RevOpsAF The Podcast

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.
 
From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away).
 
💸 Key discussion points:
↳ Why you should never mess with people’s money
↳ The dangers of “divide the target by headcount” quota setting
↳ How to build capacity models that finance can’t argue with
↳ Common demotivators: delayed plans, clawbacks, decelerators, and more
↳ How to use comp design as a strategic tool for enablement and growth
 
📊 Whether you’re in Sales Ops, CS Ops, Marketing Ops, or RevOps leadership, this episode is packed with tactical insights you can apply immediately.
 
🔗Related resources from RevOps Co-op:
Comp Planning 101: https://www.revopscoop.com/webinar-series/comp-planning-101-navigating-the-essentials-of-compensation-planning
Crash Course on Quota Assignment: https://www.revopscoop.com/webinar-series/a-crash-course
How to Compensate Success Teams: https://www.revopscoop.com/webinar-series/how-to-compensate-success-teams-to-maximize-revenue
 
🤝 Connect with George on LinkedIn: https://www.linkedin.com/in/georgeerskine/
 
💗 Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options
 
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#RevOps #SalesCompensation #QuotaSetting #RevenueOperations #RevOpsAF

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Joe Di Grande, former VP of Sales & Customer Success at Business Insider and now founder of Joe Does Tech Touch, to explore the do’s and don’ts of Customer Success Automation.
 
Too many teams chase shiny tools without fixing data quality or sales-to-CS handoffs. Joe shares a pragmatic approach for starting small, focusing on internal automations, and using contract data and product usage as the foundation for scalable CS programs.
 
📊 What you'll learn:
↳ Why most CS automation fails without clean data
↳ How to prioritize contract dates, contact roles, and usage signals
↳ Best practices for fixing the sales-to-CS handoff
↳ Health scoring pitfalls and the role of AI
↳ Practical tips for piloting automation with small account subsets
 
✅ Perfect for: Customer Success Ops leaders, Sales Ops, RevOps managers, and anyone building scalable post-sales programs.
 
🔗 Related blog posts:
Data Quality Excellence in RevOps → https://www.revopscoop.com/webinar-series/unlocking-data-quality-excellence-strategies-and-principles
Fixing the Sales-to-CS Handoff → https://www.revopscoop.com/post/managing-cs-sales-handoff
Health Scoring & Customer Signals → https://www.revopscoop.com/podcast/defining-delivering-measuring-customer-value
Avoiding Automation Pitfalls → https://www.revopscoop.com/webinar-series/ai-gtm-infrastructure-revops
 
🤝 Connect with Joe on LinkedIn: https://www.linkedin.com/in/josephdigrande/
 
🤝 Connect with Camela on LinkedIn: https://www.linkedin.com/in/camela-thompson/
 
💓 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.
 
#CustomerSuccess #RevOps #Automation #CSOps #RevenueOperations

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Shachar Avrahami, VP of Product & Strategy at EverAfter, to explore how Customer Success Operations (CS Ops) has become the key to scaling revenue. From onboarding automation to productized success plans, Shachar shares practical frameworks that help RevOps teams protect revenue, drive expansion, and ensure customers achieve outcomes—not just “delight.”
 
📊 What you’ll learn:
- Why CS Ops has shifted from afterthought to revenue engine
- How to fix sales-to-CS handoffs with automation and better processes
- Tactics to productize success plans at scale (not just for enterprise)
- How to feed customer outcomes back into ICP and sales messaging
- Why Customer Success Qualified Leads (CSQLs) matter for growth
 
Perfect for: Sales Ops, RevOps leaders, and Customer Success operators focused on retention, expansion, and scalable growth.
 
🔗 Related blog posts:
How to Tackle Your First 90 Days in RevOps: https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role
9 Best Practices for Better Change Management: https://www.revopscoop.com/post/9-best-practices-for-better-change-management
Customer Success is Central to Your Revenue Org: https://www.revopscoop.com/podcast/customer-success-revops
 
🤝 Connect with Shachar on LinkedIn: https://www.linkedin.com/in/shacharavrahami/
 
💓 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 #CustomerSuccess #CSOps #RevenueOperations #SaaS

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

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

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

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
 
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#RevOps #CustomerSuccess #RevenueOperations #Retention #HubSpot

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

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
 
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#RevOps #RevenueOperations #GoToMarket #B2BSaaS #AIinRevOps #SalesOps #TechStack #PlatformConsolidation #DealHub #RevOpsAF

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
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#RevOps #SalesEnablement #ChangeManagement #Seismic #RevenueOperations #GTM #SalesOps #MarketingOps #CustomerSuccessOps #RevOpsAF