RevOps Lab

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

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 valueHow to build a go-to-market strategy rooted in your ICPWhy process design starts at the handoffs, not in silosHow to enable change through internal champions and buy-inWhat “good data” actually means—and how to balance speed vs. accuracyWhere AI fits (and doesn’t) in modern RevOps workflowsCliff 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/philippstelzerChapters:(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

Cristina De Martini, VP and Research Director at Forrester, joins the show to break down the seven key areas where RevOps leaders should focus to drive long-term impact. Backed by thousands of real-world conversations with operators, Cristina shares a clear framework for navigating RevOps strategy—from process optimization and tech stack design to aligning with customer needs and managing change at scale.We cover:The 7 core focus areas of RevOps leadershipWhy process optimization and revenue lifecycle management are the most common pain pointsHow to use the "five whys" framework to uncover root issuesWhy unified data doesn’t always mean a single source of truthThe right way to evaluate and reduce tech debtWhat role AI should (and shouldn’t) play in RevOps strategyCristina De Martini on LinkedIn: https://www.linkedin.com/in/cristinademartini/ 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) Cristina’s Role and Forrester’s RevOps Research(00:04:19) The 7 Strategic Priorities in RevOps(00:06:45) Revenue Process Optimization: The #1 Conversation Topic(00:13:15) How to Uncover Root Causes with the Five Whys(00:17:19) The Biggest Data Challenges in RevOps(00:23:26) Structured vs. Unstructured Data for AI Readiness(00:30:23) Tech Debt, Redundancy, and Adoption(00:33:00) Aligning Tech Strategy with Business Outcomes(00:37:22) Book Recommendation: The Power of Positive Leadership

Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops. From building channel ecosystems from scratch to enabling partners and tracking ROI, Hassan walks us through the operational frameworks and tooling that power modern partner programs—and explains why it’s time for RevOps teams to stop ignoring this high-impact lever.We cover:What Partner Operations is and why it's a strategic RevOps pillarHow partnerships accelerate deals, increase ACV, and improve win ratesCommon partnership models (referrals, integrations, strategic alliances)How to measure partner-influenced vs. partner-sourced pipelineTools of the trade: PRMs, Salesforce integrations, and CrossbeamAvoiding channel conflict and designing fair compensation structuresThe 3 tips every RevOps team should know before launching a partner motionHassan Irshad on LinkedIn: https://www.linkedin.com/in/hassan-irshad-5b0a6840/ 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(00:02:21) What is Partner Ops and Why It Matters(00:05:39) The Shift in Buyer Behavior & the Role of Ecosystems(00:07:46) Case Study: Building Partner Ops at Fundraise Up(00:10:37) When to Start Thinking About Partner Ops(00:13:53) Partner Models Explained: Referral, Channel, Integration, Strategic(00:18:42) How to Track Attribution, Compensation, and ROI(00:22:20) Partner Enablement and the Role of PRMs(00:25:08) Common Challenges: Alignment, Visibility, Data Chaos(00:32:00) Designing Incentives & Avoiding Channel Conflict(00:36:00) Top 3 Tips for Getting Started in Partner Ops(00:39:00) Book Recommendation: Ecosystem-Led Growth by Bob Moore

This is a reupload of the episode – perfect for anyone who missed it or wants to listen again.Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of understanding key SaaS metrics and the relationship between RevOps and financial planning.We cover:- Understanding the key SaaS financial metrics: bookings, revenue, and MRR- The role of RevOps in forecasting and planning- The relationship between bookings and revenue recognition- Best practices for revenue forecasting and pipeline management- How to align RevOps with finance for better business outcomesBen Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:01:17) Ben’s Background and the Start of The SaaS CFO(00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR(00:07:31) Revenue Recognition and SaaS Finance(00:14:39) Forecasting and the Role of RevOps(00:19:06) How Finance and RevOps Collaborate(00:24:00) SaaS P&L Structure and COGS(00:28:56) Best Practices for Sales and Marketing Expenses(00:35:30) Final Thoughts and Advice

Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversations with RevOps leaders and a viral LinkedIn post that sparked a flood of feedback, this episode breaks down the real-world challenges of maintaining clean CRM data—and what to do about it.We cover:The 8 most common Salesforce data hygiene challengesWhy bad data is worse than no data at allHow to approach activity capture (and why Einstein Activity Capture isn’t it)Tools and workflows to clean, enrich, and maintain your CRMHow AI summaries and automated field updates can drive data accuracyValidation rules, stage criteria, and building hygiene dashboardsQuick wins that create trust in your CRM without overwhelming repsSalesforce Data Hygiene Cheat Sheet : https://www.getweflow.com/content/salesforce-data-hygiene-cheat-sheetFree 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(00:03:26) The Big Challenges in Salesforce Data Hygiene(00:10:22) Quick Win #1: Advanced Activity Capture(00:15:05) Quick Win #2: Conversation Intelligence + AI Summaries(00:21:16) Quick Win #3: Field Updates from AI Prompts(00:23:57) Quick Win #4: Stage Criteria and Validation Rules(00:28:15) Quick Win #5: Monthly Data Review & Cleanup(00:29:25) Quick Win #6: Hygiene Dashboards and Transparency(00:30:52) Book Rec & Final Thoughts