RevOpsAF The Podcast

Wouldn’t it be great if there was a perfect formula ➕➖➗ for improving sales performance? We can dream. While we don’t have a magic wand 🪄to wave over your sales territories, compensation plans, and hiring strategies, we do have expert advice. Hear from Nabeil Alazzam, CEO and Founder of Forma.ai, for guidance on data-driven approaches to sales planning. This episode will cover: 🌎 Why you should ditch geographic territories and focus on accounts 😃 How to set fair quotas and maintain seller morale 🫱🏼‍🫲🏽Connecting sales incentives to the right behavior 🎯 Encouraging sales innovation with gamification Watch the full video to understand the role of data in successful sales planning. 💪🏼 Follow Nabeil on LinkedIn: Not a member of the community yet? Join revopscoop.com and a community of 15K+ revenue operations professionals.

“We don’t have enough at bats!” ⚾ “Sales never follows up on the leads we give them!” 😢 Tension between marketing and sales is (and probably always will be) a given. Is it #RevOps’s job to fix it? According to Niel Hildebrand III NO. ❌ Not really. It’s our job to step back and figure out how to get marketers to think about engagement from an account perspective and sales to not burn their reputation by AI bot 🤖spraying their accounts and blaming others for zero engagement. Or maybe we shake them all up and point out our messaging and targeting needs a total revamp. 💥 Someone had to say it 🤷And that someone is #revops For more on balancing tension with the GSD attitude all operators need, listen to the full #revopsaf episode. Follow Niel on LinkedIn: https://www.linkedin.com/in/nielhbrand/ Visit revopscoop.com to join a community of 15K+ RevOps professionals.

In this conversation with Shantanu Mishra, a seasoned revenue operations leader and former SVP at Pluralsight, fascinating insights about RevOps in B2B SaaS emerge. He discusses how RevOps blends art and science to boost scalable growth. Shantanu introduces the bowtie model for managing the lead-to-renewal process and debates centralized versus decentralized team structures. He emphasizes the importance of collaboration, adaptability, and understanding company culture in RevOps success, while also sharing his passion for sports and life outside work.

The hardest thing about having lots of data is figuring out exactly what to do with it 😵‍💫   Join Aaron Bird, Co-Founder and CEO at Inflection.io, and co-host Matt Volm for a deep dive into how to understand the data you have 🔎, the benefits of data warehouses 🏭, and how there are better tools out there for unifying your data. 🤔   They’ll cover: ❓ What exactly is the difference between first-party and third-party data 🏰 The keys to the data unification castle 😬 Common mistakes when using a data warehouse 🤖 How AI can help you with data activation    Listen in to learn more about every operator’s favorite subject - data. 🤓   Follow Aaron on LinkedIn: https://www.linkedin.com/in/aaronbird/   Join 14K+ revenue operations professionals at revopscoop.com.

Shriya Ravikumar, VP of Business Strategy & Development at @Spruce Health, believes that the best way to learn is to raise your hand when your organization needs someone to step into an open role. 👋🏿   From consulting to sales ops to leading all of go-to-market, Shriya meets with @Camela Thompson to discuss how she pushed past her fears to grow in her career. Listen to the latest RevOpsAF episode to learn about:   🧠 How consulting prepared Shriya for both strategy and detailed execution 👍 Why you should always be open to saying “yes” to new opportunities 💬 How to get out of your comfort zone and start networking 👥 Tips on ensuring key stakeholders are held accountable in annual planning ⛔ Hard-won advice on how your environment may be holding you back   Listen in to learn more about relationship building, career growth, and honing your core skill sets 👩🏻‍🎓.   Follow Shriya on LinkedIn: https://www.linkedin.com/in/shriyar/   Join a community of over 14K+ revenue operations professionals at revopscoop.com.   Learn more about the only community-driven revenue operations conference at revopsaf.revopscoop.com.

What role does CRM play in your growth strategy? Which departments should RevOps support? How important is relationship management? ❓❓❓ For answers to these questions and more, tune in to the RevOpsAF podcast hear from co-host Camela Thompson and Sarabeth Scott, the Vice President of Revenue Operations at Camunda. They’ll dive into: 👨🏻‍💻 Why you should invest in RevOps, not add more sales headcount 🧳 The benefits of managing the entire customer journey, not just sales and marketing ⁉️ Who exactly should RevOps report to? 💻 The power of having data analysts on your RevOps team 🫱🏻‍🫲🏽 How relationship management will help you succeed in any role Watch the full video for thoughtful advice on the role of RevOps can play in scaling your business. Follow Sarabeth on LinkedIn: https://www.linkedin.com/in/sbscott/ And join a community of 14K+ RevOps professionals at revopscoop.com.

Revenue Operations should only focus on teams that directly generate net new revenue. ❌ False!    Customer Success holds all of your recurring revenue, making it central to your revenue strategy. Join co-host Camela Thompson and Shantanu Shekhar, Revenue Operations at Personio, as they discuss fostering alignment 🤝across all GTM teams.   You’ll learn about:    💲 Expanding the definition of revenue beyond Sales 💗 How to increase alignment through councils and joint OKRs 👨🏽‍💼 Why RevOps teams will always benefit from specialization    Watch the full video for an insightful conversation about the intersection of sales, marketing, and customer success.   Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanushekhar/   Join revopscoop.com and a community of 13k+ revenue operations professionals.

Comp plans aren’t just a bunch of numbers that finance sends over on a spreadsheet. Nor a list of rates for sales reps to calculate their earnings. Comp plans are your most important tool for driving revenue growth. 🧰 Join Ryan Milligan, VP of Revenue Operations at QuotaPath, to learn how your company can re-contextualize the way comp plans drive sales—plus product, marketing, and customer success—outcomes in 2025. Topics covered include: 👷 How comp plans should be designed to incentivize revenue growth 🤔 What we can learn from non-SaaS industry comp plans 🤯 Why everyone should have a comp plan, even engineers and HR! Watch the full video to hear about comp planning best practices and common pitfalls. Follow Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/ Learn more about the only community-driven revenue operations conference at https://revopsaf.revopscoop.com/ Join revopscoop.com and connect with a community of 13K+ operations professionals.

Still focused on sales enablement? It’s time to look towards the future and embrace revenue enablement. 🤝 Hear from Melanie Fellay, CEO and co-founder of Spekit, for a deep dive into how to empower reps right when they need it, the evolution from traditional sales enablement to a holistic revenue enablement approach, and the common mistakes companies make that you definitely want to ❌ avoid ❌ Topics covered include: 😦 The consequences of process inefficiencies 🤦🏼‍♀️ Common implementation mistakes and the importance of change management 🔎 Finding the path to ROI 🤟 Why culture matters for successful enablement Listen in for expert advice on embracing revenue enablement in your GTM teams 🚀 Join a community of 13K+ RevOps professionals at https://www.revopscoop.com.

Welcome to the latest episode of the RevOpsAF podcast! Buckle up for an insightful ride as we dive into "The Planning & Execution Flywheel" with none other than Jeff Serlin, Co-founder and Chief Revenue Operations Officer at Revcast, and our co-host Matt Volm, CEO at RevOps Co-op. Jeff isn't your average RevOps leader—he's a seasoned pro with nearly 20 years under his belt, having led revenue operations at heavyweights like Pendo and Intercom. He's seen it all, from the nitty-gritty of sales ops to the big-picture strategies that drive revenue growth. Now, at Revcast—a Revenue Achievement Platform—he's on a mission to revolutionize how companies plan, execute, and optimize their revenue operations. Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyserlin/ Learn about RevOpsAF: https://revopsaf.revopscoop.com Join a community of over 13K+ RevOps professionals: https://www.revopscoop.com