Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations. Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines. This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play. To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops
RevOps Lab
Claim This Podcastby Weflow
5.0(31 reviews)
119 episodes
Updated Daily
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77
Podcast Authority
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Quality94
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Podcast Overview
Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations. Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines. This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play. To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops
Language
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Publishing Since
11/1/2023
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77
Podcast Authority
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YouTube76
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Recent Episodes
May 11, 2026
#117 Why Your Forecast Is Inaccurate (+ How to Fix It) – with Andy Smidmore, RevOps Leader (ex-Confluent, Cloudera, Docker, Ditto)
Host Janis Zech interviews RevOps Leader Andy Smidmore about why inaccurate forecasts stem from trust issues, not math, and how to build honest forecasting processes.
May 4, 2026
#116 Sales Forecasting in the Age of AI – with Janis Zech & Philipp Stelzer (WeFlow)
<p>In this host-only episode of the RevOps Lab, Janis and Philipp take stock of what three years of building a forecasting tool — and hundreds of conversations with sales leaders, RevOps teams, and CROs — have taught them about getting to a reliable, repeatable forecast number. They unpack why forecasting is a process (not a number), why AI only works on top of a clean data foundation, and how the best companies combine roll-up, dynamically weighted, and AI-predicted forecasts into a single operating cadence.</p><p><strong>We cover:</strong></p><ul><li><p>Why forecasting accuracy is the output of a well-run sales org, not the input</p></li><li><p>The operating cadence: weekly meetings, deal reviews, and stakeholder alignment that make forecasting work</p></li><li><p>Building the data foundation: activity capture, multi-threading signals, conversation intelligence, and CRM autofill</p></li><li><p>Why deal hygiene and shared qualification criteria (SPICED, MEDDIC) are non-negotiable before you forecast</p></li><li><p>Splitting the forecast into new logo, expansion, and renewal — and why bookings ≠ consumption</p></li><li><p>The three-pillar forecast: dynamically weighted + bottom-up roll-up + AI prediction (with corridors, not single numbers)</p></li><li><p>How to run a roll-up motion: baseline vs. best case, rep forecast vs. independent manager forecast</p></li><li><p>Why running roll-ups in spreadsheets breaks down at 50+ reps</p></li><li><p>Calculating dynamic stage probabilities by rep tenure or team — and when it's worth doing</p></li><li><p>Why AI predictions are only as good as the data foundation underneath them</p></li></ul><p><strong>Links:</strong></p><ul><li><p>Janis Zech on LinkedIn:<a href="https://www.linkedin.com/in/janiszech/"> <u>https://www.linkedin.com/in/janiszech/</u></a></p></li><li><p>Philipp Stelzer on LinkedIn:<a href="https://www.linkedin.com/in/philippstelzer/"> <u>https://www.linkedin.com/in/philippstelzer/</u></a></p></li><li><p>WeFlow:<a href="https://www.getweflow.com"> <u>https://www.getweflow.com</u></a></p></li><li><p>WeFlow RevOps resources:<a href="https://www.getweflow.com/revops"> <u>https://www.getweflow.com/revops</u></a></p></li><li><p>Join the RevOps Chat Community:<a href="https://www.getweflow.com/community"> <u>https://www.getweflow.com/community</u></a></p></li><li><p>Subscribe to the RevOps Letter:<a href="https://www.getweflow.com/revops-letter"> <u>https://www.getweflow.com/revops-letter</u></a></p></li><li><p>Operating Cadence master deck: ping Janis or Philipp on LinkedIn to request</p></li></ul><p><strong>Chapters:</strong></p><ul><li><p>(00:00) Intro: Has AI fundamentally changed forecasting?</p></li><li><p>(01:34) Why forecasting is a process, not a number</p></li><li><p>(02:25) What an operating cadence actually looks like week-to-week</p></li><li><p>(04:23) The data foundation: why CRM alone isn't the system of truth</p></li><li><p>(06:53) Anchoring deal conversations on a shared qualification methodology</p></li><li><p>(08:42) How AI adds an objective layer through automated capture and CRM autofill</p></li><li><p>(09:29) Stage entry/exit criteria and deal signals for deal health</p></li><li><p>(13:06) Why "comparable deals" matters as you scale past 50 reps</p></li><li><p>(14:23) Forecasting as the end result of a well-functioning sales org</p></li><li><p>(16:05) Splitting forecasts: new logo, expansion, renewal, bookings vs. consumption</p></li><li><p>(17:22) The three-pillar forecast: dynamically weighted, roll-up, AI prediction</p></li><li><p>(18:50) Roll-up forecasting: baseline vs. best case, rep vs. manager numbers</p></li><li><p>(24:07) Anatomy of a roll-up: hierarchy, gap-to-quota, pipeline coverage, deal-by-deal</p></li><li><p>(26:43) Why spreadsheets break down for roll-up forecasting at scale</p></li><li><p>(28:07) AI prediction models: aggregate vs. deal-by-deal scoring</p></li><li><p>(29:02) Dynamically weighted forecasts and rep-level stage probabilities</p></li><li><p>(32:44) Why AI predictions only work on top of clean data foundations</p></li><li><p>(34:27) Book recommendation & close</p></li></ul>
April 27, 2026
#115 Building a Customer-Centric Revenue Org – with Robert Kaiser & Christoph Dünhuber, Revenue & RevOps Leaders at Tacto
Janis Zech and Philipp Stelzer interview Revenue Leader Robert Kaiser and RevOps Leader Christoph Dünhuber on operationalizing customer-centricity for revenue growth.
119 total episodes available with 113 transcripts
Recent guests on RevOps Lab
Guests from recent episodes — sign up to see every guest that has ever appeared on this show.
Franco Anzini
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Navin Persaud
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Ross Graber
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Alexander Müller
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Ryan Milligan
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Jeremy Donovan
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Sarabeth Scott
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Lindsay Roethlisberger
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Spencer Hardey
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Laura Fu
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Richard Harris
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Janis Zech
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Frequently asked questions
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- What is RevOps Lab?
- How often does this podcast release new episodes?
This podcast updates daily.
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This podcast is available on 8 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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