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In this episode of The RevOps Review, Jeff Ignacio and Lonny Sternberg dive deep into the future of Revenue Operations and the strategies that power sustainable growth. Explore how crafting a strong ICP can supercharge product-market fit, why integrating RevOps early in your organisational planning is critical, and what the next decade holds for startup funding and tech evolution. With a fresh take on balancing people, data, and AI in operations, this episode spotlights the human aspects that drive RevOps success.
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Our host, Jeff Ignacio, sits down with Madhu Puranik, Founder of Revlitix. They discuss the challenges that revenue leaders face, from tech stacks and tooling, to full funnel visibility.
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Our host, Jeff Ignacio, sits down with Julia Roth, Head of Revenue Operations and Analytics at Deako Lighting. They discuss what a revenue operations function looks like in a non-saas business. From forecasting, building funnels, customer tracking and data collection. They also discuss product management and feedback loops.
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Our host Jeff Ignacio sits down with Sean Lane, Founding Partner of BeaconGTM, and Laura Adint, Operations & Strategy Lead at Raymond James, discuss the release of their book, The Revenue Operations Manual. Here, they discuss the four pillars of RevOps and the importance of building and getting a 360-degree view of the business. They also discuss building a team, maintaining relationships, and goal setting.
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The RevOps Review - With Jeff Ignacio and Steve Silver - Customer Retention and Sales Enablement
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Our host, Jeff Ignacio, sits down with Brent Keltner. They discuss personalisation and how to craft your outreach to match the organisation, not just the individual. They also discuss the importance of intent data and how to leverage this to engage with prospects, as well as how to sell to revenue operators.
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Our host Jeff Ignacio sits down with Jeremy Donovan, Executive Vice President of RevOps and Strategy at Insight Partners. They discuss how to optimise your hiring process, create cadences, and perfect your org structure. They also look into what it means to be in the business vs on the business and performing due diligence.
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Our host, Jeff Ignacio, sits down with Rachel Nazhand, Vice President of Business Transformation at Zelis. They discuss the differences between revenue operations and business operations. They discuss how to support businesses moving from start-up to scale-up, maintain a cross-functional mindset and optimise the business outside of software and systems. They also touch on what RevOps looks like outside of the SaaS space and how to transition into business operations.
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Our host Jeff Ignacio sits down with Roxanne Taku, Revenue Strategy & Operations lead at Airwallex. They spoke about building an operations strategy in EMEA and how to find the right tools and data sets for your region. They also discuss how to balance the quantitative and qualitative insights, drive improvements and productivity gains and centralise reporting.
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Our host Jeff Ignacio sits down with Janis Zech, CEO and Co-founder of Weflow. They discuss all things forecasting. They look into machine learning and data driven forecasting, pipeline covergae and improving data quality. They also look into customer health metrics, product usage and renewals and expansions.
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Our host Jeff Ignacio sits down with Stephen Diorio, author of ‘Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data’ and Steven Busby, Managing Director of Slate Point Partners. They discuss how to calculate and measure the financial impact of RevOps and how to create a business case for RevOps leaders to fund their growth programs, allocate growth resources and prioritise growth investments. They also talk about building cross-functional teams, funding growth capabilities and prioritising growth actions.
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Our host Jeff Ignacio sits down with Jeffrey Serlin, CRO of Revcast to discuss GTM planning. They look into annual planning, creating alignment, and setting OKRs. They also look at how to factor in time scaling and headcount and how to remain data driven. Finally, they delve into the metrics that matter, tracking progress and adjusting when necessary.
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Our host Jeff Ignacio sits down with Renoli Huaya, Head of Revenue Operations at Common Room. They talk about building a team, operating as a team of 1 and keeping yourself accountable. They also discuss how to create a pricing strategy and roadmap, as well as how to effectively prioritise your tasks and stay motivated.
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Our host Jeff Ignacio sits down with Sarika Garg, Co-founder and CEO of Cacheflow. They discuss how to optimise your pricing strategies, the importance of usage metrics and how to craft proposals. They also discuss renewals, the handoff process and the relationships between sales and finance and forecasting.
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Our host Jeff Ignacio sits down with Mark Lerner - Director of Growth Marketing at DealHub. They talk all things marketing and marketing operations, looking at newsletters and guerilla marketing tactics. They also discuss finding a product market fit, moving fast but remaining agile and the tools and systems you need to support your functions.
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Our host Jeff Ignacio sits down with Chris Kierz, Head of Marketing Operations at Jasper. They discuss having multiple sources of truth and different CRM infrastructures. They also look into lead tracking, lead scoring and intent scoring. Finally, they discuss the marketing-to-sales handoff and how this can be improved through a sales-accepted lead stage. Check out more from Chris’ playbook: https://www.cognism.com/fix-your-funnel/chris-kiertz
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Our host Jeff Ignacio sits down with Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath. They look at how to tailor your sales process and demos to each buyer and their pain points. They also discuss outbound automation, forecasting and the buying process. Finally, they look at the importance of gaining street credibility and looking at your sales processes from a mathematical and analytical lens.
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Our host Jeff Ignacio sits down with Ali Rastiello, VP of Revenue Operations at Health Catalyst. They discuss how to be proactive rather than reactive, break down silos and change the mentality of your teams in RevOps. They also look into CPQ and how to improve visibility, standardise systems and become a strategic advice partner for your GTM function.
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