RevOps Lab

Learn about running RevOps in a product-led growth company with insights into Lusha's approach. Topics include CRM setup for PLG, sales forecasting, MQLs & PQLs, and sales methodologies at Lusha. Discover the evolution to structured enterprise sales and revenue forecasting in product-led growth firms.

In this episode, we dive into the financial metrics of CS Ops, how they impact decision-making, and what levers you can pull in CS to positively impact those metrics while optimizing NRR. What you’ll learn in this episode: What are the main financial metrics for RevOps? Specific examples of how those financial KPIs actually drive behavior Who defines metrics and goals in large organizations?  You can find more information about Haden here: https://www.linkedin.com/in/haden-c-93271160/  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 are the main financial CS metrics? (00:05:20) How do you measure and attribute CS metrics (00:08:16) SoSafe’s service model and CS responsibilities (00:19:18) Communicating metrics and goals to the revenue org (00:22:24) Key drivers for driving CS efficiency (00:28:48) What advice would you give your younger self?

Today, I'm talking to Doug Davidoff, the CEO & Founder of Lift Enablement. Doug shares his view on sales and marketing, the role of the CRM, and why CRM adoption isn't cutting it. What you’ll learn in this episode: How to implement CRM correctly & effectively What pitfalls you have to take into account How to use a CRM as effectively and sensibly as possible You can find more information about Doug here: https://www.linkedin.com/in/doug-davidoff-76396b1/ 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 is the role of CRM (00:07:49) What pitfalls are you observing while working with different companies? (00:18:53) CRM Adoption vs. Utilization (00:25:19) How to turn CRMs into something useful (00:31:21) What would you tell your younger self when you had to start over again?

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?

We are talking with Eddie about the importance of customer success - from implementing processes to create onboarding, to expansion, and renewal. What you’ll learn in this episode: How to manage and forecast the customer success pipeline What is the current state of RevOps? Where are opportunities for companies? You can find more information about Eddie here: https://www.linkedin.com/in/edwardreynolds/  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 (00:02:39) How do you define RevOps and what strategy does this mean for you? (00:04:46) What are the problems in customer success right now? (00:08:37) What are best practices in the onboarding-process? (00:14:18) What were the biggest changes in customer success in the last 12-18 months? (00:18:13) Is there a playbook to stay on track the whole year in the usage-process? (00:23:35) How do you do pipeline management for expansion of renewal-opportunities? (00:28:13) What else is important when thinking about customer success? (00:31:57) What does growth look like in the next couple of years?

Join Stefan Mersch, Head of Revenue Operations & Strategy at Sastrify, as he shares his insights on building a RevOps organization from the ground up. He delves into the importance of sales empathy in CRM adoption and the impact of user feedback on optimizing processes. Stefan discusses early KPIs like funnel conversions, the lean team structure of RevOps, and how AI is reshaping sales tech. He also advises on navigating tool scrutiny and emphasizes the need for curiosity and data-driven decisions in aspiring RevOps professionals.

We are talking to Charlie Saunders on how to track funnel metrics across the entire marketing and sales funnel. What you’ll learn in this episode: How a CRM can help you with tracking and if it is the only source of truth Which pitholes are to avoid How the reporting is done with different custom objects You can find more information about Charlie here: https://www.linkedin.com/in/charliesaunders/   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 are funnel metrics for you? (00:06:06) What are pitholes you see customers going through? (00:09:29) Can a CRM be the one source of truth and how do you solve the issue with that? (00:21:11) Do you use different custom objects or base the whole reporting just on one? (00:24:58) What are your top-learnings? (00:29:20) Did we forget about something important covering the topic? (00:33:29) What would you do differently if you had to start over again?

Have you ever heard of a pipeline council? No? Then this will be the episode you need to hear! Mallory Lee will teach you everything you need to know and will show you a lot of tips and tricks to implement a functional pipeline council.  What you’ll learn in this episode: Why does a pipeline council make sense and who should participate? What will the first meetings in a pipeline council look like? What should you do to make it a success and how will you measure this success? You can find more information about Mallory here: https://www.linkedin.com/in/mallorylee/   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 (00:04:02) What is a pipeline council? (00:09:20) How to create a culture of openness where no one is "left behind" (00:14:25) How to measure the council and its benefits (00:16:54) Which topics would you recommend for pipeline updates? (00:20:50) How team events can help create a better council (00:23:44) What else should we know about the pipeline council? (00:25:33) Pipeline council mistakes to avoid (00:30:39) What advice would you give your younger self or other people just starting?

Noah Charak, a RevOps practitioner and consultant at Checkpoint GTM, shares his insights on building a career in Revenue Operations. He discusses the balance between technical skills and user empathy, emphasizing the importance of storytelling. Noah also explores career paths, advising on whether fresh graduates should enter RevOps directly or gain focused experience first. Listeners learn about crucial skills, effective hiring practices, and how to transition from tactical tasks to strategic influence, with tips for fast-tracking their RevOps careers.

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?