39 episodes

Welcome to the RevOps Lab - a podcast exploring the art & science of RevOps.
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 https://www.getweflow.com/revops

RevOps Lab Weflow

    • Business

Welcome to the RevOps Lab - a podcast exploring the art & science of RevOps.
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 https://www.getweflow.com/revops

    #38 Running RevOps like a product team - Paul Kallenberger, Head of Revenue Operations, HeyJobs

    #38 Running RevOps like a product team - Paul Kallenberger, Head of Revenue Operations, HeyJobs

    To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!


    In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior.

    What you’ll learn in this episode:


    How HeyJobs structures its RevOps org


    What effective RevOps planning & roadmapping looks like


    How to run RevOps with a product mindset



    You can find more information about Paul here:

    ⁠https://www.linkedin.com/in/dr-paul-kallenberger-882a65130⁠  

    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/⁠ 

    Marker:

    (00:00:00) Introduction/What do we have to know about HeyJobs

    (00:05:39) How do you structure your RevOps org?

    (00:07:20) Ratio of sales/marketing org to RevOps

    (00:09:09) Running RevOps like a product team

    (00:11:05) Are you using specific frameworks for RevOps and how do they work?

    (00:19:56) RevOps planning & roadmapping at HeyJobs

    (00:32:33) How do you do user-research in your revenue organization?

    (00:36:55) What would you tell your younger self when starting RevOps again?

    • 38 min
    #37 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, Sastrify

    #37 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, Sastrify

    To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!



    Stefan Mersch shares his journey of building out RevOps from scratch at Sastrify. From tooling, processes, to key learnings, Stefan shares many valuable nuggets on how to build a RevOps organization in a high-growth SaaS company.What you’ll learn in this episode:


    How Stefan built the RevOps team at Sastrify
    How to choose and implement new tools
    AI in your sales tech stack

    You can find more information about Stefan here:⁠https://www.linkedin.com/in/stefan-mersch/⁠

    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/

    • 38 min
    #36 Customer Success Ops - Marcus Bening, RevOps at Bening Consulting

    #36 Customer Success Ops - Marcus Bening, RevOps at Bening Consulting

    To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy!



    In today's episode, you’ll learn everything you need to know about Customer Success Ops. 

    You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not.

    What you’ll learn in this episode:


    How to measure brand awareness in RevOps


    How to succeed at Customer Success Ops/Work with customers


    How did the ideal customer profile change over the last months (ToFu & MoFu)



    You can find more information about Marcus here:

    ⁠https://www.linkedin.com/in/marcusbe/⁠  

    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/⁠ 

    Marker:

    (00:00:00) Introduction/What has changed in your work in the last 18 months?

    (00:07:48) Good to know: Customer Success Ops / Who is a good customer?

    (00:19:43) Top of the Funnel: How did the ideal customer profile change?

    (00:24:27) Outbound, Buyer, Challenges in 2023

    (00:30:39) How can RevOps measure brand awareness?

    • 41 min
    #35 Comp planning for high-performing revenue teams - Ryan Milligan, VP of Sales & Revenue Operations, QuotaPath

    #35 Comp planning for high-performing revenue teams - Ryan Milligan, VP of Sales & Revenue Operations, QuotaPath

    Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals.

    We cover:


    The strategic role of RevOps in modern businesses


    How to set up an effective compensation plan


    Communicating and reviewing comp plans



    You can find more information about Ryan here:

    https://www.linkedin.com/in/ryanemilligan/

    RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com

    Marker:

    (00:00:00) Introduction

    (00:01:17) Ryan's Background

    (00:07:31) Transitioning to Revenue Operations

    (00:14:39) Strategic Role of RevOps

    (00:19:06) Effective Compensation Planning

    (00:24:00) Motivating Sales Teams

    (00:28:56) Practical Comp Plan Implementation

    (00:35:30) Final Thoughts and Advice

    • 34 min
    #34 Managing RevOps after raising €100M in Series C - Alfonso Comino, VP Revenue Operations at FINN

    #34 Managing RevOps after raising €100M in Series C - Alfonso Comino, VP Revenue Operations at FINN

    Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn.

    We cover:


    The importance of flexibility in revenue operations


    Managing B2C, B2B, and B2B2E go-to-market motions


    Building internal tools for operational efficiency



    You can find more information about Alfonso here:

    https://www.linkedin.com/in/alfonsocomino/ 

    RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com

    Chapters:

    (00:00:00) Introduction

    (00:01:17) RevOpsAF 2024

    (00:02:53) Alfonso's Background

    (00:07:31) Overview of FINN

    (00:11:14) Transition to Tech

    (00:14:39) Compensation Planning at FINN

    (00:19:06) Managing Gross Margins

    (00:24:00) Principles of Compensation Planning

    (00:28:56) Tools and Processes

    (00:35:30) Final Thoughts & Advice

    • 41 min
    #33 Comp planning for consumption-based billing models, with VP of Ops at Rescale, Gabe Rothman

    #33 Comp planning for consumption-based billing models, with VP of Ops at Rescale, Gabe Rothman

    Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures.

    We cover:


    How to commit customers in consumption-based pricing models


    Drive seller behavior through compensation plans


    Comp planning: Tools & strategies to reduce complexity 



    You can find more information about Gabe here:

    https://www.linkedin.com/in/gprothman/ 

    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 ⁠

    Marker:

    (00:00:00) Introduction

    (00:01:17) RevOpsAF 2024

    (00:02:53) Gabe's Background

    (00:07:31) What is Rescale?

    (00:11:14) High-Touch Sales Model

    (00:14:39) Comp Planning at Rescale

    (00:19:06) Managing Gross Margins

    (00:24:00) Principles to Reduce Comp Planning Complexity

    (00:28:56) Tools to Manage Comp Planning

    (00:35:30) Final Thoughts and Advice

    • 44 min

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