Account Management Secrets Episode 28: RevOps in Action: Driving Retention and Growth
RevOps is more than a back-office function. It is a game-changer for sales operations, account management, and long-term revenue growth.
Alex Raymond sits down with Katherine Nino, the head of global revenue operations at Makosi, to talk about how RevOps goes beyond traditional sales enablement and shapes the entire customer lifecycle. They discuss the power of client health scores, how data-driven insights help account managers stay ahead of churn, and why a culture shift around risk and collaboration is essential.
Katherine shares her approach to building a health score model that cuts through data overload and makes it easier for teams to focus on relationships. She also challenges outdated views on sales handoffs, training, and accountability, making the case for a more connected approach to retention and growth.
Join Alex and Katherine’s discussion to discover a clear roadmap for leveraging RevOps to improve client satisfaction, reduce churn, and drive sustainable revenue growth.
Episode Breakdown:
00:00 Introduction
01:53 What is RevOps?
03:07 Strategy and Transformation
05:05 Data Structure and Reporting
08:20 Evolution of RevOps
10:10 Orchestration and Collaboration in RevOps
14:42 Building a Client Health Model
18:39 Proactive Client Management
20:01 Developing and Testing the Health Model
24:00 Implementation and Success of the Health Model
27:31 Role of Account Managers in Using the Health Model
32:10 Improving Data Quality and Compliance
38:08 Mindset Shift for Account Managers
42:52 Regular Data Hygiene Practices
44:03 Importance of Training and Development for Account Managers
Links
Connect with Katherine Nino:
LinkedIn: https://www.linkedin.com/in/jkatherinenino/
Connect with Alex Raymond:
LinkedIn: https://www.linkedin.com/in/afraymond/
Website: https://amplifyam.com/