RevOpsAF The Podcast

Why AI is the Last GTM Tool to Buy

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉
So what then is the secret sauce when it comes to a great AI recipe?
Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations.
Key takeaways from the discussion include:
🤖 AI has come a long way, assisting with tasks from research to coding, but still has a long way to go
🤝 Human relationships and trust remain irreplaceable in business, and right now no AI out there can replicate this authentic human engagement
📊 Effective AI use in business starts AND ends with data and should complement (not replace) human expertise
 
Follow Michael on LinkedIn: https://www.linkedin.com/in/michaelberean/
 
Join a community of 15K+ revenue operations professionals at revopscoop.com.

What CROs Really Want From Their RevOps Teams

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams.
We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively leverage RevOps teams to overcome obstacles and foster collaboration with functional leads.
Connor also shared specifics about his own career progression to CRO, and why he thinks revenue operators could be a great fit for a CRO role (as long as they are skilled in one specific area).
If you’re looking for actionable advice on how to progress in RevOps career and best support your current (and future) CRO, then this episode is for you.
Network with Connor on LinkedIn: https://www.linkedin.com/in/connorfee/
Not a member of the RevOps Co-op yet? Join revopscoop.com to connect with 15,000+ pros who love revenue operations.

So, what’s a revenue flywheel?

You’ve heard about the revenue flywheel but… do you truly understand how it works? 🤔
Don’t worry, we got you 😌
In this episode of the RevOpsAF podcast, you’ll hear from Anil Somaney, Worldwide Head of Sales Operations at Island and self-described flywheel executive, about how the flywheel 🛞 is the right way to approach revenue operations.
You’ll learn all about:
📈 How flywheels help revenue operators make small tweaks that deliver big impact
🎰 A few common levers that you can pull when using the flywheel model
☯️ Why it’s so important to align across the GTM org when it comes to metrics and ICP
📚 Why curiosity, emotional intelligence, and a love of learning are the keys to career growth
Listen in 🍿 for answers on flywheel tactics you can start using today.
Follow Anil on LinkedIn: https://www.linkedin.com/in/anilsomaney/
Join a community of 15K+ revenue operations professionals at revopscoop.com.

RevOps in Retail? Yup. Here’s how it works.

You’re doing your grocery shopping 🛒 exactly the same way that your parents, and even your grandparents, shopped. The latest technology, self checkout, has been around for over 20 years 😮. So how do you innovate in industries like retail tech?   
 
Hear from Roger Bigio, CRO at Shopic, and co-host Matt Volm about how data insights and customer-centric GTM motions are helping Shopic change the brick and mortar 🛍️ landscape.
 
You’ll learn: 
🍞 How retail technology works in grocery stores
📊 Why data-driven personalization and efficiency are so important
🫱🏼‍ 🫲🏾The role of actionable data in customer success
📝 Roger’s advice for becoming a CRO and succeeding in 2025
Listen in to learn all about data and process innovation in retail technology 🔢
 
Follow Roger on LinkedIn: https://www.linkedin.com/in/rogerbigio/
 
Join a community of 15K+ RevOps professionals at revopscoop.com.

RevOps vs. GTM Ops

The most epic battle of 2024 🤼 isn’t about rap 🎤 or boxing 🥊
It’s about whether RevOps or GTM Ops is the winning name 🏆 for the department that manages the people, processes, and technology running businesses today.
Hear from Andy Mowat, VP of GTM Ops at Carta, and co-host Matt Volm as they discuss:
🧬 The evolution of RevOps
🤔 Why GTM Ops has gained traction in the revenue operations community
🍿 The idea that RevOps is (not) mostly just sales operations
🪪Whether or not job and department titles really matter
Listen to the episode for a spirited debate about the future of operations.
Follow Andy on LinkedIn: https://www.linkedin.com/in/amowat/
Join a community of 15K+ revenue operations professionals at revopscoop.com.

How to be a Strategic Revenue Operator

Ever feel like a living, breathing Asana board? 🤦🏼
If you’ve found yourself swamped with 🎟️ ticket-taking work that’s far from strategic, it’s time you reset the role of RevOps at your company.
Join Tana Jackson, Global Head of Revenue Operations at Chronicle Heritage, and co-host Matt Volm for tips on how to become the go-to resource 👑 for the entire revenue org. You’ll learn:
⬆️ How to shift from tactical work to strategic work
💗 Why aligning with your stakeholders is the key to success
✅ How to master strategic goal-setting
💡 Why business-first questions are so important
🤑 Which quick process improvements can generate more revenue
Listen to the episode for tips on climbing 🪜to the top of the strategic hierarchy.
Follow Tana on LinkedIn: https://www.linkedin.com/in/tana-jackson2/
Join a community of 15,000+ revenue operations professionals at revopscoop.com.

A roadmap for better sales planning

Wouldn’t it be great if there was a perfect formula ➕➖➗ for improving sales performance?
We can dream.
While we don’t have a magic wand 🪄to wave over your sales territories, compensation plans, and hiring strategies, we do have expert advice. Hear from Nabeil Alazzam, CEO and Founder of Forma.ai, for guidance on data-driven approaches to sales planning.
This episode will cover:
🌎 Why you should ditch geographic territories and focus on accounts
😃 How to set fair quotas and maintain seller morale
🫱🏼‍🫲🏽Connecting sales incentives to the right behavior
🎯 Encouraging sales innovation with gamification
Watch the full video to understand the role of data in successful sales planning. 💪🏼
Follow Nabeil on LinkedIn: Not a member of the community yet?
Join revopscoop.com and a community of 15K+ revenue operations professionals.

Why tension in GTM isn’t a bad thing

“We don’t have enough at bats!” ⚾
“Sales never follows up on the leads we give them!” 😢
Tension between marketing and sales is (and probably always will be) a given. Is it #RevOps’s job to fix it?
According to Niel Hildebrand III NO. ❌ Not really.
It’s our job to step back and figure out how to get marketers to think about engagement from an account perspective and sales to not burn their reputation by AI bot 🤖spraying their accounts and blaming others for zero engagement.
Or maybe we shake them all up and point out our messaging and targeting needs a total revamp. 💥
Someone had to say it 🤷And that someone is #revops
For more on balancing tension with the GSD attitude all operators need, listen to the full #revopsaf episode.
Follow Niel on LinkedIn: https://www.linkedin.com/in/nielhbrand/
Visit revopscoop.com to join a community of 15K+ RevOps professionals.

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.