RevOpsAF The Podcast

You can't fix the foundation if the plane is already in the air. So how do you rebuild the GTM engine without stalling everything leadership is asking for? Nicole Bradshaw has done it multiple times, and she's got a framework for it. In this episode, Nicole Bradshaw, VP of Revenue Operations at PandaDoc, breaks down how RevOps leaders can balance foundational fixes with real business delivery. She shares her three-bucket sequencing framework (fires, quick wins, and end-to-end fixes), how to build stakeholder credibility before asking for six months to rebuild the funnel, and where AI actually fits into this, and where it doesn't. If you've ever walked into a broken tech stack and been told to "just make it work," this one is for you. 🎙️ Speakers: - Nicole Bradshaw, VP of Revenue Operations at PandaDoc — https://www.linkedin.com/in/nkbradshaw/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - HG Insights (episode partner): https://hginsights.com - RevOps Co-op podcast library: https://www.revopscoop.com/podcast - Episode 101: RevOps Should Build for Itself First: https://revopscoop.com/podcast/revops-build-for-itself-ai - Episode 94: The Boring Work Behind Great AI: https://revopscoop.com/podcast/boring-work-behind-great-ai 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #GTM #AI #ChangeManagement #B2B #RevenueLeadership

97% of companies have active AI initiatives. Only 5% say their data is ready to support them. So what does that gap actually cost you — and what does "ready" even mean? In this episode, Katie Brown (VP of Revenue Operations at Kami) joins Matthew Volm to break down why AI can't fix what your business can't define. They cover data readiness, metric governance, the real meaning of "source of truth," and how RevOps can build the foundational infrastructure that makes AI actually work. Whether you've already deployed AI or are still figuring out where to start, this conversation will help you pressure-test your data foundation before you build anything on top of it. 🎙️ Speakers: - Katie Brown, VP of Revenue Operations at Kami — https://www.linkedin.com/in/katherinetbrown/ - Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 106: Why Good CRMs Fail: https://revopscoop.com/podcast/why-good-crms-fail - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #B2B #DataStrategy #GTM #RevenueData

Most companies aren't losing revenue because they picked the wrong CRM. They're losing it because the right CRM was implemented wrong — or ignored entirely. Sound familiar? In this episode, Camela Thompson sits down with Josh Larson, owner of DeltaRev, to dig into the most common operational breakdowns in HubSpot implementations: slow lead response, broken handoffs, dirty data, adoption failure, and the "let's switch CRMs" reflex that almost never solves the actual problem. If you've ever watched a well-configured system collect dust because nobody used it, this one's for you. 🎙️ Speakers: - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ - Josh Larson, Owner, DeltaRev — https://www.linkedin.com/in/joshalarson/ https://www.instagram.com/josh.a.larson/?hl=en 🔗 Resources: - DeltaRev: https://deltarev.io - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - More podcast episodes: https://www.revopscoop.com/podcast - Episode 38: Perfecting Team Handoffs: https://revopscoop.com/podcast/perfecting-revops-team-handoffs - Episode 65: RevOps Consultant Red and Green Flags: https://revopscoop.com/podcast/revops-consulting-red-flags 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #HubSpot #CRM #GTM #B2B #RevenueGrowth #SalesOperations

Speed to lead gets all the attention. But if you're not measuring it correctly — or letting bad data into your system before the dial even happens — you're optimizing the wrong thing. Jamie Noel, Senior Director of Revenue Operations at ClearOne Advantage, joins Matthew Volm to break down what data hygiene actually costs when the stakes are high: TCPA compliance risk, destroyed deliverability rates, wasted agent minutes, and missed enrollments. She also shares the AI use cases the consumer side has figured out that B2B teams should be paying attention to — and what it looks like to walk in as the first RevOps hire, again, and fix things from the ground up. This one bridges the B2B/B2C divide in ways you don't often see on a RevOps podcast. Whether you're running a contact center or a 15-person sales team, the principles land. 🎙️ Speakers: - Jamie Noel, Senior Director of Revenue Operations at ClearOne Advantage — https://www.linkedin.com/in/jamie-noel-7b387213/ - Matthew Volm, CEO & Founder, RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 63: Clean Data, Auto-magically: https://revopscoop.com/podcast/clean-data-passive-logging-revops - Episode 88: Not Everything Is an Agent: https://revopscoop.com/podcast/not-everything-is-an-agent - RevOps Co-op podcast library: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #DataHygiene #SpeedToLead #B2C #ContactCenter #AI #GTM

Your RevOps career can't be built on tool mastery alone — and AI is making that clearer faster than most people expected. So what does it actually take to stay relevant, get the interesting work, and build something worth talking about? In this episode, Hank Taylor joins Matthew Volm to break down the archetypes of operators navigating the AI shift, which GTM platforms are actually durable vs. playing defense, why Clay might be easier to leave than people think, and the mindset that separates operators who stagnate from the ones who keep thriving. Plus: the interview question Hank uses that's a disqualifying answer if you get it wrong. 🎙️ Speakers: - Hank Taylor, GTM Advisor & Host of Code to Market — https://www.linkedin.com/in/devmarketer/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 97: Everybody Has AI. Nobody Owns It.: https://revopscoop.com/podcast/decentralized-centralized-ai-revops - Episode 88: Not Everything Is an Agent: https://revopscoop.com/podcast/not-everything-is-an-agent - All podcast episodes: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #revops #revenueoperations #GTMEngineering #salesops #marketingops #ai #careergrowth #b2b #RevOpsAF

When revenue slows, every instinct says fix the sales team. But what if the problem isn't sales at all? Ian Myszenski, VP of Revenue Operations at Zappi, joins RevOps Co-op co-host Matthew Volm to break down one of the most costly misdiagnoses in go-to-market: treating sales execution as the root cause of problems that actually live in product, pricing, positioning, or segment fit. Ian also makes the case for what a real CRO looks like vs. a head of sales — and why RevOps leaders are uniquely positioned to step into broader commercial leadership roles. 🎙️ Speakers: - Ian Myszenski, VP of Revenue Operations at Zappi — https://www.linkedin.com/in/ianmyszenski/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 23: What CROs Really Want From RevOps: https://revopscoop.com/podcast/cro-revops-collaboration - Episode 102: The RevOps Skills Nobody Teaches: https://revopscoop.com/podcast/revops-soft-skills-career-growth - Episode 49: Why Customer Data Is a RevOps Priority: https://revopscoop.com/podcast/customer-data-revops-priority 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #CRO #GTM #RevenueLeadership #B2B #GoToMarket #SalesStrategy

Most RevOps conversations eventually land on the same territory: AI, tech stacks, SQL, data quality. But what if the biggest skill gap in revenue operations has nothing to do with any of that? In this episode, Jared Myatt (Senior Director of Revenue Operations at Integrate) joins co-host Matthew Volm for a conversation about the soft skills that actually separate good RevOps leaders from great ones — humility, self-awareness, executive communication, relationship-building, and the willingness to be wrong. Jared draws on 13+ years inside a single organization to share what career growth actually looks like when you're not waiting for someone else to hand it to you. 🎙️ Speakers: - Jared Myatt, Senior Director of Revenue Operations at Integrate — https://www.linkedin.com/in/jared-myatt/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - HG Insights — revenue growth intelligence for GTM teams: https://www.hginsights.com - RevOps Co-op podcast library: https://www.revopscoop.com/podcast - Want Career Growth in RevOps? Here's a Formula for Success: https://revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success - Influencing Without Authority: https://revopscoop.com/post/influencing-without-authority 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #GTMOps #CareerGrowth #Leadership #B2B #RevenueOperations

Most RevOps teams are building AI for everyone else — and leaving themselves at the back of their own queue. Shantanu Shekhar, VP of RevOps at Personio, shares why that needs to change and exactly how he's fixed it. In this episode, Shantanu walks through three concrete AI use cases his team has deployed for RevOps itself: a "RevOps brain" for daily prioritization, an automated capacity planning roster that closes the gap between HR systems and real-world manager knowledge, and an AI governance framework backed by Hex for scenario planning. He and Matthew also dig into one of the hardest problems in AI adoption right now — how to go from single-player experimentation to coordinated, team-wide deployment without creating more chaos than you started with. 🎙️ Speakers: - Shantanu Shekhar, VP of Revenue Operations at Personio — https://www.linkedin.com/in/shantanushekhar/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Related episode — Episode 97: Everybody Has AI. Nobody Owns It.: https://revopscoop.com/podcast/decentralized-centralized-ai-revops - Related episode — Episode 96: The Rise of the RevOps Architect: https://revopscoop.com/podcast/revops-architect-ai-control-layer - All RevOps Co-op podcast episodes: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueOps #B2BSaaS #AIStrategy

What does it actually take to build a high-performing revenue organization, and how does RevOps make it happen? Andrew Cooper, VP of Revenue Operations at Yooz, breaks it all down: operational excellence, front-line change management, where AI fits (and where it doesn't), and why Yooz went back to door-to-door sales. This is Episode 100 of RevOpsAF, and it's one of the most grounded, practical conversations we've had on what RevOps leadership actually looks like in the field. Andrew brings a rare perspective from building RevOps teams from scratch across multiple companies, and he doesn't shy away from the mistakes along the way. Topics covered: → What operational excellence really means (hint: it's not a metric) → Why RevOps is uniquely positioned to drive — not just support — high-performance culture → The front-line champion playbook for rolling out change → Where AI accelerates RevOps work and where it creates a different kind of mess → The door-to-door sales experiment that nobody expected to work 🎙️ Speakers: - Andrew Cooper, VP of Revenue Operations at Yooz — https://www.linkedin.com/in/andrew-cooper-777365110/ - Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset - Episode 88: Not Everything Is an Agent: https://revopscoop.com/podcast/not-everything-is-an-agent - Episode 51: Change Management — From Pushback to Buy-In: https://revopscoop.com/podcast/change-management-revops-enablement 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #GTMOps #ChangeManagement #AI #RevenueLeadership #B2B

Most RevOps teams are solving the wrong problems. Not because they lack skill — but because they're not listening to the music the exec team is playing. Gabriel Rustice, VP of Revenue Operations at Seedtag, shares the career lessons he's picked up over 12+ years in sales and revenue operations — from customer care rep at FedEx Brazil to leading a RevOps team of 80+ people across multiple countries. This conversation is refreshingly direct: what actually separates operators who advance from those who stall, and what executives actually want from RevOps. Topics covered include: - How to identify what the exec team truly cares about (and align your work to it) - Why storytelling in financial terms is non-negotiable - The combination of business strategy + technical fluency that makes operators invaluable - Why AI fundamentals still depend on the foundational work most teams skip - The honest question every RevOps professional should ask themselves about leadership 🎙️ Speakers: - Gabriel Rustice, VP of Revenue Operations at Seedtag — https://www.linkedin.com/in/gabrielrustice/ - Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #CareerGrowth #GTM #B2B #RevenueLeadership #AI

Building a world-class RevOps team with a lean budget isn't about doing more with less — it's about making the right trade-offs. Marisol Jordan breaks down how she thinks about hiring, the rise of the GTM engineer role, and why the fundamentals of business don't change even as AI rewrites everything else. Marisol Jordan, Senior Director of Revenue Operations at Cobalt, joins RevOps Co-op CEO Matthew Volm to talk through the hiring decisions every RevOps leader faces when resources are constrained. They cover the biggest mistake leaders make when staffing operations teams, what actually separates a GTM engineer from the Salesforce admins of the past, how to interview for an AI-forward role when nobody has fully figured it out yet, and what RevOps looks like in three to five years as AI agents take over the routine work. 🎙️ Speakers: - Marisol Jordan, Senior Director of Revenue Operations at Cobalt — https://www.linkedin.com/in/marisol-jordan-a107484/ - Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 82: The Next GTM Hero — Revenue Engineer: https://revopscoop.com/podcast/revenue-engineer-future-revops - Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age - Episode 77: Run Your Job Search Like a Revenue Engine: https://revopscoop.com/podcast/revops-job-search-revenue-engine 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #revops #revenueoperations #salesops #GTMEngineering #ai #b2b #hiringstrategy #gotomarket

Everybody has AI. Nobody owns it. That's the real problem facing RevOps teams right now — and it's creating a new version of a problem operators have seen before. In this episode, Brandon Bussey, VP of Revenue Operations at Advantive, joins co-host Matthew Volm to dig into the messy reality of AI governance inside go-to-market teams. They cover the "agent graveyard" problem, why the fully decentralized AND fully centralized models both fail, and what a workable hub-and-spoke approach actually looks like in practice. Brandon also shares a candid story about an AI SDR project that didn't go as planned, a framework for build vs. buy decisions when AI is involved, and what he thinks separates the companies that will win over the next three years from those that won't. 🎙️ Speakers: - Brandon Bussey, VP of Revenue Operations at Advantive — https://www.linkedin.com/in/brandonbussey/ - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age - Episode 96: The Rise of the RevOps Architect: https://revopscoop.com/podcast/revops-architect-ai-control-layer - Episode 93: The AI Strategy Nobody Actually Has: https://revopscoop.com/podcast/ai-strategy-revops-execution 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueGrowth #B2B

Most AI projects aren't failing because the technology is broken. They're failing because nobody built the layer that makes the technology safe to use; and that's a RevOps problem. In this episode, Ed King (CEO & Founder of Openprise) joins Matt Volm to break down why AI agents can't touch core systems like your CRM or MAP, what the missing "control layer" looks like, and why the RevOps practitioners who thrive in an agent-driven future will think like architects — not tool admins. Ed covers the two key components ops teams need to build today: a data catalog that makes your systems legible to agents, and a toolbox of governed APIs and MCP servers that let agents take action without breaking things. Plus: why this same infrastructure makes life better for your human team members too. 🎙️ Speakers: - Ed King, CEO & Founder at Openprise — https://www.linkedin.com/in/edkking/ - Matt Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ Resources: - Openprise: https://www.openprise.com - HG Insights (episode sponsor): https://www.hginsights.com - RevOps Co-op podcast library: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTMOps #B2B #AIAgents #RevenueOperationsStrategy

Most revenue teams know their top 20% of reps are driving 80% of results. What they don't know is why, and without the why, every intervention is a guess. In this episode, Roope Heinilä (Co-Founder & CEO of Optivian) joins co-host Camela Thompson to unpack the mid-funnel execution gap: why deals stall, why champion enablement fails, and why AI is finally able to solve problems that training, headcount, and tool investments couldn't touch. Roope brings a rare perspective: two companies scaled, one to $10M+ ARR and another past $40M ARR, selling complex enterprise deals. and a very direct view of what RevOps should own in the AI era. Key Topics Covered: → The 80/20 problem and why mid-funnel is where pipeline dies → Why sample-based analysis (human or AI) fails → The most common mid-funnel failure modes: multithreading, champion enablement, competitive response → From tool to coworker: the framing shift that changes adoption → Who should own AI tools in the revenue org (hint: RevOps) → How to train and prompt AI for deal analysis → Using win-loss analysis to find enablement gaps → What this means for RevOps careers 🎙️ Speakers: - Roope Heinilä, Co-Founder & CEO at Optivian — https://www.linkedin.com/in/rheinila/ - Camela Thompson, Co-Host at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ 🔗 Resources: - Optivian: https://optivian.ai - RevOps Co-op podcast library: https://www.revopscoop.com/podcast - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #AI #GTM #SalesEnablement #B2BSales #RevenueGrowth

Your AI initiative isn't underperforming because of the AI. It's underperforming because of what you built it on. Spencer Hardey, VP of Business Operations at HG Insights, joins RevOpsAF co-host Matthew Volm to break down why the boring foundational work — ICP documentation, segmentation, clean data infrastructure, cross-functional alignment — is the actual prerequisite for AI that delivers results. Plus: how to communicate the value of that foundational work to executives and boards who just want to "use more AI." Spencer brings a rare double perspective: he's a working RevOps operator, but he's operating inside a revenue intelligence platform. Ten years at HG Insights means he's watched how both the RevOps function and the AI conversation have evolved — and he has pointed observations about where most teams get it wrong. Key topics covered: → Why cross-functional alignment is the #1 job of RevOps (and how to actually own it) → The foundational checklist: marketing funnel, opportunity stages, post-sale tracking, ICP, and segmentation → Win-loss classification: human judgment vs. AI transcript analysis (and why you need both) → How to communicate foundational investments to executives in revenue impact terms → Why AI has no context without documented ICP, segmentation, and process definitions → How to use AI to build the foundation itself — with a human in the loop 🎙️ Speakers: - Spencer Hardey, VP of Business Operations at HG Insights — https://www.linkedin.com/in/spencer-hardey/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - HG Insights: https://hginsights.com/ - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing - Full podcast library: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #B2B #RevenueIntelligence

Most companies have a board-level AI mandate. Almost none of them have an actual AI strategy. That gap is where RevOps practitioners are living right now, and it's one of the more exhausting places to be. In this episode, Taft Love (founder of Iceberg RevOps) and co-host Camela Thompson get into what's actually happening on the ground: vague executive mandates, the build-vs-buy trap, why data quality matters more with AI (not less), and what organizational discipline really determines whether AI transformation succeeds or stalls. This is a refreshingly grounded conversation for operators who are tired of the hype and need practical frameworks they can actually use. Key topics covered: → Why "AI replaces headcount" is the wrong frame — and what to use instead → The jobs-to-do framework for identifying real AI use cases → What Taft's multi-agent project management system actually looks like (and why it wasn't easy to build) → Build vs. buy: what you're actually purchasing from a vendor (hint: it's stability) → The four organizational blockers that kill AI transformation at small companies → What a real AI strategy looks like: outcomes, frameworks, and wide latitude with iron boundaries → A free AI-powered RevOps audit tool Taft built with a former Microsoft/Amazon RevOps leader 🎙️ Speakers: - Taft Love, Founder, Iceberg RevOps — https://www.linkedin.com/in/taft-love/ - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ 🔗 Resources: - Iceberg RevOps: https://icebergrevops.com - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - More podcast episodes: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #RevenueOps #B2B #AIStrategy

Your AI agent says revenue is on track. Your CRO is about to find out you're missing the number by 21%. Sound familiar? In this episode, Guillaume Jacquet (CEO & Co-Founder of Vasco) joins Matt Volm to break down why AI agents fail on revenue data, and why the fix belongs to RevOps. The problem isn't hallucination. It's grounding. And there's a four-part framework to solve it. Guillaume walks through real examples of AI-generated reports that looked great but were built on broken data foundations, the four requirements that move AI accuracy from ~11-30% to ~98%, and why operators should think of agents as hires; not tools. 🎙️ Speakers: - Guillaume Jacquet, CEO & Co-Founder at Vasco — https://www.linkedin.com/in/jacquet-guillaume/ - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - Vasco (revenue data layer for AI agents): https://www.getvasco.com - RevOps Co-op podcast library: https://www.revopscoop.com/podcast - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - Episode 75: How To Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #B2B #AIAgents #RevenueData

What if your next RevOps hire isn't human? Zach West of PatchOps is building AI agents that function like senior consultants, and the playbook applies to any in-house RevOps team. In this episode, Zach breaks down why domain expertise is still the differentiator in an AI-powered world, how to build a knowledge base that turns a generic LLM into a senior operator, and where resource-strapped RevOps teams should start today. Plus: the real difference between leveraging AI and relying on it, and why it matters more than the tools themselves. 🎙️ Speakers: - Zach West, Founder at PatchOps — https://www.linkedin.com/in/zach-west-06ab6222/ zach@patchops.io - Camela Thompson, Co-Host at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ 🔗 Resources: - PatchOps: https://patchops.io - Why Most Revenue Stacks Aren't Ready for AI: https://revopscoop.com/post/revenue-stack-ai-readiness - Episode 75: How To Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #B2B #ArtificialIntelligence #RevOpsAF

What separates a senior RevOps leader from a technically skilled order-taker? It's not the dashboards. It's not the systems. It's the ability to say no strategically, run change management at scale, and resist becoming a high-functioning service desk. In this episode of RevOpsAF, James Jackson — VP of RevOps at Snowflake, DocuSign, and Canva — shares two vivid stories: a full comp plan overhaul across a 2,700-person sales org, and the "curse of yes" doom loop that quietly breaks ops teams everywhere. The technical work is the easy part. The hard part is everything else. Key topics covered: → Why total consumption comp plans hide top performers — and how incremental consumption fixes it → The three stakeholders (ELT, GTM, Finance) that every comp design must serve simultaneously → How to run a listening tour and use it to defuse a politically charged comp rollout → What "flexibility where it matters, policy where you need scale" actually looks like in practice → Why holdovers are largely theater — and how to limit them without triggering a mutiny → The "doom loop" that turns ops into a reactive service desk and how to break it → Above-the-line prioritization: how to stay focused when everything feels urgent 🎙️ Speakers: - James Jackson, VP of RevOps (Snowflake, DocuSign, Canva) — https://www.linkedin.com/in/jamesrjacksoniii/ - Matthew Volm, CEO + Founder, RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Related episode — Comp Plan Lessons Learned: https://revopscoop.com/podcast/compensation-plan-lessons-revops - Related episode — Change Management: From Pushback to Buy-In: https://revopscoop.com/podcast/change-management-revops-enablement - More podcast episodes: https://www.revopscoop.com/podcast 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #CompensationPlanning #ChangeManagement #B2B #GTM #SalesOperations #RevenueLeadership

What if RevOps stopped thinking of itself as a support function and started operating like a platform product team? That's the core argument Amani Phipps, Senior Revenue Architect at Bonusly, makes in this episode. And he backs it up with real AI systems his team has built: a Gong-to-HubSpot integration that auto-updates deal properties, a deal desk bot that cut tickets by 60%, and a multi-agent analytics system called Signal Forge that's poised to automate most of his team's reporting entirely. In this conversation, Amani walks through the evolution of RevOps at Bonusly, from no RevOps function at all to an AI-first, product-minded revenue architecture team. He and Matt dig into how to start an AI journey from zero, why data hygiene is the unsexy prerequisite for everything, and what it actually means to keep a human in the loop without bottlenecking the whole system. If you're thinking about how to evolve your RevOps team for an AI-driven world, this episode is the playbook. 🎙️ Speakers: - Amani Phipps, Senior Revenue Architect at Bonusly — https://www.linkedin.com/in/amani-phipps-115302117/ - Matthew Volm, CEO + Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 75: How To Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines - Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op #RevOps #RevenueOperations #SalesOps #MarketingOps #B2B #AI #GTM #ProductManagement #RevenueArchitecture