The RevOps Review CSQLs to ICP Fit: Building a RevOps Operating System with Danielle Kaetzer, VP of RevOps at Betterworks
Sep 19, 2025
Danielle Kaetzer, VP of Revenue Operations at BetterWorks, shares her expertise in building efficient RevOps systems. She explains how to transform customer success activities into high-quality CSQLs while creating essential feedback loops. Danielle discusses the importance of aligning marketing, SDR, and AE playbooks to streamline processes. She also emphasizes introducing an ICP fit score and improving the customer journey to optimize pipeline conversion. Get ready for actionable insights to elevate your revenue operations!
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CSQLs Turn Post-Sale Touches Into Pipeline
- At her previous company Danielle turned customer success interactions into commercial opportunities by creating CSQLs.
- CS reps flagged expansion signals and passed them to account managers for conversion into pipeline.
Formalize CSQL Handoffs And Feedback
- Train CS reps on discovery and require structured notes when they submit CSQLs to sales.
- Run biweekly feedback sessions so account managers can validate and coach on CSQL quality.
Customer Journey Maps Reveal Strategic Priorities
- Mapping the customer journey reveals gaps and prioritizes whether acquisition or expansion should lead.
- Danielle uses journey mapping to align people, KPIs, and tech across marketing, sales, and CS.