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.

Guy shares how operating in a concentrated healthcare market, just 300 target health systems representing 80% of the opportunity, fundamentally changes go-to-market strategy. Instead of volume-based outbound, his team leans into depth: account-based execution, persona mapping, proximity strategy, and face-to-face influence at industry events like HIMSS and ViVE.

Drawing on his background in finance and advisory work with 30+ companies, Jaap explains why CRO–CFO misalignment stems from fundamentally different training, incentives, and languages. They unpack why comp plans are usually a symptom of deeper strategic issues - from poor planning cycles and unclear definitions to flawed capacity models and disconnected data strategies.

Drawing on experience from high-growth journeys at Slack, Eventbrite, and Ethos Life, Pav shares hard-won lessons on lead-to-cash architecture, IPO readiness, SOX compliance, and designing systems that scale without drowning in tech debt.

EverDriven is a mission-driven company providing modern transportation solutions for K–12 students with unique needs, including those experiencing homelessness or requiring specialised support. Clark shares how the bowtie data model became a powerful unifying framework in his previous roles, transforming disconnected funnels into a single, measurable revenue system.

- Why most AI SDR tools produce identical messages

- The limits of firmographic ICPs

- How to define a “paying qualified segment”

- Vertical vs. horizontal GTM trade-offs

- Where RevOps should start with AI

From deploying hundreds of autonomous agents to clean and qualify messy account data, to using Claude Code to cut territories, build internal tools, and replace legacy dashboards, Stuart shares real-world examples of how AI can close data gaps instead of waiting for them to be fixed.

The conversation explores why “AI-ready data” doesn’t mean perfect data, how agentic workflows are turning RevOps leaders into digital workforce managers, and what skills will matter most as AI becomes embedded in go-to-market operations.

The conversation also covers the role of alignment in driving GTM execution, from narrowing ICPs and coordinating account plans to creating SLAs that improve top-of-funnel credibility. If you’re looking to replace reactive forecasting with confidence and bring your GTM teams into real alignment, this episode delivers practical, hard-earned lessons.

Drawing on Winning by Design frameworks, lean manufacturing principles, and 15 years of consultancy experience, Rutger explains how to turn customer insights into action using models like the bow tie, why governance and decision rights matter more as companies scale, and how RevOps leaders can shift from ticket-takers to true strategic partners.

Gaurav also shares a sharp POV on AI agents: where they drive real productivity, why “more output” can create misalignment and “slop,” and what operators must do to keep teams (and agents) pulling in the same direction. If you’re navigating GTM strategy, annual planning, or the AI era of execution, this one’s packed with frameworks you’ll actually use.

Brandon shares why scorecards should prioritise quality over vanity metrics, why simple comp plans drive the best behaviour, and why great RevOps leaders “walk the floor” to truly understand how reps sell.

If you're tightening your GTM motion or refreshing your operating rhythm for next year, this episode is well worth your time.

Anthony breaks down why so many revenue teams fail before execution even begins, from unrealistic plans set months before leaders join, to pipeline targets built without understanding sales cycle timing, to ICP definitions that are far too broad to drive efficiency.

Cliff walks through how his team built custom AI workflows to summarise every customer interaction, cutting manual effort while boosting visibility for sales and success teams. He also dives into why outbound isn’t dead, the importance of hyper-personalisation in crowded markets, and how “doing more with less” is shaping org design and new roles like the go‑to‑market engineer.

This conversation is packed with real, tested playbooks you can apply to your own role right now.

Together, they dig into:

How Zapier uses AI across SMB, mid-market, and enterprise motions

The difference between AI-driven workflows and agents - and where each fits

Practical use cases, from chat classification to renewal prep to sales coaching

Why RevOps leaders should think like product managers when adopting AI

If you want to see how AI is reshaping go-to-market infrastructure - and the lessons from one of the most automation-driven companies in SaaS - this episode is packed with practical takeaways.

Alex unpacks how his lean RevOps team supports Merge’s sales-led engine while prepping for a parallel PLG motion, without breaking existing systems. He shares how his team is leveraging AI and agentic workflows for internal use, including customer health summaries and Slack-ready exec dashboards.

You’ll hear how QuotaPath is turning microtools into macro impact, why Brandon favours human-in-the-loop AI over full automation, and how he uses one-on-one GTM interviews to source real problems, not just shiny ideas. If you’re thinking about AI integration beyond email copy and chatbots, this is a blueprint for doing more with less (and having fun doing it).

He breaks down how frontline experience shaped his empathy for sales teams, the importance of prioritisation and change management, and how Healthy is using AI and automation to remove admin work and let providers focus on care. A candid conversation on resourcefulness, scaling processes, and building systems that last.

She explains why CS teams must tie themselves directly to revenue, the pitfalls of traditional QBRs and her 15-minute QBR framework, and how to forecast renewals in messy real-world environments.

Andrea also offers advice to GTM leaders on why investing in yourself is the best way to keep pace in today’s rapidly evolving landscape.

Rich shares how HubSpot is applying AI across the customer journey, from CRM hygiene to guided selling, to coaching reps via custom GPTs, and how frontline teams are quietly becoming GTM engineers themselves. They explore what happens when every employee uses AI, how this impacts org design (including middle management), and why building a “faster horse” just won’t cut it anymore.

If you’re navigating AI in a RevOps or go-to-market leadership role, this one is a blueprint for what’s coming next.

In this episode, Brian Aggerbeck shares how leading companies are using Data-as-a-Service (DaaS) to build centralised architectures that fuel GTM at scale, without adding more tools or noise. From composable systems to AI-readiness, this is a masterclass in what’s next for RevOps, data leaders, and modern growth teams.

She breaks down why RevOps success isn’t just about tooling, but about communication, prioritisation, and relationships.

Expect insights on:

Hiring for trust over technical perfection

Managing up (and out) across exec teams

Building autonomy and capability in new hires

Communicating priorities without chaos

Whether you’re building your first RevOps team or managing one solo, this episode is a must.

He shares insights from his telco roots, his move into marketing and CS ops, and why he’s now offering early-stage companies free advice through RevOps Hub.

Rich shares what makes change management stick, how to win over skeptical sales teams, and why CRM adoption is about more than just data hygiene. If you're navigating complex orgs, outdated processes, or just trying to make RevOps less of a “flavour of the month,” this one’s for you.

From optimising pipeline hygiene to building forecasting accuracy and orchestrating a “marching band” sales motion, Olga brings a wealth of RevOps wisdom for any leader navigating growth.

From applying the Jobs-To-Be-Done framework to meetings, to building sales stages that actually reflect probability, Mike shares practical strategies, frameworks, and whiteboard-worthy insights for go-to-market and RevOps leaders navigating change. This one’s for the operators, the thinkers, and the builders.

Watch the video episode: https://youtu.be/UnwFf13-CgU

Adam shares insights on the hidden pitfalls of CRM hygiene, the complexity of global data compliance, and the real power of personalisation in sales outreach. Plus, a fun quiz on business demographics and a peek at Cognism’s latest product release. Tune in for a deep dive into the state of sales intelligence and what it means for revenue operators today!

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She dives into the evolution of RevOps, the challenges of scaling teams, the role of AI in business planning, and the importance of strategic leadership. Tune in for insights on building a high-impact RevOps function and navigating rapid growth in today's dynamic business landscape.