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. #108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

    1 NGÀY TRƯỚC

    #108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

    Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long. We cover: Why RevOps leaders are well-suited to become CROs How to use your comp plan to drive the right revenue behaviors across your GTM team The annual comp planning calendar: when to start, what to do, and how to roll it out Why comp planning is the most strategic project RevOps can own Quota attainment benchmarks: why 90% coverage beats the old 80% model How smaller, high-performing teams are closing more revenue per rep Designing accelerators and deal-level kickers that actually change behavior The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter SDR comp architecture: balancing quantity and quality metrics Variable comp splits for CS, Sales Engineering, and RevOps roles Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanmilligan  Weflow: https://www.getweflow.com  RevOps Chat Community: https://getweflow.com/community  RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/janiszech  Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters:  (00:00:00) Introduction  (00:01:30) Ryan's Path from RevOps to CRO  (00:05:10) Comp Planning as a Strategic Lever  (00:09:00) Treating Comp Plans as Dynamic, Not Static  (00:11:10) The Annual Comp Planning Calendar  (00:15:00) Why Comp Planning is RevOps' Most Strategic Project  (00:17:10) Quota Attainment Benchmarks & Coverage Models  (00:20:00) Smaller Teams, Higher Productivity & AI's Role  (00:22:40) Key Behaviors to Drive with a Comp Plan  (00:27:00) Philipp's Recap: Core Comp Plan Principles  (00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals  (00:30:30) The Spike Test: Changing Behavior with Bold Accelerators  (00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits  (00:38:00) Book Recommendation & Wrap-Up

    41 phút
  2. #107 How CROs Think (+ What It Means for RevOps) - with Jeremey Donovan, Managing Director at Insight Partners

    9 THG 2

    #107 How CROs Think (+ What It Means for RevOps) - with Jeremey Donovan, Managing Director at Insight Partners

    In this episode, we dive into exclusive data from Insight Partners’ latest survey of over 200 B2B SaaS CROs. Jeremey Donovan shares what differentiates top-performing revenue organizations from the average, covering everything from org structure and hiring traits to the surprising trends in outbound sales and AI adoption. What you’ll learn in this episode: CRO Scope & Focus: Why top-performing CROs focus strictly on New Logo and Expansion revenue rather than owning Marketing or Customer Success. The Outbound SDR Surprise: Contrary to market trends, data shows high-growth companies are expanding their outbound teams—Jeremey explains why and when this works. Hiring Top Talent: The hierarchy of intrinsic traits (Grit, Intelligence) vs. experience, and why "similar deal size" matters more than vertical experience. RevOps Reporting Lines: Why 90% of top performers keep Sales Ops directly under the Sales Leader. AI in 2026: shifting focus from top-of-funnel automation to mid- and bottom-funnel use cases like opportunity risk and expansion. Jeremey Donovan on LinkedIn: https://www.linkedin.com/in/jeremeydonovan/  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  (00:00:00) Introduction and the Insight Partners CRO Survey(00:04:39) How broad should a CRO’s role be? (Commercial vs. Functional ownership)(00:09:24) Where Partnerships and RevOps sit in top-performing orgs(00:17:21) The surprising data on Outbound SDRs in 2025/2026(00:26:23) Hiring criteria: Grit, Intelligence, and the "Experience" trap(00:40:24) The shift of AI: From email writing to Deal Risk & Post-Sales(00:47:15) Book & Podcast recommendations

    51 phút
  3. #106 Metrics That Matter Across Sales, Marketing & CS - with Sarabeth Scott, SalesOps at Camber Partners

    2 THG 2

    #106 Metrics That Matter Across Sales, Marketing & CS - with Sarabeth Scott, SalesOps at Camber Partners

    Sarabeth Scott joins Janis and Philipp to break down what great board reporting actually looks like — and which metrics boards really care about across Sales, Marketing, and Customer Success. Drawing from her experience as a RevOps leader at companies like Camunda, Talkwalker, and Upkeep, and her recent move into growth equity, Sarabeth shares a practical framework built around the questions boards consistently ask.The conversation focuses on consistency, context, and why RevOps is uniquely positioned to connect metrics, narrative, and strategy at the board level.We cover:• Why board reporting should be built around questions — not dashboards• The importance of consistency in board metrics and reporting formats• Core sales questions boards care about: hitting targets, future performance, and efficiency• How to think about pipeline coverage beyond generic “3–5x” rules• Quota attainment, capacity planning, and average rep productivity• Why CAC payback, GRR, and NRR matter more than ever• Marketing metrics that matter at board level: pipeline generation, quality, and efficiencySarabeth Scott on LinkedIn:https://www.linkedin.com/in/sbscott/ Weflow: https://getweflow.comRevOps 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 Sarabeth(00:01:30) From Operator to Growth Equity(00:03:15) Why Board Reporting Is a RevOps Problem(00:04:50) Consistency, Narrative & Board Expectations(00:07:40) Sales Metrics: Targets, Pipeline & Forecasting(00:11:00) Pipeline Coverage: Context Matters(00:13:50) Quota Attainment, Capacity & Rep Productivity(00:18:50) Retention, NRR & Expansion Economics(00:21:30) Marketing Metrics Boards Actually Care About(00:25:20) Outbound, Pipeline Sources & Segmentation(00:28:45) Customer Success Metrics & Health Scores(00:31:00) Why NPS Is Easy to Game(00:32:10) The Strategic Role of RevOps in Board Reporting(00:35:50) Data Foundations, AI & Final Takeaways(00:36:30) Recommendation & Closing

    39 phút
  4. #105 How AI is changing RevOps - with Lindsay Rothlisberger, Head of RevOps at Zapier

    19 THG 1

    #105 How AI is changing RevOps - with Lindsay Rothlisberger, Head of RevOps at 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 phút
  5. #104 RevOps Lab 2025 Recap: Growth Metrics, Community Insights & AI Strategy

    22/12/2025

    #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 phút
  6. #103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights

    15/12/2025

    #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 phút
  7. #102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

    24/11/2025

    #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 phút
  8. #101 How to not coach your reps - with Richard Harris™, The Harris Consulting Group

    17/11/2025

    #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 phút
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Giới Thiệu

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

Thông Tin

  • Nhà sáng tạo
    Weflow
  • Năm hoạt động
    2023 - 2026
  • Tập
    110
  • Xếp hạng
    Sạch
  • Bản quyền
    © Weflow
  • Trang web chương trình
    RevOps Lab

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