Podcasts about revops

Text us your thoughts on the episode or the show!Today, most teams aren't just struggling to build their AI strategies. The real struggle begins when they try to execute their strategies. In this episode of Ops Cast, host Michael Hartmann sits down with David York, Chief AI and Innovation Officer at Helix CXM, to get practical answers about what it really takes for GTM organizations to move from talking about AI to operationalizing it.David has spent years working at the intersection of marketing operations, RevOps, automation, and AI transformation. Together, he and Michael discovered an uncomfortable truth about how most teams are already overwhelmed by manual work, fragmented processes, shadow systems, and operational debt. Piling "figure out AI" on top of all that creates more chaos. In this conversation, you'll hear:Why the gap between AI strategy and implementation is so hard to closeWhat operational excellence actually looks like in practice, and why it has to come firstWhy mapping how work gets done today is the critical first step before introducing AIThe real difference between automation and "automation plus intelligence"How to identify low-risk, high-value AI use cases (like partially manual lead routing) versus harder onesThe hidden costs teams underestimate: tooling, LLM costs, maintenance, and human monitoringWhere human judgment is still absolutely requiredPractical advice on where to start if you're feeling overwhelmed by AI pressure right nowWhether you lead a scrappy SMB or a specialized team inside a large enterprise, this is a grounded discussion about the reality of AI in modern GTM, beyond the hype and the LinkedIn hot takes.David also published a new book this week, AI-Powered Growth: A 7-Step Adoption and Transformation Framework, which goes deeper into how Marketing Ops leaders can systematically prioritize and operationalize AI initiatives. Grab a copy here: https://www.amazon.com/AI-Powered-Growth-7-Step-Adoption-Transformation/dp/B0H2QCZG5M/Enjoy the episode!Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

Charles Chang, Founder of Unified Technologies Group (UTG), joins Brendon Dennewill to challenge the way most organizations think about growth, arguing that the real bottleneck is never technology, it's the absence of documented processes, operational leadership, and a culture of prevention. Drawing on his experience in healthcare IT and multi-company ownership, Charles shares how his team is already deploying AI agents to replace repetitive workflows, using a "sandbox-first" rollout approach to avoid costly mistakes. If you're a RevOps leader trying to figure out where AI actually fits in your organization, and how to move fast without creating chaos, this conversation delivers a practical, security-conscious roadmap.WHAT YOU'LL LEARNWhy technology always comes last in the scaling orderThe hiring decision that separates scaling companies from stagnant onesWhat a "bookkeeper agent" looks like in a real businessHow to use Delegate and Elevate to identify AI opportunitiesThe sandbox-first rule for rolling out AI safelyWhen SMBs are actually outpacing enterprise on AI adoptionWhy visionaries need operational leaders to survive growthRESOURCES MENTIONEDEOS (Entrepreneurial Operating System) Delegate and Elevate (EOS Tool) Kolbe A IndexEOS Rocks / Quarterly Meeting CadenceAI Sandbox TestingLLMs (Large Language Models)Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Ryan Alford sits down with Josh Troy for a deep conversation on what actually creates predictable revenue in modern B2B sales. Josh explains how revenue operations, outbound systems, content, trust, and AI all fit together, and why most businesses are still chasing activity instead of building a true revenue engine. He also breaks down the difference between generating leads and generating pipeline, why cold calling still works, and how smarter follow-up systems can unlock more revenue without spending more on new leads. Ryan brings the operator and marketing lens, Josh brings the sales systems and RevOps lens, and together they unpack what founders, sales leaders, and growth-minded businesses need to understand if they want their revenue to become more reliable. Topics Covered What RevOps really means in practice Why predictable revenue matters more than one-off wins The role of AI in modern outbound strategy Why cold calling is still working How content builds trust and pipeline What businesses get wrong about lead quality Why pipeline reactivation is an underrated growth lever How founders can think more strategically about revenue systems

Andy Mowat has run RevOps at four unicorns, and between every role he's gone out and built something new. His latest is Whispered, an AI platform that helps top GTM execs build their careers through shared insights, warm introductions, and access to the roles that never get posted.In this episode, Andy and Justin get into why the entire GTM tech stack is heading for a two-year rebuild, what the move to a data-warehouse-first model means for RevOps teams, and why smaller companies are suddenly more nimble than the enterprise. Andy shares hard-won lessons from scaling Culture Amp, including the speed-to-lead system he built around time-critical leads and the market-maturity question he buried in the win-loss forms. They also dig into whether the fractional exec wave is real, why thoughtful gifting and distinctive events still beat automated outbound, and what it actually feels like to run a proactive job search at the VP level for the first time.A candid conversation between two friends about category strategy, positioning, and building a career in go-to-market when the ground keeps shifting.Buzzsprout Chapter Markers00:00 — Intro: how Justin and Andy met around Culture Amp 01:40 — Andy's background: RevOps at four unicorns, and why he keeps building 03:30 — Founders as a hiring profile, and the trap of "ambiguous roles" 05:30 — Rebuilding the GTM tech stack: data warehouse first, the semantic layer, and two years of turmoil 07:00 — The give-to-get ratio and why AI-era outbound still comes down to better emails 08:30 — Strategic gifting, distinctive events, and the Wisconsin business school cold open 11:00 — Podcasts as relationship engines, not just content 11:30 — Inside Culture Amp: 180 events a year and the speed-to-lead system 13:00 — The multi-prospect demo experiment, and the market-maturity question that predicts a category's breakout14:45 — The fractional exec wave: real shift or euphemism for "between jobs"16:15 — Why early-stage marketing needs people to "grok what you do" before top of funnel 18:00 — What's next for Whispered: the network, the community, and the roles that get whispered

The old gated-ebook playbook stopped working around 2018, and slapping AI on top of it isn't going to bring it back. In this episode of Content to Close, Matt Zelasko, founder of growth agency Radish and self-described "Tom DeLonge of RevOps," makes the case that most teams are using AI to do the same broken things faster, then blaming AI for the falling engagement that was already happening. Matt walks through why content is saturated, why "intelligence" is the wrong word for what an LLM actually does, and why understanding how the technology works (it's speculating what comes next) is what finally unlocks its real use. He shares his shift from prompt engineering to context engineering ("what else do you need from me?"), why he turned down a client who wanted an AI agent to write case studies but said yes to one who wanted an agent to write RFPs, and how creative people can use AI without losing the ideation work that makes the output good. If you're tired of AI hype and want a sharper view on where it actually belongs in revenue generation, tune in.About MattMatt Zelasko runs Radish, a horizontal growth agency that helps clients "do more rad shit" and take the next step in their growth. He's spent longer than he'd like to admit in the agency, marketing, and RevOps space, and is better known on LinkedIn as "the Tom DeLonge of RevOps." Matt is opinionated, willing to be proven wrong, and believes you can take the work seriously without taking yourself seriously. Before running Radish he worked as a copywriter, and still leans on old-school habits like writing 50 to 100 taglines by hand before reaching for any tool.Show Notes- Connect with Matt on LinkedIn: https://www.linkedin.com/in/matthewzelasko/Text us what you think about this episode!

Revenue leaders are under increasing pressure to grow without adding headcount at the same rate, and AI is forcing a deeper conversation about productivity, consistency, governance, and organizational design. Alex Bilmes, CEO of Endgame, joins John Kaplan and John McMahon to discuss what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams. The conversation moves beyond tool adoption and into the harder leadership questions: how to create a centralized intelligence layer, how to prevent inconsistent messaging at scale, how RevOps must evolve, where AI can accelerate ramp and account coverage, and why human judgment becomes more important as automation gets better. Alex Bilmes is the CEO and founder of Endgame, a revenue intelligence platform built for go-to-market teams. His work focuses on helping revenue organizations centralize customer, methodology, and account knowledge so both humans and AI agents can operate from a consistent foundation. Connect with Alex: LinkedIn Key takeaways from this episode:  00:00 - A look inside what happens when AI agents move from task automation to managing real revenue workflows. 06:02 - Why agent sprawl quietly creates new execution risks for CROs trying to scale AI across the revenue organization. 09:09 - What leaders often overlook about the knowledge foundation required to keep humans and AI working from the same truth. 29:29 - Why RevOps has to evolve from fulfilling requests to building systems that change how revenue teams operate. 35:04 - What it really takes for AI to improve productivity beyond simple headcount reduction. 48:28 - The governance risk many revenue leaders underestimate when AI adoption moves faster than controls. 51:26 - Why human judgment becomes more important, not less, as AI takes on more of the sales workflow. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In this episode of Run the Numbers, CJ sits down with ParkerGale Operating Partner Paul Stansik to break down five ways CFOs can help build a better sales engine: making the budget mean something, improving forecasting, sharpening metrics, getting involved in key RevOps moments, and building real trust with sales.—SPONSORS:Aleph is a modern FP&A platform built for teams that want more than another planning tool. By connecting your ERP, CRM, and other systems into one trusted data layer with AI workflows, Aleph helps you move faster with real-time insights. Get a personalized demo at https://www.getaleph.com/runRightRev is an automated revenue recognition platform built for teams that have outgrown spreadsheets and billing tool workarounds. It handles high-volume subscriptions, usage-based contracts, and mid-cycle upgrades, so you can scale without scrambling at month-end. For RevRec that keeps your books clean, visit https://www.rightrev.com/CJRillet is an AI-native ERP built for modern finance teams that want to replace NetSuite and close faster. With revenue recognition, close management, multi-entity support, and native Stripe and Salesforce integrations, Rillet helps scaling companies run their finance stack in one place. Hundreds of teams, including Windsurf and Mercor, use Rillet to make the zero-day close real. Book a demo at https://www.rillet.com/cjEY works with high-growth tech companies to navigate the messy realities of scaling—from regulatory requirements to IPO readiness. By helping teams get it right early and often, EY lets founders stay focused on building while reducing risk as they grow. Learn more at https://www.ey.com/techstartupsSpendHound is a SaaS spend management platform built for finance and procurement teams that want visibility and leverage in every deal. By tracking all your software, benchmarking pricing across thousands of vendors, and surfacing contracts and renewals, SpendHound helps you stop overpaying and negotiate with confidence. Trusted by teams at ZoomInfo and Hootsuite. Get started at https://www.spendhound.com/cjBrex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at https://www.brex.com/metrics—LINKS: Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsNGuest: https://www.linkedin.com/in/paulstansik/Company: https://www.parkergale.com/Hello Operator: https://hellooperator.substack.com/CJ: https://www.linkedin.com/in/cj-gustafson-13140948/Mostly metrics: https://www.mostlymetrics.com—RELATED EPISODES:Is a weekly martini ARR? | with Dave Kellogghttps://youtu.be/Yb1lUQLJ6qw—TIMESTAMPS:All verified. Here are the timestamps:0:00 Preview and intro2:27 Parker Gale and Paul's role3:52 Topic: how CFOs build a better sales engine6:21 1: Make the budget mean something8:11 Budget segmentation and cleaving the business10:54 Sponsors — Aleph | RightRev | Rillet14:08 2: Help emphasize forecasting17:23 Forecasting as non-threatening co-construction19:37 Sponsors — EY | SpendHound | Brex23:06 3: Lend a hand with data and metrics25:32 Walking sales through NDR levers27:16 Metrics tied to exit readiness28:00 4: Get involved in a few RevOps spots29:04 Pricing, proposals, and quoting31:22 Kill your SKUs32:51 Selling with certainty: quote formatting34:26 CFO letter for enterprise deals37:37 5: Build a great relationship with sales37:59 You can't fix a secret39:23 EQ over IQ for finance leaders40:41 Recap: all five tips42:11 Credits#RunTheNumbersPodcast #CFO #SalesStrategy #FinanceLeadership #RevenueOperations

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Mark Roberge of Stage Two Capital to dissect the inflection points of scaling a go-to-market team. They explore common pitfalls founders face when hiring a revenue leader. Mark emphasizes aligning a candidate's background with the company's maturity stage rather than focusing strictly on brand-name resumes or simple industry experience to ensure a highly effective hire.The conversation shifts to defining the responsibilities of a Chief Revenue Officer. Warren and Mark distinguish between someone managing a traditional sales function and an executive capable of architecting a comprehensive revenue engine. They discuss why forcing a standard sales leader into a transformational role fails. True growth requires a leader who breaks down silos across marketing, sales, customer success, and revenue operations.Mark outlines his predictions regarding the impact of artificial intelligence on the broader go-to-market landscape. He describes a phased evolution where AI initially optimizes selling time and coaching, eventually transitioning to autonomous agents handling the buying and selling processes. This technological shift will force companies to rethink standard organizational boundaries to maximize system efficiency and maintain a competitive advantage.The episode concludes with a discussion regarding mental health in the executive space. Mark explains his decision to dedicate his recent book's proceeds to mental health initiatives, addressing the lingering stigma in professional environments. By discussing his experiences, he highlights the absolute necessity of humanizing leadership. Both agree that addressing these challenges directly creates stronger, more resilient corporate cultures.

Neste episódio do Vamos de Vendas, Gustavo Pagotto recebe Thais Sterenberg, CEO e fundadora da Elephan.ai, para uma conversa sobre Revenue Intelligence, inteligência artificial em vendas e como transformar dados em decisões estratégicas para acelerar receita.Ao longo do episódio, Thais explica por que o CRM continua sendo essencial mesmo na era da IA, mas destaca que dados sem inteligência não geram resultado. Ela mostra como a inteligência de receita ajuda empresas a entenderem o que realmente acontece nas negociações, identificando gargalos, padrões de comportamento dos clientes e oportunidades de crescimento.A conversa também explora os principais erros na implementação de IA em vendas, como falta de processo, excesso de autonomia sem diretrizes e decisões tomadas sem contexto. Thais compartilha exemplos práticos de como empresas estão usando inteligência artificial para melhorar conversão, acelerar rampagem de vendedores, automatizar tarefas e tomar decisões mais estratégicas com dados reais da jornada do cliente.

Consumption pricing puts pressure on the forecast in places traditional SaaS models rarely exposed. Total usage may be easier to model from the CFO's seat, but the field still has to answer harder questions: which customer, which channel, which rep, and when. In this replay segment, Devavrat Shah explains how AI can help teams learn across cohorts, spot patterns in uneven data, and create more trust in a forecast that would otherwise depend on isolated judgment calls.  Devavrat Shah is an MIT professor, director of MIT's Statistics and Data Science Center, and co-founder and CEO of Ikigai Labs. He brings a data science and operator's perspective to forecasting, consumption pricing, and enterprise AI. Connect with Devavrat: LinkedIn Listen to the full episode here: Understanding AI Through History and Practical Application with Devavrat Shah Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Dave Sanderson, the last passenger off US Airways Flight 1549, known as the Miracle on the Hudson, brings 37 years of sales leadership and hard-earned crisis experience to a conversation with Brendon Dennewill about what it actually takes to build resilient teams and make decisions under pressure. From the ASSESS Framework and the A-to-I Affinity Model to the VCR leadership structure developed with Chad Jenkins, Dave unpacks the systems that separate leaders who hold the line from those who collapse when pressure compounds. If your organization is navigating uncertainty, low trust, or execution breakdown, this episode is the blueprint you didn't know you needed.What You'll LearnWhy trust outranks competence in high-stakes hiringThe three levers for managing your mental state under pressureCaptain Sullenberger's unique ability, and what it means for your teamThe VCR Framework: Vision, Capability, ReachHow the ASSESS Framework works in real-time crisis decisionsThe A-to-I model: Access to Influence to AffinityWhy "proximity is power" is your fastest path to growthResources MentionedResilience Partners Group"Moments Matter" by Dave Sanderson "Never Split the Difference" by Chris Voss "Selling in a Post-Trust World" by Larry Levine Tom Hopkins"The Five Dysfunctions of a Team" by Patrick Lencioni  ASSESS frameworkIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Neil Weitzman, Founder of weitzmanGTM, to tackle the fractional CRO debate head-on. They examine the friction between the theoretical appeal of fractional leadership and the gritty reality of executing it. The conversation highlights why early-stage companies often need foundational builders rather than traditional executives, and where the fractional model fits.A central point of contention is the issue of accountability. Warren and Neil debate whether a fractional leader can truly own a revenue target when they are not in the building full-time. Neil argues that while fractional CROs can build systems and drive pipeline, demanding full-time metrics from a part-time partner is a recipe for failure, emphasizing the need to align expectations with the actual scope of the engagement.The discussion shifts to the push and pull between what founders want and what they actually need. Founders often demand immediate sales traction, while a fractional CRO knows a sustainable go-to-market engine must be built first. Neil shares blunt insights on navigating these misalignments, avoiding toxic setups, and ensuring the fractional role serves as a bridge to eventual full-time leadership rather than a permanent crutch.Finally, they explore how the debate intersects with the evolving nature of the CRO role itself. Whether full-time or fractional, modern revenue leaders must adapt to an increasingly complex landscape driven by artificial intelligence. By integrating AI to automate repetitive tasks and refine outbound strategies, fractional leaders can punch above their weight, driving efficiency and leaving behind a scalable system for the next full-time hire.

Text us your thoughts on the episode or the show! Most RevOps advice assumes your organization is already halfway in your success journey. But what happens when you're starting from zero, with no clear blueprint, inconsistent data, and a team that can't agree on how revenue actually works? In this episode, host Michael Hartmann sits down with Chelsea Gill, CMO at Resultant, who recently expanded her role to include RevOps and Customer Experience. What started as a need for better data and process quickly revealed a full-scale management change challenge across the entire organization.Chelsea and Michael discussed:What Chelsea expected when stepping into RevOps and what she actually foundWhy most RevOps frameworks assume more maturity than most teams haveWhat a "beta" version of RevOps actually looks like in practiceHow to change behavior across sales, marketing, and leadership (not just process)The role of empathy and storytelling in building organizational trust around dataWhether marketing has contributed to its own credibility problem inside the businessIf you're going through the messy middle between marketing, sales, and operations, or trying to build RevOps without a roadmap, this episode is a must watch for you.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In this episode of the CPQ Podcast, host Frank Sohn sits down with Siva Rajamani, the Co-Founder and CEO of Everstage, to discuss the evolving landscape of Revenue Operations and the critical role of Configure, Price, Quote (CPQ) software in modern business. Siva shares his journey from managing Revenue Operations at Freshworks—where he witnessed the company scale from $10M to $100M ARR—to founding Everstage in 2020. Having seen firsthand how pricing changes can disrupt downstream operations, Siva built Everstage to empower RevOps and Finance teams with a strategic, no-code platform. What You'll Learn in This Episode: The Evolution of Everstage: How a platform with 300+ enterprise customers for incentive compensation expanded into a cutting-edge CPQ solution in October 2024. AI & Agent-Led Innovation: How Everstage is leveraging AI and intelligent agents to automate code creation and simplify the user experience for sales reps. Market Focus & Growth: Why Everstage is prioritizing the tech industry for its CPQ rollout and its ambitious goal to add 150 new CPQ customers this year. Complex Pricing & Integrations: A deep dive into the platform's ability to handle subscription pricing, ramp deals, usage-based models, and 100+ out-of-the-box integrations including Salesforce, HubSpot, NetSuite, and Stripe. The Human Side of Tech: Siva talks about his life as a "Girl Dad" and the importance of staying grounded while scaling a global startup. Whether you are a RevOps professional, a finance leader, or a CPQ enthusiast, this conversation offers a masterclass in building scalable systems that drive revenue growth.

Rajiv talks with Mike Ni (Constellation Research) about why AI makes old go-to-market playbooks less useful and why experience, judgment, and outcome thinking become the real edge. We break down enterprise-grade context, closed-loop learning, and what changes when humans start managing both people and AI agents.• LLMs commoditizing expertise while elevating experience and question quality• Aligning go-to-market work to outcomes as roles converge across marketing and sales• Humans becoming the bottleneck through constant review and context switching• Defining enterprise context through semantics, memory, and traceability• Replacing dashboards with learning loops and decision automation that improves over time• Comparing Meta's closed-loop AI ROI with Microsoft's slower enterprise payoff• Rethinking SaaS pricing as seat counts fall and value shifts toward decisions and platforms• System integrators pivoting from stitching apps to redesigning end-to-end AI-enabled processesYour best “proven” playbook might already be obsolete, and AI is the reason. From Park City, Utah, we sit down with returning guest Mike Ni, VP and principal analyst at Constellation Research, to unpack what happens when large language models commoditize expertise and the real differentiator becomes experience, judgment, and asking better questions. If you lead go-to-market, marketing, sales, RevOps, or product, the stakes are no longer incremental improvements. The pressure is to design for outcomes and build systems that learn faster than your competitors.We dig into why humans are suddenly the bottleneck in AI-enabled workflows, and how burnout shows up when people sit in the middle of automated flows doing nonstop review and context switching. That leads to a provocative shift: managers won't just manage humans, they'll manage AI agents too. To make that workable, enterprise AI needs more than a clever chatbot. It needs context you can trust: shared semantics, stateful memory, and decision traceability so inputs stay fresh, constrained, and permission-aware at execution time.We also break down “dashboards die, decision loops live”, why closed-loop learning makes ROI provable, and the tale of two cities between Meta's immediate AI payoff and Microsoft's more gated enterprise story. Then we get practical about SaaS pricing pressure as seats decline, plus how system integrators can move from integration tax to building unified systems of context while controlling token costs with the right mix of ML and generative AI.Mike Ni: https://www.linkedin.com/in/michaelni/Mike Ni is the VP & Principal Analyst at Constellation Research, Inc., having previously served as the CMO of Openprise, CGO Coveo and CPO at Avangatel. Drawing on over 25 years of executive experience, Mike specializes in driving growth for SaaS companies and brings deep expertise in product strategy, go-to-market execution, and RevOps-enabled journey orchestration.  In his current role, he covers the fast-evolving Data-to-Decision Automation landscape. Mike also holds an impressive "trifecta" of degrees: a BS in Mechanical Engineering from MIT, an MS in Systems Engineering from Stanford, and an MBA from Harvard Business SchoolWebsite: https://www.position2.com/podcast/Rajiv Parikh: https://www.linkedin.com/in/rajivparikh/Sandeep Parikh: https://www.instagram.com/sandeepparikh/Email us with any feedback for the show: sparkofages.podcast@position2.com

David Winslow of Aurasell breaks down the real tradeoffs facing RevOps leaders today - from consolidating your tech stack to embracing agentic workflows, and why waiting for the dust to settle may be the riskiest move of all.

RevOps teams aren't only supporting change anymore. They're being asked to lead through constant transformation while the business keeps moving.In this episode of The RevOps Show, Doug and Jess explore how RevOps teams can operate in a fast-moving environment shaped by AI, process shifts, organizational change, and evolving customer expectations. They dig into how to avoid getting stuck in the “messy middle,” why defining clear outcomes matters, and how prioritization and first principles help teams stay focused. The conversation covers balancing iteration with stability, aligning departments around shared customer goals, and managing change beyond technology adoption.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps! 

Dr. Amy Osmond Cook, is the Co-founder and Chief Marketing Officer of Fullcast, an AI-native go-to-market platform that helps companies align strategy with revenue execution. A seasoned marketing executive, she has led high-growth companies like Simplus, PathologyWatch, and Onboard from Series A to acquisition. Dr. Cook founded Stage Marketing, a successful full-funnel marketing firm, and has a PhD in Communication from the University of Utah. She is a recognized thought leader in business and healthcare marketing and has taught at ASU, BYU, and the University of Utah. In this episode… What happens when the friction between sales and marketing slows down growth, even in companies with great products? Can AI truly fix that gap — or does real acceleration still depend on how people and teams work together? And what does it take to scale revenue without losing alignment along the way? Dr. Amy Osmond Cook, a seasoned marketing and RevOps leader, explains that growth accelerates when AI-powered systems are combined with strong human alignment across sales and marketing. She highlights how Fullcast unifies forecasting, commissions, territory planning, and revenue operations into one platform to remove friction and improve execution. The result is faster alignment, clearer visibility, and more predictable revenue outcomes. She also shares how strategic acquisitions and deep data integration helped build a scalable system that still prioritizes onboarding and client relationships.  In this episode of the Inspired Insider Podcast, host Dr. Jeremy Weisz sits down with Dr. Amy Osmond Cook, to talk about AI, RevOps, and scaling revenue through better alignment. They discuss building Fullcast through acquisitions, using AI for forecasting and commissions, and improving sales territory planning. Dr. Cook also shares insights on onboarding, post-sale relationships, and maintaining trust during growth.

Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction.  Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Key takeaways from this episode:  03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance 33:30 – What it really takes to build an outbound channel competitors can't easily replicate 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Marcus Sheridan, author of They Ask You Answer, a partner at IMPACT and the co-founder of several forward-thinking tech and consulting companies, including PriceGuide, AI Trust Signals, and Question First Group, joins Brendon Dennewill to challenge why B2B companies still refuse to talk about pricing, even when the data is overwhelming. Marcus breaks down how AI-powered agents are about to reshape the buyer journey entirely, and why brands that withhold pricing information will be algorithmically penalized within 18 months. If your franchise, dealership network, or multi-location brand is watching leads slow down and ad spend climb, this episode is a direct explanation of why, and what to do about it.What You'll LearnWhy $35M came from one 45-minute articleThe AI agent behavior reshaping how buyers searchWhat Google's 'Have AI Check Prices' feature signalsHow pricing estimators 3x organic leads instantlyWhen franchisors must stop asking for buy-inWhy sunk cost fallacy is killing franchise brandsThe 3% sales habit that builds immediate trustResources MentionedThey Ask You Answer by Marcus SheridanEndless Customers by Marcus Sheridan PriceGuide.aiAI Trust SignalsQuestion First GroupMarcusSheridan.com Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Join Youssef Khayali, CEO and Co-founder of Sustalium, for a strategic look at the massive shift occurring at the intersection of Artificial Intelligence and corporate responsibility. As LLM business models optimize for cost and enterprise scale, a familiar pattern is emerging: a fragmented ecosystem of compliance and sustainability frameworks that threatens to leave Small and Medium Businesses (SMBs) behind. In this episode, we discuss how the EU AI Act serves as a catalyst for disrupting these outdated, siloed systems and why empowering the "backbone of the economy" is the only way to build a truly sustainable global value chain.

Most Chief Revenue Officers fail not because they lack skill, but because they are placed in broken systems. In this episode of CRO Spotlight, Warren Zenna speaks with Jonathan M K., VP of Marketing at 1mind, about the "Panda Problem"—why top revenue leaders struggle in restrictive environments. They explore why companies must build optimal go-to-market systems rather than forcing bad fit processes.The conversation shifts to the intersection of revenue operations, enablement, and artificial intelligence. Jonathan details his journey from traditional sales into the forefront of AI orchestration, drawing on his experience at Momentum and 1Mind. He explains why treating AI simply as a tool for content generation is a massive missed opportunity for modern revenue organizations seeking true leverage.True revenue enablement is not about glorified training or making slide decks faster; it is about acting as an internal analyst to drive execution. Jonathan breaks down the structural flaws in how companies currently utilize enablement and RevOps. He argues that AI must be strictly tied to core business metrics like customer acquisition cost and win rates to generate asymmetric outcomes for the business.Finally, the discussion outlines the immediate future of autonomous AI agents in enterprise environments. From executing complex territory plans to managing dynamic buyer interactions, Jonathan reveals how AI is moving from a passive tool to an active go-to-market engine. For CEOs and CROs, mastering this shift is critical for designing scalable systems that allow human talent to focus on high-level strategy.

Stage 2 Capital General Partner Liz Christo joins the show to discuss the disconnect between venture expectations and reality in the software market. The conversation covers the hidden costs of the new build versus buy debate, the structural changes happening within modern sales organizations, and whether traditional B2B SaaS go-to-market strategies and moats still matter when AI coding tools make software replication cheaper than ever. Key Takeaways: -The shift toward building internal AI tools instead of buying SaaS products overlooks long-term technical debt, as Liz Christo points out that "there's like a huge amount of cost buried behind the scenes that we're not really talking about today because it's still like sexy and fun." -Founders are artificially inflating their Total Addressable Market to meet new venture capital baseline expectations, with Liz Christo noting that "pitch decks read like really ridiculous right now where everybody wants to tell the story of like a $10 billion outcome because that's the new milestone that got set." -Revenue Operations is becoming the most direct path to the Chief Revenue Officer seat in AI-first organizations, which Sam Jacobs explains is "because as we use fewer humans and more agents, the sort of the half technical, the semi-technical capabilities of most RevOps people will translate into orchestrating armies of agents." -Delegating analysis and writing to AI risks destroying strategic judgment across go-to-market teams, a trend Liz Christo summarizes by stating, "I think we are producing an incredible amount of content that's not getting consumed... I just think we're like losing the ability to think and we're not teaching junior employees how to do it." Connect with the Hosts & Guests: Host: Sam Jacobs - https://www.linkedin.com/in/samfjacobs/  Host: AJ Bruno - https://www.linkedin.com/in/ajbruno3/  Host: Asad Zaman - https://www.linkedin.com/in/azaman1/  Guest: Liz Christo - https://www.linkedin.com/in/lizchristo/   Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack   Chapters:  00:00 Intro and Cold Open 02:41 The New Build vs Buy Debate 06:10 Engineers in Every Department 10:48 Pitch Decks and 10B Dollar TAMs 17:53 Venture Capital Funding Quiz 23:43 AI Memos and Critical Thinking 42:41 Software Moats and Switching Costs 47:46 Bulls vs Bears Segment 48:23 RevOps as a Path to CRO 51:25 The Future of SDR Managers 55:14 Is Clay Actually Undervalued 59:12 Odds of Hitting 50M ARR  

Nikko Georgantonis, Head of Revenue Systems at Hightouch, joins the show to share how he's transforming RevOps from a dashboard-pulling function into a proactive, insight-driven engine. From AI-powered MEDDPICC inspection agents to rep onboarding milestone tracking, Nikko breaks down the practical ways his team is building, and learning, at the frontier of applied AI in go-to-market.

AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups. Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts. Connect with Alex: LinkedIn Resources mentioned: "The Power of Myth" by Joseph Campbell "AI Superpowers" by Kai-Fu Lee “Leonardo da Vinci” by Walter Isaacson "No Country for Old Men" by Cormac McCarthy "The Road" by Cormac McCarthy “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni Key takeaways from this episode: 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

#351 | Dave is joined by Corey Haines, the founder of Conversion Factory, Swipe Files, and Marketing-Skills.com, which has over 20,000 stars on GitHub. He's been all-in on AI since 2023 and in this episode he shows Dave exactly how he works now. He pulls up his screen and walks through live keyword research from an API, 10 programmatic SEO pages generated in under a minute, a cross-referenced SEO audit that would cost five figures from a consultant, a RevOps skill that audits HubSpot and builds out a lead scoring model, and a video editor running in the browser. Then they talk about what all of it means for marketers: the job isn't going away, but the way you do it is changing fast, and the gap between marketers who get that and those who don't is already showing up.Timestamps(00:00) - Don Draper, Peggy, and what AI actually changes about marketing (04:23) - Who is Corey Haines and how he went from laid off to AI-pilled (07:49) - The moment at coding boot camp that changed how he thinks about AI (10:30) - Why Claude Code in the terminal beats every other interface (14:40) - What Marketing-Skills.com is and how skills actually work (22:00) - Live demo: keyword research pulled straight from an API (24:15) - Live demo: 10 programmatic SEO pages built in 30 seconds (30:50) - Pushing pages live and the future of website editing (36:20) - Cross-referencing Google Search Console, Fathom, and keyword data (40:40) - Live demo: RevOps skill that audits HubSpot and builds lead scoring (47:20) - Video editing in the browser with Remotion and Claude (52:30) - The marketer as creative director: what the job actually looks like now (56:20) - The bull case for marketers in an AI world Join 50,0000 people who get Dave's Newsletter here: https://www.exitfive.com/newsletterLearn more about Exit Five's private marketing community: https://www.exitfive.com/***Brought to you by:Knak - A no-code, campaign creation platform that lets you go from idea to on-brand email and landing pages in minutes, using AI where it actually matters. Learn more at knak.com/exitfive, or check out the MCP server by clicking this link. Vector - A contact-level ads platform that lets you build audiences from actual people on your site, clicking your ads, and checking out your competitors. Learn more at vector.co, and get on the waitlist for their new MCP server by clicking here. Compound Growth Marketing - A full-funnel demand generation agency that helps high-growth cybersecurity, DevOps, and enterprise software companies drive more pipeline through AI SEO, paid media, and go-to-market engineering. Visit compoundgrowthmarketing.com and tell them Dave sent you.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this episode, Doug and Jess break down what it really takes to build a high-performing sales pipeline and why getting your exit criteria right is the difference between guesswork and predictable, scalable growth. They dig into the most common mistakes teams make, how to determine the right number of stages (hint: it's probably not what you think), and the real challenge, getting sales teams to actually follow the process.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps! 

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreMost SaaS companies build a sales team first and a community second — if ever. Clay did the opposite. In this episode, Yash Tekriwal, Head of Ecosystem Growth at Clay, walks through the full ecosystem-led growth playbook that took Clay from nine people in a Williamsburg apartment to nearly 370 — without a traditional sales motion. From a certification program that actually proves competency, to 84 Clay Club chapters around the world, to IRL workshops where attribution is nearly impossible to measure but the results are undeniable, this is the blueprint for building a community that compounds into revenue.In this episode, you'll learn:The six subgroups of Clay's ecosystem and the specific metrics that govern each oneWhy Clay's certification program looks nothing like any credentialing process you've seen — and why that's the whole pointHow IRL workshops influence deal velocity and contract size even when you can't perfectly attribute them to revenueWhy Clay tracks two types of data — hard financial metrics and "the feeling" — and why both matter equallyHow the reverse demo / PLG motion became the product extension of Clay's ecosystem philosophyWhy GTM leaders who can't tie community to pipeline are asking the wrong question • • The honest truth about ecosystem ROI: indirect, unattributable, and absolutely worth it

Melissa Coleman breaks down what really happens when you inherit a go-to-market engine, and how top RevOps leaders turn complexity into clarity. From 30-day diagnostics to board-level influence, this episode explores how to evolve RevOps from a support function into a true strategic driver of growth.

Dave "CAC" Kellogg and Ray "Growth" Rike discuss the ICONIQ 2026 State of GTM Report, a 32-page benchmark study based on a January 2026 survey of 155+ B2B SaaS executives across CROs, CEOs, and RevOps leaders. The pair digs into what the data says about how high-growth companies go to market differently, how usage-based pricing is reshaping sales compensation, and where AI in the GTM stack is actually delivering results versus falling short.Topics CoveredGTM Motion Mix: Top-Down vs. Bottom-Up vs. Hybrid. The data shows roughly 60% of companies use a hybrid motion, but high-growth companies skew more toward bottom-up and PLG. Ray and Dave unpack the ICONIQ "variable growth bar" definition and what the motion mix signals about the source of growth.Channel and Partnership Revenue Is Bigger Than Expected. ICONIQ reports channel partnerships representing 27-31% of revenue for high-growth companies. That is well above the 11-15% Ray typically sees in comparable reports. Dave calls it the long-awaited comeback of channel in SaaS, and both hosts flag the near-absence of self-serve as a surprise.Quota Setting and Commission Structures in a Usage-Based World. For the first time in a major GTM benchmark, ICONIQ covers how companies set quotas and structure commissions in a consumption and outcome-based pricing environment. 30% of respondents use forecasted consumption to set quota. Commission payout timing is split across four models, signaling how unsettled the go-to-market compensation playbook remains.Clawbacks Are Back. With usage-based and prepaid consumption models on the rise, 45-50% of companies now have clawback provisions in sales compensation. Ray and Dave discuss why clawbacks are a morale killer for sales teams and what the smarter alternative looks like in practice.POC and Free Trial Conversion Rates. POC-to-paid conversion improved from 36% to 50% year over year. Ray and Dave discuss resource allocation for proof-of-concepts, including dedicated versus shared solution architects, and raise the question of where forward-deployed engineers fit into the picture.AI in GTM: Where It Is and Isn't Working. Lead gen and call transcription top the adoption charts, but AI-driven forecasting sits at only 38%. Ray flags the gap between AI-native and traditional SaaS companies in GTM AI adoption. Dave points to slide 30 as a reality check: pipeline efficiency and unit economics are not yet showing meaningful improvement from AI investment.If you are responsible for GTM strategy, sales compensation, or measuring the ROI of AI investments, this episode gives you a practical lens on one of the best benchmark reports published in 2026. Ray and Dave go beyond summarizing the slides. Dave and Ray flag caveats in the methodology, challenge the data where it warrants scrutiny, and connect the findings to real-world operating decisions on quota design, commission structures, channel strategy, and AI adoption. If you only have time for one GTM benchmark deep-dive this year, this is the episode to start with.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Future Finance, Paul Barnhurst and Glenn Hopper are joined by David Ingraham to discuss how AI is transforming the world of finance, particularly in Excel, and why it's essential to treat AI as a partner rather than a tool to simply execute commands. David, the CEO and founder of HyperPerfect, shares his insights on the challenges and opportunities in the AI-finance intersection, including the importance of context and understanding AI's limitations.David Ingraham is the CEO and founder of HyperPerfect, a financial reporting and accounting platform that integrates powerful AI directly into Excel. With nearly 20 years of experience in private equity, David has worked on deals totaling over $1.5 billion. He is also passionate about educational initiatives, serving as board president of Aim High, a Bay Area nonprofit that provides free summer education to nearly 2,000 students annually.In this episode, you will discover:Why finance professionals are slow to adopt AI despite its potentialHow AI should be treated as a teammate, not a replacementWhy context is everything in AI models, especially in ExcelThe limitations of AI in finance and how to work around themDavid emphasizes that AI isn't a shortcut; it's most effective when used incrementally, with human oversight to ensure accurate results. He also discusses how AI can significantly increase productivity, with an efficiency gain of 15 to 20 times if used properly.Follow David:LinkedIn: https://www.linkedin.com/in/dsingraham/Website: https://www.hyperperfect.comFollow Glenn:LinkedIn: https://www.linkedin.com/in/gbhopperiiiFollow Paul:LinkedIn - https://www.linkedin.com/in/thefpandaguyFollow QFlow.AI:Website - https://bit.ly/4i1EkjgFuture Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai. Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.In Today's Episode:[02:35] – David Ingraham Background[04:02] – AI in Finance & Accounting for Dummies[05:57] – AI as a Teammate, Not a Threat[07:09] – AI as a Thought Partner[10:01] – Why Finance Teams Struggle with AI[11:51] – Evolution of FP&A[14:30] – RevOps & Finance Alignment[16:41] – AI Use Cases in Finance[19:20] – Agentic AI & Future Direction[22:31] – Process, Data & AI Limitations[28:52] – AI Questions & Closing

In this episode of the CRO Spotlight Podcast, Warren Zenna sits down with Dan Goodman, Founder and CEO of Dan Goodman Employee Advisory. Known for his candid advocacy for sales professionals and executives, Dan shares his transition from a corporate insider to a fierce defender of employee rights. He outlines the foundational issues that revenue leaders face when navigating complex employment agreements and one-sided compensation plans.A major part of the conversation focuses on the critical concept of leverage during the hiring process. Dan explains why newly appointed or transitioning Chief Revenue Officers must ask tough questions after receiving a written offer. By identifying their leverage, executives can proactively negotiate vital clauses that protect their scope of authority, safeguard their equity, and establish strong baseline career security from day one.The dialogue tackles the difficult reality of being managed out of an organization. Dan unpacks the subtle signs that a honeymoon phase is ending, such as sudden exclusion from meetings or unwarranted nitpicking. Rather than internalizing these shifts or reacting emotionally, he advises leaders to take a step back, document the overarching behavioral patterns, and use the employer's actions strategically to negotiate a fair separation agreement.Ultimately, this episode serves as a practical playbook for revenue leaders aiming to level the playing field in corporate environments. Warren and Dan emphasize the importance of pragmatic self-advocacy over blind loyalty, urging executives to recognize their value. Listeners will walk away with actionable strategies to handle restrictive clauses, manage unexpected role transitions, and ensure their professional exits are handled with respect.

Aicha Bascaro, CEO and Founder of the American Franchise Academy, joins host Brendon Dennewill to challenge the assumption that a successful single-unit operator is ready to scale. Drawing on 35+ years across Domino's, Popeyes, and Olive Garden, Aicha breaks down the four business systems every franchisee must build before adding a second location, and why skipping them creates what she calls "the hell zone." From unit economics and P&L literacy to the pod-based growth model and the CRM gap in service-based franchises, this conversation is a masterclass in operational architecture for anyone building a multi-unit enterprise.What You'll LearnTransition from operator "doer" to visionary "leader" skills.Navigate the "Hell Zone" of multi-unit scaling successfully.Master the four critical buckets of business systems.Understand joint employer liability's impact on franchise training.Optimize unit economics through rigorous weekly KPI dashboards.Leverage AI agents to enhance 24/7 lead management.Resources MentionedThe Franchise Fix by Aicha BascaroAmerican Franchise Academy (AFA) International Franchise Association (IFA) HubSpot CRMIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Text us your thoughts on the episode or the show!What happens when you throw out a nearly finished $500K rebrand… and rebuild it in two months for $22K?In this episode of Ops Cast, Michael Hartmann sits down with Michael Yehoshua, CMO at WiseStamp, to discuss a decision that most marketing leaders would never make and why it worked.Michael walked into an 18-month rebrand that looked polished on the surface but was fundamentally disconnected from real customer insight. Instead of finishing it, he scrapped the entire effort and rebuilt the brand using AI in a completely different way.What followed was not just a faster rebrand, but a change in how decisions get made. From analyzing customer conversations for emotional signals to rethinking how content is structured for LLM-driven discovery. This conversation challenges many of the assumptions behind traditional marketing, SEO, and brand strategy.This is not a tools discussion. It is about how marketing and operations teams need to rethink data, signals, and decision-making in an AI-shaped environment.Topics covered include:• Why a nearly complete $500K rebrand was scrapped• How AI was used to listen to customers instead of just generating content• What analyzing tone, intent, and “aha moments” reveals beyond transcripts• How Marketing Ops teams should think about capturing new types of signals• Why optimizing for LLMs is different from optimizing for traditional search• The shift in content, backlinks, and site structure for AI-driven discovery• Why traffic can drop while conversions improve• What metrics matter when traditional SEO signals become less reliable• Why brand may become more important, not less, in an AI-first worldIf you are in Marketing Ops, RevOps, or growth, this episode forces a hard rethink. Not about tools, but about how decisions should be made going forward.Be sure to like, share, and subscribe to Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In this episode, Jordan Crawford outlines how revenue leaders can build an autonomous pipeline generation engine and transition away from static playbooks. The discussion covers practical methods for extracting competitor usage data, identifying segments of users who are far more likely to buy, and generally how top GTM teams are using GTM Engineering to dramatically improve their results. The hosts also evaluate how AI tools alter revenue operations, shift the traditional B2B SaaS go-to-market strategy, and force a total redesign of traditional AE compensation models. Key Takeaways: Top-down executive mandates fail because leadership lacks hands-on experience with the required technical systems. Jordan Crawford notes the absurdity of this disconnect, stating, "You read these letters from all these CEOs and they're like, 'We need to be an AI first organization and I can't tell you what that means or how to implement it, but goddamn, you need to be able to do it.'" The core function of revenue operations must shift from administrative reporting tasks to running active market tests. Sam Jacobs explains this organizational friction, observing many Rev Ops employees think their job is still to deliver reports to the C-Suite and ensure data accuracy, when today's reality is that "actually your job now is to generate demand and like I need 50 campaigns tested by tomorrow." Identifying high-value target accounts requires prioritizing product telemetry and user actions over static CRM fields. Jordan highlights the power of this approach, explaining that "AI can basically analyze customers' words, actions, and what's in the CRM and say... these accounts are worth 10 times more than these accounts." Connect with the Hosts & Guests: Host: Sam Jacobs - https://www.linkedin.com/in/samfjacobs/  Host: AJ Bruno - https://www.linkedin.com/in/ajbruno3/  Host: Asad Zaman - https://www.linkedin.com/in/azaman1/  Guest: Jordan Crawford - https://www.linkedin.com/in/jordancrawford/ Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://www.joinpavilion.com/topline-newsletter  Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast J Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters: 00:00 Podcast Episode Introduction  02:52 Reversing GTM Strategy  06:44 RevOps and AI Thought Partners  13:58 Executing Fast Sales Campaigns  18:25 AI For Comp Plan Benchmarks  21:04 Defining Pain Qualified Segments  26:42 Shifting RevOps Priorities  38:41 Unbundling B2B SaaS Jobs  39:21 The Topline Trivia Game  45:11 Top Of Funnel AI Tactics  46:43 Middle Of Funnel Telemetry  47:56 Bottom Of Funnel Contract Review  49:10 Bull/Bear Predictions  

In this episode of Future Finance, Paul Barnhurst and Glenn Hopper are joined by Josh Schauer to discuss how AI is being adopted in finance and why many teams are still hesitant. They explore the gap between knowing AI is important and actually using it, along with the challenges around data quality, risk, and accuracy expectations.Josh Schauer is the CFO at insightsoftware, where he leads financial strategy and operations. He previously served as SVP of Finance from 2020 to 2024 and led Financial Planning and Consolidation at Longview prior to its acquisition by insightsoftware in 2020. Josh has deep experience in FP&A, consolidation, and finance transformation, and holds a bachelor's degree in Accounting from the University of Wisconsin–La Crosse.In this episode, you will discover:Why AI should be treated as a teammate, not a replacementHow poor data limits the value of AIPractical ways AI is used in FP&A todayHow AI improves variance analysis and scenario planningWhy finance teams need to become more proactiveJosh highlights that AI is not a shortcut. It works best when built on strong data, clear processes, and a thoughtful approach. While there is pressure to adopt AI, the focus should be on using it in a way that improves decisions without compromising accuracy..Follow Josh:LinkedIn: https://www.linkedin.com/in/josh-schauer-51b18b115/Website: https://insightsoftware.com/Follow Glenn:LinkedIn: https://www.linkedin.com/in/gbhopperiiiFollow Paul:LinkedIn - https://www.linkedin.com/in/thefpandaguyFollow QFlow.AI:Website - https://bit.ly/4i1EkjgFuture Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai. Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.In Today's Episode:[00:27] – Josh Schauer Background[01:33] – AI in Finance & Accounting for Dummies[04:13] – AI as a Teammate, Not a Threat[05:40] – AI as a Thought Partner[08:06] – Why Finance Teams Struggle with AI[09:46] – Evolution of FP&A[10:53] – RevOps & Finance Alignment[12:32] – Practical AI Use Cases[15:03] – Closing

Ingrid Schneider, Founder and CEO of Stay In Your Lane and Train In Your Lane, joins Brendon Dennewill to challenge how franchise brands approach AI adoption, brand identity, and scaling past the critical 30-unit ceiling. Drawing from years of fractional C-suite work across franchise and multi-location systems, Ingrid unpacks why companies that skip education and jump straight to implementation almost always fail, and what a smarter, more human path to AI transformation actually looks like. If your franchise brand is stalled, scaling, or just starting to explore AI, this conversation reframes the entire conversation.What You'll LearnThe franchise growth wall at 30 unitsMarketing problem vs. identity problemThe education-first framework for AI adoptionAI intuition as a core team skillCult brand philosophy at the local levelWriting AI policies that feel like permission slips Resources MentionedTrain In Your LaneStay In Your Lane HubSpot  AI ROI CalculatorFigmaInternational Franchise Association (IFA) Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Matthew Sciannella breaks down what separates high-performing B2B go-to-market teams from the rest — using Ramp and Clay as real-world case studies. From Ramp's Super Bowl surround-sound strategy to Clay's disciplined mid-market segmentation bet, this episode pulls back the curtain on the GTM principles any B2B SaaS team can steal.

In this episode of Future Finance, Paul Barnhurst and Glenn Hopper are joined by Josh Schauer to explore how AI is being adopted in finance and why many teams are still hesitant. They discuss the gap between understanding AI's importance and actually using it, along with the challenges around data quality, risk, and expectations of accuracy.Josh Schauer is the CFO at insightsoftware, where he leads financial strategy and operations. He previously served as SVP of Finance from 2020 to 2024 and led Financial Planning and Consolidation at Longview before its acquisition by insightsoftware. Josh has extensive experience in FP&A, consolidation, and finance transformation, and holds a Bachelor's degree in Accounting from the University of Wisconsin–La Crosse.In this episode, you will discover:Why are finance teams slow to adopt AI despite knowing its importanceWhy AI should be treated as a teammate, not a replacementHow poor data and broken processes limit AI's valuePractical use cases for AI in FP&A, including variance analysisHow scenario planning can be done faster using AIJosh emphasizes that AI is not a shortcut. It works best when built on strong data, clear processes, and a thoughtful approach. While the pressure to adopt AI is real, the focus should be on using it in a practical way that improves decision-making and productivity without compromising accuracy.Follow Josh:LinkedIn: https://www.linkedin.com/in/josh-schauer-51b18b115/Website: https://insightsoftware.com/Follow Glenn:LinkedIn: https://www.linkedin.com/in/gbhopperiiiFollow Paul:LinkedIn - https://www.linkedin.com/in/thefpandaguyFollow QFlow.AI:Website - https://bit.ly/4i1EkjgFuture Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai. Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.In Today's Episode:[01:35] – Josh Schauer Background[03:02] – AI in Finance & Accounting for Dummies[05:57] – AI as a Teammate, Not a Threat[07:09] – AI as a Thought Partner[10:01] – Why Finance Teams Struggle with AI[11:51] – Evolution of FP&A[14:30] – RevOps & Finance Alignment[16:41] – AI Use Cases in Finance[19:20] – Agentic AI & Future Direction[22:31] – Process, Data & AI Limitations[28:52] – AI Questions & Closing

In this episode, Jason and Kyle Vamvouris from SalesThread break down how AI is revolutionizing sales strategies and why RevOps as we know it might soon vanish. Tune in for bold insights and actionable tactics to stay ahead in the future of sales. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

Brady Carlsen didn't set out to build one of the fastest-growing franchise brands in the country, he walked in as a customer and spotted what insiders couldn't see. As Co-Founder and COO of The Back Nine Golf, Brady shares how a deliberate "less is more" philosophy, no food, no staff, no complexity, became the engine behind 160+ locations and 300 in the pipeline. For franchise operators and RevOps leaders managing distributed networks, this episode is a masterclass in building revenue systems that scale without you in the room.What You'll LearnWhy eliminating staffing costs, not adding revenue streams, was the key unlock to Back Nine Golf's franchise modelHow building proprietary software from day one gave The Back Nine Golf the automation and vendor flexibility that off-the-shelf tools couldn'tThe "Rule of 3 and 10", what breaks at each growth stage and how to anticipate it before it spreads across your networkWhy marketing asset delivery (not the product itself) became the first major operational bottleneck at scaleHow The Back Nine Golf's Brand Development Council keeps 160+ franchisees aligned without top-down mandatesThe one thing Brady would build earlier: a disciplined marketing system, and why it matters more than the product at scaleResources MentionedThe Back Nine Golf  IFA (International Franchise Association)Franchise Operations ManualIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this weeks' Scale Your Sales Podcast episode, my guest is Mirjam Martin. Mirjam Martin has over 15 years of experience in Revenue Operations, encompassing the full spectrum of new business development, upselling and cross-selling, renewals, and marketing reporting. She has previously held positions as a Presales Manager and Lead Generation Manager before founding RevOps Transformation, a Fractional RevOps services & consulting business. Mirjam has played a key role in scaling B2B enterprise SaaS organisations, from a £4 million start-up to multinational public companies. In today's episode of Scale Your Sales podcast, Mirjam brings over 15 years of experience scaling global B2B enterprise SaaS organisations. The conversation explores how a lack of clarity and operational debt such as poor data quality and inefficient processes can hinder performance, and outlines the value of clear definitions, timely RevOps integration, and strategic planning. This episode offers practical guidance for CEOs and revenue leaders on building strong operational foundations and scaling effectively, particularly when introducing new tools and AI. Welcome to Scale Your Sales Podcast, Mirjam Martin.   Timestamps: 00:00 Clarity Is Key to Success 03:39 Clarifying Terms in RevOps 06:29 Clear Sales Stages Drive Success 10:49 Streamlining SaaS Contract Management 16:17 Go-To-Market Engineering Evolution 19:07 RevOps: Governance and Empathy 23:49 Manager-Led Change Drives Results 27:05 Address Revenue Leakages Early 31:17 Homework First: AI Needs Strategy 33:04 Validate Process Before Automation   https://www.linkedin.com/in/mirjammartin/   About the Host Janice B Gordon is the award-winning Customer Growth Expert, founder of the Scale Your Sales Framework, and host of the Scale Your Sales Podcast. She helps CEOs, founders and revenue leaders grow sustainable revenue by aligning leadership, sales and customer experience through her North Star Leadership approach. Named one of LinkedIn Sales' Innovating Sales Influencers to Follow and a Top Global Thought Leader on Customer Experience, Janice works with organisations worldwide to rethink how revenue grows. Connect with Janice Book Janice to speak at your next sales or leadership event https://janicebgordon.com LinkedIn https://www.linkedin.com/janice-b-gordon/ Instagram https://www.instagram.com/janicebgordon Scale Your Sales Podcast https://scaleyoursales.co.uk/podcast Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show.

Text us your thoughts on the episode or the show!Conflict is part of every operation's role, but most people avoid it. However, the best operators learn how to use it to their advantage.In this episode of Ops Cast, Michael Hartmann sits down with Anna Lecat, CEO and Founder of Bridging Global and author of the upcoming book Loving Conflict, to explore why conflict is not something to eliminate, but something to understand and navigate.If you work in Marketing Ops, RevOps, or any cross-functional role, you are constantly operating between teams with different priorities, incentives, and perspectives. The question from this conversation is whether you avoid it or learn how to work through it effectively.Anna brings more than 25 years of experience leading multicultural teams and working across global organizations. She shares practical ways to reframe conflict, build trust, and turn difficult conversations into productive outcomes.Topics covered include• Why conflict naturally shows up in operations roles• The concept of “loving conflict” and what it actually means in practice• How different teams operate with different “languages” and priorities• Why people feel stuck in the middle and how to shift that mindset• How to prepare for difficult conversations with stakeholders or leadership• Common mistakes that escalate conflict instead of resolving it• How strong operators and leaders handle tension differentlyThis episode is not about frameworks or tools. It is one of the most overlooked skills in operations, the ability to solve conflict in a way that builds alignment rather than breaks it.Loving Conflict by Anna Lecat If this conversation feels relatable, Anna's book goes deeper into the ideas discussed in this episode. This offers a practical framework for turning tension into trust, alignment, and stronger relationships across teams. Here's the link to buy the Loving Conflict: https://www.amazon.com/dp/1966629974Be sure to like, share, and subscribe to Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

In this episode, I sat down with Josh Troy to break down what actually scales a business beyond just “getting better at sales.” We dive into why most entrepreneurs stay stuck in founder-led sales, how systems and operations are the real drivers of growth, and the exact metrics and frameworks you need to build a scalable sales team. Josh also shares how AI is changing the game in sales operations and how to think about hiring, efficiency, and profitability at a much higher level. If you want to move from hustling for deals to building a true revenue machine, this episode will shift how you think about scaling. About Josh Troy: Josh Troy is the Founder and CEO of WFS Group (Wires From Strangers), an outsourced sales and revenue operations firm that helps businesses scale high-ticket offers through systems, processes, and high-performance sales teams. With over 20 years of experience in high-ticket direct sales, Josh has built and scaled multiple companies across industries including B2B services, real estate, and alternative education. He began his entrepreneurial journey at 21, building a video marketing agency through outbound sales, and later expanded his expertise into full-funnel customer acquisition, combining sales, marketing, and operations. Josh has recruited, trained, and managed hundreds of sales reps, helping clients generate hundreds of millions in revenue while specializing in building scalable, efficient sales systems and RevOps frameworks. Today, he is known for his focus on sales operations over just sales training, helping companies move from founder-led selling to fully systemized, scalable revenue machines. Instagram:https://www.instagram.com/troy.joshua YouTube:https://www.youtube.com/@joshuatroy Website (WFS Group):https://thewfsgroup.com/ About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

John Francis, "Johnny Franchise", has seen franchising from every angle: franchisee, franchisor, multi-unit owner, and now strategic advisor to over 50 brands. In this conversation with Brendon Dennewill, John cuts through the AI excitement with two questions every franchisor board should be asking, and most aren't. What you'll hear isn't just about technology. It's about what actually drives performance at scale: clear leadership, franchisee trust, and the discipline to focus on what really matters. If you're building a franchise system, or helping one grow, this one's worth your time.What You'll LearnThe two AI questions every board should be asking, and why most leadership teams can't answer them yetWhy growing and scaling aren't the same thing, and what breaks when you confuse the twoHow franchisee due diligence failures keep showing up as the root cause of underperformance across entire systemsWhy structured communication, not good intentions, is what keeps franchisors and franchisees aligned during rapid growthHow accountability, not strategy, is the real differentiator between high-performing and stagnant franchise organizationsWhy the best AI opportunity in franchising right now is repackaging what's already working, not building something newResources MentionedIFA (International Franchise Association)Multi-Unit Franchising Conference Franchise Advisory CouncilsFranchise Mastermind Advisory Board ConsultingIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizationsA clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not)Let's ConnectSubscribe to the RevOps Champions NewsletterLinkedInYouTubeExplore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Text us your thoughts on the episode or the show!What happens when an Ops leader thinks like a marketer?In this episode of Ops Cast, Michael Hartmann sits down with Julie Hamada, Chief Operating Officer at Monarch Dentistry, to explore the connection between marketing, operations, and customer experience.Julie's path from marketing into operations shapes how she leads today. She views marketing as promise-making and operations as promise-keeping, and she focuses heavily on retention, customer psychology, and the full journey from first touch to long-term loyalty.This conversation challenges the way many organizations think about growth. It looks at why retention is often overlooked, how operational design directly impacts customer experience, and why some of the most valuable insights come from conversations rather than dashboards.Topics covered include:• The transition from marketing into operations and executive leadership• Why the gap between marketing promises and operational delivery matters• Retention vs acquisition and why most companies get the balance wrong• Designing operations around the full customer or patient journey• How understanding human behavior improves internal leadership• The limits of dashboards and why conversation-driven leadership matters• Practical ways to break down silos between marketing, ops, and frontline teamsIf you're leading or working in Marketing Ops, RevOps, or business operations, this episode offers a different lens on growth. One that starts with the customer experience and works backward into systems and execution.Be sure to like, share, and subscribe to Ops Cast, and join the conversation at MarketingOps.com.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals MarketingOps.com is curating the GTM Ops Track at Demand & Expand (May 19-20, San Francisco) - the premier B2B marketing event featuring 600+ practitioners sharing real solutions to real problems. Use code MOPS20 for 20% off tickets, or get 35-50% off as a MarketingOps.com member. Learn more at demandandexpand.com.Support the show

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreMost GTM teams struggle with strategy.They jump from channel to channel, hoping something sticks. But as Mark Kilens explains, the real issue is skipping the fundamentals—starting with ICP.In this episode, we break down what actually drives consistent growth, from defining your ideal customer to aligning product, pricing, and positioning.If your growth feels random, this will help you fix it.