RevOps Lab

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

Sebastian Voigt, a seasoned pricing expert and Co-Lead Pricing and Sales at a leading consultancy, joins us to explore the intricate art and science of pricing for SaaS companies. From his early days learning the psychology of pricing in his mother’s flower shop to leading pricing strategies for global enterprises, Sebastian shares his wealth of knowledge and practical insights. This episode is packed with strategies and tactics to help RevOps professionals unlock growth and profitability through smarter pricing.We cover: How to design an effective SaaS pricing strategy The psychology of pricing: leveraging perception and reference points Common mistakes in pricing and how to avoid them Tactical approaches to bundling, discounting, and upselling Real-world examples of pricing transformations driving 20-30% revenue growth How RevOps teams can play a pivotal role in operationalizing pricing strategiesSebastian Voigt on LinkedIn: https://www.linkedin.com/in/sebastianvoigt/ Free RevOps resources: https://www.getweflow.com/revopsJanis 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 Journey to Becoming a Pricing Expert(00:05:17) Fundamentals of SaaS Pricing Strategy(00:09:42) Leveraging Psychology in Pricing Decisions(00:14:39) Common Pricing Mistakes and How to Fix Them(00:19:06) The Role of RevOps in Pricing(00:28:56) Operationalizing Pricing at Scale(00:35:30) Final Thoughts and Book Recommendation

Tom van Langen, Vice President of Revenue Operations, shares his expertise on transforming strategy into action. He emphasizes that making strategy a focal point for RevOps prevents planning from going to waste. Tom introduces five key pillars for operationalizing plans and offers real-world examples to illustrate his points. He discusses the importance of prioritizing tasks, serving as a scorekeeper for execution, and aligning team efforts with company goals. Tune in for actionable insights that can sharpen your operational execution!

To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.We cover: Transitioning from churn and happiness metrics to revenue retention The significance of customer outcomes as leading indicators The impact of effective onboarding on customer retention Strategies for driving customer expansion and growthYou can find more information about Daphnehere:⁠https://www.linkedin.com/in/daphnecostalopes/⁠ RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Weflow: ⁠https://www.getweflow.com⁠Marker: (00:00:00) Introduction (00:01:17) Daphne's Background (00:07:31) Evolution of Customer Success Metrics (00:14:39) Importance of Onboarding (00:19:06) Customer Outcomes and Value Metrics (00:24:00) Strategies for Customer Expansion (00:28:56) Effective Renewal Management (00:35:30) Final Thoughts and Advice

To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.We cover: - Six essential models to create recurring revenue- How to establish a common data language in your org- Basic rules for different stages of scaling Jacco’s book can be found here:https://shop.winningbydesign.com/products/revenue-architecture-text-book https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/ You can find more information about Jacco here: https://www.linkedin.com/in/jaccovanderkooij/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ Marker:(00:00:00) Why Jacco wrote "Revenue Architecture"(00:02:09) How markets have shifted(00:03:53) GTM motions & measuring profitability(00:11:03) Rules for different stages of scaling (00:17:41) 6 models to create recurring revenue(00:22:55) How to establish a common data language(00:32:13) Navigating a jungle of different GTM motions