RevOps Lab

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 outcomes Ben Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/ 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 (00:01:17) 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

Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success. We cover: - The importance of a RevOps charter and how to develop one - Structuring RevOps responsibilities across planning, process, technology, data, and measurement - How to align key stakeholders, including sales, marketing, finance, and customer success - The evolving role of technology in sales and RevOps, including the rise of AI and automation - Best practices for measuring success in RevOps beyond activity metrics Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/ 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 (00:01:18) Steve’s Background and Evolution of RevOps (00:03:59) Why Create a RevOps Charter? (00:06:24) Defining the Scope of RevOps Responsibilities (00:10:30) Structuring the RevOps Organization (00:15:40) The Role of Data and Metrics in RevOps (00:19:33) Aligning RevOps with the CFO and FP&A Teams (00:26:01) The Future of Sales Technology and AI in RevOps (00:34:08) Final Thoughts and Advice

Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth. We cover: • Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR • The critical role of RevOps in IPO preparation • Building a high-performing RevOps team from 5 to 40 members • Managing pipeline, forecasting, and sales compensation effectively • The importance of cross-functional collaboration in driving revenue growth • Key takeaways for navigating a company’s IPO journey Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/ 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 (00:01:17) Samarth’s Background and Role at Rubrik (00:03:53) Scaling Rubrik and the Role of RevOps (00:07:31) Hiring and Building a High-Performing Team (00:14:39) Key Metrics for Scaling and IPO Preparation (00:19:06) Aligning Cross-Functional Teams for Success (00:24:00) Strategic Forecasting and Pipeline Management (00:28:56) Lessons Learned on the Journey to IPO (00:35:30) Final Thoughts and Advice

In this engaging discussion, Crissy Saunders, CEO and co-founder of CS2, shares her decade-long expertise in go-to-market operations for B2B tech companies. She explores the shift from marketing operations to a comprehensive GTM framework, emphasizing the importance of aligning marketing, sales, and operations teams. Crissy highlights how data plays a crucial role in enhancing sales effectiveness and discusses strategies for creating impactful reporting models. With insights on collaborative buyer journeys and goal alignment, listeners gain valuable takeaways for optimizing their GTM strategies.

Jordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains how his team managed this transition, the challenges they faced, and the importance of building a strong, versatile team capable of adapting to rapid changes in the business landscape.   We cover: Transitioning from a B2C to a B2B sales model Building a versatile team of generalists Overcoming challenges in sales and marketing alignment The importance of leadership and transparency in major transitions   Jordan Shaheen on LinkedIn: https://www.linkedin.com/in/jordanshaheen/ 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 (00:01:17) Jordan’s Background and Career Journey (00:04:22) The Move from B2C to B2B (00:09:42) Building a Generalist Team (00:14:20) Sales and Marketing Alignment (00:19:55) Managing the Transition (00:25:18) Final Thoughts and Advice

Matt Volm, CEO and Co-Founder of RevOps Co-op, joins the podcast to discuss the incredible growth of the global RevOps community. Matt shares insights into how the community supports RevOps professionals, the challenges they face, and how RevOps Co-op fosters learning and connection among its members.   We cover: The mission and vision behind RevOps Co-op Scaling a global community for RevOps professionals The role of RevOps in modern organizations Key trends and challenges in the RevOps field Strategies for learning and growth within the RevOps community   Matt Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm 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 (00:01:21) Matt’s Background and Career Journey (00:07:31) The Vision for RevOps Co-op (00:14:10) Key Trends and Challenges in RevOps (00:19:06) Supporting RevOps Professionals (00:24:00) Learning Opportunities and Programs at RevOps Co-op (00:35:30) Final Thoughts and Advice

Laura Fu, Head of Revenue Operations at DevRev, discusses her journey from the field to the back office, the intricacies of sales productivity, and the importance of leadership in driving team performance. Laura shares her insights on how to effectively manage and improve sales teams, emphasizing the role of rigorous processes and continuous learning.   We cover: Transitioning from sales to RevOps Defining and measuring sales productivity Strategies for moving reps through performance buckets The critical role of leadership in sales success Importance of research and preparation in sales meetings Laura Fu on LinkedIn: https://www.linkedin.com/in/laurafu/ 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 (00:01:17) Laura's Background and Career Journey (00:07:31) Defining Sales Productivity (00:14:39) Strategies for Enhancing Sales Performance (00:19:06) The Role of Leadership in Sales (00:24:00) Research and Preparation for Success (00:35:30) Final Thoughts and Advice

Laura Adint and Sean Lane, both seasoned RevOps leaders, discuss their experiences in revenue operations, the evolution of RevOps as a strategic function, and how their new book, The Revenue Operations Manual, captures the essence of operational excellence. They explore the importance of RevOps as a strategic partner within organizations and share insights on creating value through effective communication and alignment We cover: • The strategic role of RevOps beyond support functions • The evolution of customer success metrics • How to prepare and run effective board meetings • Insights from their new book, The Revenue Operations Manual Laura Adint on LinkedIn: https://www.linkedin.com/in/lauraadint/ Sean Lane on LinkedIn: https://www.linkedin.com/in/seanrlane/ 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 (00:01:17) Laura and Sean's Background (00:07:31) The Strategic Role of RevOps (00:14:39) Customer Success Metrics Evolution (00:19:06) Effective Board Meeting Preparation (00:24:00) Insights from The Revenue Operations Manual (00:35:30) Final Thoughts and Advice

In this episode: Jeremy Donovan, Executive Vice President of Revenue Operations Strategy at Insight Partners, joins us to discuss the intricacies of territory planning. With a wealth of experience in revenue strategy and operations, Jeremy shares his analytical approach to creating effective territory plans that drive sales performance and efficiency. We cover: The importance of territory planning in sales success Key frameworks and methodologies for effective territory planning Balancing account assignments for maximum impact The role of dynamic factors like intent data and triggers Strategies for managing and optimizing sales territories Jeremy Donovan on LinkedIn: https://www.linkedin.com/in/jeremydonovan/ 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 (00:01:17) Jeremy's Background and Career Journey (00:04:22) The Importance of Territory Planning (00:09:42) Frameworks for Territory Planning (00:14:20) Balancing Account Assignments (00:19:55) Utilizing Intent Data and Triggers (00:25:18) Managing Sales Territories Effectively (00:35:31) Final Thoughts and Advice

Alexandra Schimpf, Director of Sales and Revenue Operations at Causaly, discusses her career transition from WP Engine to Causaly, the challenges and strategies in sales and revenue operations, and the importance of cross-functional collaboration in achieving business success.   We cover: ●        Transitioning from WP Engine to Causaly ●        Differences in sales operations between high-volume, low-ACV, and low-volume, high-ACV environments ●        Building and maintaining effective sales processes ●        The role of cross-functional teams in driving deal success   You can find more information about Alexandra here: https://www.linkedin.com/in/alexandra-schimpf-858452a0/   RevOps Letter: ⁠https://www.getweflow.com/revopsletter  ⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠   Weflow: ⁠https://www.getweflow.com/ ⁠  Marker: (00:00:00) Introduction (00:01:17) Alexandra's Background & Career Transition (00:07:31) Differences Between WP Engine and Causaly (00:14:39) Building Effective Sales Processes (00:19:06) Importance of Cross-Functional Collaboration (00:24:00) Managing High-Value Deals (00:28:56) Forecasting and Deal Indicators (00:35:30) Final Thoughts and Advice