---
title: "RevOps Roundup: Week 43, 2026"
description: "RevOps Roundup Week 43: change management that sticks, process docs for AI GTM, AI margins, discount approvals and inbound demo conversion, plus John McMahon."
---

[RevenueOperations.com*↗*](https://revenueoperations.com/)

☰

- [Roundup](https://revenueoperations.com/blog)
- [RevOps Recipes](https://revenueoperations.com/recipes)
- [Resources](https://revenueoperations.com/join)
- [GTM Tools](https://revenueoperations.com/gtm-tools)
- [Collaborate](https://revenueoperations.com/collaborate)

[Subscribe](https://revenueoperations.com/blog/revops-roundup-week-43-2026#ru-subscribe)

1. [Roundup](https://revenueoperations.com/blog)
2. /
3. 2026
4. /
5. Issue 140

Issue 140 · Week 43, 2026

# RevOps Roundup: *Week 43, 2026*

RevOps Roundup Week 43: change management that sticks, process docs for AI GTM, AI margins, discount approvals and inbound demo conversion, plus John McMahon.

*R*

Revenue OperationsRevenueOperations.com

Published **Fri 30 Oct 2026**

**8 min** to skim · **9** picks

## Blog Posts:

### [Struggling with Change Management in RevOps? We've Got You.](https://www.revopscoop.com/post/change-management-revops-challenges)

By: [RevOps Co-op](https://www.revopscoop.com/)

Is communicating the change enough to make it stick? This RevOps Co-op post argues the basics are necessary but not sufficient, and walks through how one RevOps leader handled five situations that stall change.

What you'll find inside

- Skeptical reps: involve the loudest naysayer in requirements and testing, an approach the author used on a Salesforce instance with about twenty validation rules on the opportunity object, until the CFO hit five errors in a row in front of the exec team.
- Feuding leaders: take MQL definitions out of marketing's sole control, agree on metrics both teams trust, then push marketing goals down-funnel to pipeline.
- Conflicting reports and KPI drift: a stakeholder committee with an executive tiebreaker, preferably the CFO, agreed definitions for each core KPI, and the same definitions fed to every AI tool.
- Shadow ops and AI tool sprawl: document RevOps' data governance first, have IT, finance and legal review it, and set up an AI steering committee.
- Marketing bypassing the MAP: a tech purchasing process that vets new tools for governance and integration before contracts are signed.

A practical playbook for RevOps leaders rolling out changes that sales, marketing or leadership are likely to resist.

[Read the full article here for more perspective on driving adoption across GTM teams, plus more input on governing AI tools.](https://www.revopscoop.com/post/change-management-revops-challenges)

 

### [What a whiteboard before dinner changed in my 2027 plan, in 3 lessons](https://newsletter.gtmcraft.io/p/what-a-whiteboard-before-dinner-changed)

By: [The European GTM Operator](https://newsletter.gtmcraft.io/)

Should closed-lost deals have a line in next year's plan? Koen Stam, a GTM coach who has scaled B2B SaaS companies to 10M ARR three times, shares three lessons from a planning week, each with steps to run.

What you'll find inside

- Closed loops: review the last 10 closed-won deals for an earlier opportunity, rank closed-lost deals from the past 24 months, and report the share of wins that had a prior opportunity alongside net-new pipeline.
- Recruitment is sales: give every wanted finalist a dated next step before the debrief ends, and track days from final interview to signed offer.
- Internal budgets as deals: a one-page case and a list of everyone who must say yes, with each stakeholder met before the decision meeting.
- The European angle: finite markets make lost buyers more valuable, and notice periods of one to three months mean a slipped offer can move a start date by a month or more.

Timely for GTM leaders building 2027 plans, especially for counting the pipeline that is likely to come back before planning net new.

[Read the full article here for more perspective on closed-lost deals in annual planning, plus more input on hiring and internal approvals.](https://newsletter.gtmcraft.io/p/what-a-whiteboard-before-dinner-changed)

 

### [Why AI GTM Needs Business Process Documentation](https://www.leandata.com/blog/business-process-documentation-ai-gtm/)

By: [LeanData](https://www.leandata.com/)

Is clean data enough for AI agents to act correctly? This LeanData post argues agents also need documented business rules, because clean data tells an agent what to work on but not what to do next.

What you'll find inside

- The readiness gap: LeanData's research reports that 94% of GTM teams don't consider their infrastructure fully ready for AI, and 37% cite undocumented processes as a root cause of AI underperformance.
- Where it breaks: SLAs that live in a policy document no system enforces, ownership rules held by one person, outdated persona logic, and handoffs with no fallback.
- Four traits of AI-ready processes: documented, encoded in the systems that run them, deterministic where consistency matters, and owned by a named person.
- A self-check: warning signs such as routing exceptions that live in Slack threads, or identical records that don't get the same outcome.

A useful checklist for RevOps teams preparing routing, ownership and handoff rules before handing them to agents.

[Read the full article here for more perspective on making GTM processes AI-ready, plus more input on encoding business rules.](https://www.leandata.com/blog/business-process-documentation-ai-gtm/)

 

## Podcast Episodes:

### [When Everyone Can Build, Who Decides What Matters?](https://podcasts.apple.com/us/podcast/when-everyone-can-build-who-decides-what-matters/id1761200098?i=1000797853447)

By: [RevOpsAF (RevOps Co-op)](https://www.revopscoop.com/)

What if RevOps stopped reacting to requests and started shipping a product? Dan Jiao, VP of Revenue Operations at Aircall, makes that case to Matthew Volm and explains what it looks like in practice.

What you'll hear

- From service to product: how RevOps moves from taking tickets to running a product model, and whether the product is always technology.
- GTM engineering: what it is, how it relates to RevOps, and whether it risks becoming the new Salesforce admin role.
- The AI admin trap: what it looks like and how to avoid it.
- Skills by level: what early-career operators and VP-level RevOps leaders should build over the next three to five years.
- Start building now: why Jiao sees vibe coding a command center as one of the most differentiating things an operator can do today.

Worth a listen for RevOps leaders rethinking how their team takes requests and decides what to build.

[Listen to the full episode here for more perspective on running RevOps as a product, plus more input on GTM engineering.](https://podcasts.apple.com/us/podcast/when-everyone-can-build-who-decides-what-matters/id1761200098?i=1000797853447)

 

### [The Man Who Led 100+ CROs (Even OpenAI's) | John McMahon - 5x Post-IPO CRO / The GOAT](https://podcasts.apple.com/us/podcast/the-man-who-led-100-cros-even-openais-john-mcmahon-5x/id1682771619?i=1000797983924)

By: [Topline](https://podcasts.apple.com/us/podcast/topline/id1682771619)

What makes an enterprise sales team last? John McMahon, a five-time public company CRO whose team at PTC created MEDDIC, joins Sam Jacobs, AJ Bruno and Asad Zaman to discuss hiring, CRO readiness and selling in the age of AI.

What you'll hear

- The PTC lineage: a sales leadership tree that McMahon says has produced more than 100 CROs, including OpenAI's Dali Rajic.
- Hiring for characteristics: why he weighs intelligence, drive, coachability, adaptability and integrity over experience.
- CRO readiness: why he once turned down a promotion, and how first-time CROs should work with their CEO.
- AI and methodology: why he argues AI helps strong reps more than weak ones, and why call recording tools confirm what was said without qualifying a deal.
- Comp and coaching: capped commissions versus equity upside, plus coaching Mark Roberge at HubSpot.

A long but dense listen for sales and RevOps leaders hiring or developing first-time CROs.

[Listen to the full episode here for more perspective on building enterprise sales leadership, plus more input on MEDDIC in larger buying groups.](https://podcasts.apple.com/us/podcast/the-man-who-led-100-cros-even-openais-john-mcmahon-5x/id1682771619?i=1000797983924)

 

### [AI Margin Bomb: Roee Hartuv, Founder of Willingness To Pay](https://podcasts.apple.com/us/podcast/ai-margin-bomb-roee-hartuv-founder-of-willingness-to-pay/id1695566730?i=1000797416824)

By: [The RevOps Review (Cognism)](https://podcasts.apple.com/us/podcast/the-revops-review/id1695566730)

Can your heaviest AI users be your least profitable customers? Roee Hartuv, founder of Willingness To Pay and a B2B pricing specialist with more than 20 years in revenue growth, explains why AI is changing SaaS pricing economics.

What you'll hear

- The margin bomb: how usage-based cost structures can turn the most engaged customers into the least profitable ones.
- Pricing as a process: why Hartuv argues pricing should be revisited continuously rather than once a year.
- RevOps at the table: why he wants RevOps to hold a permanent seat on the pricing committee.

A short, focused listen for teams pricing or packaging AI features, especially where usage costs vary widely by customer.

[Listen to the full episode here for more perspective on AI pricing economics, plus more input on RevOps' role in pricing.](https://podcasts.apple.com/us/podcast/ai-margin-bomb-roee-hartuv-founder-of-willingness-to-pay/id1695566730?i=1000797416824)

 

## Webinars:

### [Stop Approving Discounts at 11 p.m.](https://www.revopscoop.com/event/stop-approving-past-11pm)

By: [RevOps Co-op](https://www.revopscoop.com/) ft. Everstage

Wednesday, November 4, 2026, 12:00 PM ET | Speakers: Jose Aleman, Mike Groeneveld, Karthik Krishnapandian, Hemant Dadhich (Everstage)

How many checks should a quote pass before it reaches an approver? The team behind Everstage CPQ walks one deal through four checks every quote needs, with live Q&A.

What you'll see

- Priced right: catching wrong tiers or stale prices before a discount is requested.
- Within policy: checking discount caps and approval rules on every quote.
- Structured right: how term, mix and timing change a deal's value.
- What it pays the rep: whether the quote and the commission payout agree.

Relevant for deal desk and RevOps teams buried in late-night approvals, and registrants receive a report on pricing exceptions.

[Register for the full session here for more perspective on quote approvals, plus more input on discount policy.](https://www.revopscoop.com/event/stop-approving-past-11pm)

 

### [Revolt! 2026 Demo Day 1](https://www.revgenius.com/events/revol-2026-demo-day-1)

By: [RevGenius](https://www.revgenius.com/)

Wednesday, November 4, 2026, 12:00 PM ET | Presenting: ZoomInfo, Airspeed, TitanX

Which tools belong in your 2027 GTM stack? RevGenius hosts live demos of three products, each focused on a real workflow, with questions taken in the chat.

What you'll see

- ZoomInfo: getting AI-ready GTM data into a team's workflow, from finding accounts to reaching the right people.
- Airspeed: AI agents that read calls, emails and CRM data, then update records, flag deal risks and draft follow-ups.
- TitanX: phone intent scoring that predicts which prospects will answer before reps dial.

A quick way to compare three tools side by side for teams finalizing 2027 stack decisions.

[Register for the full session here for more perspective on these tools in practice, plus more input on 2027 stack planning.](https://www.revgenius.com/events/revol-2026-demo-day-1)

 

### [Inbound Conversion Lessons From the Companies Converting 70%+ of Qualified Demo Requests](https://www.revopscoop.com/event/inbound-conversion-lessons)

By: [RevOps Co-op](https://www.revopscoop.com/) ft. RevenueHero

Thursday, November 12, 2026, 1:00 PM ET | Speakers: Charanyan Venkataraghavan (RevenueHero), Matthew Volm (RevOps Co-op)

What do companies converting more than 70% of qualified demo requests do differently? RevenueHero co-founder Charanyan Venkataraghavan joins Matthew Volm to break down the inbound path from demo page to booked meeting.

What you'll see

- Demo pages: who the meeting is for, what it covers and how pricing is handled.
- Qualification and forms: filtering buyers before and on the form, and which fields to ask for versus look up.
- Booking mechanics: how calendar availability affects bookings and how fast teams follow up with buyers who don't book.
- Measurement: whether to block free email domains, how to get a trustworthy no-show rate, and why meeting distribution looks uneven across reps.

Worth a calendar hold for RevOps and marketing ops teams auditing inbound routing and demo-request conversion.

[Register for the full session here for more perspective on inbound conversion, plus more input on demo-request routing.](https://www.revopscoop.com/event/inbound-conversion-lessons)

In this issue

One issue a week

### Get the next issue before anyone else.

Every week: the picks, each with what's inside and why it's worth it.

Subscribe

Free · Weekly · One-click unsubscribe

Previous issues

- [*23 Oct* Week 42, 2026RevOps Roundup Week 42: Pardot to HubSpot migration, what to fix …](https://revenueoperations.com/blog/revops-roundup-week-42-2026)
- [*16 Oct* Week 41, 2026Discover curated RevOps content every week, including top blogs, …](https://revenueoperations.com/blog/revops-roundup-week-41-2026)
- [*9 Oct* Week 40, 2026Discover curated RevOps content every week, including top blogs, …](https://revenueoperations.com/blog/revops-roundup-week-40-2026)

[All issues →](https://revenueoperations.com/blog)

Connectors

### The newsletter for people who sell through relationships.

Connectors is our second letter: one idea a week on partnerships, referrals and warm introductions.

[Read Connectors ↗](https://bit.ly/connectors-lp)

Free resources

### Templates, models and guides for RevOps teams.

The RevenueOperations.com resource library: free access, no pitch.

[Get free access ↗](https://bit.ly/revenueoperations-com-resources)

Seen something good?

Send a link worth sharing. If it makes the cut, you're credited in the issue.

[Submit a link](https://revenueoperations.com/collaborate)

[← Previous issue**RevOps Roundup: Week 42, 2026**](https://revenueoperations.com/blog/revops-roundup-week-42-2026)

**RevenueOperations.com**[About](https://revenueoperations.com/about)[Contact](https://revenueoperations.com/contact)[Collaborate](https://revenueoperations.com/collaborate)[Get RevOps help](https://revenueoperations.com/revops-consulting)[LinkedIn](https://www.linkedin.com/company/revenueoperations/)[Privacy](https://revenueoperations.com/privacy)

**Read**[RevOps Roundup](https://revenueoperations.com/blog)[RevOps Recipes](https://revenueoperations.com/recipes)[Free resources](https://revenueoperations.com/join)[Masterminds](https://revenueoperations.com/masterminds)[GTM Tools](https://revenueoperations.com/gtm-tools)

**Directories**[RevOps blogs](https://revenueoperations.com/revenue-operations-blogs)[RevOps podcasts](https://revenueoperations.com/revenue-operations-podcasts)[RevOps courses](https://revenueoperations.com/revenue-operations-courses)[RevOps communities](https://revenueoperations.com/revenue-operations-communities)[RevOps influencers](https://revenueoperations.com/revenue-operations-influencers)[RevOps agencies](https://revenueoperations.com/revenue-operations-agencies)

© 2026 RevenueOperations.com

```json
{
  "@context" : "https://schema.org",
  "@id" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026#article",
  "@type" : "BlogPosting",
  "articleSection" : "RevOps Roundup",
  "author" : {
    "@id" : "https://revenueoperations.com/blog/author/revenue-operations#person",
    "@type" : "Person",
    "name" : "Revenue Operations",
    "url" : "https://revenueoperations.com/blog/author/revenue-operations"
  },
  "dateModified" : "2026-10-30T14:29:10+0000",
  "datePublished" : "2026-10-30T14:29:10+0000",
  "description" : "RevOps Roundup Week 43: change management that sticks, process docs for AI GTM, AI margins, discount approvals and inbound demo conversion, plus John McMahon.",
  "headline" : "<span id=\"hs_cos_wrapper_name\" class=\"hs_cos_wrapper hs_cos_wrapper_meta_field hs_cos_wrapper_type_text\" style=\"\" data-hs-cos-general-type=\"meta_field\" data-hs-cos-type=\"text\" >RevOps Roundup: Week 43, 2026</span>",
  "inLanguage" : "en",
  "isPartOf" : {
    "@id" : "https://revenueoperations.com/blog#blog",
    "@type" : "Blog",
    "name" : "RevOps Roundup: the weekly digest for revenue operations leaders",
    "url" : "https://revenueoperations.com/blog"
  },
  "issueNumber" : 140,
  "keywords" : [ "Blog", "2026" ],
  "mainEntityOfPage" : {
    "@id" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026",
    "@type" : "WebPage"
  },
  "publisher" : {
    "@id" : "https://revenueoperations.com/#org",
    "@type" : "Organization",
    "name" : "RevenueOperations.com",
    "url" : "https://revenueoperations.com/"
  },
  "speakable" : {
    "@type" : "SpeakableSpecification",
    "cssSelector" : [ "#ru-lede", "#ru-body h3" ]
  },
  "url" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026",
  "wordCount" : 1675
}
```

```json
{
  "@context" : "https://schema.org",
  "@type" : "BreadcrumbList",
  "itemListElement" : [ {
    "@type" : "ListItem",
    "item" : "https://revenueoperations.com/",
    "name" : "Home",
    "position" : 1
  }, {
    "@type" : "ListItem",
    "item" : "https://revenueoperations.com/blog",
    "name" : "RevOps Roundup",
    "position" : 2
  }, {
    "@type" : "ListItem",
    "item" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026",
    "name" : "<span id=\"hs_cos_wrapper_name\" class=\"hs_cos_wrapper hs_cos_wrapper_meta_field hs_cos_wrapper_type_text\" style=\"\" data-hs-cos-general-type=\"meta_field\" data-hs-cos-type=\"text\" >RevOps Roundup: Week 43, 2026</span>",
    "position" : 3
  } ]
}
```

```json
{
  "@context" : "https://schema.org",
  "@id" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026#picks",
  "@type" : "ItemList",
  "itemListElement" : [ {
    "@type" : "ListItem",
    "name" : "Struggling with Change Management in RevOps? We've Got You.",
    "position" : 1,
    "url" : "https://www.revopscoop.com/post/change-management-revops-challenges"
  }, {
    "@type" : "ListItem",
    "name" : "What a whiteboard before dinner changed in my 2027 plan, in 3 lessons",
    "position" : 2,
    "url" : "https://newsletter.gtmcraft.io/p/what-a-whiteboard-before-dinner-changed"
  }, {
    "@type" : "ListItem",
    "name" : "Why AI GTM Needs Business Process Documentation",
    "position" : 3,
    "url" : "https://www.leandata.com/blog/business-process-documentation-ai-gtm/"
  }, {
    "@type" : "ListItem",
    "name" : "When Everyone Can Build, Who Decides What Matters?",
    "position" : 4,
    "url" : "https://podcasts.apple.com/us/podcast/when-everyone-can-build-who-decides-what-matters/id1761200098?i=1000797853447"
  }, {
    "@type" : "ListItem",
    "name" : "The Man Who Led 100+ CROs (Even OpenAI's) | John McMahon - 5x Post-IPO CRO / The GOAT",
    "position" : 5,
    "url" : "https://podcasts.apple.com/us/podcast/the-man-who-led-100-cros-even-openais-john-mcmahon-5x/id1682771619?i=1000797983924"
  }, {
    "@type" : "ListItem",
    "name" : "AI Margin Bomb: Roee Hartuv, Founder of Willingness To Pay",
    "position" : 6,
    "url" : "https://podcasts.apple.com/us/podcast/ai-margin-bomb-roee-hartuv-founder-of-willingness-to-pay/id1695566730?i=1000797416824"
  }, {
    "@type" : "ListItem",
    "name" : "Stop Approving Discounts at 11 p.m.",
    "position" : 7,
    "url" : "https://www.revopscoop.com/event/stop-approving-past-11pm"
  }, {
    "@type" : "ListItem",
    "name" : "Revolt! 2026 Demo Day 1",
    "position" : 8,
    "url" : "https://www.revgenius.com/events/revol-2026-demo-day-1"
  }, {
    "@type" : "ListItem",
    "name" : "Inbound Conversion Lessons From the Companies Converting 70%+ of Qualified Demo Requests",
    "position" : 9,
    "url" : "https://www.revopscoop.com/event/inbound-conversion-lessons"
  } ],
  "name" : "<span id=\"hs_cos_wrapper_name\" class=\"hs_cos_wrapper hs_cos_wrapper_meta_field hs_cos_wrapper_type_text\" style=\"\" data-hs-cos-general-type=\"meta_field\" data-hs-cos-type=\"text\" >RevOps Roundup: Week 43, 2026</span>: this week's picks",
  "numberOfItems" : 9
}
```

```json
{
  "@context" : "https://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Revenue Operations",
    "url" : "https://revenueoperations.com/blog/author/revenue-operations"
  },
  "dateModified" : "2026-10-30T14:29:10.713Z",
  "datePublished" : "2026-10-30T14:29:10.000Z",
  "headline" : "RevOps Roundup: Week 43, 2026",
  "mainEntityOfPage" : {
    "@id" : "https://revenueoperations.com/blog/revops-roundup-week-43-2026",
    "@type" : "WebPage"
  },
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject"
    },
    "name" : "Revenue Operations"
  }
}
```