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
