RevOpsAF The Podcast

Think AI is the silver bullet for your sales challenges? Think again. In this eye-opening episode of RevOpsAF, host Camela Thompson sits down with Jiaxi Zhu, RevOps Analytics expert at Google, to uncover the truth about AI in sales - and why most companies are stuck in pilot purgatory.   What You'll Learn: • Why 40-50% of companies are experimenting with AI but most never scale beyond pilots • The two critical buckets where AI deployment actually works in sales • How to calculate real ROI (hint: it's not about adoption metrics) • The biggest mistake teams make when rolling out AI tools • Why timing your AI rollout wrong can kill adoption before it starts • How to redefine sales roles when AI takes over repetitive tasks   Featured Guest: Jiaxi Zhu - RevOps Analytics Expert at Google LinkedIn: https://www.linkedin.com/in/jiaxi-zhu/   Host: Camela Thompson - Co-host of RevOpsAF LinkedIn: https://www.linkedin.com/in/camela-thompson/   Resources Mentioned: • RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options • RevOpsAF Conference: https://revopsaf.revopscoop.com/ • RevOps Blog: https://www.revopscoop.com/learn/blog   🔔 Subscribe for more RevOps insights that actually work 📢 Share with your RevOps team - they'll thank you later   #RevOps #AI #SalesOperations #RevenueOperations #SalesAI #RevOpsCoop #RevOpsAF #SalesStrategy #AIinSales #RevOpsAnalytics #SalesProductivity #ChangeManagement 

Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster.   What You'll Learn: • How to overcome the three biggest job search struggles RevOps professionals face • Why treating your job search like a RevOps dashboard changes everything • The power of tracking applications, interview feedback, and market signals • How to articulate your business impact beyond just listing tools • Interview preparation strategies that actually work • Why soft skills are becoming more critical than technical certifications • How to build a "brag box" to showcase your accomplishments • Strategic approaches to resume tailoring and LinkedIn optimization   Key Takeaways: ✅ Track your job search like a RevOps dashboard - measure what matters ✅ Focus on business problems solved, not just tools used ✅ Practice difficult interview questions before they matter ✅ Build rest and recovery into your job search strategy ✅ Use data signals to pivot your approach when needed   Featured Guest: Arriel Balogun - RevOps Career Coach & Founder of Infinitely Elevated LinkedIn: https://www.linkedin.com/in/arrielbalogun/ Website: https://infinitelyelevated.com/   Host: Camela Thompson - RevOps Co-op LinkedIn: https://www.linkedin.com/in/camela-thompson/   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   #RevOps #JobSearch #CareerCoaching #RevenueOperations #JobHunting #CareerAdvice #InterviewTips #RevOpsCareer #SalesOps #MarketingOps #CustomerSuccess #RevOpsAF #CareerDevelopment #ProfessionalGrowth

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.   🎯 What You'll Learn: • Why AI is forcing a reckoning for the "movable middle" of sales teams • The costly traps most RevOps leaders fall into when trying to improve performance • How to identify and replicate what your top 20% do naturally • Why "destination tools" kill adoption and what to do instead • The simple framework to make excellence unavoidable for your entire team • How to get 60% more impact from your sales investments • Real tactics you can implement immediately after listening   🎙️ About Our Guest: Ross Rich is the CEO and co-founder of Accord, where he's spent over 5 years building AI-powered revenue execution tools that transform sales best practices into unavoidable playbooks. With a background in enterprise sales, Ross understands firsthand the challenges of scaling what top performers do naturally.   🔗 Resources Mentioned: • Accord Platform: https://inaccord.com/ • RevOps Co-op Community: https://www.revopscoop.com/ • Ross Rich on LinkedIn: https://www.linkedin.com/in/rossrich/ • Matthew Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/   🚀 Ready to Level Up Your RevOps Game? 👥 Join 18,000+ RevOps professionals: https://www.revopscoop.com/membership/membership-options   #revops #SalesOperations #RevenueOperations #SalesEnablement #AI #SalesProductivity #revopsaf #SalesManagement #RevenueGrowth #SalesStrategy #B2BSales #salesleadership

Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations.   In this episode, we explore: ✅ How to assess your AI readiness before diving in ✅ The critical infrastructure requirements for successful AI implementation ✅ Why "build vs. buy" isn't even a question anymore ✅ Measuring AI success beyond vanity metrics ✅ The future of RevOps in an AI-driven world   💡 Featured Guest: Fabrice Buron - VP of Revenue Operations & Strategic Alliances at Outreach LinkedIn: https://www.linkedin.com/in/fabrice-buron-b931771/   📚 Related Resources: • RevOps Co-op Blog: https://www.revopscoop.com/learn/blog • Join Our Community: https://www.revopscoop.com/membership/membership-options • Previous Episodes: https://www.revopscoop.com/learn/podcast   👥 Connect with RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • YouTube: https://www.youtube.com/@revopscoop   #RevOps #AI #ArtificialIntelligence #SalesOps #MarketingOps #RevenueOperations #SalesAutomation #GTM #B2BSales #SalesEnablement #RevenueTech #Outreach

Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over.   In this episode, you'll discover: ✅ The "inception method" for planting RevOps ideas that stakeholders think are their own ✅ How to use agile methodology and regular newsletters to build credibility across departments ✅ The power of "lunch and learns" to demonstrate the art of the possible ✅ Why listening first (with no ideas on day one) is crucial for long-term success ✅ How to flip from being reactive to becoming the status quo   Featured Links: 🔗 James Warren's LinkedIn: https://www.linkedin.com/in/jamesatwarren/ 🔗 Camela Thompson's LinkedIn: https://www.linkedin.com/in/camela-thompson/ 🔗 Join RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options 🔗 RevOps Co-op Blog: https://www.revopscoop.com/learn/blog 🔗 YouTube Channel: https://www.youtube.com/@revopscoop   About RevOpsAF: RevOpsAF is the only podcast for people who are RevOps AF and want to learn all about things that are RevOps AF. Our goal is to give the revenue operations community the skills needed to accelerate their careers.   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   #revops #revenueoperations #InfluenceWithoutAuthority #salesops #marketingops #CustomerSuccessOps #revopsaf #leadership #processmanagement #systemsthinking #revopscommunity #b2boperations

In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations.   🔥 What You'll Learn: • Why there's no universal RevOps blueprint (and why that's actually okay) • The critical people skills needed to drive organizational change • How to sell RevOps initiatives to executives who don't "get it" • Why RevOps should report through Finance, not go-to-market teams • The art of speaking different "languages" to sales, marketing, and CS teams • Strategies for getting out of the sales firefighting trap • How to align teams around unified goals instead of competing metrics   🎙️ About Our Guests: Jelena Arnold: https://www.linkedin.com/in/jelena-arnold/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/   🚀 Ready to Level Up Your RevOps Game? • Join our community: https://www.revopscoop.com/membership/membership-options • Read our blog: https://www.revopscoop.com/learn/blog    💬 What's your biggest challenge with RevOps alignment at your company? Drop a comment below and let's discuss!   👍 If this episode helped you think differently about RevOps structure, smash that like button and subscribe for more insights from revenue operations leaders.   📧 Contact RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop   RevOps Co-op is the largest community of revenue operations professionals, with 18K+ members across 45 countries. We're here to help you accelerate your RevOps career through peer learning, expert content, and networking opportunities.   #RevOps #RevenueOperations #SalesOps #MarketingOps #CustomerSuccess #B2BSales #RevOpsAF #ProcessManagement #ChangeManagement #ExecutiveAlignment #RevOpsCommunity #DataDriven

If you've ever felt like annual planning is a losing game, this episode is for you.   Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it.   What You'll Learn: • The real reason tops-down and bottoms-up plans never match (and why that's normal) • How to build trust with finance before budget season hits • Why "owning your data" is the fastest way to earn credibility • The art of flexible modeling that adapts as assumptions change • When to push back on unrealistic targets (and how to do it diplomatically)   Featured Guest: Nancy McBee - Finance & Revenue Operations Leader at SeekOut LinkedIn: https://www.linkedin.com/in/nancy-mcbee-5845a169/   Host: Camela Thompson - RevOps Expert & Co-host of RevOpsAF LinkedIn: https://www.linkedin.com/in/camela-thompson/   Resources Mentioned: • SeekOut: https://seekout.com • RevOpsAF Conference: https://revopsaf.revopscoop.com/   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   Like this content? Hit subscribe for weekly RevOps insights that actually move the needle.   Want more? Join 18,000+ RevOps professionals in our Slack community where the real conversations happen: https://www.revopscoop.com/membership/membership-options   #RevOps #RevenueOperations #Forecasting #BudgetPlanning #SalesOps #MarketingOps #FinanceAndRevOps #B2BSales #SaaS #RevOpsAF #DataDriven #BusinessPlanning

Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy.   🔥 What You'll Learn: • Why partner ecosystems make sense for EVERY business (yes, even yours) • The critical difference between RevOps and Partner Operations • How to avoid the "one distributor trap" that kills growth • Why partner portals fail and what to do instead • The data model mistakes that create operational nightmares • Level 2 & 3 analytics that transform partner performance   🎯 Featured Expert: Allen Smolinski brings 20+ years of partner ecosystem expertise, specializing in program management and data analytics. Connect with Allen: • LinkedIn: https://www.linkedin.com/in/smolinski/ • Website: https://thechannelmethod.com/   🔗 Resources Mentioned: • RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options • Seattle RevOps Chapter: https://www.revopscoop.com/who-we-are/geographic-chapters   💡 Why This Matters: If you're in RevOps and partner operations keeps landing on your plate, this episode is your survival guide. Learn why dedicated partner ops roles are crucial and how to build systems that actually work.   👥 Join the Conversation: Drop a comment below with your biggest partner operations challenge! Our community of 18K+ RevOps professionals is here to help.   🔔 Don't Miss Out: • Subscribe for weekly RevOps insights • Hit the bell for notifications • Share with your RevOps team   About RevOps Co-op: We're a community of 18K+ revenue operations professionals sharing knowledge, best practices, and career growth opportunities. Join us at revopscoop.com Connect with us: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • Slack Community: https://www.revopscoop.com/membership/membership-options • Blog: https://www.revopscoop.com/learn/blog   Questions? Comments? Ideas for future episodes? Email us at community@revopscoop.com   This episode is brought to you by HG Insights - powering go-to-market strategy with AI-powered revenue growth intelligence. Learn more at www.hginsights.com   #revops RevOps #PartnerOperations #RevenueOperations #B2BSales #PartnerEcosystem #DataAnalytics #SalesOps #MarketingOps #BusinessGrowth #RevOpsCoop #PartnerStrategy #SystemsThinking

🚀 Think your product is ready for Product-Led Growth? Think again.   In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh reality: most PLG dreams fail on day one because companies rush into it without the proper foundation.   What You'll Learn: • The real definition of Product-Led Growth (it's not just a free trial!) • Critical signs your product ISN'T ready for PLG • Essential infrastructure requirements before making the switch • Why time-to-value is everything in PLG success • The hybrid approach that actually works • Realistic timelines for PLG implementation (spoiler: it's not 90 days) • How to identify if your customers are telling you they're ready   Featured Expert: Lauren Knight - RevOps expert specializing in go-to-market operations for early-stage startups. 🤝Connect with Lauren on LinkedIn: https://www.linkedin.com/in/lauren-knight725/   Ready to level up your RevOps game? 🔔 Subscribe for weekly RevOps insights 👍 Like if this helped you avoid a PLG disaster 💬 Comment with your biggest PLG challenge 📧 Join our community of 18K+ RevOps professionals: https://www.revopscoop.com/membership/membership-options   More RevOps Resources: 📚 Blog: https://www.revopscoop.com/learn/blog 🎓 Courses: https://www.revopscoop.com/learn/courses-education 🎪 RevOpsAF Conference: https://revopsaf.revopscoop.com/ 📺 YouTube Channel: https://www.youtube.com/@revopscoop   Connect with RevOps Co-op: 🔗 LinkedIn: https://www.linkedin.com/company/revopscoop 📧 Newsletter: https://www.revopscoop.com/   #RevOps #ProductLedGrowth #PLG #RevenueOperations #SaaS #GoToMarket #StartupGrowth #RevOpsCoop #RevOpsAF #ProductStrategy #CustomerSuccess #SalesOps #MarketingOps

Should you blow up your CRM… or is the real problem hiding somewhere else?   In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.”   Spoiler: It won’t.   Together, they break down the real reasons systems fail — and why migrating from HubSpot, Salesforce, or anything else rarely solves the underlying issues. If your team is debating a CRM switch, you need to hear this before you spend six figures on a rebuild.   In This Episode You’ll Learn: → Why executives keep pushing for CRM migrations → The most misdiagnosed problems in RevOps → How to challenge leadership (without losing your job) → Strategy → Process → Tech → Data → Enablement: the framework that actually works → Why “garbage in, garbage out” still haunts every GTM org → How to speak the language executives listen to → What great consultants do before saying yes to a migration   Who This Episode Is For: ✔️ RevOps leaders ✔️ In-house operators ✔️  @salesforce  +  @HubSpot-CRM  admins ✔️ Consultants and agencies ✔️ Anyone who’s been told “We just need a new CRM”   Why This Matters: CRM migrations are expensive, disruptive, and usually unnecessary. Learn how to diagnose the real problem, push back confidently, and build a system aligned with the business — not the other way around.   🔗 Connect With the Guest Alex Biale (Domestique) LinkedIn: https://www.linkedin.com/in/alexbiale/ 🎙️ Listen to More RevOpsAF: https://www.revopscoop.com/learn/podcast   #RevOps #RevenueOperations #GTMStrategy #CRMStrategy #CRMMigration #SalesforceAdmins #HubSpotCRM #OpsLeadership #B2BOperations #GoToMarket #SalesOperations #MarketingOperations #CustomerSuccessOps #DataQuality #RevOpsAF #B2BPodcast #TechStack #ProcessDesign #BusinessSystems #OperationalExcellence