RevOps Lab

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

Tom van Langen, Vice President of Revenue Operations at Ontinue, shares his insights on preparing, running, and following up on board meetings from a RevOps perspective. Drawing from his extensive experience in various operations leadership roles across B2B SaaS companies, Tom provides practical advice on how to make board meetings impactful and strategically valuable. We cover: ·         The role of RevOps in board meetings ·         Key metrics for board reporting ·         Preparing and presenting effective board reports ·         The importance of strong commentary and storytelling in board meetings ·         Building cross-functional relationships to enhance board meeting outcomes Tom van Langen on LinkedIn: https://www.linkedin.com/in/tomvanlangen/ 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) Tom's Background and Career Journey (00:04:22) The Role of RevOps in Board Meetings (00:05:34) Key Metrics for Board Reporting (00:09:42) Forward-Looking Metrics and Forecasting (00:14:20) Preparing Effective Board Reports (00:19:55) The Importance of Strong Commentary (00:25:18) The Cadence of Board Meeting Preparation (00:35:31) Final Thoughts and Advice

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 growth You can find more information about Daphne here: 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.com Marker: (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 make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In this episode, Paul shows us how he runs a 25-people RevOps team at HeyJobs - and how it’s quite similar to product management. To Paul, product management is a lot about understanding customer problems (that is, internal users) and their behavior. What you’ll learn in this episode: How HeyJobs structures its RevOps org What effective RevOps planning & roadmapping looks like How to run RevOps with a product mindset You can find more information about Paul here: ⁠https://www.linkedin.com/in/dr-paul-kallenberger-882a65130⁠   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) Introduction/What do we have to know about HeyJobs (00:05:39) How do you structure your RevOps org? (00:07:20) Ratio of sales/marketing org to RevOps (00:09:09) Running RevOps like a product team (00:11:05) Are you using specific frameworks for RevOps and how do they work? (00:19:56) RevOps planning & roadmapping at HeyJobs (00:32:33) How do you do user-research in your revenue organization? (00:36:55) What would you tell your younger self when starting RevOps again?

Stefan Mersch, Head of Revenue Operations & Strategy at Sastrify, shares insights on building RevOps, tool implementation, and AI in sales tech. Topics include user adoption, evolving RevOps at Sastrify, economic challenges, tool consolidation, and emphasizing curiosity in revenue operations.

To make your summer more enjoyable, we're re-sharing some of our best episodes. New episodes will be back in late July. Enjoy! In today's episode, you’ll learn everything you need to know about Customer Success Ops.  You’ll get insights in the measurability, the roadmap and the work with customers - including helpful tips about who is a good customer and who is not. What you’ll learn in this episode: How to measure brand awareness in RevOps How to succeed at Customer Success Ops/Work with customers How did the ideal customer profile change over the last months (ToFu & MoFu) You can find more information about Marcus here: ⁠https://www.linkedin.com/in/marcusbe/⁠   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) Introduction/What has changed in your work in the last 18 months? (00:07:48) Good to know: Customer Success Ops / Who is a good customer? (00:19:43) Top of the Funnel: How did the ideal customer profile change? (00:24:27) Outbound, Buyer, Challenges in 2023 (00:30:39) How can RevOps measure brand awareness?

Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals. We cover: The strategic role of RevOps in modern businesses How to set up an effective compensation plan Communicating and reviewing comp plans You can find more information about Ryan here: https://www.linkedin.com/in/ryanemilligan/ RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com Marker: (00:00:00) Introduction (00:01:17) Ryan's Background (00:07:31) Transitioning to Revenue Operations (00:14:39) Strategic Role of RevOps (00:19:06) Effective Compensation Planning (00:24:00) Motivating Sales Teams (00:28:56) Practical Comp Plan Implementation (00:35:30) Final Thoughts and Advice

Alfonso Comino, VP of Revenue Operations at Finn, shares his journey from the hotel industry to technology and delves into the complexities of managing different go-to-market motions at Finn. We cover: The importance of flexibility in revenue operations Managing B2C, B2B, and B2B2E go-to-market motions Building internal tools for operational efficiency You can find more information about Alfonso here: https://www.linkedin.com/in/alfonsocomino/  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) RevOpsAF 2024 (00:02:53) Alfonso's Background (00:07:31) Overview of FINN (00:11:14) Transition to Tech (00:14:39) Compensation Planning at FINN (00:19:06) Managing Gross Margins (00:24:00) Principles of Compensation Planning (00:28:56) Tools and Processes (00:35:30) Final Thoughts & Advice

Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures. We cover: How to commit customers in consumption-based pricing models Drive seller behavior through compensation plans Comp planning: Tools & strategies to reduce complexity  You can find more information about Gabe here: https://www.linkedin.com/in/gprothman/  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) Introduction (00:01:17) RevOpsAF 2024 (00:02:53) Gabe's Background (00:07:31) What is Rescale? (00:11:14) High-Touch Sales Model (00:14:39) Comp Planning at Rescale (00:19:06) Managing Gross Margins (00:24:00) Principles to Reduce Comp Planning Complexity (00:28:56) Tools to Manage Comp Planning (00:35:30) Final Thoughts and Advice