Blog Posts:
By: RevOps Automated
Should a team leaving Pardot start with the migration plan? This RevOps Automated post argues the first step is naming the business problem, because the platform decision, the migration scope and the Salesforce integration all follow from it.
What you'll find inside
- Questions before software: whether campaigns are slow because of Pardot or because nobody agrees on the process, whether Sales and Marketing share lifecycle definitions, and whether the renewal is prompting a real review.
- Seven warning signs: specialist help for routine campaigns, attribution that needs spreadsheets, undocumented legacy automation, Pardot and Salesforce drifting apart, a growing stack of workaround tools, no clear value story at renewal, and marketing that cannot move at the speed the business expects.
- Keep, improve, archive, remove: every asset is sorted before anything moves, so the old setup does not become the specification for the new one.
- Salesforce stays in the picture: decisions on which records sync, which system owns each field, and who monitors the integration after launch.
- The order of work: future process first, then data, then technology, with optimizing Pardot left open as the better answer for some teams.
A practical checklist for marketing ops and RevOps teams facing a Pardot renewal, useful whether the answer ends up being migrate or optimize.
Read the full article here for more perspective on scoping a Pardot to HubSpot move, plus more input on Salesforce field ownership.
By: RevOps Co-op
Should a data management project start with prospect contacts and companies? This RevOps Co-op post, written by a head of revenue operations, argues that go-to-market measurement and customer data come first, and that prospect data can wait.
What you'll find inside
- The order of work: go-to-market measurement first, then customer and contract data, then prospect contact and company data.
- Inherited CRM cleanup: fix the go-forward state with required fields and correct integrations, then set deduplication rules, build waterfall enrichment by ICP, and use an LLM layer to find patterns in unnormalized fields.
- Build or buy enrichment: the author avoids paying for publicly available data such as address, phone and website, and reserves vendor spend for niche data like hospital bed counts, technographics and intent.
- Routing: HubSpot's domain-based association is described as unreliable when many companies share a domain, with custom-code workflows and lead-to-account matching proposed instead.
- Stale records: with B2B contact data decay commonly cited at about 22.5% a year, the post recommends linking old and new records rather than overwriting or deleting them.
A practical sequencing guide for RevOps leaders under pressure to clean up everything before letting AI near the CRM.
Read the full article here for more perspective on prioritizing data management, plus more input on routing, enrichment and normalization.
By: FullFunnel
Is your RevOps roadmap a sequence, or a backlog with a title? Matthew Iovanni of FullFunnel argues most roadmaps fail before execution because teams prioritize whatever was flagged most recently.
What you'll find inside
- A structural diagnosis: Tavrn is cited as hiring two RevOps roles at once, one for the pipeline engine and one for the deal cycle, rather than one generalist with 40 priorities.
- Six steps in order: document the GTM strategy, build a shared data model, map the revenue engine, audit the customer experience, benchmark against your own history, then prioritize by impact.
- More structure is not the fix: extra stages, required fields and forecast calls are described as administration that takes time away from selling.
- AI amplifies the process: automating a broken step locks it in, so the post recommends auditing workflows before automating high-frequency, low-judgment steps.
- The reporting gap: at companies with 50 to 500 employees, marketing and sales reporting often lives in separate systems with incompatible definitions, which the author calls a data architecture problem.
A useful framework for RevOps leaders heading into annual planning who need to turn a list of requests into a sequenced plan.
Read the full article here for more perspective on sequencing a RevOps roadmap, plus more input on building a shared data model.
Podcast Episodes:
By: The Revenue Lounge
What separates adopting AI from transforming an organization around it? Silvana Bacigalupo, head of internal AI transformation at Asana, joins The Revenue Lounge to discuss how to move from one to the other.
What you'll hear
- The vantage point: Bacigalupo leads internal AI transformation at Asana, so the view comes from running the program inside a software company.
- The core distinction: moving beyond AI adoption to a transformation of how the organization works.
- Three things to align: technology, people and organizational change, as the conditions for getting AI's full value.
A 48-minute listen for GTM and RevOps leaders planning how AI changes roles and structure, not only tooling.
Listen to the full episode here for more perspective on AI transformation, plus more input on organizational change.
By: The RevOps Hero Podcast
Can the ABM playbook that wins new enterprise logos also grow existing customers? Ada Tsang explains how she built a customer ABM program at Demandbase from the ground up, and why the pilot worked well enough to scale.
What you'll hear
- Why enterprise ABM is different: deal size, cycle length and buying committees spread across global teams.
- Research first: stakeholder interviews and win-loss data revealed a content gap for enterprise buyers.
- Shared systems before campaigns: marketing and sales working off the same accounts in the same systems, backed by Salesforce fields, dashboards and a biannual account review.
- Layered campaigns: brand, target ICP, 1:many, 1:few and 1:1, plus sales enablement for multi-million dollar deals.
- Measuring long cycles: engagement, pipeline, partnership and product feedback metrics on deals that take six months to two years to close.
Useful for teams weighing an ABM pilot for existing customers, since the episode closes on how to judge readiness and size the pilot.
Listen to the full episode here for more perspective on customer ABM, plus more input on measuring programs with long sales cycles.
By: GTM Science (Union Square Consulting)
Which go-to-market motions are paying off across a private equity portfolio? Richard Perez, who leads the sales and go-to-market practice at Apax Partners, tells Eddie Reynolds what he would back at the enterprise and SMB ends, and almost every answer comes with conditions.
What you'll hear
- Deal size sets the design: a $10K deal that closes in seven days needs different stages, criteria and buyer journey than a $500K deal that takes 19 months.
- Enterprise: ABM for accounts with 15 to 20 decision makers, hyper-targeted events, and a plan for LLMs as a channel buyers use to compare vendors.
- Conference booths: Perez ties ROI to pre-event outreach to known attendees, a booth experience that explains the value, and disciplined follow-up.
- SMB: digital demand generation, SEO, conversion rate optimization and clear marketing-to-sales SLAs, with ABM losing its point once it stretches to thousands of accounts.
- The warning metric: Perez cites a benchmark of roughly $2.40 to $2.60 spent to acquire each dollar of new-logo revenue, a sign the sales organization has not been engineered efficiently.
A grounded check for teams planning next year's channel mix, since the answers are tied to deal size and sales cycle rather than trends.
Listen to the full episode here for more perspective on fitting motions to segments, plus more input on intent platforms and event ROI.
Webinars:
By: RevOps Co-op
Wednesday, October 28, 2026, 2:00 PM ET | Speakers: JD Saint-Martin, Guillaume Jacquet
What changes once AI agents can handle real sales work, beyond faster busywork? JD Saint-Martin and Guillaume Jacquet walk through a step-by-step playbook for redesigning who does what on a sales team, with time for questions at the end.
What you'll see
- First moves: which sales work to hand to agents first and which stays with reps.
- Manager inspection: what managers review once agents take over deal prep and follow-up.
- Pipeline and forecast calls: how reviews change when agents feed them.
- Messy CRM data: what breaks when agents run on it, and how to catch it early.
Aimed at VPs of Sales, CROs and sales managers who already have AI in the stack but still run the team the old way, and registrants receive the recording.
Register for the full session here for more perspective on AI-native sales teams, plus more input on running forecast calls with agents.
By: RevOps Co-op ft. Sumble
Tuesday, November 10, 2026, 1:00 PM ET | Speakers: Anthony Goldbloom (Sumble), Matthew Volm (RevOps Co-op)
Why do Sales, Marketing and RevOps still work from different priorities when everyone has a scoring model? Anthony Goldbloom, co-founder of Kaggle and CEO of Sumble, joins Matthew Volm of RevOps Co-op to build an account score live.
What you'll see
- Two scores: which accounts to prioritize and which people to reach.
- Live build: an account score built and evaluated during the session, with the decisions behind it explained.
- Why scores fail: data quality, biased historical outcomes and compounding errors.
- Backtesting: how to test a model before using it for territory planning and rep prioritization.
Worth registering early for teams heading into territory planning, since backtesting offers a way to check a score before it drives coverage decisions.
Register for the full session here for more perspective on account and people scoring, plus more input on backtesting before territory planning.
By: RevGenius ft. Firmable
Tuesday, November 10, 2026, 3:00 PM ET | Speakers: Chester Thompson (Firmable), Alec Van Cleve (Firmable)
Do your reps know what software a prospect runs before the first call? Chester Thompson and Alec Van Cleve of Firmable walk through how their sales teams research an account before a deal starts, tech stack included.
What you'll see
- Data first: why scaling a GTM program starts with getting the data right.
- Tech intelligence: how to see which tools a prospect already uses, which often decides whether a rep is displacing a tool or selling alongside it.
- Inside the workflow: how to use Firmable's data inside Gong.
Relevant for sales and RevOps teams building tech stack research into pre-call prep, so reps start the first conversation with the full account picture.
Register for the full session here for more perspective on account research before the first call, plus more input on tech stack intelligence.