RevOps Lab

Weflow
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Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations. Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines. This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play. To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops

  1. #105 How AI is changing RevOps - with Lindsay Rothlisberger, Head of RevOps, Zapier

    JAN 19

    #105 How AI is changing RevOps - with Lindsay Rothlisberger, Head of RevOps, Zapier

    Is RevOps becoming "GTM Engineering"? In this episode, Philip and Janus sit down with Lindsay Roethlisberger, VP of Revenue Operations at Zapier, to discuss the massive shift happening in the industry. Zapier operates at the intersection of a massive high-velocity PLG model and a growing Enterprise sales motion. Lindsay shares how she is restructuring her team to handle this complexity, moving away from functional silos to funnel-focused pods. We dive deep into the debate around the "GTM Engineer" role, how AI is unlocking unstructured data, and why RevOps needs to balance the tension between building perfect systems and experimenting fast. What you will learn in this episode: The "Explore vs. Exploit" Tension: Why RevOps teams need to balance building scalable foundations (precision) with rapid experimentation (speed) to win in today's market. Restructuring for Growth: How Zapier shifted from task-based roles (e.g., email ops) to funnel-based ownership (Inbound vs. Outbound pods). The Rise of the GTM Engineer: Is it just a buzzword? Lindsay explains how this technical role is orchestrating signals, enrichment, and systems to power modern outbound strategies. Unlocking Unstructured Data: How to use AI to mine call transcripts and emails for hidden objections and strategic insights that standard reporting misses. The RevOps Advantage: Why organizational context remains the biggest competitive advantage for RevOps leaders. Lindsay Roethlisberger on LinkedIn: https://www.linkedin.com/in/lindsay-rothlisberger/  Weflow: https://getweflow.com  RevOps Chat Community: https://getweflow.com/community  RevOps Resources: https://getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech  Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters: (00:00:00) Introduction (00:01:23) Welcome & Lindsay’s background at Zapier (00:03:03) Managing PLG and Sales-Led motions in RevOps (00:06:22) The "RevOps is changing" LinkedIn post (00:08:40) The tension: Reactive work vs. Strategic projects (00:10:23) Restructuring the team: From functional silos to funnel pods (00:12:46) Defining the GTM Engineer role (00:16:04) Orchestration: GTM Engineers vs. Marketers (00:21:17) The shift to signal-based outbound (00:24:40) Using AI for unstructured data (calls & emails) (00:27:28) Explore vs. Exploit: Balancing experimentation and scale (00:32:15) Book/Course Recommendation: Winning by Design

    35 min
  2. #104 RevOps Lab 2025 Recap: Growth Metrics, Community Insights & AI Strategy

    12/22/2025

    #104 RevOps Lab 2025 Recap: Growth Metrics, Community Insights & AI Strategy

    Janis and Philipp close out 2025 with a special end-of-year episode of the RevOps Lab Podcast. With no guest on the show, they reflect on what the past 12 months looked like for RevOps Lab, the RevOps community, and Weflow — sharing key learnings, growth metrics, and what’s coming next. They walk through podcast highlights, audience stats, community milestones, product progress, and why data quality remains the foundation for any AI strategy going into 2026. We cover: A recap of RevOps Lab in 2025 and why this year was a major milestone Podcast growth: episodes, audience expansion, and global reach The most listened-to and most discussed episodes of the year Listener stats, countries reached, and surprising Spotify insights Highlights from RevOps Chat and how the community scaled in months Why community-led learning matters for RevOps professionals Key product milestones at Weflow and major AI-driven feature investments What worked — and what didn’t — across content, product, and community Why AI only works with strong data foundations What Janis and Philipp are planning for RevOps Lab, the community, and Weflow in 2026 Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & End-of-Year Episode (00:02:02) Why 2025 Was a Big Year for RevOps Lab (00:03:23) Podcast Stats: Episodes, Growth & Global Reach (00:04:56) Most Listened & Most Discussed Episodes (00:06:15) Audience Insights & Fun Spotify Stats (00:07:04) Personal Highlights & Favorite Guest Moments (00:08:09) Launching and Scaling the RevOps Chat Community (00:09:46) Why Community-Led Learning Matters (00:10:29) Product Progress at Weflow in 2025 (00:11:52) AI, Automation & Data Foundations (00:14:26) Lessons Learned from Content, Community & Product (00:15:35) What’s Planned for 2026 (00:16:53) How to Get Involved & Share Feedback (00:18:01) Closing & Year-End Message

    19 min
  3. #103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights

    12/15/2025

    #103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights

    Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation. We cover: Why bad data is fundamentally a definition and alignment problem The “executive tax” created by misaligned reporting and endless boardroom debates How inconsistent ICP and segmentation break GTM alignment Early warning signs that indicate data misalignment across teams The operational drag caused by poor territory design and handoff friction Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product How bad data impacts forecasting, productivity, and resource allocation Why data quality and segmentation matter in M&A and valuation discussions Where companies should start before buying new toolsSpencer Hardy on LinkedIn: https://www.linkedin.com/in/spencer-hardey-mba-23354115/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Spencer (00:01:58) Spencer’s Background & RevOps Journey (00:03:45) The Real Cost of Bad Data (00:05:22) The Executive Tax Explained (00:07:49) Early Signals of Data Misalignment (00:11:06) Operational Drag: Territories, Handoffs & ICP (00:13:59) Where to Start Fixing Data Problems (00:17:09) ICP, Segmentation & Executive Alignment (00:22:19) Bad Data, Valuation & M&A Risk (00:27:06) Multiple ICPs, Products & GTM Complexity (00:31:04) From Market Analysis to Account-Level Execution (00:36:30) Book Recommendation: The Sales Acceleration Formula (00:38:25) Closing

    38 min
  4. #102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

    11/24/2025

    #102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

    Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow. We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operatorsLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Intro & Meet Laura (00:01:07) Why Laura Wrote Designing for Excellence (00:04:02) What It Means to Be an AI-Native Company (00:05:24) Structuring the Book: 5 Sections Explained (00:07:14) The Core Principles of Sales Enablement (00:11:26) The #1 Leading Indicator: Pipeline Creation (00:15:16) Discovery, New-Business Meetings & Rep Behaviors (00:18:44) The Enablement Flywheel: Content, Programs, Tools (00:20:34) How AI Creates a Closed-Loop Feedback System (00:23:47) Real-Time Coaching & Adaptive Content (00:27:04) What It Takes to Become AI-Native (00:28:59) Organizational Change & Leadership Mindset (00:31:48) Where Enablement Teams Should Start (00:36:27) Book Recommendation: The Courage to Be Disliked (00:38:32) Closing

    41 min
  5. #101 How to not coach your reps - with Richard Harris™, The Harris Consulting Group

    11/17/2025

    #101 How to not coach your reps - with Richard Harris™, The Harris Consulting Group

    Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner. We cover: • What top-performing reps do differently • How to coach around pipeline, qualification, and stalled deals • Why “gut feeling” selling breaks forecasting • The questions leaders should ask in every deal review • How RevOps and sales can build trust instead of tension • Why better data ≠ better selling (and what actually moves the needle) • How to improve pipeline hygiene without overwhelming reps • The mindset shift leaders need to build accountable teams • Practical exercises for managers to level up their coaching Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415 Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Richard( 00:02:18) What Elite Sellers Do Differently (00:06:41) Coaching Reps Beyond “Gut Feeling” (00:10:24) Red Flags in Pipeline & Qualification (00:13:23) Practical Questions for Deal Reviews (00:17:54) Building Trust Between Sales & RevOps (00:21:35) Improving Pipeline Hygiene at Scale (00:26:40) Why Better Data Doesn’t Fix Everything (00:31:15) Leadership, Accountability & Team Culture (00:36:02) Book Recs & Final Thoughts

    38 min
  6. #100 AI in GTM: Now & Next – Janis Zech on “State of the AI Union” - with Laura Fu, Head of Revenue Operations & Strategy at DevRev

    11/10/2025

    #100 AI in GTM: Now & Next – Janis Zech on “State of the AI Union” - with Laura Fu, Head of Revenue Operations & Strategy at DevRev

    This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue execution—from pipeline generation to forecasting and customer experience—and what leaders should focus on today to stay ahead. We cover: • How AI is reshaping GTM and RevOps fundamentals • The shift from reactive reporting to predictive revenue intelligence • Why RevOps sits at the center of AI adoption • Where AI can automate repetitive GTM workflows today • How human judgment and machine insights should work together • Real examples of AI-augmented pipeline and forecast processes • What leaders can do now to prepare their teams for AI-first operations Listen to “State of the AI Union” with Laura Fu:https://open.spotify.com/show/17tYS2pWZY6LEwI70hw5CF Laura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps Resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Meet Janis & Laura (00:01:40) Navigating the GTM & AI Intersection (00:07:04) Leveraging AI Across the Revenue Cycle (00:12:13) Automating Forecasting & Deal Hygiene (00:19:40) How AI Will Change RevOps in the Next 3 Years (00:25:00) Leadership, Mindset & Adoption Challenges (00:29:10) The Future of AI-Driven GTM

    42 min
  7. #99 Annual Planning – Common Pitfalls & How to Fix Them

    10/27/2025

    #99 Annual Planning – Common Pitfalls & How to Fix Them

    Janis and Philipp break down the good, the bad, and the ugly of annual planning. From late starts and siloed workflows to unrealistic capacity models and poor communication loops, they share what goes wrong in most companies – and how to fix it. We cover: • The most common annual planning pitfalls – and how to avoid them • Late starts, top-down targets, and siloed processes • Why RevOps should take the lead in annual planning • How to align FP&A, HR, and GTM leadership • The impact of capacity planning, ramp time, and attrition • Building realistic hiring and pipeline generation models • The importance of cross-functional workshops and continuous planning • How to move from static annual planning to adaptive execution Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps Resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Why Annual Planning Is Broken (00:02:19) Common Pitfalls: Late Starts & Siloed Processes (00:04:42) Why RevOps Should Lead Annual Planning (00:06:51) The Role of FP&A, HR & Leadership Alignment (00:08:54) Timelines, Ownership & the Cost of Starting Late (00:11:10) Capacity Planning, Ramp Time & Hiring Models (00:15:02) Pipeline Generation & Continuous Adjustments (00:19:24) Running Cross-Functional Planning Workshops (00:22:25) Setting Realistic Scenarios (Best, Base, Worst Case) (00:25:10) Board Sign-Off & Execution Cadences (00:27:00) Final Thoughts & Cheat Sheet Recommendation

    28 min
  8. #98 Deal Desk Best Practices – with Kunal Pathak, Deal Strategy, GTM & Rev Ops at ServiceNow

    10/20/2025

    #98 Deal Desk Best Practices – with Kunal Pathak, Deal Strategy, GTM & Rev Ops at ServiceNow

    Kunal Pathak, Director of Deal Strategy & Operations at ServiceNow, joins Philipp to unpack what it really takes to run a world-class Deal Desk. With experience building deal operations at Salesforce, DocuSign, and now ServiceNow, Kunal shares how the function evolved from a transactional back office into a strategic control tower for revenue execution. We cover: - What a Deal Desk is and how it’s evolved into a strategic function - When it’s time to introduce Deal Desk (hint: when your CEO reviews every deal) - Balancing governance and deal velocity: the CFO vs. CRO charter - Why a bad policy is one that creates constant exceptions - The 70/30 rule: when to automate vs. when to go high-touch - The ideal team setup and where Deal Desk should sit (Finance vs. Sales) - How to collaborate with Legal, Finance, and Pricing Strategy - Building commercial constructs that make it easy to buy - Using AI and automation to move from reactive to proactive deal strategy - How to start a Deal Desk from scratch—and what to prioritize first Kunal Pathak on LinkedIn:https://www.linkedin.com/in/kunal-pathak-66b27317/ Weflow: ⁠getweflow.com ⁠RevOps Chat Community: ⁠getweflow.com/community⁠ RevOps resources: ⁠getweflow.com/revops⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Kunal (00:02:29) What Is a Deal Desk and Why It Matters (00:06:58) When to Introduce Deal Desk (00:09:15) Top Challenges When Setting Up the Function (00:11:21) Balancing Governance and Deal Velocity (00:14:27) Policies, Exceptions & the 70/30 Rule (00:16:06) Where Deal Desk Should Sit (RevOps vs. Finance) (00:18:38) Building the Right Team & Hiring Profiles (00:21:20) Legal Collaboration & Ownership Boundaries (00:24:48) Partnering with Pricing Strategy (00:27:59) Value Engineering and Deal Economics (00:30:12) The Future of Deal Desk – AI & Automation (00:35:30) How to Start a Deal Desk From Scratch (00:37:01) The First Hire & Key Priorities (00:40:01) Resources, Books & Final Thoughts

    42 min
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About

Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations. Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines. This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play. To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops

Information

  • Creator
    Weflow
  • Years Active
    2023 - 2026
  • Episodes
    107
  • Rating
    Explicit
  • Copyright
    © Weflow
  • Show Website
    RevOps Lab