RevOpsAF The Podcast

Outbound at a Crossroads

In this episode of the RevOpsAF podcast, host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Mustafa Saeed, CEO and Co-founder of Luella, to dive deep into the future of outbound in the age of AI. With AI-generated spam on the rise and providers like Google and Microsoft tightening filters, outbound email is at a crossroads.
 
Mustafa shares why human oversight, deliverability safeguards, and operator-led guardrails are critical to keeping outbound alive.
 
📊 What you’ll learn:
• Why outbound isn’t dead—but the “spray-and-pray” playbook is
• Practical safeguards to combine AI efficiency with human oversight
• Deliverability best practices: domains, IPs, authentication, list hygiene, and testing
• How RevOps leaders can protect pipeline while enabling sales scale
 
✅ Perfect for: Sales Ops, Marketing Ops, and RevOps leaders tasked with building scalable, compliant outbound motions.
 
🔗 Related blog posts:
It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken = https://www.revopscoop.com/post/cold-prospecting-catch-up
A Case for Automation: GTM Document Management = https://www.revopscoop.com/post/automate-document-management
Why Every Quote Exception Comes at a Cost = https://www.revopscoop.com/post/quote-exception-costs
 
🤝 Connect with Mustafa on LinkedIn: https://www.linkedin.com/in/mustafasaeed/
🤝 Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewvolm/
❤️ 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.
 
#RevOps #SalesOps #MarketingOps #Outbound #EmailDeliverability #AI #GTM #RevenueOperations

GTM Engineering: The R&D Arm of RevOps

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Saad Bayezeed, Head of Revenue Operations at Easygenerator, to explore one of the fastest-emerging roles in go-to-market: the GTM Engineer. Saad explains why he sees GTM Engineering as the R&D arm of RevOps—a function built to test new tools (especially AI), run short experiments, and hand off the winners to RevOps for scale.
 
If you’ve ever wondered where innovation fits in a busy ops org, this episode gives you the blueprint.
 
📊 What you'll learn in this episode:
→ How GTM Engineering differs from traditional RevOps
→ Signs your org might need a GTM Engineer
→ How to measure success with experiment-driven KPIs
→ Why AI and automation make this role more relevant than ever
→ Tips for building a charter and gaining internal alignment
 
Perfect for: Sales Ops, Marketing Ops, CS Ops, and RevOps leaders who want to balance operational stability with innovation.
 
🔗 Related blog posts:
Be More Strategic: The Key to Growth in RevOps — https://www.revopscoop.com/post/key-to-revops-growth-strategy
Your 2025 RevOps Tech Stack, Simplified — https://www.revopscoop.com/post/revtech-stack-simplified
Beyond KPIs: The Art of Storytelling With Data — https://www.revopscoop.com/post/beyond-kpis-the-art-of-storytelling-with-data
 
🤝 Connect with Saad on LinkedIn: https://www.linkedin.com/in/saadbayezeed/
📕 Get GTM Engineering: The Innovation Engine for Revenue Growth on Amazon: https://www.amazon.com/GTM-Engineering-Innovation-Engine-Revenue/dp/B0F9F1ZVZK
🤝 Connect with Camela on LinkedIn: https://www.linkedin.com/in/camela-thompson/
 
❤️ Not a member of the RevOps Co-op community? Join here: https://www.revopscoop.com/membership/membership-options
 
👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.
 
#RevOps #RevenueOperations #GTMEngineering #SalesOps #MarketingOps #CRO

Breaking, Fixing, Scaling & and The 1-3-10 Rule

From the 1-3-10 rule (why processes inevitably break at certain team sizes) to how to balance building for today vs. building for scale, Benjamin offers hard-earned advice for anyone navigating hypergrowth. He also reveals his rollout & rollback playbook so you never have to live through your own “spam-the-finance-team” nightmare.
 
📊 What you'll learn:
→ How the 1-3-10 rule predicts process breakdowns as teams grow
→ Strategies for future-proofing systems without hurting adoption today
→ The importance of data impact awareness when making process changes
→ Benjamin’s rollout & rollback checklist for smoother launches
→ How to navigate adoption challenges during rapid headcount growth
 
👥 Perfect for: RevOps leaders, Sales Ops, Marketing Ops, CS Ops, and anyone scaling GTM systems in a high-growth company.
 
Don't forget! You can try Aligned free here: https://hubs.li/Q03D1Nrj0 (Just be sure to tell them RevOpsAF sent you 😉)
 
🔗 Related blog posts:
9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management
RevOps Do’s and Don’ts By Company Stage = https://www.revopscoop.com/post/revops-by-company-stage
The Process of Building Process = https://www.revopscoop.com/post/revops-by-company-stage
Best Practices for Scaling RevOps from Startup to IPO = https://www.revopscoop.com/webinar-series/best-practices-for-scaling-revops-from-startup-to-ipo
 
🤝 Connect with Benjamin on LinkedIn: https://www.linkedin.com/in/benjaminzeitz/
 
💡 Not a member of the RevOps Co-op community? Join here: https://www.revopscoop.com/membership/membership-options
 
👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #CSOps #GoToMarket #B2B #SaaS #GTM #Hypergrowth #ChangeManagement #ScalingSystems #RevOpsAF

Delivering Customer Value & the Evidence of Impact

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Daphne Costa Lopes, Global Director of Customer Success for Strategic Accounts at HubSpot and founder of This Is Growth.
 
Daphne shares her proven framework for defining, delivering, and measuring customer value—and why this is a massive (and often untapped) lever for retention, expansion, and revenue growth.
 
From aligning C-suite leaders on what “value” really means, to creating measurable proxies when the ROI is hard to quantify, to scaling value delivery with data-driven scores and automation—this conversation is packed with actionable insights for RevOps and CS leaders alike.
 
📊 What You’ll Learn:
→ How to define customer value at the executive level and avoid department silos
→ Ways to quantify value—even when the outcome is “nothing happened”
→ The difference between business-level value and persona-level value (and why both matter)
→ How HubSpot operationalizes value delivery with a “value score” across segments
→ Steps to go from zero to one in building your own customer value framework
→ Why retention should be your #1 growth lever in RevOps strategy
 
Perfect for: Revenue Operations leaders, Customer Success pros, and GTM operators focused on retention, expansion, and sustainable growth.
 
🔗 Related Resources:
How to Build a Buyer Journey That Delights Customers: https://www.revopscoop.com/post/how-to-build-a-buyer-journey-that-delights-customers-aligns-your-team
Mastering Renewal Forecasting: https://www.revopscoop.com/webinar-series/mastering-renewal-forecasting-strategies-for-sustainable-growth
5 Ways to Help Marketers Do More With Less: https://www.revopscoop.com/post/5-ways-to-help-marketers-do-more-with-less
🤝 Connect with Daphne: https://www.linkedin.com/in/daphnecostalopes/
🌐 Learn more about HubSpot: https://www.hubspot.com/
 
💡 Not a member of RevOps Co-op? Join 17,000+ global RevOps pros: https://www.revopscoop.com/membership/membership-options
 
👍 Like this episode? Subscribe for more strategies from the world’s top RevOps leaders.
 
#RevOps #CustomerSuccess #RevenueOperations #Retention #HubSpot

Surviving the Valley of Death as a Startup

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.
 
🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-stage companies on how to scale go-to-market with intention and operational rigor.
 
🎯 What you’ll learn:
↳ Why product-market fit is a continuum, not a destination
↳ A 3-part framework for surviving the $1M–$10M ARR stage
↳ How Okta used customer language to reshape their GTM narrative
↳ Who to hire (and who not to) during high-growth
↳ Why RevOps is your growth engine—not your support function
 
💡 Perfect for: RevOps leaders, startup founders, early-stage GTM teams, and anyone scaling a SaaS company past its first million in revenue.
 
🔗 Related blog posts: A Framework to Improve RevOps Team Dynamics: https://www.revopscoop.com/post/applying-a-framework-to-lead-your-revops-team-to-success
The Process of Building Process: https://www.revopscoop.com/post/the-process-of-building-process
How and Why to Hire a RevOps Enablement Professional: https://www.revopscoop.com/post/hiring-a-revenue-operations-professional-enablement
 
🤝 Connect with Garrett on LinkedIn: https://www.linkedin.com/in/garrettstanton/
🧠 Join the community: https://www.revopscoop.com/membership/membership-options
 
👍 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.
 
#revopsaf #startups #saasgrowth #revenueoperations #valleyofdeath #okta #salesforce #gtmstrategy #B2BStartups #EarlyStageGrowth

RevOps Rewired

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Mark Lerner, Director of Growth Marketing at DealHub and author of RevOps Rewired: Rethinking Revenue for the Digital Age, to explore how three massive paradigm shifts - COVID, economic contraction, and the rise of AI - have fundamentally changed the game for Revenue Operations.
 
Mark draws from hundreds of interviews and his own CPQ experience to break down what today’s RevOps pros need to know about platform consolidation, the slow (but inevitable) march of AI, and how to lead with adaptability in a post-pandemic world.
 
📊 What you’ll learn:
↳ Why COVID didn’t just change where we work—but how RevOps is structured
↳ How tool overload became tech stack rationalization
↳ Why AI adoption in RevOps is lagging (and where the real opportunities are)
↳ Whether “build vs. buy” is actually a useful framing in an AI-native world
↳ How RevOps can reclaim human work in an increasingly automated landscape
 
🎯 Perfect for: Sales Ops, RevOps leaders, and operators navigating budget cuts, AI confusion, or platform consolidation headaches.
 
📖 Mark's book: https://dealhub.io/lp/revops-rewired-revenue-in-the-digital-age/
 
🔗 Related Articles:
↳ Your 2025 RevOps Tech Stack, Simplified = https://www.revopscoop.com/post/revtech-stack-simplified
↳ Prompt Engineering for RevOps: How to Go From Good to Great = https://www.revopscoop.com/webinar-series/ai-prompt-engineering-revops-guide
↳ AI or Die: 5 RevOps Workflows You Should’ve Launched Yesterday = https://www.revopscoop.com/webinar-series/ai-revops-workflows
↳ How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role
↳ Why Relationship Building Is Key to RevOps Success = https://www.revopscoop.com/podcast/relationships-and-revops-success
 
🤝 Connect with Mark on LinkedIn = https://www.linkedin.com/in/markzlerner/
 
💗 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.
#RevOps #RevenueOperations #GoToMarket #B2BSaaS #AIinRevOps #SalesOps #TechStack #PlatformConsolidation #DealHub #RevOpsAF

Change Management: From Pushback to Buy-in

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Timmy Hendrickson, President of the Enablement Squad, to explore what it really takes to manage change across RevOps and Enablement functions.
Timmy shares the full story of how his team successfully evaluated, implemented, and operationalized Seismic - and why none of it would’ve been possible without a strong partnership with RevOps. From outdated sales content and no engagement tracking to a fully integrated content engine driving real ROI, this episode is packed with tactical advice for revenue teams looking to drive adoption and align cross-functional stakeholders.
📈 What you'll learn: ↳ How to evaluate enablement tools with a RevOps lens
↳Why RevOps should be involved in every stage of the rollout
↳ How to run a successful beta before company-wide launch
↳ What metrics matter after go-live (hint: not logins!)
↳ How to translate Seismic usage into sales performance
🎯 Perfect for:
Sales Ops, MOPs, CS Ops, and RevOps leaders responsible for enablement, tooling, or GTM adoption.
🔗 Related reading:
9 Best Practices for Better Change Management = https://www.revopscoop.com/post/9-best-practices-for-better-change-management
How to Create Sales Enablement They’ll Use = https://www.revopscoop.com/post/useful-sales-enablement
🤝 Connect with Timmy on LinkedIn = https://www.linkedin.com/in/timmyhendrickson/
💬 Want more content like this?
Join the RevOps Co-op: https://www.revopscoop.com/membership/membership-options
Subscribe to the channel for weekly episodes featuring RevOps leaders across SaaS and tech!
#RevOps #SalesEnablement #ChangeManagement #Seismic #RevenueOperations #GTM #SalesOps #MarketingOps #CustomerSuccessOps #RevOpsAF

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