RevOps Lab14 Jul 2025

#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 from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the function is going—and what to do now to keep up.We cover:- Why current sales processes frustrate modern buyers- How to reduce context-switching and tool overload for reps- What “buyer GPTs” and signal clusters mean for the future of sales- How to orchestrate actions based on signal intent—not funnel stages- Where AI already solves CRM hygiene (and why most teams still don’t use it)- How to operationalize customer-verifiable outcomes- What a 247% pipeline lift looks like when RevOps actually quarterbackLauren Silvers on LinkedIn: https://www.linkedin.com/in/laurensilvers/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Meet Lauren & Her Talk at RevOpsFest (00:03:15) What Buyer-Centric Actually Means (00:06:00) How Buyer Behavior Is Evolving (Fast) (00:09:40) Tool Sprawl, Friction & the Case for System Change (00:13:30) AI, CRM Hygiene & What’s Already Solved (00:16:45) Signal-Based Selling vs. Funnel Thinking (00:21:00) How Intercom Built Signal Clusters That Drove +247% Pipeline (00:25:30) How to Simplify Action for Reps Without Dumbing It Down (00:29:00) Customer-Verifiable Outcomes (CVOs) in Practice (00:34:00) The Reality of Change: Culture, Systems, and Trust (00:38:30) Lauren’s Book Rec: In Search of Lost Time by Marcel Proust

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Episoder(119)

#94 How to become a VP of RevOps with Andy Mowat, Founder of Whisperd, ex-RevOps at Carta, Box & CultureAmp

Andy Mowat, Founder of Whisperd and longtime RevOps leader at companies like Upwork, Box, CultureAmp, and Carta, joins Janis and Philipp to share how to build a successful career in RevOps. Andy break...

8 Sep 202532min

#93 Aligning Product and GTM Through RevOps – with Lauren Hughes, VP, Revenue Effectiveness at Justworks

Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-...

1 Sep 202539min

#92 How RevOps Can Shape Boardroom Success – with John McMahon, Board Member, Author of "The Qualified Sales Leader" and Co-Host of Revenue Builders Podcast

In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. Jo...

25 Aug 202544min

#91 Leverage Revenue Cadences to Drive Strategic Impact – with Kristina Kardell, Director, RevOps at Leapsome

Kristina Kardell, Director of RevOps & Strategy at Leapsome, joins Janis to explore how revenue cadences can move RevOps from execution to strategy. Kristina shares how she structures cadences that al...

18 Aug 202539min

#90 Designing High-Performance RevOps – with Dana Therrien VP, RevOps at Anaplan

Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impac...

11 Aug 202543min

#89 Insights & Secrets from 10 RevOps Leaders - with Janis & Philipp

After 88 episodes, Janis and Philipp look back and highlight the most shared, cited, and saved conversations from across the show. From methodology rollouts and forecasting to CS, enablement, and stra...

4 Aug 202518min

#88 Rolling Out SPICED across a 750-Person Sales Org - with Julien Cerutti, VP of Global Revenue Strategy at Meltwater

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesf...

28 Jul 202539min

#87 RevOps org design & hiring best practices - with Mollie Bodensteiner, SVP of Operations at Engine

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a p...

21 Jul 202538min