RevOps Lab

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

We reflect on an incredible year of the RevOps Lab Podcast, sharing our gratitude and key highlights from over 50 episodes, community events, and impactful conversations.We cover:- A look back at our favorite moments and learnings from this year- Highlights from guests like Jaco on Revenue Architecture and Sean & Laura on The RevOps Manual- The success of our meetups in Munich, London, and Berlin, plus the RevOps AF Conference in San Diego- What’s coming next: plans for 2025 and why you should stay tunedRevOps 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.comThank you:To our listeners, contributors, and everyone in the RevOps community—your support, insights, and collaboration make this podcast a joy to create. Here’s to another exciting year of growth and learning together!

In this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets. We cover: The dramatic shift from aggressive growth to revenue efficiency Strategies to improve CAC payback and cash efficiency How Agicap doubled their basket size and improved upselling The role of RevOps in driving cross-functional alignment Insights on building resilience during market downturns Mickaël Jordan on LinkedIn: https://www.linkedin.com/in/micka%C3%ABl-jordan-6485231a/ 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 Chapters: (00:00:00) Introduction (00:01:13) From €300k ARR to €50M: Agicap’s Growth Journey (00:03:59) The Funding Boom of 2021 and Its Aftermath (00:07:31) Shifting Gears: Efficiency Over Growth (00:14:39) Revamping Team Incentives and Compensation (00:19:06) Strategic Upselling and Market Focus (00:24:00) Lessons Learned from Scaling in Tough Markets (00:35:30) Final Thoughts and Advice for RevOps Leaders

Camela Thompson, Head of Marketing at RevOps Co-op and an experienced RevOps leader, joins the podcast to share her unique perspective on reporting best practices and how to use storytelling to drive better decision-making. Drawing from her 15 years in marketing, sales, and customer success operations, Camela emphasizes the importance of collaboration, context, and curiosity in navigating modern RevOps challenges. We cover: How to structure reports that resonate with executives and boards The role of data storytelling in influencing strategic decisions Key lessons for avoiding common pitfalls in boardroom reporting Aligning RevOps metrics with what truly matters: growth and efficiency Practical strategies for fostering cross-functional collaboration and trust Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/ 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.com Chapters: (00:00:00) Introduction (00:01:08) Camela’s Journey in RevOps (00:02:17) Reporting Truths: Data is the Start, Not the End (00:06:05) Understanding What Boards Want from Reporting (00:09:22) Common Mistakes in Marketing and Sales Reports (00:14:39) Building Trust Through Transparency and Collaboration (00:19:06) The Role of Context in Effective Reporting (00:24:00) Creating Metrics That Matter for Leadership (00:30:01) Final Thoughts and Book Recommendation

Shantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table. We cover: - The importance of the partnership between RevOps and finance - Using KPI trees to align teams and set clear goals - How to integrate financial metrics with operational realities - Effective planning strategies to break silos between revenue, finance, and product teams - Lessons from Shantanu’s experience at LinkedIn, Gong, and Personio Shantanu Shekhar on LinkedIn: https://www.linkedin.com/in/shantanushghar/ 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 Chapters: (00:00:00) Introduction (00:01:08) Shantanu’s Journey in RevOps (00:04:22) Building Effective Partnerships Between RevOps and Finance (00:07:31) The Power of KPI Trees for Strategic Alignment (00:14:39) Navigating Annual Planning Week (00:19:06) Aligning Cross-Functional Teams with Data-Driven Insights (00:24:00) Balancing Top-Down Goals with Ground-Level Realities (00:28:56) Lessons Learned From Scaling RevOps in SaaS (00:35:30) Final Thoughts and Book Recommendations

Toni Holbein, founder of Growblocks, joins the podcast to discuss the critical role of revenue operations in modern go-to-market strategies. With years of experience as a CRO and RevOps leader, Toni shares his insights on how RevOps professionals can position themselves as strategic partners in their organizations. From leveraging AI-driven solutions to creating high-impact QBRs, Toni dives deep into actionable strategies that help RevOps teams drive meaningful impact. We cover: Why RevOps needs a strategic seat at the table Leveraging AI to reduce go-to-market costs and boost efficiency Creating QBRs to gain visibility and recognition from leadership The importance of analytical skills and data storytelling Understanding business acumen and aligning with company goals How RevOps can support planning processes and navigate organizational challenges Toni Holbein on LinkedIn: https://www.linkedin.com/in/tonihohlbein/ 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 Chapters: (00:00:00) Introduction (00:01:08) Toni’s Background and the Founding of Growblocks (00:02:10) The Case for RevOps as a Strategic Partner (00:05:10) Using AI to Drive Go-to-Market Efficiency (00:08:44) Building High-Impact QBRs (00:13:18) Analytical Skills and Data Storytelling (00:20:33) Understanding Business Acumen (00:24:52) RevOps’ Role in Organizational Planning (00:28:10) Final Advice and Book Recommendations

Gabe Rothman, Vice President of Operations at Rescale, returns to the podcast to share his approach to building a scalable tool stack for enterprise-level organizations. From foundational CRM systems to advanced business intelligence tools, Gabe discusses the importance of aligning tools with business needs, the trade-offs between building and buying, and strategies to avoid common pitfalls like tool sprawl. We cover: The essential components of a scalable tool stack Prioritizing tools based on company maturity and goals Navigating the build vs. buy decision-making process Managing tool sprawl and optimizing integrations Lessons learned from implementing CPQ and forecasting solutions Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/  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.com Chapters: 00:00:00 Introduction 00:01:17 Gabe’s Background and Experience at Rescale 00:03:59 Starting with Foundational Tools: CRM and Prospecting 00:07:31 Expanding the Stack: Marketing Automation and CI 00:14:39 Build vs. Buy: Making the Right Choice 00:19:06 Avoiding Tool Sprawl and Ensuring Scalability 00:24:00 Forecasting and Business Intelligence Tools 00:35:30 Final Thoughts and Book Recommendations

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you: Camunda’s sales process Pipeline generation at Camunda Running a highly accurate forecast process Robert’s key sales metrics  You can find more information about Robert here: ⁠⁠https://www.linkedin.com/in/robert-gimbel-gtm/⁠ 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/⁠⁠  Markers: (00:00:00) Camunda’s GTM motion (00:06:28) Opportunity criteria (00:13:50) The most important part in the sales cycle (00:18:17) Forecasting setup (00:24:05) Increasing predictability (00:25:37) Key sales metrics (00:31:07) Most important learnings

Eric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives into the nuances of organizational design, the importance of hiring the right talent, and the key elements of leading a high-performing team. He also offers practical advice on how to effectively onboard new team members and foster a collaborative culture. We cover: Scaling a RevOps team from 3 to 7 members Organizational design and the importance of customer, marketing, and sales ops alignment Best practices for hiring and onboarding in RevOps Building cross-functional collaboration across go-to-market functions Leadership principles for empowering RevOps teams Eric Portugal-Welsh on LinkedIn: https://www.linkedin.com/in/ericwelsh1/  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  Chapters: (00:00:00) Introduction (00:01:23) Eric’s Background and Role at Deputy (00:03:29) Designing and Growing the RevOps Team (00:07:31) Hiring and Organizational Design Strategy (00:14:39) Onboarding and Leadership in RevOps (00:19:06) Building Cross-Functional Collaboration (00:24:00) Lessons on Team Scaling and Organizational Structure (00:35:30) Final Thoughts and Leadership Advice