RevOps Lab

In this episode:Laura Cross, VP and Principal Analyst at Forrester, joins Janis and Philipp to unpack the shift from annual to continuous planning. Laura shares why static, one-and-done plans don’t work in today’s fast-changing environment and how RevOps can take the lead in building adaptive, customer-centric planning processes.We cover: Why annual planning often creates misalignment and mistrust The rise of continuous, “always-on” planning cycles How to balance board-level compliance with GTM agility Common pitfalls: siloed planning, unrealistic timelines, political dynamics Why putting the customer at the center fixes more than process RevOps as the facilitator of sync & sequence across functions Practical steps to operationalize strategy through revenue cadencesLinks: Laura Cross on LinkedIn: https://www.linkedin.com/in/lauracross Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Laura (00:02:10) Annual vs. Continuous Planning – The Shift (00:05:30) Why Annual Planning Fails in Practice (00:09:20) Misalignment, Finger-Pointing & Trust Issues (00:14:15) The Role of RevOps in Sync & Sequence (00:19:00) Overhead, Culture & Mindset Shifts (00:24:30) From Strategy to Execution: Revenue Cadences (00:29:40) Final Thoughts & Forrester Resources

In this quick special episode (under 3 minutes!), Janis and Philipp announce something big:👉 Together with 50 RevOps leaders from around the world, we’re launching a free Slack community exclusively for Revenue Operations professionals.Here’s what you need to know: • 💬 No pitches, just real conversations • ✅ Strictly RevOps-only (every application is reviewed) • 🤝 Share challenges, get support, and learn faster • 🌍 Local chapters for real-life meetups (yes, IRL!)🚀 Request early access now: getweflow.com/community

Andy Mowat, Founder of Whisperd and longtime RevOps leader at companies like Upwork, Box, CultureAmp, and Carta, joins Janis and Philipp to share how to build a successful career in RevOps. Andy breaks down the six “superpowers” of RevOps, what separates a VP from a Director, and how to pick the right company to accelerate your growth. He also shares his perspective on how AI will reshape the future of RevOps and the GTM tech stack.We cover:The six “superpowers” of RevOps every operator should masterDirector vs. VP: the real differences in scope and leadershipWhy choosing the right company and boss matters more than compHead of RevOps at a startup vs. #2 at a breakout scale-upHow to identify breakout companies—and avoid toxic onesFuture trends: AI, data architecture, and the reinvention of SalesforceResources for career growth from WhisperdAndy Mowat on LinkedIn:https://www.linkedin.com/in/andymowat/Pipeline Visibility Cheat Sheet: ⁠⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠ Chapters:(00:00:00) Intro & Meet Andy(00:04:46) The Six Superpowers of RevOps(00:07:44) Director vs. VP – Key Differences(00:10:39) Picking Companies That Accelerate Your Career(00:15:13) Startup vs. Scale-Up Roles(00:23:22) Future Trends in RevOps: AI & Data(00:29:48) Whisperd Playbooks & Final Takeaways

Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-to-market. Lauren walks through her experience scaling RevOps during hypergrowth, driving alignment with product, and building operating cadences that keep leadership on the same page.We cover: • Lessons from scaling InMobi from $300M to $600M+ revenue • How to build RevOps from 2 people “tinkering in Salesforce” to a 25+ person team • Driving interlock between product and revenue teams under pressure • Why operating cadences matter more than tools • Balancing short-term firefighting with long-term roadmap planning • How RevOps can translate customer needs into product strategyLauren Hughes on LinkedIn:https://www.linkedin.com/in/laurenehughes10023/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Intro & Meet Lauren(00:02:00) Scaling RevOps at InMobi During Hypergrowth(00:07:15) First Hires & Building Business Planning Into RevOps(00:12:40) Driving Product <> Revenue Interlock(00:18:20) Operating Cadences & Leadership Alignment(00:23:30) Balancing Fix-It Mode With Future Planning(00:29:10) Lessons Learned & Applying Them at Justworks(00:34:30) Podcasts & Resources Lauren Recommends

In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. John shares how revenue operations can play a critical role in preparing CROs and CEOs for board meetings, what metrics truly matter, and why scaling go-to-market teams is often harder than building products.From avoiding common pitfalls in hiring and territory planning to designing repeatable frameworks for growth, this conversation is packed with insights from someone who has guided companies through hypergrowth at the highest levels.What You’ll Learn:How RevOps leaders can equip CROs for successful board meetingsWhy headcount, productivity, and churn are the only real levers in scaling salesThe cost of hiring too late and under-investing in frontline managementWhy territory fairness is critical to rep success and retentionKey frameworks for reporting to the board (5-quarter model, productivity per rep, new logos vs. existing growth)The importance of evolving your ICP, sales process, and common language as you scaleJohn McMahon on LinkedIn: https://www.linkedin.com/in/johnmcmahon1/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Meet John McMayhem(00:03:45) Board Meeting Dynamics(00:08:20) Preparation Strategies(00:12:30) Sales Team Scaling Pitfalls(00:16:50) Proactive Hiring Importance(00:21:15) Territory Management(00:25:45) Reducing Ramp Time Through Training(00:30:00) Key Performance Metrics(00:34:40) RevOps as Strategic Eyes and Ears(00:38:10) Closing Thoughts & Book Recommendation

Kristina Kardell, Director of RevOps & Strategy at Leapsome, joins Janis to explore how revenue cadences can move RevOps from execution to strategy. Kristina shares how she structures cadences that align leaders, drive accountability, and unlock real business impact.We cover: • What revenue cadences actually are—and why they matter • How to set up cadences that align GTM leadership • Turning recurring meetings into drivers of accountability • Balancing operational detail with strategic oversight • Lessons learned from scaling RevOps at Leapsome • How cadences unlock cross-functional alignmentLinkedIn:https://www.linkedin.com/in/kristinakardell/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Kristina(00:02:05) Why Cadences Are a Strategic Lever(00:06:20) Designing Cadences That Stick(00:10:45) Leadership Alignment Through Revenue Cadences(00:15:00) From Operations to Strategy(00:18:25) Lessons Learned at Leapsome(00:21:40) Final Thoughts & Key Takeaways

Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impact. With deep expertise in GTM strategy, comp design, and performance management, Dana shares how to align revenue teams, structure for scale, and turn RevOps into a strategic growth driver—not just an operational support function.We cover: • How to design a RevOps org that accelerates GTM execution • The link between sales performance management and RevOps success • Common comp plan pitfalls and how to avoid them • Partnering effectively with CROs, CFOs, and sales leadership • Which skills turn good operators into strategic leaders • Why RevOps needs a seat at the executive tableDana Therrien on LinkedIn:https://www.linkedin.com/in/danatherrien/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Dana (00:02:20) From Sales Performance to RevOps Leadership (00:06:05) What Great RevOps Teams Do Differently (00:10:45) Comp Plan Design – Common Pitfalls & Fixes (00:15:30) Partnering with CROs and CFOs (00:20:40) Leadership Skills That Scale (00:26:10) Structuring RevOps for Speed & Alignment (00:31:25) Final Takeaways & Book Recommendation

After 88 episodes, Janis and Philipp look back and highlight the most shared, cited, and saved conversations from across the show. From methodology rollouts and forecasting to CS, enablement, and strategic RevOps planning—this is a curated guide to the episodes that shaped the community.We cover: • The most actionable insights across 80+ episodes • What listeners actually implement from RevOps Lab • Which guests challenged how we think about GTM • Our favorite frameworks, rituals, and cheat sheets • What’s coming next—and how we’ll keep evolvingReview our top 10 episodes: https://www.linkedin.com/posts/janiszech_takeaways-from-9-revops-leaders-activity-7305237770560507905-M-Bx?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJustin Norris: https://www.linkedin.com/posts/janiszech_revops-revops-outbound-activity-7260648519277985792-PXw5?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAISamarth: https://www.linkedin.com/posts/janiszech_revops-salesops-cro-activity-7255182493337677824-YI7t?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIMatthew Volm: https://www.linkedin.com/posts/janiszech_revops-tools-revops-activity-7252283401032863744-Y1fY?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAICrissy: https://www.linkedin.com/posts/janiszech_revops-revops-gtmops-activity-7250501664216875008-6o90?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJeremy: https://www.linkedin.com/posts/janiszech_revops-gtm-saas-activity-7242861308096712705-P1eA?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAILaura Adint & Sean Lane: https://www.linkedin.com/posts/janiszech_revops-revopslab-revops-activity-7241426861497462784-1kyb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIDaphne: https://www.linkedin.com/posts/janiszech_hubspot-revops-cs-activity-7238871265791410176-Q9To?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAITom: https://www.linkedin.com/posts/janiszech_cros-revops-revopslab-activity-7237105621039267843-pLtb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIBen Murray: https://www.linkedin.com/posts/janiszech_saas-revops-gtm-activity-7272607315730604033-ph1c?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIEric https://www.linkedin.com/posts/janiszech_revops-saas-gtm-activity-7270780286269849600-2nDU?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIToni: https://www.linkedin.com/posts/janiszech_what-are-ways-to-be-more-strategic-in-revops-activity-7269330721238880258-Iitt?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIChapters: • (00:00:00) Intro & Why This Recap Matters • (00:02:00) Books That Shaped the Show • (00:05:00) Forecasting, Pipeline Reviews & SPICED • (00:09:00) Planning, Board Prep & Territory Design • (00:13:00) Comp Plans, Metrics & SaaS Finance • (00:16:00) RevOps & FP&A: Strategic Convergence • (00:18:00) Community Shoutouts & What’s Next

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.We cover: • Why Meltwater chose SPICED over MEDDIC or BANT • How to structure deal inspection cadences that actually work • Building methodology into your CRM, scoring, and dashboards • Why enablement isn’t enough—and how to align managers • Using AI agents for deal scoring, inspection, and coaching • What “10x sellers” might look like with operational AI supportJulien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Julien & His Role at Meltwater(00:03:00) Choosing SPICED & Aligning Global Teams(00:07:20) Operationalizing SPICED in Salesforce(00:11:45) Why Deal Inspections Need Their Own Cadence(00:15:40) Enabling Managers to Drive Adoption(00:20:00) AI Use Cases: Scoring, Coaching, Feedback(00:24:15) Vision for 10x Sellers with AI Agents(00:28:40) Book Recommendations & Closing Thoughts

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a pod-based model that balances enablement, systems, and sales ops—while staying fast, aligned, and strategic.From hiring 25 people in 6 months to syncing Asana, Slack, and sprint cycles, this is a playbook for anyone designing or rethinking their RevOps org.We cover: • How Engine designed a pod-based RevOps structure • The soft skills required for operating partners • Aligning enablement, systems, and ops around one roadmap • Scaling without drowning in meetings or Slack chaos • Tips for hiring across ops, enablement, and technical roles • How to run RevOps like a product org—with developers, BAs & roadmaps • Mollie’s framework for project prioritization (and saying no) • Why a “get the right people on the bus” mindset beats rigid job specsMollie Bodensteiner on LinkedIn:https://www.linkedin.com/in/molliebodensteiner/Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: • (00:00:00) Meet Mollie & Her Role at Engine • (00:02:30) Why Pods? Org Design Lessons from Scaling • (00:06:00) How to Align Enablement, Ops & Systems • (00:09:45) Slack, Asana & Avoiding Communication Chaos • (00:13:00) Prioritization Frameworks & Saying No • (00:16:20) What Makes a Great RevOps Hire • (00:20:30) Running RevOps Like a Product Team • (00:25:00) When to Augment with Agencies vs. Own Internally • (00:29:30) Hiring Mindset: Skills > CVs • (00:34:00) Book Recs: Surrounded by Idiots, Thinking in Bets, Trillion Dollar Coach