebuild a RevOps function around AI – not just bolt it on. Steve shares how his team governs LLM access to Salesforce, why he treats every workflow as a "nano-service" instead of one big automation project, and how they're rethinking sprint planning now that AI can ship changes daily. He also gets into the real friction points: managing token spend across the organisation, avoiding duplicate rep-built workflows, and using AI to gamify BDR performance without losing the human side of the job. He provides a practical look at what AI-native operations actually look like inside a fast-moving GTM organisation.

Recorded after closing out the RevOps AF Conference, Jeff Ignacio unpacks the ideas behind his keynote on AI and the future of revenue operations. A tactical and strategic look at how AI is reshaping pipeline management, coaching, forecasting, win-loss analysis, and the role of the modern RevOps operator.

David Winslow of Aurasell breaks down the real tradeoffs facing RevOps leaders today - from consolidating your tech stack to embracing agentic workflows, and why waiting for the dust to settle may be the riskiest move of all.

Nikko Georgantonis, Head of Revenue Systems at Hightouch, joins the show to share how he's transforming RevOps from a dashboard-pulling function into a proactive, insight-driven engine. From AI-powered MEDDPICC inspection agents to rep onboarding milestone tracking, Nikko breaks down the practical ways his team is building, and learning, at the frontier of applied AI in go-to-market.

Melissa Coleman breaks down what really happens when you inherit a go-to-market engine, and how top RevOps leaders turn complexity into clarity. From 30-day diagnostics to board-level influence, this episode explores how to evolve RevOps from a support function into a true strategic driver of growth.

As AI takes over admin, forecasting, and even prospecting, the role of the seller is changing fast. Martin Garvey explores what’s left for humans in the sales process, from navigating complex buying groups to managing the psychology behind enterprise deals.

Webflow CRO Adrian Rosenkranz breaks down how go-to-market teams are evolving in an AI-first world. From unifying PLG and enterprise motions to treating governance as a driver of growth, this episode explores how to design revenue systems that scale, without sacrificing control.

In this episode, Jeff is joined by Franco Anzini, a GTM operations executive who has helped scale multiple SaaS companies from $10M to $250M ARR and led organisations through IPO and acquisition.

Franco shares what RevOps actually looks like at different stages of growth, and how the role evolves as companies scale. From building the operational foundations in early growth, to creating forecasting discipline before IPO, he explains the systems, data infrastructure, and decision-making frameworks that allow revenue teams to grow sustainably.

They also discuss the shift from systems thinking to business impact, the rise of GTM engineering, and why AI initiatives often fail without clean, centralised data.

In this episode, Jeff sits down with Guy Rayer, VP of Revenue Operations at Kontakt.io, to explore how RevOps is evolving in a world of AI, limited TAM, and complex healthcare buying cycles.

Guy shares how operating in a concentrated healthcare market, just 300 target health systems representing 80% of the opportunity, fundamentally changes go-to-market strategy. Instead of volume-based outbound, his team leans into depth: account-based execution, persona mapping, proximity strategy, and face-to-face influence at industry events like HIMSS and ViVE.