RevOps Lab

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

Lauren Silvers, GTM Programs Lead at Ironclad, shares her visionary insights into buyer-centric revenue operations. She discusses the evolving buyer behavior and the frustrations of traditional sales processes. Lauren advocates for signal-based selling and the role of AI in managing CRM hygiene. She highlights the need to reduce tool overload for reps and how operationalizing customer-verifiable outcomes can lead to remarkable pipeline increases. A masterclass on reshaping GTM strategies awaits!

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field.This episode is a practical deep dive into annual planning, metrics ownership, communication cadences, and building mutual trust between RevOps and Finance.We cover:Why most planning processes break down between FP&A and GTMHow to align top-down board targets with bottom-up GTM modelingWhich metrics RevOps should own—and which belong to FinanceWhat “joint planning” really looks like in practiceHow ARR and retention metrics drive enterprise valueWhy cadence, clarity, and relationship-building are non-negotiableSeth London on LinkedIn:https://www.linkedin.com/in/seth-london/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/philippstelzer ⁠Chapters:00:00:00 Intro & Why FP&A and RevOps Often Misalign00:02:30 What Seth Learned From Working in Both Worlds00:07:00 How Meltwater Rebuilt the Planning Process00:11:45 Translating GTM Plans into Financial Models00:16:30 Weekly Cadence, Forecasting Rituals & Narrative Sync00:21:40 What Makes FP&A a Champion vs. a Blocker00:26:00 Metrics Ownership: Pipeline vs. Profitability00:31:00 The ARR Debate, Gross Retention & CFO Buy-in00:34:30 Final Thoughts & Reflections on Alignment

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline Visibility Cheat Sheet as their guide, they break down the exact fields, signals, and metrics you need to track deal health and build trust in your forecast—without overwhelming reps or drowning in dashboard noise.We cover: • The four core layers of pipeline visibility: activity, conversation, methodology, and process • The 10 most important deal signals and how to operationalize them • How to spot bloated pipeline and early warning signs of risk • Stage conversion, sales velocity, and push count as leading indicators • How to start visibility tracking lean—and scale it over timePipeline 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/philippstelzer⁠⁠  Chapters: • (00:00:00) Introduction & Why CRM Visibility Still Fails • (00:03:05) The 4 Layers of Visibility • (00:07:42) What Makes a Deal “Real”? • (00:13:20) Deal Signals: Champions, Pain, Urgency • (00:18:09) Sales Cycle, Pushes & Stage Conversion • (00:25:32) Visibility Metrics That Actually Matter • (00:31:00) How to Roll Out Pipeline Hygiene Without Overkill • (00:36:55) Final Thoughts & Cheat Sheet Recap

Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet. In this candid Friday-afternoon recording (yes, with beer), they talk through the key pitfalls they see across hundreds of RevOps conversations and outline a practical cadence for having real strategic impact—no matter your title or team size.We cover:The most common RevOps pitfalls and how to avoid themWhy being “too reactive” kills your credibility and leverageHow to operationalize annual planning, even if you don’t own itWhat strategic cadence actually looks like (QBRs, forecast meetings, board prep)How to align planning with segmentation, territory models, and pipeline goalsThe mindset shift from tech firefighting to business partnershipTactical ways to become more strategic—even at the IC levelFree RevOps Resources:https://www.getweflow.com/revopsJanis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠   Phillip on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠  Chapters:(00:00:00) Intro & Iced Tea vs. Friday Beer(00:02:30) Pitfall 1: The Slack-Ping Hell of Internal Requests(00:04:50) Pitfall 2: Go-to-Market Misalignment(00:06:50) Pitfall 3: Data Trust and Strategy Disconnect(00:09:00) The Mindset Shift: From Reactive to Proactive(00:11:30) Strategic Operating Cadence: Annual to Monthly(00:15:00) Bottom-Up GTM Planning and Headcount Models(00:20:30) Aligning FP&A, Sales, and Marketing on Metrics(00:23:45) From Planning to Execution: Staying Strategic(00:26:00) Owning the Revenue Cadence (QBRs, Board Decks, Forecast Meetings)(00:30:00) Strategic Impact via CSMs, Expansion, and Retention(00:33:00) Translating KPIs to Executive Language(00:36:00) Final Thoughts & Cheat Sheet Summary

Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. From fractional leadership to enterprise projects, Joe walks through how the framework applies in real-world settings and how operators can use it to build clarity, credibility, and momentum.We cover: • The 5A Framework: Audit, Analyze, Align, Architect, Accelerate • How to apply the model in new roles, acquisitions, or big initiatives • The importance of stakeholder buy-in and prioritization • What most RevOps teams skip (and why it hurts long-term credibility) • How to approach change management and value communication • Common pitfalls like overloading sellers or skipping baseline metricsJoe Ort on LinkedIn: https://www.linkedin.com/in/joeort/Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠    Phillip on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠    Weflow: ⁠https://www.getweflow.comChapters: (00:00:00) Intro & Meet Joe (00:02:25) The Origin of the 5A Framework (00:05:06) When to Use It: New Roles, Projects, Acquisitions (00:08:43) A – Audit: What to Assess and Why It Matters (00:13:26) Tools & Tips for a Strong Audit Phase (00:15:18) A – Analyze: From Metrics to Root Causes (00:18:41) When You Don’t Have the Data: Now What? (00:20:17) A – Align: Gaining Stakeholder Buy-In Without Overload (00:23:24) Common Pitfalls: Change Fatigue, Overcommitment (00:27:11) A – Architect: Designing for Scalability & Adoption (00:31:33) A – Accelerate: Driving Impact and Continuous Learning (00:35:03) Book Recommendation: Getting Things Done by David Allen (00:36:47) Final Thoughts & Funny Story on Lost Comp Plans

In this engaging discussion, Rhys Williams, Founder and Managing Partner at Domestique, shares his insights on the pervasive issue of executive mistrust in data. Rhys explains that the problem often lies beyond just reporting, emphasizing the importance of strategic alignment and consistent definitions across teams. He highlights the dangers of dashboard overload and advocates for structured operating cadences like the Demand Council. The conversation also touches on the critical role of RevOps teams in not just presenting data but providing actionable insights.

Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods to frameworks and philosophical reflections, this conversation explores both the making of the book and the strategic foundation RevOps leaders need today.We cover:The metaphor behind the "RevOps Pendulum" and why alignment drives momentumHaris’ writing process: from morning rituals to 20 months of editsSurprising insights from original research with 180+ RevOps professionalsWhy private equity firms are driving the RevOps agenda harder than VCsA practical breakdown of the book’s core pillars: Process, Enablement, Systems, and DataWhy stakeholder alignment and communication are more important than toolingHow to apply strategic planning and prioritization in the day-to-day of RevOpsHaris on LinkedIn: https://www.linkedin.com/in/harisodobasic The RevOps Pendulum: https://www.amazon.de/dp/9090398813Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer    Phillip on LinkedIn: https://www.linkedin.com/in/janiszech    Weflow: https://www.getweflow.com  Chapters:(00:00:00) Introduction(00:01:06) Why Haris Wrote a RevOps Book(00:05:46) Writing Process & the Power of Discipline(00:08:33) Research Methodology and Surprising Findings(00:13:54) Book Structure and the Four Pillars of RevOps(00:17:04) Why Strategy and Communication Come First(00:22:29) Enterprise vs. Startup RevOps Priorities(00:24:48) The Role of Strategic Planning in Prioritization(00:26:55) Where to Find the Book and Join the Launch