Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound. From tracking product usage to de-anonymizing GitHub activity, Soham shares how he built a smarter, more precise outbound motion—one that prioritizes timing, intent, and efficiency over brute force volume. This episode is packed with practical insights for RevOps leaders looking to modernize their go-to-market strategy.We cover:What signal-based outbound really means (and why it matters now)How to identify the signals that indicate buying intentThe importance of signal “stacking” and account-level densityTools and tactics for orchestrating cross-channel outboundCommon mistakes and how to avoid signal noise and vendor bloatHow to operationalize scoring, prioritization, and automationSoham Maniar on LinkedIn: https://www.linkedin.com/in/sohammaniar/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(00:01:02) Soham’s Role at Weaviate and RevOps Journey(00:03:05) Defining Signal-Based Outbound(00:06:02) Universal Signals: Website and Product Usage(00:08:59) Channels, Signals, and Stacking at Weaviate(00:14:33) Prioritization, Awareness Curves, and Buyer Density(00:22:50) From Fit to Behavior: Rethinking ICP(00:24:07) Orchestration: Enrichment, Automation & Activation(00:28:39) Real-Life Automation Examples(00:29:45) Top Mistakes and Lessons Learned in Signal Ops(00:33:01) Book and Blog Recommendations

Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and driving measurable impact. Whether you're tackling process bottlenecks or trying to rally teams around shared metrics, Hans explains how slowing down with a structured discovery process can actually help you move faster and make smarter decisions in RevOps.We cover:Why discovery isn’t just for sales — and how RevOps can adopt the mindsetHans’s 4-step RevOps Discovery Framework: Strategy, Metric, Stakeholders, Pain TypesHow to use data to tell compelling stories and align your orgTips for building trust through listening and stakeholder interviewsThe role of process, data, systems, and people — and how to categorize pain properlyHans Lees on LinkedIn: https://www.linkedin.com/in/hannah-lees-269b8668/ https://growth-ops-studio.beehiiv.com/p/mastering-discovery-a-smarter-path-to-impacthttps://growth-ops-studio.beehiiv.com/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(00:01:38) Hans Role at DroneDeploy(00:02:25) Why Discovery is a Missing Skill in RevOps(00:05:34) The RevOps Discovery Framework Explained(00:14:01) Aligning Metrics with Strategic Goals(00:19:49) Data Storytelling for Buy-in and Alignment(00:29:10) Engaging Stakeholders and Building Trust(00:39:19) Categorizing Pain: People, Process, Data, Systems(00:44:00) Book Recommendations and Final ThoughtsDisclaimer:Due to technical issues with Janis' video file, we were unable to use the original footage. As a result, a placeholder was inserted for his track.

Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks. Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.We cover:How RevOps operates in a 100,000-person companyWhy she started in marketing ops instead of sales opsThe challenges of aligning revenue data across multiple business unitsHow to identify and fix revenue leakage in a large organizationThe skills needed to thrive in RevOps at an enterprise companyThe role of technology in RevOps – and why the biggest challenge isn’t toolsLorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ 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(00:02:06) How Lorena Ended Up in RevOps at JLL(00:06:45) Structuring RevOps in a 100,000-Person Company(00:12:10) Identifying and Fixing Revenue Leakage(00:18:36) The Challenges of Aligning Data Across Multiple Business Units(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge(00:37:02) The Skills You Need to Succeed in Enterprise RevOps(00:41:05) Final Thoughts and Book Recommendations

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce.If you’ve ever struggled with tracking sales activities, mapping emails to opportunities, or dealing with unreliable data in your CRM, this episode is a must-listen. Janis and Philipp break down the pitfalls of common activity capture methods, how to avoid data black holes, and how to build a setup that provides real revenue insights.We cover:The different ways teams capture activities in Salesforce (and why most don’t work)Why Einstein Activity Capture is a black hole for your dataThe problems with relying on manual logging and sales engagement toolsHow activity data impacts forecasting, pipeline health, and rep productivityBest practices for building an effective activity tracking strategyFree 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    Weflow: https://www.getweflow.com Chapters:(00:00:00) Introduction(00:02:16) Why We’re Talking About Activity Capture(00:06:45) What is Activity Capture and Why Does It Matter?(00:12:30) The Pitfalls of Manual Logging and Einstein Activity Capture(00:18:42) How Poor Activity Tracking Kills Forecasting & RevOps Insights(00:24:50) Best Practices for Capturing Email and Meeting Data in Salesforce(00:30:15) The Role of Automation in Activity Capture(00:37:02) Common Myths About Activity Data & How to Fix Them(00:41:05) Final Thoughts and Resources

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest.If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for better forecasting, this episode is packed with tactical insights you won’t want to miss.We cover: Why pipeline management is the foundation of great forecasting The 3x pipeline coverage rule—truth or myth? How to structure effective pipeline reviews that actually move the needle Best practices for building operating cadences that scale The role of RevOps in helping sales teams drive predictability The biggest mistakes revenue teams make when inspecting pipeline healthJeff Ignacio on LinkedIn: https://www.linkedin.com/in/jeffbethechangeFree 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   Weflow: https://www.getweflow.comFurther Reading from Jeff Ignacio:Advanced Pipeline Management: https://revengine.substack.com/p/advanced-pipeline-management What Sales Leaders Should Know About Pipeline Coverage: https://revengine.substack.com/p/what-sales-leaders-should-know-aboutChapters:(00:00:00) Introduction(00:02:04) Jeff’s Background and RevOps Journey(00:06:45) The Core Pillars of Pipeline Management(00:12:10) Forecasting vs. Pipeline Management – What’s the Difference?(00:18:36) Operating Cadences: How to Run Pipeline Reviews Effectively(00:24:50) The 3x Pipeline Coverage Rule: A Dangerous Heuristic?(00:30:15) How to Improve Forecast Accuracy Through Pipeline Discipline(00:37:02) Common Pipeline Inspection Mistakes and How to Avoid Them(00:41:05) Final Thoughts and Jeff’s Recommended Reads

Tiffany Gonzales, a skilled RevOps leader with a robust background at AWS and Coupang, discusses the critical concept of 'revenue moments' that can drive customer retention and growth. She shares methods to identify these crucial indicators using both qualitative and quantitative approaches. Real-world success stories illustrate their impact on aligning sales, marketing, and customer success efforts. Tiffany emphasizes best practices for operationalizing these insights to create scalable revenue strategies.

Dan Schonfeld, VP of Revenue Operations at Glia, dives into the transformative power of go-to-market data. He emphasizes the art of data storytelling to make analytics truly actionable. Listeners will learn about balancing strategic and operational analytics, as well as best practices for impactful Quarterly Business Reviews. Dan discusses how to effectively communicate insights to executives and explores the real vs. hype aspects of AI in analytics. His insights help build a strong, data-driven culture in revenue operations.

Nik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how he’s leveraging automation and AI to maximize the impact of a lean RevOps team. Coming off the back of a major CRM merger, Nik is now focused on scaling efficiency, reducing manual tasks, and freeing up time for strategic initiatives. If you’re in RevOps and constantly battling with time-consuming admin work, this episode is packed with actionable ideas to automate your workflow.We cover:Lessons learned from merging two CRMs post-acquisitionHow to scale impact with a small RevOps teamUsing automation tools like Coefficient to streamline reportingApplying AI to reduce admin workload and free up strategic timeCreating proactive QBR insights with AI-driven analysisThe future of RevOps automation and AI-powered assistantsNik Garza on LinkedIn:https://www.linkedin.com/in/nicholasagarza/ Free 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(00:02:04) Merging Two CRMs: Lessons from a RevOps Challenge(00:06:49) Enabling a Lean RevOps Team(00:12:10) The Power of Automating Data and Reporting(00:18:36) AI for Admin Tasks: Saving Time and Effort(00:24:50) Automating QBR Insights with AI(00:30:15) Creating a Knowledge Base for Internal Support(00:37:02) The Future of AI in RevOps and Operational Efficiency(00:41:05) Final Thoughts and Recommended Resources

RevOps in 2025 Report: https://revenuewizards.com/reports/revops-in-2025 Haris Odobasic, the Co-Founder of the Revenue Wizards, returns to the podcast to discuss the findings from his global RevOps survey, which gathered insights from over 180 professionals across 28 countries. From the perception of RevOps as an operational vs. strategic function to the biggest challenges in data quality and technology adoption, Haris shares the key takeaways that every RevOps leader should know.We cover:The surprising disconnect between RevOps ambition and realityWhy 67% of RevOps professionals spend less than 10 hours per year improving soft skillsThe operational vs. strategic debate: why RevOps is still seen as "system admins"The shift towards custom-built tools vs. off-the-shelf solutionsWhy data quality remains a top challenge – and how companies are solving itThe future of AI in RevOps: realistic use cases vs. hypeHaris on LinkedIn: https://www.linkedin.com/in/harisodobasic/Free 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.comChapters:(00:00:00) Introduction(00:02:04) The Global RevOps Survey(00:06:49) Skills Gap in RevOps(00:12:10) Why RevOps Is Perceived as Operational(00:18:36) Why 45% of Teams Focus on Sales(00:24:50) Build vs. Buy(00:30:15) The Data Quality Struggle(00:37:02) AI in RevOps(00:41:05) Final Thoughts and Book Recommendation

Olga, VP of Revenue Operations at Birdeye, joins the podcast to discuss how AI is transforming the way RevOps teams work. From enhancing data quality to maximizing sales efficiency, Olga shares her perspective on integrating AI into everyday workflows, the challenges of balancing innovation with caution, and how to drive meaningful outcomes for RevOps teams.We cover:- Why AI is here to stay and how RevOps can leverage it effectively- Practical use cases for AI in sales processes, data management, and meeting preparation- Balancing automation with human oversight to maintain data quality- How AI can help maximize sales time by reducing admin workloads- The potential of AI-driven insights for proactive decision-making in RevOpsOlga on LinkedIn: https://www.linkedin.com/in/olgatraskova/ Free 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(00:01:22) Leading RevOps at Birdeye(00:04:03) AI in RevOps(00:08:37) Maximizing Sales Time with AI(00:14:04) Why People Still Matter(00:20:31) Improving Data Quality & Pipeline Management(00:27:25) Insights for Better Decision-Making(00:36:01) Final Thoughts & Book Recommendation