RevOps Lab

Weflow
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RevOps Lab

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. #51 Boosting your Team’s Sales Productivity - with Alex Freeman, Global Head of Sales Operations at YouGov

    4 DAYS AGO

    #51 Boosting your Team’s Sales Productivity - with Alex Freeman, Global Head of Sales Operations at YouGov

    Alex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, helping sellers close more deals. Alex shares insights from his experience managing RevOps in a fast-growing, publicly listed company, highlighting the importance of aligning internal processes with seller needs and creating a more collaborative environment between sales and operations. We cover: Redefining RevOps to prioritize seller success Strategies for reducing admin tasks and streamlining CRM workflows The role of data and automation in enhancing sales productivity Aligning internal processes to create a seamless customer journey Building trust and buy-in from sellers by showing how RevOps efforts help them learn more Alex Freeman on LinkedIn: https://www.linkedin.com/in/alex-david-freeman/ RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:17) Alex’s Background and Career Journey (00:04:22) Prioritizing Seller Success in RevOps (00:09:42) Reducing Admin and Streamlining CRM Workflows (00:14:39) Using Data and Automation to Boost Productivity (00:19:06) Aligning Internal Processes for a Better Customer Experience (00:24:00) Building Trust with Sellers and Showing ROI (00:35:30) Final Thoughts and Advice

    45 min
  2. #50 How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFO

    OCT 14

    #50 How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFO

    Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of understanding key SaaS metrics and the relationship between RevOps and financial planning. We cover: Understanding the key SaaS financial metrics: bookings, revenue, and MRR The role of RevOps in forecasting and planning The relationship between bookings and revenue recognition Best practices for revenue forecasting and pipeline management How to align RevOps with finance for better business outcomes Ben Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/ RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:17) Ben’s Background and the Start of The SaaS CFO (00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR (00:07:31) Revenue Recognition and SaaS Finance (00:14:39) Forecasting and the Role of RevOps (00:19:06) How Finance and RevOps Collaborate (00:24:00) SaaS P&L Structure and COGS (00:28:56) Best Practices for Sales and Marketing Expenses (00:35:30) Final Thoughts and Advice

    42 min
  3. #49 Why you need a RevOps Charter (& how to set it up) - with Steve Silver, Ex VP Research & RevOps leader at Forrester

    OCT 7

    #49 Why you need a RevOps Charter (& how to set it up) - with Steve Silver, Ex VP Research & RevOps leader at Forrester

    Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success. We cover: - The importance of a RevOps charter and how to develop one - Structuring RevOps responsibilities across planning, process, technology, data, and measurement - How to align key stakeholders, including sales, marketing, finance, and customer success - The evolving role of technology in sales and RevOps, including the rise of AI and automation - Best practices for measuring success in RevOps beyond activity metrics Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:18) Steve’s Background and Evolution of RevOps (00:03:59) Why Create a RevOps Charter? (00:06:24) Defining the Scope of RevOps Responsibilities (00:10:30) Structuring the RevOps Organization (00:15:40) The Role of Data and Metrics in RevOps (00:19:33) Aligning RevOps with the CFO and FP&A Teams (00:26:01) The Future of Sales Technology and AI in RevOps (00:34:08) Final Thoughts and Advice

    37 min
  4. #48 How Rubrik scaled RevOps to IPO - with Samarth Mital, Senior Director - Global Sales Strategy, Planning, Analytics, & Ops at Rubrik

    SEP 30

    #48 How Rubrik scaled RevOps to IPO - with Samarth Mital, Senior Director - Global Sales Strategy, Planning, Analytics, & Ops at Rubrik

    Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth. We cover: • Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR • The critical role of RevOps in IPO preparation • Building a high-performing RevOps team from 5 to 40 members • Managing pipeline, forecasting, and sales compensation effectively • The importance of cross-functional collaboration in driving revenue growth • Key takeaways for navigating a company’s IPO journey Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) Samarth’s Background and Role at Rubrik (00:03:53) Scaling Rubrik and the Role of RevOps (00:07:31) Hiring and Building a High-Performing Team (00:14:39) Key Metrics for Scaling and IPO Preparation (00:19:06) Aligning Cross-Functional Teams for Success (00:24:00) Strategic Forecasting and Pipeline Management (00:28:56) Lessons Learned on the Journey to IPO (00:35:30) Final Thoughts and Advice

    42 min
  5. #47 The GTM Operations Framework - with Crissy Saunders, CEO at CS2

    SEP 23

    #47 The GTM Operations Framework - with Crissy Saunders, CEO at CS2

    Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s service offerings, the importance of building scalable frameworks, and how to align marketing, sales, and operations to deliver impactful results. We cover: -The evolution from marketing operations to go-to-market operations -Building scalable go-to-market frameworks -Aligning marketing, sales, and operations teams -The role of data in improving sales and marketing effectiveness -How to create a reporting model that enhances business planning Crissy Saunders on LinkedIn: https://www.linkedin.com/in/crveteresaunders/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) Crissy’s Background and CS2’s Evolution (00:07:31) From Marketing Ops to Go-to-Market Ops (00:14:39) Building a Scalable Go-to-Market Framework (00:19:06) Aligning Sales and Marketing Teams (00:24:00) The Role of Data in Sales Effectiveness (00:28:56) Creating a Reporting Model for Success (00:35:30) Final Thoughts and Advice

    48 min
  6. #46 From B2C to B2B: How to switch GTM motions - with Jordan Shaheen, Head of Revenue Strategy at Candid

    SEP 16

    #46 From B2C to B2B: How to switch GTM motions - with Jordan Shaheen, Head of Revenue Strategy at Candid

    Jordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains how his team managed this transition, the challenges they faced, and the importance of building a strong, versatile team capable of adapting to rapid changes in the business landscape.   We cover: Transitioning from a B2C to a B2B sales model Building a versatile team of generalists Overcoming challenges in sales and marketing alignment The importance of leadership and transparency in major transitions   Jordan Shaheen on LinkedIn: https://www.linkedin.com/in/jordanshaheen/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com   Chapters: (00:00:00) Introduction (00:01:17) Jordan’s Background and Career Journey (00:04:22) The Move from B2C to B2B (00:09:42) Building a Generalist Team (00:14:20) Sales and Marketing Alignment (00:19:55) Managing the Transition (00:25:18) Final Thoughts and Advice

    45 min
  7. #45 Building the largest RevOps community in the World - with Matthew Volm, CEO & Co-Founder at RevOps Co-op

    SEP 10

    #45 Building the largest RevOps community in the World - with Matthew Volm, CEO & Co-Founder at RevOps Co-op

    Matt Volm, CEO and Co-Founder of RevOps Co-op, joins the podcast to discuss the incredible growth of the global RevOps community. Matt shares insights into how the community supports RevOps professionals, the challenges they face, and how RevOps Co-op fosters learning and connection among its members.   We cover: The mission and vision behind RevOps Co-op Scaling a global community for RevOps professionals The role of RevOps in modern organizations Key trends and challenges in the RevOps field Strategies for learning and growth within the RevOps community   Matt Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:21) Matt’s Background and Career Journey (00:07:31) The Vision for RevOps Co-op (00:14:10) Key Trends and Challenges in RevOps (00:19:06) Supporting RevOps Professionals (00:24:00) Learning Opportunities and Programs at RevOps Co-op (00:35:30) Final Thoughts and Advice

    36 min
  8. #44 Measuring and Improving Sales Productivity - with Laura Fu, Head of Revenue Operations & Strategy at DevRev

    SEP 3

    #44 Measuring and Improving Sales Productivity - with Laura Fu, Head of Revenue Operations & Strategy at DevRev

    Laura Fu, Head of Revenue Operations at DevRev, discusses her journey from the field to the back office, the intricacies of sales productivity, and the importance of leadership in driving team performance. Laura shares her insights on how to effectively manage and improve sales teams, emphasizing the role of rigorous processes and continuous learning.   We cover: Transitioning from sales to RevOps Defining and measuring sales productivity Strategies for moving reps through performance buckets The critical role of leadership in sales success Importance of research and preparation in sales meetings Laura Fu on LinkedIn: https://www.linkedin.com/in/laurafu/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com   Chapters: (00:00:00) Introduction (00:01:17) Laura's Background and Career Journey (00:07:31) Defining Sales Productivity (00:14:39) Strategies for Enhancing Sales Performance (00:19:06) The Role of Leadership in Sales (00:24:00) Research and Preparation for Success (00:35:30) Final Thoughts and Advice

    38 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 - 2024
  • Episodes
    52
  • Rating
    Clean
  • Copyright
    © Weflow
  • Show Website
    RevOps Lab

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