RevOps Lab #79 How RevOps Can Drive Enterprise Value - with Cliff Simon, GTM & RevOps Leader at Carabiner Group
Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value creator (not just a reporting function), this is the blueprint.
We cover:
The four levers that drive enterprise value
How to build a go-to-market strategy rooted in your ICP
Why process design starts at the handoffs, not in silos
How to enable change through internal champions and buy-in
What “good data” actually means—and how to balance speed vs. accuracy
Where AI fits (and doesn’t) in modern RevOps workflows
Cliff Simon on LinkedIn: https://www.linkedin.com/in/cliff-simon/
Free RevOps resources: https://www.getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer
Chapters:
(00:00:00) Introduction
(00:01:14) Cliff’s Background and Carabiner Group’s Mission
(00:03:30) The 4 Levers That Drive Enterprise Value
(00:05:55) Building Strategy Around Your ICP and Problem Fit
(00:12:20) From Strategy to Process: Where Most Teams Go Wrong
(00:17:15) Process Buy-In and Frontline Enablement
(00:24:45) CRM Adoption, User Experience, and Internal Advocacy
(00:28:15) AI, Forecasting, and the Future of GTM
(00:33:30) Data Hygiene, Trust, and the Cost of Inaction
(00:37:40) Final Thoughts and Book Recommendations