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PODCAST

RevOpsAF The Podcast

RevOpsAF is the podcast for people who are RevOpsAF and want to learn about everything RevOpsAF! Powered by the RevOps Co-op, the number one community for operations professionals.

business careers

All Episodes

26:40

The Movable Middle: Your Hidden Revenue Lever

RevOpsAF The Podcast ·

2026/01/16

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.🎯 What You'll Learn: • Why AI is forcing a reckoning for the "movable middle" of sales teams • The costly traps most RevOps leaders fall into when

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31:30

How To Go From AI Experiments to Revenue Machines

RevOpsAF The Podcast ·

2026/01/09

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

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30:27

Influence Without Authority the RevOps Way

RevOpsAF The Podcast ·

2026/01/02

Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over.In this episode, you'll discover: ✅ The "inception method" for planting RevOps ideas that stakeholders think are their own ✅ How to use agile methodology and regular newsletters to build credibility across departments ✅ The power of "lunch and learns" to demonstrate the art of the possible ✅ Why

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23:46

Why RevOps Looks Different Everywhere — And What to...

RevOpsAF The Podcast ·

2025/12/26

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

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28:16

Why the Annual Plan is Always Wrong (And Why That’s...

RevOpsAF The Podcast ·

2025/12/19

If you've ever felt like annual planning is a losing game, this episode is for you.Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it. What You'll Learn: • The real reason tops-down and bottoms-up plans never match (and why that's normal) • How to build trust with finance before budget season hits • Why "owning your data" is the fastest way to earn credibility • The art of

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37:25

Partner Ops: The Untapped B2B Power Move

RevOpsAF The Podcast ·

2025/12/12

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

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22:29

Why Most PLG Dreams Fail on Day One

RevOpsAF The Podcast ·

2025/12/05

🚀 Think your product is ready for Product-Led Growth? Think again.In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh reality: most PLG dreams fail on day one because companies rush into it without the proper foundation. What You'll Learn: • The real definition of Product-Led Growth (it's not just a free trial!) • Critical

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33:20

Should You Blow Up Your CRM? Here’s the Brutal Truth.

RevOpsAF The Podcast ·

2025/11/28

Should you blow up your CRM… or is the real problem hiding somewhere else?In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.” Spoiler: It won’t. Together, they break down the real reasons systems fail — and why migrating from HubSpot, Salesforce, or anything else rarely solves the underlying issues. If your team is debating a CRM switch, you need to

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28:05

Shiny Objects, Dull Outcomes - Navigating the AI Tool...

RevOpsAF The Podcast ·

2025/11/21

In this episode of the RevOpsAF Podcast, Camela Thompson, Head of Marketing at RevOps Co-op, chats with Jeremy Steinbring, Founder & CEO of RevOnyx, about one of the most dangerous trends in GTM today — AI Shiny Object Syndrome.They unpack why RevOps teams are drowning in “AI-powered” tools that don’t deliver, how to spot hype before it hijacks your strategy, and where AI actually creates measurable value across the revenue engine. 👉 You’ll learn: → Why “AI as a shortcut” is killing

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35:16

Why RevOps Roadmaps Fail and How to Fix It

RevOpsAF The Podcast ·

2025/11/14

When everything in your go-to-market motion feels like a dumpster fire, how do you stay strategic instead of just surviving? In this episode of the RevOpsAF Podcast, co-host Camela Thompson, Head of Marketing at RevOps Co-op, sits down with Jacki Leahy, Founder of Activate the Magic, to talk about chaos, confidence, and control in Revenue Operations.Jacki gets real about why roadmaps fall apart, how operators become “ticket takers,” and what it really takes to become a trusted strategic

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31:21

The RevOps Archetype Matrix: Know Your Superpower

RevOpsAF The Podcast ·

2025/11/07

What kind of RevOps operator are you — a Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator?In this episode of the RevOpsAF Podcast, Matthew Volm sits down with Jared Barol, a seasoned RevOps and GTM leader, to break down the RevOps Archetype Matrix — a practical framework for identifying your strengths, hiring smarter, and scaling RevOps teams across every growth stage. 💡 In this episode, you’ll learn: → The OPS Framework: Operations, Performance, and Strategy — the 3

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24:00

RevOps Consultant Red and Green Flags

RevOpsAF The Podcast ·

2025/10/31

In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants.Camela’s been on both sides — as a consultant herself and as an operator who’s hired dozens. Together, she and Matt break down: 🚩 The red flags that signal a consultant will cause chaos, not clarity ✅ The green flags that prove they’re a true

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37:28

The Hidden Lever: Why Territory Management Defines...

RevOpsAF The Podcast ·

2025/10/24

🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how territory design can make—or break—revenue performance. He breaks down why equitable territories are the

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30:46

Set It and Refine It: Clean Data, Auto-magically

RevOpsAF The Podcast ·

2025/10/17

Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through AI-powered passive logging. 🧠 Arjun shares how his team automates data capture using tools like Momentum, how to decide what not to automate, and how to win rep buy-in without killing morale. 📈 What

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26:28

Payments: a RevOps Problem in Disguise

RevOpsAF The Podcast ·

2025/10/10

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Vince Chiofolo, SVP of Revenue Operations at Dash Solutions, to explore a hidden churn driver most operators overlook: payments. 💳Nearly 50% of subscription churn is caused by failed payments—yet many revenue teams treat payments as a finance problem, not a RevOps one. Vince breaks down why payments are central to retention, NRR, and customer loyalty, and how RevOps can turn payment friction into a growth lever. 📊 What

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41:19

From CRM Admin to the C-Suite

RevOpsAF The Podcast ·

2025/10/03

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Steve Busby (CEO & Founder of Revenue Operations Associates) and Stephen Diorio (Partner at Revenue Operations Associates and author of Revenue Operations). Together they unpack how RevOps professionals can grow from tactical CRM admin work to becoming true strategic leaders in the C-suite.🚀 What you’ll learn: ↳ Why RevOps is more than just CRM and systems work ↳ The three skill gaps holding operators back: financial

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33:26

Pay Day Problems: Comp Plan Lessons Learned

RevOpsAF The Podcast ·

2025/09/26

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away). 💸 Key discussion points: ↳ Why you should never mess with people’s money ↳ The dangers of “divide the target by

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31:33

Customer Success Automation

RevOpsAF The Podcast ·

2025/09/19

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Joe Di Grande, former VP of Sales & Customer Success at Business Insider and now founder of Joe Does Tech Touch, to explore the do’s and don’ts of Customer Success Automation.Too many teams chase shiny tools without fixing data quality or sales-to-CS handoffs. Joe shares a pragmatic approach for starting small, focusing on internal automations, and using contract data and product usage as the foundation for

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20:35

The Key to Scaling: Customer Success Operations

RevOpsAF The Podcast ·

2025/09/12

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Shachar Avrahami, VP of Product & Strategy at EverAfter, to explore how Customer Success Operations (CS Ops) has become the key to scaling revenue. From onboarding automation to productized success plans, Shachar shares practical frameworks that help RevOps teams protect revenue, drive expansion, and ensure customers achieve outcomes—not just “delight.”📊 What you’ll learn: - Why CS Ops has shifted from

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29:05

Outbound at a Crossroads

RevOpsAF The Podcast ·

2025/09/05

In this episode of the RevOpsAF podcast, host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Mustafa Saeed, CEO and Co-founder of Luella, to dive deep into the future of outbound in the age of AI. With AI-generated spam on the rise and providers like Google and Microsoft tightening filters, outbound email is at a crossroads.Mustafa shares why human oversight, deliverability safeguards, and operator-led guardrails are critical to keeping outbound alive. 📊 What you’ll learn: • Why

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76 results

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