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. RevOps Consultant Red and Green Flags

    قبل يوم واحد

    RevOps Consultant Red and Green Flags

    In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants.   Camela’s been on both sides — as a consultant herself and as an operator who’s hired dozens. Together, she and Matt break down: 🚩 The red flags that signal a consultant will cause chaos, not clarity ✅ The green flags that prove they’re a true strategic partner 🧠 How to structure contracts, scope projects, and protect your team’s sanity ⚙️ Why there’s no such thing as the “best CRM” — only the one that fits your business 💬 The one hot take that will start a debate in every RevOps Slack   Whether you’re a RevOps consultant, fractional operator, or GTM leader hiring your first outside partner, this episode will help you avoid bad engagements and build scalable, trust-based relationships.   📊 What You’ll Learn: → How to properly scope RevOps projects before signing a contract → The difference between freelancers, agencies, and embedded ops support → Why communication and empathy matter more than certifications → How to vet consultants like you’d hire an internal team member → Why “build once, walk away” consulting is a recipe for failure   🔗 Related content: https://www.revopscoop.com/learn/blog https://www.revopscoop.com/membership/membership-options   🤝 Connect with Camela: https://www.linkedin.com/in/camela-thompson/ 🤝 Connect with Matt: https://www.linkedin.com/in/matthewvolm/   💡 Not a member yet? Join the 18,000+ strong RevOps Co-op community for events, resources, and more episodes like this!

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  2. The Hidden Lever: Why Territory Management Defines GTM Success

    ٢٤ أكتوبر

    The Hidden Lever: Why Territory Management Defines GTM Success

    🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.   From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how territory design can make—or break—revenue performance. He breaks down why equitable territories are the foundation of scalable growth, how politics often derail fairness, and what the next generation of AI-assisted optimization will look like.   📊 What you’ll learn: → Why territory design is the hidden lever behind every GTM motion → How to use data and AI to rebalance territories with fairness and precision → The math and politics behind territory planning (and how to survive both) → Why the best-performing GTM orgs use hybrid models (geo + named + vertical) → How RevOps teams can become true strategic partners to the C-suite   💬 Key quote: “When your highest-performing rep quits because they got the short end of the territory stick, that’s not a sales problem—it’s a RevOps problem.” — Ralph Gootee   📍 Perfect for: Sales Ops, RevOps Leaders, GTM Architects, and Operators focused on Systems, Process Management, and Thought Leadership.   🧠 Related content: Blog: https://www.revopscoop.com/blog Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options   Learn more about TigerEye: https://www.tigereye.ai/   Follow Ralph Gootee on LinkedIn: https://www.linkedin.com/in/ralphleon/   Connect with Matthew Volm: https://www.linkedin.com/in/matthewvolm/   #RevOps #SalesOps #TerritoryManagement #RevenueOperations #GTMStrategy #TigerEye #RevOpsAF #MatthewVolm #RalphGootee

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  3. Set It and Refine It: Clean Data, Auto-magically

    ١٧ أكتوبر

    Set It and Refine It: Clean Data, Auto-magically

    Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯   In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through AI-powered passive logging.   🧠 Arjun shares how his team automates data capture using tools like Momentum, how to decide what not to automate, and how to win rep buy-in without killing morale.   📈 What You’ll Learn 🧼 How to “set it and refine it” with passive logging ⚙️ What NOT to automate (yes, pipeline stages stay manual 🚫) 🤝 Tactics to get sales leadership buy-in and rep trust 💬 Using AI to auto-summarize calls & fill CRM fields 🔮 Future of RevOps: voice interfaces & collaborative AI   🧩 Perfect For Sales Ops • RevOps • CS Ops leaders focused on systems, process management, analytics, and thought leadership   🔗 Links & Resources 💡 Read more on the RevOps Co-op Blog: https://www.revopscoop.com/learn/blog 👥 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options 🤝 Connect with Arjun Ganatra on LinkedIn: https://www.linkedin.com/in/arjunganatra/ 🎧 Follow Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/   🔔 Subscribe to RevOpsAF for weekly episodes with the world’s top RevOps leaders.   #revops #salesops #DataHygiene #crm #revenueoperations #AIinRevOps #automation #processmanagement #RevOpsPodcast #PassiveLogging

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  4. Payments: a RevOps Problem in Disguise

    ١٠ أكتوبر

    Payments: a RevOps Problem in Disguise

    In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Vince Chiofolo, SVP of Revenue Operations at Dash Solutions, to explore a hidden churn driver most operators overlook: payments. 💳   Nearly 50% of subscription churn is caused by failed payments—yet many revenue teams treat payments as a finance problem, not a RevOps one. Vince breaks down why payments are central to retention, NRR, and customer loyalty, and how RevOps can turn payment friction into a growth lever.   📊 What you'll learn in this episode: ↳ Why payment failures account for nearly half of all churn ↳ How inbound and outbound payments impact customer experience ↳ Case studies from Spotify & Uber on optimizing payments for growth ↳ Tactics for RevOps teams to reduce involuntary churn and expand TAM ↳ The role of AI in fraud mitigation and the future of payments   👥 Perfect for: Sales Ops, Marketing Ops, CS Ops, and RevOps leaders looking to improve churn, NRR, and retention.   🔗 Related Content RevOps structure & alignment: https://www.revopscoop.com/post/revops-is-having-a-moment-but-does-anyone-really-know-what-it-is-or-how-it-should-be-structured Opportunity best practices: https://www.revopscoop.com/post/back-to-basics-opportunity-best-practices   Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options   🤝 Connect with Vince on LinkedIn: https://www.linkedin.com/in/vincechiofolo/ 🤝 Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewvolm/   💗 Not a member of RevOps Co-op yet? Join 17,000+ operators here: https://www.revopscoop.com/membership/membership-options   🔔 Enjoy this episode? Subscribe to the channel for more insights from the world’s best RevOps leaders. #RevOps #RevenueOperations #CustomerSuccess #Churn #Payments

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  5. From CRM Admin to the C-Suite

    ٣ أكتوبر

    From CRM Admin to the C-Suite

    In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Steve Busby (CEO & Founder of Revenue Operations Associates) and Stephen Diorio (Partner at Revenue Operations Associates and author of Revenue Operations). Together they unpack how RevOps professionals can grow from tactical CRM admin work to becoming true strategic leaders in the C-suite.   🚀 What you’ll learn: ↳ Why RevOps is more than just CRM and systems work ↳ The three skill gaps holding operators back: financial acumen, collaboration, and data storytelling ↳ How to reframe your work in business terms that resonate with executives ↳ Why a professional Revenue Operations Certification is needed and what it covers ↳ How RevOps is uniquely positioned to fuel AI strategies and knowledge management   🎯 Perfect for: RevOps pros, Sales Ops, Marketing Ops, CS Ops, and anyone looking to grow from tactical execution to strategic leadership.   🔗 Explore more RevOps insights on our blog: https://www.revopscoop.com/learn/blog   🤝 Connect with Steve Busby on LinkedIn: https://www.linkedin.com/in/steve-busby-8a1a826/ 🤝 Connect with Stephen Diorio on LinkedIn: https://www.linkedin.com/in/stephen-diorio-1339011/ 🤝 Connect with Matt Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/   ❤️ Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #RevOps #RevenueOperations #SalesOps #MarketingOps #CSOps #RevOpsAF

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  6. Pay Day Problems: Comp Plan Lessons Learned

    ٢٦ سبتمبر

    Pay Day Problems: Comp Plan Lessons Learned

    In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.   From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away).   💸 Key discussion points: ↳ Why you should never mess with people’s money ↳ The dangers of “divide the target by headcount” quota setting ↳ How to build capacity models that finance can’t argue with ↳ Common demotivators: delayed plans, clawbacks, decelerators, and more ↳ How to use comp design as a strategic tool for enablement and growth   📊 Whether you’re in Sales Ops, CS Ops, Marketing Ops, or RevOps leadership, this episode is packed with tactical insights you can apply immediately.   🔗Related resources from RevOps Co-op: Comp Planning 101: https://www.revopscoop.com/webinar-series/comp-planning-101-navigating-the-essentials-of-compensation-planning Crash Course on Quota Assignment: https://www.revopscoop.com/webinar-series/a-crash-course How to Compensate Success Teams: https://www.revopscoop.com/webinar-series/how-to-compensate-success-teams-to-maximize-revenue   🤝 Connect with George on LinkedIn: https://www.linkedin.com/in/georgeerskine/   💗 Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options   👏🏻 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #RevOps #SalesCompensation #QuotaSetting #RevenueOperations #RevOpsAF

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  7. Customer Success Automation

    ١٩ سبتمبر

    Customer Success Automation

    In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Joe Di Grande, former VP of Sales & Customer Success at Business Insider and now founder of Joe Does Tech Touch, to explore the do’s and don’ts of Customer Success Automation.   Too many teams chase shiny tools without fixing data quality or sales-to-CS handoffs. Joe shares a pragmatic approach for starting small, focusing on internal automations, and using contract data and product usage as the foundation for scalable CS programs.   📊 What you'll learn: ↳ Why most CS automation fails without clean data ↳ How to prioritize contract dates, contact roles, and usage signals ↳ Best practices for fixing the sales-to-CS handoff ↳ Health scoring pitfalls and the role of AI ↳ Practical tips for piloting automation with small account subsets   ✅ Perfect for: Customer Success Ops leaders, Sales Ops, RevOps managers, and anyone building scalable post-sales programs.   🔗 Related blog posts: Data Quality Excellence in RevOps → https://www.revopscoop.com/webinar-series/unlocking-data-quality-excellence-strategies-and-principles Fixing the Sales-to-CS Handoff → https://www.revopscoop.com/post/managing-cs-sales-handoff Health Scoring & Customer Signals → https://www.revopscoop.com/podcast/defining-delivering-measuring-customer-value Avoiding Automation Pitfalls → https://www.revopscoop.com/webinar-series/ai-gtm-infrastructure-revops   🤝 Connect with Joe on LinkedIn: https://www.linkedin.com/in/josephdigrande/   🤝 Connect with Camela on LinkedIn: https://www.linkedin.com/in/camela-thompson/   💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #CustomerSuccess #RevOps #Automation #CSOps #RevenueOperations

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  8. The Key to Scaling: Customer Success Operations

    ١٢ سبتمبر

    The Key to Scaling: Customer Success Operations

    In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Shachar Avrahami, VP of Product & Strategy at EverAfter, to explore how Customer Success Operations (CS Ops) has become the key to scaling revenue. From onboarding automation to productized success plans, Shachar shares practical frameworks that help RevOps teams protect revenue, drive expansion, and ensure customers achieve outcomes—not just “delight.”   📊 What you’ll learn: - Why CS Ops has shifted from afterthought to revenue engine - How to fix sales-to-CS handoffs with automation and better processes - Tactics to productize success plans at scale (not just for enterprise) - How to feed customer outcomes back into ICP and sales messaging - Why Customer Success Qualified Leads (CSQLs) matter for growth   Perfect for: Sales Ops, RevOps leaders, and Customer Success operators focused on retention, expansion, and scalable growth.   🔗 Related blog posts: How to Tackle Your First 90 Days in RevOps: https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role 9 Best Practices for Better Change Management: https://www.revopscoop.com/post/9-best-practices-for-better-change-management Customer Success is Central to Your Revenue Org: https://www.revopscoop.com/podcast/customer-success-revops   🤝 Connect with Shachar on LinkedIn: https://www.linkedin.com/in/shacharavrahami/   💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options   👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.   #RevOps #CustomerSuccess #CSOps #RevenueOperations #SaaS

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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.

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    Matt Volm
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