RevOps Lab21 Huhti 2025

#77 Building Partner Operations from Scratch – with Hassan Irshad, CEO of RevInfinity

Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops. From building channel ecosystems from scratch to enabling partners and tracking ROI, Hassan walks us through the operational frameworks and tooling that power modern partner programs—and explains why it’s time for RevOps teams to stop ignoring this high-impact lever.

We cover:

What Partner Operations is and why it's a strategic RevOps pillar
How partnerships accelerate deals, increase ACV, and improve win rates
Common partnership models (referrals, integrations, strategic alliances)
How to measure partner-influenced vs. partner-sourced pipeline
Tools of the trade: PRMs, Salesforce integrations, and Crossbeam
Avoiding channel conflict and designing fair compensation structures
The 3 tips every RevOps team should know before launching a partner motion

Hassan Irshad on LinkedIn: https://www.linkedin.com/in/hassan-irshad-5b0a6840/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Introduction

(00:02:21) What is Partner Ops and Why It Matters

(00:05:39) The Shift in Buyer Behavior & the Role of Ecosystems

(00:07:46) Case Study: Building Partner Ops at Fundraise Up

(00:10:37) When to Start Thinking About Partner Ops

(00:13:53) Partner Models Explained: Referral, Channel, Integration, Strategic

(00:18:42) How to Track Attribution, Compensation, and ROI

(00:22:20) Partner Enablement and the Role of PRMs

(00:25:08) Common Challenges: Alignment, Visibility, Data Chaos

(00:32:00) Designing Incentives & Avoiding Channel Conflict

(00:36:00) Top 3 Tips for Getting Started in Partner Ops
(00:39:00) Book Recommendation: Ecosystem-Led Growth by Bob Moore

Tämä jakso on lisätty Podme-palveluun avoimen RSS-syötteen kautta eikä se ole Podmen omaa tuotantoa. Siksi jakso saattaa sisältää mainontaa.

Jaksot(119)

#78 The 7 Strategic Priorities in RevOps – with Cristina De Martini, Research Director at Forrester

Cristina De Martini, VP and Research Director at Forrester, joins the show to break down the seven key areas where RevOps leaders should focus to drive long-term impact. Backed by thousands of real-wo...

5 Touko 202541min

#76 ReUpload: How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFO

This is a reupload of the episode – perfect for anyone who missed it or wants to listen again.Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS fina...

14 Huhti 202544min

#75 Salesforce Data Hygiene: How to Get It Right - with Janis & Philipp

Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversatio...

7 Huhti 202533min

#74 A RevOps Guide to Signal-Based Outbound - with Soham Maniar, Head of RevOps & Sales Development at Weaviate

Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound. From tracking product usage to de-anonymizing GitHub activity, Soham shares how he...

31 Maalis 202536min

#73 A 4-Step Framework for Stronger RevOps – with Hans Lees, Director of RevOps at DroneDeploy

Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and drivin...

24 Maalis 202548min

#72 Enterprise RevOps Playbook: Fixing Revenue Leaks at Scale - with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL

Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,00...

17 Maalis 202533min

#71 Salesforce Activity Capture Masterclass

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce.If you’ve ever struggled with trac...

10 Maalis 202533min