RevOps Lab3 Mar 2025

#70 Pipeline Management mistakes that cost you revenue - with Jeff Ignacio, Head of GTM Operations at Keystone AI

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest.

If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for better forecasting, this episode is packed with tactical insights you won’t want to miss.

We cover:

Why pipeline management is the foundation of great forecasting
The 3x pipeline coverage rule—truth or myth?
How to structure effective pipeline reviews that actually move the needle
Best practices for building operating cadences that scale
The role of RevOps in helping sales teams drive predictability
The biggest mistakes revenue teams make when inspecting pipeline health

Jeff Ignacio on LinkedIn: https://www.linkedin.com/in/jeffbethechange

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

Weflow: https://www.getweflow.com

Episoder(119)

#109 Making RevOps an AI Orchestration Layer – with Alexander Müller, Founder at Revenue Enablement

Alexander Müller, Founder of Revenue Enablement and one of Germany's most recognized RevOps voices, joins Philipp for his second appearance on the RevOps Lab — over 100 episodes after being the very f...

2 Mar 39min

#108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four yea...

23 Feb 40min

#107 How CROs Think (+ What It Means for RevOps) - with Jeremey Donovan, Managing Director at Insight Partners

In this episode, we dive into exclusive data from Insight Partners’ latest survey of over 200 B2B SaaS CROs. Jeremey Donovan shares what differentiates top-performing revenue organizations from the av...

9 Feb 50min

#106 Metrics That Matter Across Sales, Marketing & CS - with Sarabeth Scott, SalesOps at Camber Partners

Sarabeth Scott joins Janis and Philipp to break down what great board reporting actually looks like — and which metrics boards really care about across Sales, Marketing, and Customer Success. Drawing ...

2 Feb 39min

#105 How AI is changing RevOps - with Lindsay Rothlisberger, Head of RevOps at Zapier

Is RevOps becoming "GTM Engineering"? In this episode, Philip and Janus sit down with Lindsay Roethlisberger, VP of Revenue Operations at Zapier, to discuss the massive shift happening in the industry...

19 Jan 34min

#104 RevOps Lab 2025 Recap: Growth Metrics, Community Insights & AI Strategy

<p>Janis and Philipp close out 2025 with a special end-of-year episode of the RevOps Lab Podcast. With no guest on the show, they reflect on what the past 12 months looked like for RevOps Lab, the Rev...

22 Des 202518min

#103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights

Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they un...

15 Des 202537min

#102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effec...

24 Nov 202541min