RevOps Lab7 Heinä 2025

#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 firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field.

This episode is a practical deep dive into annual planning, metrics ownership, communication cadences, and building mutual trust between RevOps and Finance.

We cover:

Why most planning processes break down between FP&A and GTM
How to align top-down board targets with bottom-up GTM modeling
Which metrics RevOps should own—and which belong to Finance
What “joint planning” really looks like in practice
How ARR and retention metrics drive enterprise value
Why cadence, clarity, and relationship-building are non-negotiable

Seth London on LinkedIn:https://www.linkedin.com/in/seth-london/

Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠

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

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

Chapters:

00:00:00 Intro & Why FP&A and RevOps Often Misalign

00:02:30 What Seth Learned From Working in Both Worlds

00:07:00 How Meltwater Rebuilt the Planning Process

00:11:45 Translating GTM Plans into Financial Models

00:16:30 Weekly Cadence, Forecasting Rituals & Narrative Sync

00:21:40 What Makes FP&A a Champion vs. a Blocker

00:26:00 Metrics Ownership: Pipeline vs. Profitability

00:31:00 The ARR Debate, Gross Retention & CFO Buy-in

00:34:30 Final Thoughts & Reflections on Alignment

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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

#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

#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-t...

19 Touko 202534min