RevOps Lab19 Touko 2025

#79 How RevOps Can Drive Enterprise Value - with Cliff Simon, GTM & RevOps Leader at Carabiner Group

Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value creator (not just a reporting function), this is the blueprint.

We cover:

The four levers that drive enterprise value
How to build a go-to-market strategy rooted in your ICP
Why process design starts at the handoffs, not in silos
How to enable change through internal champions and buy-in
What “good data” actually means—and how to balance speed vs. accuracy
Where AI fits (and doesn’t) in modern RevOps workflows

Cliff Simon on LinkedIn: https://www.linkedin.com/in/cliff-simon/

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

(00:01:14) Cliff’s Background and Carabiner Group’s Mission

(00:03:30) The 4 Levers That Drive Enterprise Value

(00:05:55) Building Strategy Around Your ICP and Problem Fit

(00:12:20) From Strategy to Process: Where Most Teams Go Wrong

(00:17:15) Process Buy-In and Frontline Enablement

(00:24:45) CRM Adoption, User Experience, and Internal Advocacy

(00:28:15) AI, Forecasting, and the Future of GTM

(00:33:30) Data Hygiene, Trust, and the Cost of Inaction

(00:37:40) Final Thoughts and Book Recommendations

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Jaksot(119)

#86 Towards a buyer-centric RevOps - with Lauren Silvers Director GTM at Ironclad

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing fro...

14 Heinä 202542min

#85 How to Align RevOps & FP&A – with Seth London Senior Director of RevOps at Meltwater

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firstha...

7 Heinä 202537min

#84 How to Get Perfect Deal & Pipeline Visibility - with Janis and Philipp

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline...

1 Heinä 202540min

#83 Becoming strategic in RevOps with our cheat sheet - with Janis and Philipp

Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet. In this candid Friday-after...

23 Kesä 202535min

#82 The 5A Framework for Strategic RevOps – with Joe Ort, RevOps Inflection

Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. Fro...

9 Kesä 202537min

#81 Why Executives Don’t Trust the Data – with Rhys Williams, Founder & Managing Partner at Domestique

Rhys Williams, Founder of RevOps agency Domestique, joins the show to talk about one of the most frustrating (and familiar) realities in GTM: executives don’t trust the data. But the real issue? It’s ...

2 Kesä 202534min

#80 The RevOps Pendulum: Insights from 180+ RevOps pros - with Haris Odobasic, Co-Founder at Revenue Wizards

Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods t...

26 Touko 202543min