RevOps Lab

Stephen Diorio, GTM strategy veteran and author of Revenue Operations, explains why finance often mismeasures go-to-market investments. He explores growth as capitalized assets, the invisible dark funnel and long buying journeys, the bow tie model and post-booking variability, and why documenting assumptions and forward-looking signals matter for predictable cash flow.

Franco Anzini, seasoned revenue operations leader who aligns data with field context to scale GTM engines. He explains why RevOps should get out of dashboards and into sales calls, QBRs, and conferences. Short tactics for shadowing reps and using conversation intelligence as a complement. Discussion on when to roll up your sleeves, how field context prevents misleading metrics, and why this path leads toward COO/CRO roles.

Navin Persaud, VP of Revenue Operations at 1Password and seasoned RevOps leader, shares a pragmatic take on AI in go-to-market stacks. He weighs buy vs build, champions configuring over heavy customization, and positions AI as a tool for prototyping and democratizing search and insights. He highlights unstructured data value, data unification as a foundation, and orchestration over rebuilding core systems.

Ross Graber, VP and Principal Analyst at Forrester who studies RevOps and C-suite alignment, joins to unpack Forrester’s alignment study. They explore how alignment boosts customer value, why executives feel aligned while teams do not, the strategy and culture blockers, misaligned incentives between marketing and sales, and how RevOps can use neutral data and buyer-focused processes to bridge the gap.

Alexander Müller, Founder of Revenue Enablement and one of Germany's most recognized RevOps voices, joins Philipp for his second appearance on the RevOps Lab — over 100 episodes after being the very first guest on the show. Together, they jam on the AI use cases that are reshaping go-to-market execution right now and what that means for how RevOps teams should be built going forward.We cover: How AI use cases in RevOps have evolved — from Clay-era enrichment to agent orchestration Top-of-funnel automation: what's working, what's overhyped, and why calling still wins Why RevOps is the best-positioned team to own AI agents across the GTM org The rise of the go-to-market engineer role and where it fits within RevOps Mid-funnel and post-sale AI use cases: meeting prep, CRM automation, churn signals, and expansion Why data quality and CRM hygiene remain the foundation for any AI strategy The concept of "forward-deployed RevOps" and why it's becoming critical How RevOps team composition is changing: hiring generalists and tool-savvy specialists earlier Why smaller companies now build RevOps teams almost as large as enterprise orgs An XAI job ad that signals where RevOps responsibilities are headingAlexander Müller on LinkedIn: https://www.linkedin.com/in/alexander-p-mueller/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction & Welcome Back (00:01:30) Alex's Background: From Banking to €1B AI Exit (00:03:55) AI Use Cases Across the GTM Funnel (00:10:15) Top-of-Funnel: Automating Outbound & Why Calling Still Wins (00:14:00) Human in the Loop: Where AI Hits Its Limits (00:17:00) The Rise of the Go-To-Market Engineer Role (00:19:50) RevOps as the Owner of AI Agents (00:21:45) Mid-Funnel AI: CRM Automation, Meeting Prep & Data Capture (00:24:00) Data Enrichment Workflows That Every Team Can Start Today (00:26:30) Why Data Quality Is Still the #1 Blocker (00:28:00) Forward-Deployed RevOps & the Future of Implementation (00:29:30) Building a RevOps Team Today: New Skill Sets & Roles (00:33:40) Advice for Stressed RevOps Teams (00:34:30) Book Recommendation & Wrap-Up

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 rolesRyan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (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

Jeremey Donovan, Managing Director at a B2B SaaS-focused venture firm who led Insight Partners’ CRO survey. He discusses how top revenue teams structure ownership around new logo and expansion. He reveals surprising growth in outbound SDRs and why similar deal-size experience matters for hires. He also covers RevOps’ role in AI shifting to deal risk and post-sale use cases.

Sarabeth Scott, a RevOps and sales ops leader now advising growth-equity firms, explains how to build board-ready reporting around the questions boards ask. She covers consistent metrics, sales targets vs. pipeline, forecasting nuance, quota attainment and rep productivity, CAC payback and retention economics, plus which marketing and CS metrics actually matter.

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

<p>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 &mdash; sharing key learnings, growth metrics, and what&rsquo;s coming next.</p><p>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.</p><p><strong>We cover:</strong></p><ul> <li>A recap of RevOps Lab in 2025 and why this year was a major milestone</li> <li>Podcast growth: episodes, audience expansion, and global reach</li> <li>The most listened-to and most discussed episodes of the year</li> <li>Listener stats, countries reached, and surprising Spotify insights</li> <li>Highlights from RevOps Chat and how the community scaled in months</li> <li>Why community-led learning matters for RevOps professionals</li> <li>Key product milestones at Weflow and major AI-driven feature investments</li> <li>What worked &mdash; and what didn&rsquo;t &mdash; across content, product, and community</li> <li>Why AI only works with strong data foundations</li> <li>What Janis and Philipp are planning for RevOps Lab, the community, and Weflow in 2026</li></ul><p> <strong>Weflow:</strong> <a href="https://getweflow.com" target="_blank" rel="noopener noreferrer">https://getweflow.com</a><br> <strong>RevOps Chat Community:</strong> <a href="https://getweflow.com/community" target="_blank" rel="noopener noreferrer">https://getweflow.com/community</a><br> <strong>RevOps Resources:</strong> <a href="https://getweflow.com/revops" target="_blank" rel="noopener noreferrer">https://getweflow.com/revops</a><br> <strong>Janis on LinkedIn:</strong> <a href="https://www.linkedin.com/in/janiszech" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/janiszech</a><br> <strong>Philipp on LinkedIn:</strong> <a href="https://www.linkedin.com/in/philippstelzer" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/philippstelzer</a></p><p><strong>Chapters:</strong></p><ul> <li>(00:00:00) Intro &amp; End-of-Year Episode</li> <li>(00:02:02) Why 2025 Was a Big Year for RevOps Lab</li> <li>(00:03:23) Podcast Stats: Episodes, Growth &amp; Global Reach</li> <li>(00:04:56) Most Listened &amp; Most Discussed Episodes</li> <li>(00:06:15) Audience Insights &amp; Fun Spotify Stats</li> <li>(00:07:04) Personal Highlights &amp; Favorite Guest Moments</li> <li>(00:08:09) Launching and Scaling the RevOps Chat Community</li> <li>(00:09:46) Why Community-Led Learning Matters</li> <li>(00:10:29) Product Progress at Weflow in 2025</li> <li>(00:11:52) AI, Automation &amp; Data Foundations</li> <li>(00:14:26) Lessons Learned from Content, Community &amp; Product</li> <li>(00:15:35) What&rsquo;s Planned for 2026</li> <li>(00:16:53) How to Get Involved &amp; Share Feedback</li> <li>(00:18:01) Closing &amp; Year-End Message</li></ul>