RevOpsAF The Podcast

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

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

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 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

Most teams think their campaign data is good enough — until AI starts making stuff up. Drew Smith of Attributa breaks down exactly what campaign data needs to capture, why your data dictionary is now your #1 AI prerequisite, and which system decisions are quietly killing your attribution. If you're in marketing ops, RevOps, or anywhere near campaign measurement, this one's essential viewing. Drew covers the three non-negotiable categories of campaign data (time series, categorization, method of engagement), why Salesforce parent campaigns are a trap, how HubSpot's architecture makes time-series attribution harder than it should be, and what "garbage in, garbage out" really means when AI is doing the reasoning. 🎙️ Speakers: Drew Smith, Founder & CEO at Attributa — https://www.linkedin.com/in/drewsmitty/ Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ Sponsored by HG Insights — real technographics, real spend intelligence, and real market signals so your territory design, segmentation, and ICP aren't based on guesswork. 🔗 Resources: Attributa: https://attributa.io HG Insights (episode sponsor): https://www.hginsights.com Related: 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 #MarketingOps #MarketingOperations #CampaignData #Attribution #AI #DataStrategy #B2B #SalesOps

Ever been told a CRM fix will "only take five minutes"? Yeah. We need to talk. 🔥 In Episode 85 of the RevOpsAF Podcast, co-host Camela Thompson (Head of Marketing at RevOps Co-op) is joined by her husband and fellow RevOps veteran Lance Thompson (Technical Sales Operations at SeekOut) for an unfiltered rant session covering the most ridiculous (but painfully relatable) situations every RevOps professional has lived through. From reps hijacking renewal opportunities to enrichment tools routing leads to the wrong company, from the eternal "just explain what RevOps is" loop to the classic "this should only take five minutes" picklist update that breaks three integrations — this episode is equal parts cathartic and insightful. 🎙️ IN THIS EPISODE: - Why users always find the one clickable thing you didn't know was clickable - The enrichment tool logic war (and how to actually handle it) - Why explaining RevOps to executives feels like Groundhog Day - The "this should take 5 minutes" myth — and what it really costs - Overcomplicating reports vs. giving executives what they actually want - Why sales complaints are almost always valid (even when they're not about the real problem) - The scope creep trap for solo RevOps practitioners - How to set expectations when walking into a broken GTM org - Why RevOps is still better than sales (Lance's take) 🔗 CONNECT WITH THE SPEAKERS: 📌 Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/ 📌 Lance Thompson on LinkedIn: https://www.linkedin.com/in/lance-thompson-a93124/ 📌 SeekOut: https://seekout.com 🌐 JOIN THE REVOPS CO-OP COMMUNITY: 🔹 Website: https://www.revopscoop.com 🔹 Join the Community: https://www.revopscoop.com/membership/membership-options 🔹 Blog: https://www.revopscoop.com/learn/blog 🔹 LinkedIn: https://www.linkedin.com/company/revopscoop 🔹 Instagram: https://www.instagram.com/hey.revops/ #RevOps #RevenueOperations #RevOpsAF #SalesOps #MarketingOps #CRM #Salesforce #GTM #GoToMarket #B2BSales #DataQuality #ProcessManagement #RevOpsPodcast #TechStack #SalesEnablement

Ever feel like you're drowning in AI hype while your actual problems remain unsolved? You're not alone. In this episode of RevOpsAF, host Matthew Volm sits down with Em Wingrove, Chief Marketing Officer at Aptitude 8, to cut through the noise and deliver practical AI strategies that actually work. Em shares why 95% of AI initiatives fail (spoiler: it's not the technology), how to start small with independent use cases, and the specific AI plays that are transforming go-to-market teams right now. From attribution engines to content assistants, discover the frameworks that turn AI from overwhelming buzzword into revenue-driving reality. 🎯 Key Topics Covered: • Why AI overwhelm leads to disengagement (and how to fix it) • The difference between top-down vs. bottom-up AI adoption • Ready-to-implement AI plays for marketing-to-sales handoffs • How to build AI solutions without being an AI expert • The importance of data readiness before AI implementation • Real examples of AI automation in HubSpot 💡 Featured Speakers: • Matthew Volm - Co-host, RevOpsAF Podcast (https://www.linkedin.com/in/matthewvolm/) • Em Wingrove - Chief Marketing Officer, Aptitude 8 (https://www.linkedin.com/in/emilywingrove/) 🔗 Learn More: Aptitude 8: https://aptitude8.com/ RevOps Co-op Community: https://www.revopscoop.com/ #RevOps #AI #ArtificialIntelligence #RevenueOperations #SalesOps #MarketingOps #HubSpot #GTM #B2B #SalesAutomation #MarketingAutomation #RevOpsCoop

Discover how MongoDB is revolutionizing go-to-market operations by using AI to eliminate the "bureaucracy gap" and empower sales teams to focus on what matters most: building relationships with customers. In this episode of RevOpsAF, co-host Matthew Volm sits down with Amanda Lin, Senior Manager of Go-to-Market AI Operations at MongoDB, to explore how one of the world's leading database companies is leveraging artificial intelligence to transform their revenue operations. 🔥 Key Topics Covered: • What the "bureaucracy gap" is and why it's killing productivity • How MongoDB built a sales intelligence platform as a cognitive offload engine • Real-world AI use cases: meeting preparation, account research, and proof point discovery • The data foundation challenges every company faces when implementing AI • Why 80% solutions beat 0% solutions every time • Future predictions for RevOps and AI in 2026 • The evolution from commit models to consumption to AI-powered revenue models 🔗 Connect with Our Guests: Amanda Lin: https://www.linkedin.com/in/amanda-lin-14402775/ Matthew Volm: https://www.linkedin.com/in/matthewvolm/ MongoDB: https://www.mongodb.com/ 📚 Related Resources: • RevOps Co-op Blog: https://www.revopscoop.com/learn/blog • Join Our Community: https://www.revopscoop.com/membership/membership-options #RevOps #AI #ArtificialIntelligence #MongoDB #SalesOperations #GoToMarket #RevOpsAF #RevenueOperations #SalesIntelligence #DataStrategy #SalesAutomation #RevOpsCoop 📧 Stay Connected: Website: https://www.revopscoop.com LinkedIn: https://www.linkedin.com/company/revopscoop

🚀 Ready to transform your sales kickoff from a Vegas party into a revenue-driving foundation? Join us as Roderick Jefferson, enablement expert and author, breaks down why most SKOs fail and how RevOps can be the secret weapon for year-long success. 🎯 What You'll Learn: • Why sales kickoff is the FLOOR, not the ceiling of your annual strategy • How to get RevOps involved from day one (not as an afterthought) • The power of focusing on WHY instead of what, when, and how • Why "sales enablement" is dead and go-to-market enablement is the future • How to create ongoing reinforcement that actually sticks • The importance of mid-year summits for course correction 💡 Key Insights: • RevOps should be part of pre-planning, not just execution • Success metrics need to be agreed upon upfront by ALL teams • Culture for the entire year starts at your kickoff event • Stop being the "piñata" of your organization • AI is great for content, but humans provide the context 🔗 Connect with Our Guests: Roderick Jefferson: https://www.linkedin.com/in/roderickjefferson/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/ 📚 Roderick's New Book: "Stroke of Success" - A powerful story about work-life balance and what happens when you let work overtake who you are. → https://www.roderickjefferson.com/stroke-of-success 🎙️ More RevOpsAF Content: Join our community: https://www.revopscoop.com/membership/membership-options • Read our blog: https://www.revopscoop.com/learn/blog • Check out our courses: https://www.revopscoop.com/learn/courses-education #RevOps #SalesKickoff #RevenueOperations #SalesEnablement #GoToMarket #RevOpsAF #SalesOps #MarketingOps #CustomerSuccess #RevenueCycle #SalesTraining #RevOpsStrategy

Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster. What You'll Learn: • How to overcome the three biggest job search struggles RevOps professionals face • Why treating your job search like a RevOps dashboard changes everything • The power of tracking applications, interview feedback, and market signals • How to articulate your business impact beyond just listing tools • Interview preparation strategies that actually work • Why soft skills are becoming more critical than technical certifications • How to build a "brag box" to showcase your accomplishments • Strategic approaches to resume tailoring and LinkedIn optimization Key Takeaways: ✅ Track your job search like a RevOps dashboard - measure what matters ✅ Focus on business problems solved, not just tools used ✅ Practice difficult interview questions before they matter ✅ Build rest and recovery into your job search strategy ✅ Use data signals to pivot your approach when needed Featured Guest: Arriel Balogun - RevOps Career Coach & Founder of Infinitely Elevated LinkedIn: https://www.linkedin.com/in/arrielbalogun/ Website: https://infinitelyelevated.com/ Host: Camela Thompson - RevOps Co-op LinkedIn: https://www.linkedin.com/in/camela-thompson/ Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop #RevOps #JobSearch #CareerCoaching #RevenueOperations #JobHunting #CareerAdvice #InterviewTips #RevOpsCareer #SalesOps #MarketingOps #CustomerSuccess #RevOpsAF #CareerDevelopment #ProfessionalGrowth

Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations. In this episode, we explore: ✅ How to assess your AI readiness before diving in ✅ The critical infrastructure requirements for successful AI implementation ✅ Why "build vs. buy" isn't even a question anymore ✅ Measuring AI success beyond vanity metrics ✅ The future of RevOps in an AI-driven world 💡 Featured Guest: Fabrice Buron - VP of Revenue Operations & Strategic Alliances at Outreach LinkedIn: https://www.linkedin.com/in/fabrice-buron-b931771/ 📚 Related Resources: • RevOps Co-op Blog: https://www.revopscoop.com/learn/blog • Join Our Community: https://www.revopscoop.com/membership/membership-options • Previous Episodes: https://www.revopscoop.com/learn/podcast 👥 Connect with RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • YouTube: https://www.youtube.com/@revopscoop #RevOps #AI #ArtificialIntelligence #SalesOps #MarketingOps #RevenueOperations #SalesAutomation #GTM #B2BSales #SalesEnablement #RevenueTech #Outreach

In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations. 🔥 What You'll Learn: • Why there's no universal RevOps blueprint (and why that's actually okay) • The critical people skills needed to drive organizational change • How to sell RevOps initiatives to executives who don't "get it" • Why RevOps should report through Finance, not go-to-market teams • The art of speaking different "languages" to sales, marketing, and CS teams • Strategies for getting out of the sales firefighting trap • How to align teams around unified goals instead of competing metrics 🎙️ About Our Guests: Jelena Arnold: https://www.linkedin.com/in/jelena-arnold/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/ 🚀 Ready to Level Up Your RevOps Game? • Join our community: https://www.revopscoop.com/membership/membership-options • Read our blog: https://www.revopscoop.com/learn/blog 💬 What's your biggest challenge with RevOps alignment at your company? Drop a comment below and let's discuss! 👍 If this episode helped you think differently about RevOps structure, smash that like button and subscribe for more insights from revenue operations leaders. 📧 Contact RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop RevOps Co-op is the largest community of revenue operations professionals, with 18K+ members across 45 countries. We're here to help you accelerate your RevOps career through peer learning, expert content, and networking opportunities. #RevOps #RevenueOperations #SalesOps #MarketingOps #CustomerSuccess #B2BSales #RevOpsAF #ProcessManagement #ChangeManagement #ExecutiveAlignment #RevOpsCommunity #DataDriven

Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy. 🔥 What You'll Learn: • Why partner ecosystems make sense for EVERY business (yes, even yours) • The critical difference between RevOps and Partner Operations • How to avoid the "one distributor trap" that kills growth • Why partner portals fail and what to do instead • The data model mistakes that create operational nightmares • Level 2 & 3 analytics that transform partner performance 🎯 Featured Expert: Allen Smolinski brings 20+ years of partner ecosystem expertise, specializing in program management and data analytics. Connect with Allen: • LinkedIn: https://www.linkedin.com/in/smolinski/ • Website: https://thechannelmethod.com/ 🔗 Resources Mentioned: • RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options • Seattle RevOps Chapter: https://www.revopscoop.com/who-we-are/geographic-chapters 💡 Why This Matters: If you're in RevOps and partner operations keeps landing on your plate, this episode is your survival guide. Learn why dedicated partner ops roles are crucial and how to build systems that actually work. 👥 Join the Conversation: Drop a comment below with your biggest partner operations challenge! Our community of 18K+ RevOps professionals is here to help. 🔔 Don't Miss Out: • Subscribe for weekly RevOps insights • Hit the bell for notifications • Share with your RevOps team About RevOps Co-op: We're a community of 18K+ revenue operations professionals sharing knowledge, best practices, and career growth opportunities. Join us at revopscoop.com Connect with us: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • Slack Community: https://www.revopscoop.com/membership/membership-options • Blog: https://www.revopscoop.com/learn/blog Questions? Comments? Ideas for future episodes? Email us at community@revopscoop.com This episode is brought to you by HG Insights - powering go-to-market strategy with AI-powered revenue growth intelligence. Learn more at www.hginsights.com #revops RevOps #PartnerOperations #RevenueOperations #B2BSales #PartnerEcosystem #DataAnalytics #SalesOps #MarketingOps #BusinessGrowth #RevOpsCoop #PartnerStrategy #SystemsThinking