RevOpsAF The Podcast

The Role of RevOps in B2B SaaS

B2B SaaS is where RevOps thrives. 🌹But there are still a lot of questions about which departments RevOps supports and perhaps more importantly, exactly who’s in charge. 
 
Join Shantanu Mishra, a seasoned revenue operations leader and former SVP of Revenue Strategy & Operations at Pluralsight, and co-host Matt Volm as they dive into: 
 
🧑🏻‍🎨 How RevOps is both an art and a science
🎀 The bowtie model that helps RevOps manage lead to renewal
⚖️ Whether RevOps structure should be centralized or decentralized
😓 The challenges faced by RevOps leaders at a new organization
 
Listen to the episode for expert insight into how RevOps can fit into any organization, in its own unique way. ✨
 
Follow Shantanu on LinkedIn: https://www.linkedin.com/in/shantanu-mishra-77b148/
 
Join the community of over 14K+ RevOps professionals at revopscoop.com.

Harness the Power of Your Data Assets

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.

Why relationship building is key to RevOps success

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 should RevOps look like as a company scales?

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.

Why customer success is central to your revenue org

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.

(Almost) Everything You Need to Know About Comp Planning

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.

What is Revenue Enablement?

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.

The Planning and Execution Flywheel

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

The One Constant Issue Spanning Maturity: Change Management

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Cliff Simon, CRO at Carabiner Group, to explore the nuances of revenue operations in different company environments—whether venture capital (VC) backed, private equity (PE) funded, or bootstrapped. With over two decades of experience in the mid-market and enterprise space, Cliff has seen all of the challenges and opportunities that come with RevOps.
This conversation covers everything: team structure, strategic growth goals, the role RevOps plays during acquisitions, and the importance of key metrics. Listen in to learn about how operational strategies shift across different types of businesses.
Connect with Cliff on LinkedIn: https://www.linkedin.com/in/cliff-simon/
Follow the RevOps Co-op: https://www.linkedin.com/company/revopscoop/
Join the community of 13K+ operations professionals at revopscoop.com.
 

How Enablement Can Bridge Silos

How can RevOps contribute to the success 🏆 of all GTM teams? Hear from Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, and co-host Matt Volm as they discuss how to build a RevOps function that bridges silos, regardless of your company size.
Grab a seat and get ready to learn about:
🏢 How RevOps works at startups vs established companies
👨🏻‍🎓 Why enablement should be the domain of revenue operations
🌟Avoiding the trap of focusing on shiny new technology
🫶 How to get rid of old silos and bridging departmental divides
Watch the full video for advice on centering enablement and 🌉bridging silos
Connect with Sandy on LinkedIn: https://www.linkedin.com/in/sandyrobinson/
Join a community of 13K+ revenue operations professionals at revopscoop.com.