RevOpsAF The Podcast

Matt Volm
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RevOpsAF is the podcast for people who are RevOpsAF and want to learn about everything RevOpsAF! Powered by the RevOps Co-op, the number one community for operations professionals.

  1. 6d ago

    RevOps Is the Operating System

    What does it actually take to build a high-performing revenue organization, and how does RevOps make it happen? Andrew Cooper, VP of Revenue Operations at Yooz, breaks it all down: operational excellence, front-line change management, where AI fits (and where it doesn't), and why Yooz went back to door-to-door sales.   This is Episode 100 of RevOpsAF, and it's one of the most grounded, practical conversations we've had on what RevOps leadership actually looks like in the field. Andrew brings a rare perspective from building RevOps teams from scratch across multiple companies, and he doesn't shy away from the mistakes along the way.   Topics covered: → What operational excellence really means (hint: it's not a metric) → Why RevOps is uniquely positioned to drive — not just support — high-performance culture → The front-line champion playbook for rolling out change → Where AI accelerates RevOps work and where it creates a different kind of mess → The door-to-door sales experiment that nobody expected to work   🎙️ Speakers: - Andrew Cooper, VP of Revenue Operations at Yooz — https://www.linkedin.com/in/andrew-cooper-777365110/ - Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset - Episode 88: Not Everything Is an Agent: https://revopscoop.com/podcast/not-everything-is-an-agent - Episode 51: Change Management — From Pushback to Buy-In: https://revopscoop.com/podcast/change-management-revops-enablement   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #GTMOps #ChangeManagement #AI #RevenueLeadership #B2B

    RevOps Is the Operating System

  2. Jul 17

    What Executives Actually Want From RevOps

    Most RevOps teams are solving the wrong problems. Not because they lack skill — but because they're not listening to the music the exec team is playing.   Gabriel Rustice, VP of Revenue Operations at Seedtag, shares the career lessons he's picked up over 12+ years in sales and revenue operations — from customer care rep at FedEx Brazil to leading a RevOps team of 80+ people across multiple countries. This conversation is refreshingly direct: what actually separates operators who advance from those who stall, and what executives actually want from RevOps.   Topics covered include: - How to identify what the exec team truly cares about (and align your work to it) - Why storytelling in financial terms is non-negotiable - The combination of business strategy + technical fluency that makes operators invaluable - Why AI fundamentals still depend on the foundational work most teams skip - The honest question every RevOps professional should ask themselves about leadership   🎙️ Speakers: - Gabriel Rustice, VP of Revenue Operations at Seedtag — https://www.linkedin.com/in/gabrielrustice/ - Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #CareerGrowth #GTM #B2B #RevenueLeadership #AI

    What Executives Actually Want From RevOps

  3. Jul 13

    The GTM Engineer Era

    Building a world-class RevOps team with a lean budget isn't about doing more with less — it's about making the right trade-offs. Marisol Jordan breaks down how she thinks about hiring, the rise of the GTM engineer role, and why the fundamentals of business don't change even as AI rewrites everything else.   Marisol Jordan, Senior Director of Revenue Operations at Cobalt, joins RevOps Co-op CEO Matthew Volm to talk through the hiring decisions every RevOps leader faces when resources are constrained. They cover the biggest mistake leaders make when staffing operations teams, what actually separates a GTM engineer from the Salesforce admins of the past, how to interview for an AI-forward role when nobody has fully figured it out yet, and what RevOps looks like in three to five years as AI agents take over the routine work.   🎙️ Speakers: - Marisol Jordan, Senior Director of Revenue Operations at Cobalt — https://www.linkedin.com/in/marisol-jordan-a107484/ - Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 82: The Next GTM Hero — Revenue Engineer: https://revopscoop.com/podcast/revenue-engineer-future-revops - Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age - Episode 77: Run Your Job Search Like a Revenue Engine: https://revopscoop.com/podcast/revops-job-search-revenue-engine   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #revops #revenueoperations #salesops #GTMEngineering #ai #b2b #hiringstrategy #gotomarket

    The GTM Engineer Era

  4. Jun 26

    Everybody Has AI. Nobody Owns It.

    Everybody has AI. Nobody owns it. That's the real problem facing RevOps teams right now — and it's creating a new version of a problem operators have seen before.   In this episode, Brandon Bussey, VP of Revenue Operations at Advantive, joins co-host Matthew Volm to dig into the messy reality of AI governance inside go-to-market teams. They cover the "agent graveyard" problem, why the fully decentralized AND fully centralized models both fail, and what a workable hub-and-spoke approach actually looks like in practice. Brandon also shares a candid story about an AI SDR project that didn't go as planned, a framework for build vs. buy decisions when AI is involved, and what he thinks separates the companies that will win over the next three years from those that won't.   🎙️ Speakers: - Brandon Bussey, VP of Revenue Operations at Advantive — https://www.linkedin.com/in/brandonbussey/ - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age - Episode 96: The Rise of the RevOps Architect: https://revopscoop.com/podcast/revops-architect-ai-control-layer - Episode 93: The AI Strategy Nobody Actually Has: https://revopscoop.com/podcast/ai-strategy-revops-execution   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueGrowth #B2B

    Everybody Has AI. Nobody Owns It.

  5. Jun 19

    The Rise of the RevOps Architect

    Most AI projects aren't failing because the technology is broken. They're failing because nobody built the layer that makes the technology safe to use; and that's a RevOps problem. In this episode, Ed King (CEO & Founder of Openprise) joins Matt Volm to break down why AI agents can't touch core systems like your CRM or MAP, what the missing "control layer" looks like, and why the RevOps practitioners who thrive in an agent-driven future will think like architects — not tool admins.   Ed covers the two key components ops teams need to build today: a data catalog that makes your systems legible to agents, and a toolbox of governed APIs and MCP servers that let agents take action without breaking things. Plus: why this same infrastructure makes life better for your human team members too.   🎙️ Speakers: - Ed King, CEO & Founder at Openprise — https://www.linkedin.com/in/edkking/ - Matt Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/    Resources: - Openprise: https://www.openprise.com - HG Insights (episode sponsor): https://www.hginsights.com - RevOps Co-op podcast library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options  🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTMOps #B2B #AIAgents #RevenueOperationsStrategy

    The Rise of the RevOps Architect

  6. Jun 5

    The Mid-Funnel Problem Nobody Talks About

    Most revenue teams know their top 20% of reps are driving 80% of results. What they don't know is why, and without the why, every intervention is a guess.   In this episode, Roope Heinilä (Co-Founder & CEO of Optivian) joins co-host Camela Thompson to unpack the mid-funnel execution gap: why deals stall, why champion enablement fails, and why AI is finally able to solve problems that training, headcount, and tool investments couldn't touch. Roope brings a rare perspective: two companies scaled, one to $10M+ ARR and another past $40M ARR, selling complex enterprise deals. and a very direct view of what RevOps should own in the AI era.   Key Topics Covered: → The 80/20 problem and why mid-funnel is where pipeline dies → Why sample-based analysis (human or AI) fails → The most common mid-funnel failure modes: multithreading, champion enablement, competitive response → From tool to coworker: the framing shift that changes adoption → Who should own AI tools in the revenue org (hint: RevOps) → How to train and prompt AI for deal analysis → Using win-loss analysis to find enablement gaps → What this means for RevOps careers   🎙️ Speakers: - Roope Heinilä, Co-Founder & CEO at Optivian — https://www.linkedin.com/in/rheinila/ - Camela Thompson, Co-Host at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/   🔗 Resources: - Optivian: https://optivian.ai - RevOps Co-op podcast library: https://www.revopscoop.com/podcast - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #AI #GTM #SalesEnablement #B2BSales #RevenueGrowth

    The Mid-Funnel Problem Nobody Talks About

  7. May 29

    The Boring Work Behind Great AI

    Your AI initiative isn't underperforming because of the AI. It's underperforming because of what you built it on.   Spencer Hardey, VP of Business Operations at HG Insights, joins RevOpsAF co-host Matthew Volm to break down why the boring foundational work — ICP documentation, segmentation, clean data infrastructure, cross-functional alignment — is the actual prerequisite for AI that delivers results. Plus: how to communicate the value of that foundational work to executives and boards who just want to "use more AI."   Spencer brings a rare double perspective: he's a working RevOps operator, but he's operating inside a revenue intelligence platform. Ten years at HG Insights means he's watched how both the RevOps function and the AI conversation have evolved — and he has pointed observations about where most teams get it wrong.   Key topics covered: → Why cross-functional alignment is the #1 job of RevOps (and how to actually own it) → The foundational checklist: marketing funnel, opportunity stages, post-sale tracking, ICP, and segmentation → Win-loss classification: human judgment vs. AI transcript analysis (and why you need both) → How to communicate foundational investments to executives in revenue impact terms → Why AI has no context without documented ICP, segmentation, and process definitions → How to use AI to build the foundation itself — with a human in the loop 🎙️   Speakers: - Spencer Hardey, VP of Business Operations at HG Insights — https://www.linkedin.com/in/spencer-hardey/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/    🔗 Resources: - HG Insights: https://hginsights.com/ - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing - Full podcast library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #B2B #RevenueIntelligence

    The Boring Work Behind Great AI

  8. May 22

    The AI Strategy Nobody Actually Has

    Most companies have a board-level AI mandate. Almost none of them have an actual AI strategy. That gap is where RevOps practitioners are living right now, and it's one of the more exhausting places to be. In this episode, Taft Love (founder of Iceberg RevOps) and co-host Camela Thompson get into what's actually happening on the ground: vague executive mandates, the build-vs-buy trap, why data quality matters more with AI (not less), and what organizational discipline really determines whether AI transformation succeeds or stalls.   This is a refreshingly grounded conversation for operators who are tired of the hype and need practical frameworks they can actually use.   Key topics covered: → Why "AI replaces headcount" is the wrong frame — and what to use instead → The jobs-to-do framework for identifying real AI use cases → What Taft's multi-agent project management system actually looks like (and why it wasn't easy to build) → Build vs. buy: what you're actually purchasing from a vendor (hint: it's stability) → The four organizational blockers that kill AI transformation at small companies → What a real AI strategy looks like: outcomes, frameworks, and wide latitude with iron boundaries → A free AI-powered RevOps audit tool Taft built with a former Microsoft/Amazon RevOps leader   🎙️ Speakers: - Taft Love, Founder, Iceberg RevOps — https://www.linkedin.com/in/taft-love/ - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/   🔗 Resources: - Iceberg RevOps: https://icebergrevops.com - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - More podcast episodes: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #RevenueOps #B2B #AIStrategy

    The AI Strategy Nobody Actually Has
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About

RevOpsAF is the podcast for people who are RevOpsAF and want to learn about everything RevOpsAF! Powered by the RevOps Co-op, the number one community for operations professionals.

Information

  • Creator
    Matt Volm
  • Years Active
    2024 - 2026
  • Episodes
    100
  • Rating
    Explicit
  • Copyright
    © Copyright 2024 All rights reserved.
  • Show Website
    RevOpsAF The Podcast