RevOpsAF The Podcast

Thinking AI? Think Data First.

In this episode of the RevOpsAF podcast, co-host Camela sits down with Sonia Chawla, SVP of Revenue Strategy and Operations at Climate Impact Partners and a seasoned RevOps executive and systems thinker, to discuss why jumping into AI without a strong data foundation is a recipe for failure.
 
RevOps leaders will walk away with a clear framework for how to evaluate, structure, and prepare their data systems before layering on AI tools. With over 15 years of experience scaling revenue operations at companies from $4M to $2B, Sonia brings pragmatic, no-BS advice on building clean systems that actually drive growth.
 
📊 What you'll learn:
→ Why “garbage in, garbage out” is especially true for AI in RevOps
→ How to define and enrich your ICP without expensive tools
→ The right order of operations for data, process, and AI
→ Ways to use call recording and CRM hygiene to improve sales execution
→ How to get stakeholder buy-in for “unsexy” but critical data work
 
Perfect for: RevOps professionals, Sales Ops teams, early-stage GTM leaders, and anyone considering AI in their GTM tech stack.
🔗 Related blog posts:
Beyond KPIs: The Art of Storytelling With Data = https://www.revopscoop.com/post/beyond-kpis-the-art-of-storytelling-with-data
How to Structure Parent‑Child Account Relationships in Your CRM = https://www.revopscoop.com/post/parent-child-account-hierarchy-crm
GenAI + Marketing Analytics: What RevOps Needs to Know = https://www.revopscoop.com/post/genai-marketing-analytics
 
🤝 Connect with Sonia on LinkedIn = https://www.linkedin.com/in/soniachawla/
❤️ 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.
#RevOpsAF #RevenueOperations #B2BMarketing #SalesOps #GTMstrategy #DataDriven #AIinSales #CRMStrategy #RevOpsCommunity #RevOpsCoop

Why Customer Data Is a RevOps Priority

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team.
Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality customer data sabotages segmentation, engagement, and even executive decision-making.
Learn how to evaluate your data health, take ownership, and drive business impact - without massive tech investments.
📊 What you'll learn:
Why “good enough” customer data is holding back your GTM strategy
The four tiers of customer data maturity and how to assess your database
Who should own customer data across RevOps, CS Ops, and marketing
How to build a scalable plan for cleanup and prove ROI fast
Tips for selling data cleanup projects to skeptical executives
Perfect for: Sales Ops, CS Ops, Marketing Ops, and RevOps leaders who manage post-sale growth, customer engagement, or lifecycle communications.
🤝 Connect with Irwin on LinkedIn: https://www.linkedin.com/in/irwinhipsman/
💓 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options
#RevOpsAF #RevenueOperations #CustomerMarketing #DataHygiene #LifecycleMarketing #CSOps #MarketingOps #CRM #SegmentationStrategy #B2BSaaS

Rebuilding a RevOps Tech Stack

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice.
Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using tools like hubSpot, Clay, and Apollo - with zero Salesforce developers required.
📊 What you'll learn:
Why Robert chose HubSpot over Salesforce and doesn’t regret it
How to rebuild your entire tech stack with minimal resources
Where AI tools like Clay and Instantly fit into modern RevOps workflows
How to design a consolidated stack across marketing, sales, and CS
Tips for solo RevOps operators working inside lean startups
Perfect for: Sales Ops, RevOps leaders, and operators building modern stacks for SaaS, consulting, or services orgs.
🤝 Connect with Robert on LinkedIn: https://www.linkedin.com/in/robertnd/
💗 Not a member of the community? Join here: https://www.revopscoop.com/membership/membership-options
#RevOps #TechStack #RevenueOperations #HubSpot #SalesOps #MarketingOps #CSOps #StartupGrowth #AIinRevOps #RevOpsAF

What RevOps is like at an executive search firm

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search.
Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present, to standardizing processes without killing autonomy, this is a must-watch for anyone leading RevOps in a non-software environment.
🔑 What you’ll learn:
+ How RevOps works when there’s no recurring revenue
+ Why executive search teams run on trust, not territory plans
+ The systems and KPIs that actually matter in services orgs + How to roll out tools and processes without disrupting partners
+ Dan’s #1 tip for getting buy-in and driving change
📊 Perfect for: Sales Ops, RevOps leaders, and operators working in services, consulting, or recruiting firms.
🔗 Related reading: https://www.revopscoop.com/learn/blog
🤝 Connect with Dan on LinkedIn: https://www.linkedin.com/in/dankalish/
👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.
#RevOps #RevenueOperations #ExecutiveSearch #JMSearch #B2BLeadership #OpsLife #SalesOps #Recruiting #RevOpsPodcast

AI and Agents: A New Era for Revenue Operations

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations.
🎯 What You'll Learn:
Why the traditional CRM-first tech stack is becoming obsolete
How AI replaces rigid workflows with dynamic intelligence
What forecasting looks like when people are no longer involved
How RevOps leaders can drive the shift to AI-first GTM strategies
Practical steps to start adopting AI in your organization today
💡 "Workflows were built to make your worst person average. AI is built to make your average person exceptional." — Stephen Messer
🔗 Related Resources:
Read the full episode write-up: https://www.revopscoop.com/learn/blog
Join the RevOps community: https://www.revopscoop.com/membership/membership-options
Try Collective[i] tools: https://www.intelligence.com
#revops #artificialintelligence #forecasting #gtmstrategy #crm #revenueoperations #collectiveintelligence #StephenMesser #salesops #aiinsales #revopsaf #b2btech #salesforecasting #deeplearning #crmautomation

Systems + Data = Optimal Operations

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams.
💡 Key topics covered:
The evolution of RevOps from lone wolf to strategic growth engine
Why RevOps ≠ Sales Ops 2.0
How to gain executive trust and a seat at the leadership table
Building data narratives that drive business decisions
Why saying “no” might be your best strategic move
Soft skills every RevOps leader must master
📌 Connect with Leore on LinkedIn: https://www.linkedin.com/in/leorespira/
🎧 Listen to the full podcast and explore more content at: https://www.revopscoop.com/learn/podcast
#RevOps #RevenueOperations #GoToMarket #DataDriven #SystemsThinking #SalesOps #MarketingOps #CSOps #RevOpsStrategy

Bridging the Gap Between RevOps and Finance

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models.
 
Together, they dive into:
🔹 Why AI is reshaping how we price and sell
🔹 The growing disconnect between RevOps and Finance
🔹 How legacy CPQ tools are holding teams back
🔹 Why real-time revenue data is a must-have
🔹 What every RevOps leader needs to know about revenue recognition
 
If you’ve ever struggled with messy billing processes, outdated quoting systems, or aligning GTM with Finance, this episode is packed with insights. 
🔗 Follow Riya on LinkedIn: https://www.linkedin.com/in/riya-grover-a22a4822/
👥 Join the RevOps community = https://www.revopscoop.com/membership/membership-options
 
📩 Subscribe for more episodes, insights, and revenue tips every week!
#revops #saas #BillingAutomation #cpq #revenuerecognition #AIinSaaS #FinanceAlignment #revenueoperations #sequence #revopsaf

The Next Growth Lever: Product Packaging & Pricing

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging.
 
We cover:
🚀 Why packaging should come before pricing
💡 How to reduce operational debt caused by bad pricing models
🤖 The role of AI in future-proofing your pricing strategy
📉 How to update legacy customers without causing churn
📦 What adaptive pricing looks like (and how close we are to it)
 
If your CPQ is crying, your customers are confused, and your CEO just Slacked you about “value-based pricing,” this episode is for you.
🔗 More resources:
Check out our blog for more RevOps insights: https://www.revopscoop.com/learn/blog
Join our community: https://www.revopscoop.com/membership/membership-options
Explore Roee's pricing resources: https://www.willingnesstopay.com/
 
#RevOps #PricingStrategy #Packaging #B2BSaaS #RevenueOperations #GTMStrategy #AIinRevOps

The Tactical Side of Scaling rom 1 to 10

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department.
Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start thinking like a people manager sooner than you think.
🔑 What You’ll Learn:
How to structure your RevOps team as it scales
The four essential functions every mature RevOps org needs
Tips for avoiding silos while building out specialization
Why HR doesn't always “get” RevOps (and how to educate them)
✅ Connect with Andreas on LinkedIn: https://www.linkedin.com/in/andreasdrakos/
📌 Related Resources:
Blog: How Should Your Revenue Operations Organization Be Structured? = https://www.revopscoop.com/post/how-should-your-revenue-operations-organization-be-structured
Community: Join the RevOps Co-op = https://www.revopscoop.com/membership/membership-options
 biggest takeaway! #RevOps #RevenueOperations #RevOpsAF #ScalingRevOps #TeamStructure #OpsLeadership #Superside #CRM #Enablement #GTMStrategy

Building a High Performing RevOps Organization

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value.
Topics include:
Why RevOps must measure ROI to survive and thrive
How to align with CFOs and COOs (not just CROs)
Signs your team is at risk of burnout—and how to fix it
Why building a "superfunction" beats hiring unicorns
What RevOps leaders can learn from private equity and venture-backed models
✅ Get actionable tips for proving your impact
✅ Learn how to structure your RevOps team for scale
✅ Discover how to think more strategically and elevate your career 
🔗 Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/
👉 Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options