RevOpsAF The Podcast

Perfecting Team Handoffs

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix.
In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale, this episode is packed with actionable advice for RevOps leaders and operators alike.
🔑 In this episode, you'll learn:
How to identify broken handoffs and fix them fast
Why shared KPIs are critical for cross-functional alignment
What makes the sales-to-CS handoff so tricky—and how to improve it
How to revisit and refine your ICP using real data
Why RevOps should act as a strategic problem-solver, not just a systems admin
🔗 Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/
👉 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

The Ins and Outs of Tech Stack Consolidation

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data.
Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today.
✅ How to audit and rebuild your tech stack
✅ Using HubSpot for lead management, routing, and attribution
✅ Setting up custom fields that drive insights—not clutter
✅ Prioritizing tools based on GTM maturity
✅ Why actionable win/loss data is always better than “other”
✅ Building for a focused, high-value TAM
📌 Join our community: https://www.revopscoop.com/membership/membership-options
📌 Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/
#RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast

The Keys to Prioritization in RevOps

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments.
✅ Learn how to:
Align stakeholders across Sales, CS, Marketing & Partnerships
Use planning cycles (QBRs, H1/H2) to drive roadmap clarity
Manage a RevOps backlog using tools like Jira & Notion
Make the case for headcount with data-backed roadmaps
Avoid burnout through process-driven prioritization
🔥 Whether you're a solo RevOps team or managing multiple GTM functions, this episode is packed with tactical advice to level up your operational game. 
🔗 Related Resources:
📖 Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one
📖 Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management
🔗 Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/
 

How to Support Parents in RevOps

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps.
With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leadership, and community involvement.
From calendar hacks and mental load management to creating inclusive workplace policies and advocating for more authentic conversations, this episode is packed with insights for leaders, teammates, and parents alike. 👀
What you’ll learn in this episode:
How to create systems that actually support working parents
Why “balance” is a moving target—and that’s okay
What managers and peers can do to be more inclusive
The importance of representation in parenting conversations
How to build flexibility into networking, meetings, and team culture
📌 Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you.
📣 Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community.
🔗 Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/
🔗 Join the community → https://www.revopscoop.com/membership/membership-options
📰 Explore the blog → https://www.revopscoop.com/learn/blog
#RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps

Structuring Goals & Thriving with Neurodivergence

Welcome to Episode 34 of the RevOpsAF Podcast! In this episode, co-host Camela Thompson sits down with Ashley Vonella, Director of Revenue Operations at Velocity EHS, to discuss goal-setting strategies for neurodivergent professionals and how to thrive in a demanding RevOps career.
 
🚀 What You’ll Learn in This Episode:
✔ How to set realistic, sustainable goals in RevOps
✔ The challenges of hyper-fixation and how to overcome them
✔ Aligning personal career growth with business goals
✔ Strategies for managing stakeholder expectations
✔ Self-advocacy and career progression in RevOps
 
👥 Join the RevOps Co-op Community Become part of a growing network of RevOps professionals and gain access to exclusive content, networking events, and career opportunities! Join here: https://www.revopscoop.com
📩 Connect with Our Guests Ashley Vonella: https://www.linkedin.com/in/ashleyvonella/
Camela Thompson: https://www.linkedin.com/in/camela-thompson/
 

The ICP Trap: Why One and Done Isn't Enough

🚀 Is your ICP holding you back?
In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Kristina Diederich, a seasoned RevOps leader, to discuss why defining your Ideal Customer Profile (ICP) is not a one-time exercise.
🔍 What You’ll Learn in This Episode:
✅ Why most companies get ICP wrong and how to fix it
✅ How to use real customer data to refine your ICP
✅ The biggest red flags that signal it's time to update your ICP
✅ How refining ICP unlocked $500K+ in new revenue for one company
✅ Actionable strategies to optimize your sales, marketing, and CS motions.
 
🔗 Follow Kristina on LinkedIn: https://www.linkedin.com/in/kristinadiederich/
🔗 Become a member of the RevOps Co-op: https://www.revopscoop.com/membership/membership-options
 

Perfect Your ICP with Peter Kirk

Struggling to define your Ideal Customer Profile (ICP)? You’re not alone.
In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline.
You'll learn:
✅ Why most ICPs are flawed from the start
✅ How to analyze customer data to find your best-fit accounts
✅ The secret to aligning Sales, Marketing, and CS around your ICP
✅ When and how to update your ICP for scaling success
🎯 If you want higher conversions, better pipeline efficiency, and stronger revenue growth, this video is a must-watch! 📌 Subscribe for more RevOps insights
🔗 Learn more and join the community: www.revopscoop.com
🔗 Follow Peter on LinkedIn: https://www.linkedin.com/in/petertkirk/ 
 

Do business systems belong in RevOps??

🔥 Should RevOps own business systems? Or should IT take the wheel?
This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️
When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada.
But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership.
@Erick Mahle, VP of RevOps & Digital Transformation at Lendz Financial, joined @Camela Thompson to break it all down:
Who should own business systems—RevOps or IT?
The data governance dilemma (security vs. agility)
How to collaborate and not collide with IT
💭 Erick puts it best:
"How can you ensure the right analytics are in place if you're not in the driver's seat of the business systems that generate that data?"
Not a member of the RevOps Co-op yet? What are you waiting for?? Join us at revopscoop.com.
Follow Erick on LinkedIn -> https://www.linkedin.com/in/erickmahle/
 

Pre-CPQ Mistakes to Avoid

🚀 Avoid These CPQ Mistakes Before It's Too Late!
Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road.
In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break down the most common CPQ pitfalls and how to avoid them.
What You’ll Learn in This Episode:
✅ Why most companies buy CPQ too early - and what to do instead
✅ How overengineering pricing models can create chaos
✅ When product-led growth (PLG) and usage-based pricing make sense (and when they don’t)
✅ Why finance must be involved in your CPQ strategy
✅ The best way to set up your quoting process without overcomplicating it
If you’re in RevOps, Sales Ops, or Finance and dealing with pricing, quoting, and sales automation - this episode is a must-watch!
📌 Related Resources & Links:
🔹 Connect with James on LinkedIn: https://www.linkedin.com/in/jrmcarthur/
🔹 The Next Generation of Quote-to-Revenue: Simplify SaaS Pricing with Nue - https://www.revopscoop.com/revops-demos/the-next-generation-of-quote-to-revenue-simplify-saas-pricing-with-nue
🔹 How to Think About the CPQ Problem - https://www.revopscoop.com/learn/video-series/how-to-think-about-the-cpq-problem
🔹 A 2024 RevOps Guide to Usage-Pricing and Billing - https://www.revopscoop.com/webinar-series/usage-pricing-and-billing
🔹 Why Modern RevOps is About Sales and Billing - https://www.revopscoop.com/webinar-series/revops-sales-billing
🔹 The Most Overlooked Hurdle in Accelerating GTM Execution: Closing the Deal - https://www.revopscoop.com/learn/video-series/the-most-overlooked-hurdle-in-accelerating-gtm-execution-closing-the-deal
💬 Timestamps:
00:00 Intro – Why CPQ is a hot topic in RevOps
02:15 The #1 CPQ mistake: Buying too early
05:30 Overengineering pricing models—stop doing this!
09:45 PLG & usage-based pricing: When they work and when they don’t
14:20 CPQ success starts with finance
18:30 Final thoughts: Should you buy CPQ? 👍
Enjoy this episode? 🔔 Subscribe for more RevOps insights!

The AI Impact on Revenue Operations

🚀 AI is changing RevOps—are you keeping up?
In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡
What you’ll learn in this episode:
✅ How AI is replacing outdated RevOps processes
✅ Why AI-powered deal desk and RFP automation is a game-changer
✅ The best ways to experiment with AI in RevOps without breaking things
✅ How AI will impact RevOps career growth (Hint: it’s an opportunity, not a threat!)
Follow Jake on LinkedIn: https://www.linkedin.com/in/salesproductivity/ 🔔
Subscribe to the RevOpsAF Podcast for more expert insights! Don’t miss out on future episodes.
👉 Join the RevOps Co-op community here: https://www.revopscoop.com/membership/membership-options