Good Habits vs. Process Augmentation: Why Most RevOps Teams Are Using AI Wrong

About this episode

Colin Brown discusses the misapplication of AI in RevOps and the importance of re-engineering processes for greater efficiency.

Colin Brown is VP of Revenue Operations at DDN, a company that powers AI infrastructure at scale for clients like XAI's Colossus data center. He came to RevOps from the front lines, having carried a sales quota, run marketing teams, and led post-sales. In this episode, he breaks down why most teams are sprinkling AI into existing processes for 15-minute wins instead of re-engineering those processes to get 1-3 days back per week. He also has a sharp take on the strategic RevOps seat: it's earned, not a right, and having access to a wide view doesn't mean you automatically get invited to the strategy room. Plus: why product roadmap changes are about to become the biggest comp planning blind spot, and why RevOps professionals need a clear value proposition instead of trying to do a little bit of everything.

People in this episode

Guest: Colin Brown

Topics covered

• RevOps
• AI
• process augmentation
• strategic planning
• value proposition

Keywords

• RevOps
• AI
• process improvement
• strategic planning
• value proposition
• Colin Brown
• DDN

Mentioned in this episode

Organizations: DDN, XAI

Places: Colossus data center

More episodes of Go To Masters Show

• Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline · June 6, 2026 · 48 min
• If a Rep Switches Products Because of Comp, Your Plan Is Working Against You · June 5, 2026 · 38 min
• The Comp Plan Isn't Done When It Ships: Measuring What's Actually Working Mid-Year · May 31, 2026 · 40 min
• Stop Running Mad Libs: What the Top 10% of Outbound Teams Do Differently · May 30, 2026 · 27 min
• When Incentives Work Too Well: 30 Years of Comp Design in Chemical Distribution · May 29, 2026 · 21 min
• Shawn Santos (StevenDouglas) on Compensation, Recruiter Burnout & Old Soul Operators · May 23, 2026 · 14 min