How RevOps scales companies from $10M to $250M ARR with Franco Anzini, SVP of GTM Strategy & Operations
About this episode
Franco Anzini discusses how RevOps can scale companies from $10M to $250M ARR and the evolving role of GTM operations.
In this episode, Jeff is joined by Franco Anzini, a GTM operations executive who has helped scale multiple SaaS companies from $10M to $250M ARR and led organisations through IPO and acquisition. Franco shares what RevOps actually looks like at different stages of growth, and how the role evolves as companies scale. From building the operational foundations in early growth, to creating forecasting discipline before IPO, he explains the systems, data infrastructure, and decision-making frameworks that allow revenue teams to grow sustainably. They also discuss the shift from systems thinking to business impact, the rise of GTM engineering, and why AI initiatives often fail without clean, centralised data.
People in this episode
Host: Jeff
Guest: Franco Anzini
Topics covered
- RevOps
- scaling companies
- GTM strategy
- data infrastructure
- forecasting discipline
- AI initiatives
Keywords
- RevOps
- GTM operations
- scaling
- IPO
- acquisition
- data infrastructure
- forecasting
- AI
- SaaS
Mentioned in this episode
Organizations: Cognism, SaaS
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- Why Governance Is the New Growth Lever in Modern GTM, with Adrian Rosenkranz, CRO at Webflow
- Reinventing revenue in healthcare AI with Guy Raber, VP of RevOps at Kontakt.io
- When compensation breaks with Jaap Westrik, Founder of Mordern Revenue
- Architecting Scalable, AI-Safe Revenue Systems with Pranav Lal, Head of Business Technology at Gusto
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