RevOps Lab

<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 RevOps community, and Weflow &mdash; sharing key learnings, growth metrics, and what&rsquo;s coming next.</p><p>They walk through podcast highlights, audience stats, community milestones, product progress, and why data quality remains the foundation for any AI strategy going into 2026.</p><p><strong>We cover:</strong></p><ul> <li>A recap of RevOps Lab in 2025 and why this year was a major milestone</li> <li>Podcast growth: episodes, audience expansion, and global reach</li> <li>The most listened-to and most discussed episodes of the year</li> <li>Listener stats, countries reached, and surprising Spotify insights</li> <li>Highlights from RevOps Chat and how the community scaled in months</li> <li>Why community-led learning matters for RevOps professionals</li> <li>Key product milestones at Weflow and major AI-driven feature investments</li> <li>What worked &mdash; and what didn&rsquo;t &mdash; across content, product, and community</li> <li>Why AI only works with strong data foundations</li> <li>What Janis and Philipp are planning for RevOps Lab, the community, and Weflow in 2026</li></ul><p> <strong>Weflow:</strong> <a href="https://getweflow.com" target="_blank" rel="noopener noreferrer">https://getweflow.com</a><br> <strong>RevOps Chat Community:</strong> <a href="https://getweflow.com/community" target="_blank" rel="noopener noreferrer">https://getweflow.com/community</a><br> <strong>RevOps Resources:</strong> <a href="https://getweflow.com/revops" target="_blank" rel="noopener noreferrer">https://getweflow.com/revops</a><br> <strong>Janis on LinkedIn:</strong> <a href="https://www.linkedin.com/in/janiszech" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/janiszech</a><br> <strong>Philipp on LinkedIn:</strong> <a href="https://www.linkedin.com/in/philippstelzer" target="_blank" rel="noopener noreferrer">https://www.linkedin.com/in/philippstelzer</a></p><p><strong>Chapters:</strong></p><ul> <li>(00:00:00) Intro &amp; End-of-Year Episode</li> <li>(00:02:02) Why 2025 Was a Big Year for RevOps Lab</li> <li>(00:03:23) Podcast Stats: Episodes, Growth &amp; Global Reach</li> <li>(00:04:56) Most Listened &amp; Most Discussed Episodes</li> <li>(00:06:15) Audience Insights &amp; Fun Spotify Stats</li> <li>(00:07:04) Personal Highlights &amp; Favorite Guest Moments</li> <li>(00:08:09) Launching and Scaling the RevOps Chat Community</li> <li>(00:09:46) Why Community-Led Learning Matters</li> <li>(00:10:29) Product Progress at Weflow in 2025</li> <li>(00:11:52) AI, Automation &amp; Data Foundations</li> <li>(00:14:26) Lessons Learned from Content, Community &amp; Product</li> <li>(00:15:35) What&rsquo;s Planned for 2026</li> <li>(00:16:53) How to Get Involved &amp; Share Feedback</li> <li>(00:18:01) Closing &amp; Year-End Message</li></ul>

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 unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation.We cover: Why bad data is fundamentally a definition and alignment problem The “executive tax” created by misaligned reporting and endless boardroom debates How inconsistent ICP and segmentation break GTM alignment Early warning signs that indicate data misalignment across teams The operational drag caused by poor territory design and handoff friction Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product How bad data impacts forecasting, productivity, and resource allocation Why data quality and segmentation matter in M&A and valuation discussions Where companies should start before buying new toolsSpencer Hardy on LinkedIn: https://www.linkedin.com/in/spencer-hardey-mba-23354115/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Spencer (00:01:58) Spencer’s Background & RevOps Journey (00:03:45) The Real Cost of Bad Data (00:05:22) The Executive Tax Explained (00:07:49) Early Signals of Data Misalignment (00:11:06) Operational Drag: Territories, Handoffs & ICP (00:13:59) Where to Start Fixing Data Problems (00:17:09) ICP, Segmentation & Executive Alignment (00:22:19) Bad Data, Valuation & M&A Risk (00:27:06) Multiple ICPs, Products & GTM Complexity (00:31:04) From Market Analysis to Account-Level Execution (00:36:30) Book Recommendation: The Sales Acceleration Formula (00:38:25) Closing

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 effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operatorsLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Laura(00:01:07) Why Laura Wrote Designing for Excellence(00:04:02) What It Means to Be an AI-Native Company(00:05:24) Structuring the Book: 5 Sections Explained(00:07:14) The Core Principles of Sales Enablement(00:11:26) The #1 Leading Indicator: Pipeline Creation(00:15:16) Discovery, New-Business Meetings & Rep Behaviors(00:18:44) The Enablement Flywheel: Content, Programs, Tools(00:20:34) How AI Creates a Closed-Loop Feedback System(00:23:47) Real-Time Coaching & Adaptive Content(00:27:04) What It Takes to Become AI-Native(00:28:59) Organizational Change & Leadership Mindset(00:31:48) Where Enablement Teams Should Start(00:36:27) Book Recommendation: The Courage to Be Disliked(00:38:32) Closing

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner.We cover: • What top-performing reps do differently • How to coach around pipeline, qualification, and stalled deals • Why “gut feeling” selling breaks forecasting • The questions leaders should ask in every deal review • How RevOps and sales can build trust instead of tension • Why better data ≠ better selling (and what actually moves the needle) • How to improve pipeline hygiene without overwhelming reps • The mindset shift leaders need to build accountable teams • Practical exercises for managers to level up their coachingRichard Harris on LinkedIn: https://www.linkedin.com/in/rharris415Weflow: https://getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Resources: https://getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Richard(00:02:18) What Elite Sellers Do Differently(00:06:41) Coaching Reps Beyond “Gut Feeling”(00:10:24) Red Flags in Pipeline & Qualification(00:13:23) Practical Questions for Deal Reviews(00:17:54) Building Trust Between Sales & RevOps(00:21:35) Improving Pipeline Hygiene at Scale(00:26:40) Why Better Data Doesn’t Fix Everything(00:31:15) Leadership, Accountability & Team Culture(00:36:02) Book Recs & Final Thoughts

This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue execution—from pipeline generation to forecasting and customer experience—and what leaders should focus on today to stay ahead.We cover: • How AI is reshaping GTM and RevOps fundamentals • The shift from reactive reporting to predictive revenue intelligence • Why RevOps sits at the center of AI adoption • Where AI can automate repetitive GTM workflows today • How human judgment and machine insights should work together • Real examples of AI-augmented pipeline and forecast processes • What leaders can do now to prepare their teams for AI-first operationsListen to “State of the AI Union” with Laura Fu:https://open.spotify.com/show/17tYS2pWZY6LEwI70hw5CFLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/Weflow: getweflow.comRevOps Chat Community: getweflow.com/communityRevOps Resources: getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Janis & Laura(00:01:40) Navigating the GTM & AI Intersection(00:07:04) Leveraging AI Across the Revenue Cycle(00:12:13) Automating Forecasting & Deal Hygiene(00:19:40) How AI Will Change RevOps in the Next 3 Years(00:25:00) Leadership, Mindset & Adoption Challenges(00:29:10) The Future of AI-Driven GTM