RevOps Lab

Join Stefan Mersch, Head of Revenue Operations & Strategy at Sastrify, as he shares his insights on building a RevOps organization from the ground up. He delves into the importance of sales empathy in CRM adoption and the impact of user feedback on optimizing processes. Stefan discusses early KPIs like funnel conversions, the lean team structure of RevOps, and how AI is reshaping sales tech. He also advises on navigating tool scrutiny and emphasizes the need for curiosity and data-driven decisions in aspiring RevOps professionals.

We are talking to Charlie Saunders on how to track funnel metrics across the entire marketing and sales funnel. What you’ll learn in this episode: How a CRM can help you with tracking and if it is the only source of truth Which pitholes are to avoid How the reporting is done with different custom objects You can find more information about Charlie here: https://www.linkedin.com/in/charliesaunders/   RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/What are funnel metrics for you? (00:06:06) What are pitholes you see customers going through? (00:09:29) Can a CRM be the one source of truth and how do you solve the issue with that? (00:21:11) Do you use different custom objects or base the whole reporting just on one? (00:24:58) What are your top-learnings? (00:29:20) Did we forget about something important covering the topic? (00:33:29) What would you do differently if you had to start over again?

Have you ever heard of a pipeline council? No? Then this will be the episode you need to hear! Mallory Lee will teach you everything you need to know and will show you a lot of tips and tricks to implement a functional pipeline council.  What you’ll learn in this episode: Why does a pipeline council make sense and who should participate? What will the first meetings in a pipeline council look like? What should you do to make it a success and how will you measure this success? You can find more information about Mallory here: https://www.linkedin.com/in/mallorylee/   RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction (00:04:02) What is a pipeline council? (00:09:20) How to create a culture of openness where no one is "left behind" (00:14:25) How to measure the council and its benefits (00:16:54) Which topics would you recommend for pipeline updates? (00:20:50) How team events can help create a better council (00:23:44) What else should we know about the pipeline council? (00:25:33) Pipeline council mistakes to avoid (00:30:39) What advice would you give your younger self or other people just starting?

Noah Charak, a RevOps practitioner and consultant at Checkpoint GTM, shares his insights on building a career in Revenue Operations. He discusses the balance between technical skills and user empathy, emphasizing the importance of storytelling. Noah also explores career paths, advising on whether fresh graduates should enter RevOps directly or gain focused experience first. Listeners learn about crucial skills, effective hiring practices, and how to transition from tactical tasks to strategic influence, with tips for fast-tracking their RevOps careers.

In today's episode, you’ll learn everything you need to know about Customer Success Ops.  You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not. What you’ll learn in this episode: How to measure brand awareness in RevOps How to succeed at Customer Success Ops/Work with customers How did the ideal customer profile change over the last months (ToFu & MoFu) You can find more information about Marcus here: https://www.linkedin.com/in/marcusbe/   RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/What has changed in your work in the last 18 months? (00:07:48) Good to know: Customer Success Ops / Who is a good customer? (00:19:43) Top of the Funnel: How did the ideal customer profile change? (00:24:27) Outbound, Buyer, Challenges in 2023 (00:30:39) How can RevOps measure brand awareness?

In today's episode, we're taking you on a journey to create the RevOps tech stack.  From spreadsheets, CRM, to data warehouse, Chris shares many best practices and which pitfalls to avoid. What you’ll learn in this episode: Which tools make sense for your RevOps tech stack - and which don’t If it is recommended to use a marketing tool including CRM How you grow your company with the best possible tech stack You can find more information about Chris here: https://www.linkedin.com/in/chris-mac/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/How would you start the tooling-evolution of the Go To Market Team? (00:10:08) Do you think it makes sense to use a marketing tool including CRM? (00:13:35) Which tools would you add while growing the company? (00:23:30) How do you cover the part analysis? (00:36:53) What about the Data Warehouse?

We have a teaser for you today: You’ll get exclusive insights into the RevOps Salary Report! On our Youtube Channel you can find a longer video where we talk about all of the slides in detail. What it’s about: Revenue Data from RevOps Professionals How to slice and dice all the data and present it to your manager What your benefits are if you get the Report Find it on Youtube: https://www.youtube.com/@getweflow  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) What is the Salary Report about? (00:02:34) What is the medium compensation for RevOps Labs (00:05:54) Education on Budget (00:07:23) Key-Takeaways from the report

We talked to Adrien Del Bonta about lessons learned founding and scaling the RevOp organization at Contentful. She told us about topics like entering a new role, documentation, simplification, and developing influence as a RevOps team. What were her best learnings throughout the years? What you’ll learn in this episode: Why documentation is everything What makes communication so important How you scale a Business to 700 people successfully and how to implement RevOps You can find more information about Adrien here: https://www.linkedin.com/in/adriendelbonta/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/Give us some context about your business (00:02:28) What were the main lessons you've learned in the past six years? (00:05:36) What are your thougths on successful onboardings and what do you learn while the organisation got bigger? (00:08:11) How do you educate and approach so many people? (00:14:57) How do you grow your team successfully? (00:18:32) How do you find the best people to hire? (00:22:57) What were personal things you learned?

Haris Odobasic, a revenue operations expert with a background at Tesla and Oracle, shares valuable insights into reporting structures and compensation in RevOps. He argues that RevOps should ideally report to the CEO for greater autonomy, highlighting the risks of bias when reporting to a CRO or CMO. Haris emphasizes the challenges of structuring effective compensation schemes and addresses the lag of RevOps in Europe compared to the US. He also advises mastering communication skills for success in this evolving field.

We talk with Charlie also known as RevOps Charlie about RevOps as a strategic function getting an end-to-end view on the buyer journey. And we'll dive into how RevOps organization change in context of the size of the company. As a bonus: Charlie shares how to write a book. What you’ll learn in this episode: How can you simplify buyer experience? How do RevOps change in the different stages of a business? Charlie’s opinion in founders being into RevOps You can find more information about Charlie here: https://www.linkedin.com/in/charliecowan/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ Marker: (00:00:00) Introduction/How can you create that much content in such a short amount of time? (00:03:36) Is there any learning from creating so much content and how do you deal with RevOps? (00:13:40) Are there specific things you recommend to exembrace this buyer enablement simplicity? (00:22:04) Who should the buyers talk to? (00:25:29) How do RevOps change in Series A/B? (00:31:57) Should founders be in the RevOps and what are typical errors in this stage?