AI, RevOps, and the Operating Model Problem with Anne Pao

EPISODE SUMMARYAI is supposed to make GTM teams faster. So why are some organizations ending up with more tools, more data silos, and less consistency? Sandy Robinson sits down with Rutger Katz, Head of RevOps at Bizzdesign, to examine what happens when AI adoption races ahead of RevOps strategy, data quality, and shared ownership.Rutger brings a systems-thinking lens shaped by neuroscience and early robotics. He explains his first-month approach as a new RevOps leader: listen to stakeholders, earn trust with quick wins, and fix root causes rather than endless "dumpster fires." They also tackle a deceptively hard question: what should you build, buy, or cut when every team has its own AI workflows?They make the case for conversation intelligence as foundational GTM infrastructure: call transcripts can inform CRM, coaching, customer health, competitor research, and product feedback. But how do you govern the data? And how do you measure AI ROI when time saved isn't the same as revenue gained?The most human part of the discussion? Fear. Rutger's "willing, capable, enabled" framework offers a practical way to earn adoption, while "Fuck-Up Fridays" gives teams permission to share failed experiments, learn together, and make change less threatening.KEY TOPICSLeading RevOps through systems thinking and cross-functional trustAI governance, shadow AI, and tool duplicationBuilding vs. buying technology without single-person dependenciesConversation intelligence, CRM data quality, and coachingMeasuring AI ROI with leading indicators, not just time savedSales behavior change, early adopters, and "Fuck-Up Fridays"CHAPTERS00:00 Welcome and why we recorded again02:16 Neuroscience, systems thinking, and RevOps06:51 The willing, capable, enabled framework09:59 Starting a new RevOps leadership role12:09 Data foundations and shadow AI17:17 Getting sales reps to embrace AI21:45 Build, buy, or cut the GTM stack28:08 Turning call transcripts into GTM intelligence32:31 AI governance and shared ownership37:10 Measuring AI ROI beyond time savings44:07 Why teams resist AI48:56 Creating safety with "Fuck-Up Fridays"53:22 Final advice for RevOps and GTM leadersABOUT THE GUESTRutger Katz is Head of RevOps at Bizzdesign and the creator of practical Claude skills for RevOps and GTM. His background spans neuroscience, social robotics, IBM Watson, and 15 years of technology adoption and revenue operations.CONNECT WITH THE GUESTGuest LinkedIn: https://nl.linkedin.com/in/rutgerkatzLINKS & RESOURCESRutger's RevOps Claude skills: https://github.com/NEON-Rutger/B2B-revops-skillsRutger's GTM skills: https://www.gtmskills.com/rutger-katzPavilion AI in GTM School: https://www.joinpavilion.com/pavilion-university/ai-schoolBizzdesign: https://bizzdesign.com/SPONSORAI-Powered RevOps is proudly sponsored by Attention, the AI platform that turns sales conversations into action. Learn more at https://www.attention.com/WEBSITEhttps://AI-PoweredRevOps.comA Sandy Elevates LLC Productionhttps://www.SandyElevates.com© 2026 Sandy Elevates LLC. All rights reserved.

The Season 2 Trailer of AI-Powered RevOps Opens with Sandy Robinson setting the tone for a show built around practical AI, stronger operations, and real-world revenue execution. This intro makes the promise clear: no fluff, just useful playbooks for people working across data, deals, GTM, and RevOps.Sandy frames the podcast as a place to keep learning and to level up how ops teams work. The energy is upbeat and direct, with the focus on how AI can genuinely support revenue work instead of sounding impressive and doing little else.Key TopicsAI-powered RevOps as the central focus of the showSandy Robinson’s role as host and guidePractical, no-fluff playbooks for revenue teamsUsing AI to support data, deals, and operationsA learning-first approach to modern RevOpsSetting expectations for actionable future episodesIn this intro, she introduces the show’s mission and voice, positioning it as a practical resource for operators who want clearer workflows and smarter use of AI.AI-Powered RevOps is proudly sponsored by Attention, the AI platform that turns sales conversations into action. Learn more at https://www.attention.comSandy's LinkedIn: https://www.linkedin.com/in/sandyrobinsonA Sandy Elevates LLC Productionhttps://www.SandyElevates.com © 2026 Sandy Elevates LLC. All rights reserved.

Episode SummarySandy Robinson sits down with Corey Schwitz, CEO and founder of Skydog Ops, to unpack what it really takes to move AI from hype into operational execution across RevOps, CRM, and GTM. Corey shares where companies are actually starting, why proactive AI matters more than another dashboard, and how RevOps leaders can build AI-native systems that reduce manual work, surface better signals, and help teams take smarter action.Key TakeawaysAI-native CRM is not just automation — it is about making GTM systems proactive.RevOps teams should start with practical use cases like chat-to-CRM, data entry automation, call data updates, lead scoring, deal signals, and company intelligence.The biggest AI risk is not moving too fast — it is waiting too long to operationalize.CRM hygiene is still a leadership and culture issue, even when AI makes updates easier.RevOps must think beyond technical execution and operate more like business strategists.Chapters00:22 Meet Corey Schwitz and Skydog Ops03:22 Corey’s Broadway background and path into tech05:04 Why CRM data is still such a mess07:33 What AI should update automatically vs. what needs approval11:26 Why most GTM teams are still early with AI14:22 Seven practical AI use cases for sales and customer success16:25 What AI-native CRM and GTM systems really mean18:35 Proactive AI vs. manual data entry21:04 Avoiding “just another tab” in the GTM tech stack23:02 Slack, Teams, Salesforce, and CRM workflow challenges27:02 Common mistakes companies make with AI implementation31:48 Where AI should take action first34:34 Using signals, Clay, and company intelligence to support sellers42:33 What is realistic for pipeline discipline and CRM hygiene47:49 Rapid-fire AI questions for RevOps and GTM teams51:41 Corey’s advice: think like a CEO53:04 How to connect with Corey and SkydogLinks MentionedSkydog Ops: https://skydog.aiCorey's Linkedin: https://www.linkedin.com/in/coreyschwitz/KeywordsAI-powered RevOps, RevOps, AI-native CRM, GTM systems, Salesforce automation, HubSpot, CRM hygiene, pipeline discipline, deal signals, lead scoring, Clay, Claude, OpenAI, AI workflows, sales automation, customer success, go-to-market strategy, RevOps leadership, Skydog Ops, Corey SchwitzSandy: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2026 Sandy Elevates. All rights reserved.

Episode SummarySandy Robinson talks with Sahil Aggarwal, co-founder and CEO of Rattle and Von, about what AI can actually change for revenue teams. Sahil argues that RevOps, sales, and GTM leaders are still in the experimentation phase, and that the real productivity gains will come from AI intelligence layers that understand business context, connect across the GTM stack, and help teams make faster, better decisions.Key TakeawaysAI has not yet delivered true productivity gains in revenue teams the way it has in engineering.RevOps should focus less on disconnected agents and more on operationalizing intelligence across the GTM stack.CRM is still the system of record, but the intelligence layer may become the more valuable operating layer.Bad data should not delay AI adoption; AI can help improve GTM data when connected to calls, emails, CRM, and other systems.RevOps is best positioned to own GTM AI strategy because the function lives closest to process, data, and execution.Chapters00:32 Welcome to AI-Powered RevOps01:24 Sahil’s Background and the Evolution from Rattle to Von04:59 The Core Problem: Helping Sales Teams Sell07:28 Why AI Became a Real Opportunity for GTM09:46 Why AI Experimentation Has Not Yet Become Productivity11:41 The Horseless Carriage Problem in AI16:31 Build vs. Buy for RevOps AI18:23 What Von Is Building for Revenue Teams22:53 AI, Data Hygiene, and Fixing the Data Foundation25:47 The Future of CRM and the GTM Tech Stack30:08 How Teams Use AI to Operationalize Revenue Work35:11 Why Internal AI Builds Often Fail38:20 AI, Headcount, and Revenue Productivity41:49 How AI Could Change the AE Role44:51 Why Von Is Named After John von Neumann45:35 Rapid Fire: RevOps, CRM, AI Strategy, and Salesforce Headless 36049:21 Advice for RevOps and Enablement Leaders50:42 How to Connect with SahilLinks Mentioned:Von: https://vonlabs.ai/Rattle: https://www.gorattle.com/Sahil Aggarwal on LinkedIn: https://www.linkedin.com/in/saggarwal2/Gong: https://www.gong.io/Fathom: https://fathom.video/Salesforce: https://www.salesforce.com/Slack: https://slack.com/KeywordsAI-powered RevOps, RevOps AI, revenue operations, go-to-market AI, GTM stack, AI intelligence layer, sales productivity, CRM, Salesforce, Rattle, Von, sales automation, revenue intelligence, RevOps strategy, AI agents, sales operations, GTM data, sales enablementSandy: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production. © 2026 Sandy Elevates. All rights reserved.

Summary:In this episode of AI-Powered RevOps, Sandy Robinson sits down with Anne Pao, founder and CEO of Ignite, to talk about what RevOps leaders need to get right as AI and automation reshape go-to-market teams. From AI governance and process mapping to enablement, ROI, build-versus-buy decisions, and the future of RevOps, Anne shares practical advice for operators trying to move beyond shiny tools and toward real business impact.Key Takeaways:AI will not fix broken processes. RevOps teams need strong documentation, process mapping, and clear ownership before layering in automation.Governance matters. Teams using AI without enterprise controls, security standards, or data boundaries create risk across customer data and GTM systems.Enablement is not optional. AI adoption requires reinforcement, workflow change, and clear communication about how people’s day-to-day work will change.ROI should go beyond hours saved. The real question is whether AI meaningfully improves funnel outcomes, conversion, revenue, or customer impact.RevOps leaders who rely only on system ownership may be at risk, but those with judgment, discernment, and cross-functional alignment skills will become even more valuable.Chapters:00:26 Welcome to AI-Powered RevOps01:24 Anne Pao’s background and work with Ignite02:20 Why fractional RevOps matters for growth-stage companies03:51 Anne’s fun fact: food writing and restaurant reviews05:22 How 20+ years in growth, analytics, and operations shaped Anne’s RevOps perspective10:39 What feels different about today’s AI wave11:23 AI sprawl, security, and governance risks14:24 How companies should approach AI strategy and ownership17:16 What RevOps needs to get right before AI and automation19:08 Practical AI use cases: discovery playbooks and RFP workflows22:37 Build versus buy decisions in an AI-powered GTM world26:27 AI use cases creating practical value today29:35 Common mistakes teams make when adopting AI31:43 Why enablement is critical to AI adoption36:56 Measuring ROI from AI in RevOps41:23 Storypath.ai and AI-assisted revenue storytelling48:01 How AI may reshape RevOps over the next few years54:25 Rapid-fire questions on AI in RevOps58:06 Anne’s final thoughts on humans, judgment, and the future of RevOpsLinks MentionedAnne Pao LinkedIn: https://www.linkedin.com/in/annepao/Ignite: https://www.igniteconsulting.co/Storypath.ai: https://www.storypath.ai/Keywordsrevenue operations, AI in RevOps, go-to-market strategy, GTM operations, AI automation, AI governance, RevOps enablement, process mapping, sales operations, customer success operations, AI adoption, revenue architecture, build versus buy, AI ROI, enterprise AI, GTM enablement, sales funnel optimization, RevOps leadershipSandy: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2026 Sandy Elevates. All rights reserved.

Episode SummaryIn this episode of AI-Powered RevOps, Sandy Robinson sits down with Teri Long, VP of Global GTM and Partner Enablement at GoTo, to break down where AI is actually creating real impact inside revenue teams. From call intelligence and AI role play to manager coaching, partner enablement, and RevOps alignment, Teri shares how leading organizations move beyond shiny objects and use AI to improve execution, win rates, and revenue outcomes. If you're trying to scale enablement, drive adoption, and make AI useful—not just visible—this conversation is packed with practical takeaways.Key Takeaways• Start with the highest-friction point in seller or partner workflows—not with AI for AI’s sake• Call intelligence, coaching insights, and AI role play are some of the fastest paths to measurable impact• RevOps and Enablement must work together: RevOps owns the data foundation, Enablement drives behavior change• Test, learn, and validate is the framework for successful AI adoption and continuous improvement• Real AI ROI shows up in ramp time, win rates, coaching effectiveness, and seller productivityChapters00:22 – Meet Teri Long: GTM Enablement, AI, and Revenue Execution04:30 – How Teri Started Using AI in Enablement08:15 – Where AI Creates Real Value vs. Shiny Objects13:40 – Call Intelligence, Buyer Insights, and Coaching at Scale20:05 – RevOps + Enablement: Why Alignment Matters27:10 – Quick Wins: Where Revenue Teams Should Start with AI33:18 – Driving AI Adoption and Building Internal Champions40:12 – AI for Partner Enablement and Scaling Through Ecosystems47:25 – The Future of Enablement Leaders in the Next 12–18 Months54:10 – Rapid Fire: AI Questions Every RevOps Leader Is Asking01:02:30 – Final Advice: Start with the Problem, Not the ToolLinks MentionedTeri Long LinkedIn: https://www.linkedin.com/in/terilong/GoTo: https://www.goto.comChatGPT: https://chat.openai.comMindtickle: https://www.mindtickle.comForrester: https://www.forrester.comKeywordsAI in revenue enablement, AI-powered RevOps, revenue operations, GTM enablement, sales enablement, AI role play, call intelligence, sales coaching, RevOps strategy, partner enablement, manager coaching, sales productivity, AI adoption, revenue execution, GTM teamsBottom SectionSandy: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2026 Sandy Elevates. All rights reserved.

SummaryIn this episode of AI-Powered RevOps, Sandy talks with Lindsay Rothlisberger, who leads GTM Strategy Ops and AI at Zapier, about how RevOps teams can apply AI in practical ways across marketing, sales, CS, enablement, and analytics. They dig into CRM data quality, pipeline risk, coaching bots, renewal strategy, self-service reporting, and why the best AI use cases often start at customer transition points.Key TakeawaysStart AI where customer transitions break down, especially handoffs between marketing, sales, onboarding, and customer success.Treat AI workflows like products: launch, learn, improve the data behind them, and keep refining the output.Strong AI use cases in RevOps include coaching bots, call prep, lead classification, renewal strategy, and self-service reporting.Context is the real advantage in RevOps, and AI becomes far more useful when teams package business logic and definitions into the workflow.Planning in AI-heavy environments has to stay flexible, with clear tradeoffs and a process for changing priorities quickly.Chapters00:05 Welcome and episode setup01:29 Lindsay’s path from marketing ops to RevOps at Zapier04:40 Fun fact: Bravo, Real Housewives, and work-life balance06:04 How Zapier got started with AI internally07:18 Early use cases: call prep, coaching bots, and chat analysis09:11 Build vs. buy and embedding AI into workflows10:27 RevOps team structure and AI use cases across functions14:36 Using AI to improve customer transitions and renewals20:10 Why context is RevOps’ biggest AI advantage22:14 Cursor, Databricks MCP, and self-service analytics27:15 Deterministic workflows vs. adaptive agents30:07 Planning, operating models, and changing priorities fast34:05 Data quality guardrails and avoiding “garbage in, garbage out”36:06 Cross-functional AI work and enabling self-service41:48 Coaching, enablement, and AI role play44:03 Rapid fire: where RevOps should start with AI47:31 Lindsay’s advice: build something and learn by doingLinksZapier: https://zapier.comGong: https://www.gong.ioCursor: https://www.cursor.comDatabricks: https://www.databricks.comChatGPT: https://chatgpt.comSlack: https://slack.comSalesforce: https://www.salesforce.comClay: https://www.clay.comSeismic: https://seismic.comKeywordsRevOps AI, GTM strategy, CRM data quality, pipeline risk, AI agents, workflows, adaptive agents, coaching bots, MCP, sales enablement, GTM automationSandy: https://www.linkedin.com/in/sandyrobinson/www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2025 Sandy Elevates. All rights reserved.

Show Notes:In this episode of AI-Powered RevOps, Sandy Robinson sits down with Hassan Irshad, Head of RevOps at Unify and founder of Revfinity, to talk about how RevOps teams can actually use Claude in the real world.This conversation goes beyond AI hype and into practical application: win-loss analysis, closed-lost review, meeting prep, forecasting, pipeline inspection, and using AI to free up time for more strategic work. Sandy and Hassan also dig into a critical truth for RevOps teams: AI only works as well as the data, process, and context underneath it.If you’re a RevOps leader, GTM operator, sales ops pro, Salesforce admin, or GTM engineer trying to figure out where AI fits, this episode is packed with actionable ideas you can use right now.Chapters:00:28 – Intro to Hassan Irshad01:16 – Hassan’s RevOps background02:49 – Fun fact: DJing house music04:06 – What pulled Hassan into AI06:25 – Why Claude clicked for RevOps09:13 – Real use cases: win-loss and closed-lost analysis11:46 – Conversational intelligence, Attention, and MCP13:41 – Why context and guardrails matter17:04 – “AI layered on trash is just beautiful looking trash”20:02 – What AI-powered RevOps actually means22:41 – Daily workflow automation and prioritization23:47 – Meeting prep agents and proving ROI28:45 – Where companies overcomplicate AI adoption30:51 – Using Claude as a thought partner32:18 – Using Claude for board-level presentations34:12 – Biggest mistakes in operationalizing AI37:40 – How AI will change the RevOps role42:06 – Advice for teams getting started43:25 – Rapid fire: where to start, ROI, and replacement fears45:24 – Final takeaway: start small and iterateWhat you’ll hear in this episode:- Why RevOps is uniquely positioned to lead AI across GTM- How Hassan is using Claude for practical RevOps workflows- Why context from CRM, Slack, and conversational intelligence matters- How to measure AI ROI in time saved and dollars created- Why strong foundations still matter more than ever- What the RevOps role may look like over the next 12–24 monthsAbout the guest:Hassan Irshad is Head of RevOps at Unify and founder of Revfinity. He has spent nearly a decade building revenue operations across high-growth companies, with prior leadership roles including FundraiseUp, Zipco, and ADP.Links & ResourcesHassan on LinkedIn: https://www.linkedin.com/in/hassan-irshad-5b0a6840/Hassan's SoundCloud: https://on.soundcloud.com/29zjVRRdgoDHM8T2zfKeywords: RevOps, Revenue Operations, AI in RevOps, Claude, Anthropic, Salesforce, GTM strategy, GTM engineering, sales operations, conversational intelligence, forecasting, pipeline inspection, AI adoption, revenue leadership, MarketingOps, Marketing Operations, AI in Marketing, AI-Driven, AI-Powered, GTMOps, SalesOps, Revenue Operations, AI-Notetaker, ChatGPTSandy: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2025 Sandy Elevates. All rights reserved.

Show Notes:In this episode of AI-Powered RevOps, Sandy Robinson sits down with Roi Carmel, CEO and co-founder of Spotlight.ai, to talk about the future of AI in enterprise B2B sales and what it means for RevOps leaders, sales teams, and go-to-market organizations.Roi shares how his background in high-growth SaaS companies led him to build Spotlight.ai, a platform focused on helping enterprise revenue teams turn buyer interactions into decisions and action. Sandy and Roi break down one of the biggest challenges in today’s market: too many companies are chasing AI tools for sales and RevOps without first identifying the real business problem.This conversation explores how to evaluate AI for RevOps, what it actually means to be AI-ready, and why automating a broken sales process can make the problem worse. Roi explains why teams should start with bottlenecks, align on business goals, and measure AI success against the exact operational metric they want to improve.They also dive into MEDDPICC, forecast accuracy, deal qualification, sales productivity, and the balance between AI automation and human-led selling. Roi shares his framework: Listen, Understand, Decide, Act, and explains how enterprise sellers will increasingly shift from executors to orchestrators as AI takes over more administrative and analytical work.This episode is packed with practical insight for RevOps professionals, CROs, sales leaders, revenue leaders, and anyone navigating the fast-changing world of AI in B2B sales.In this episode:How RevOps teams should evaluate AI toolsWhy shiny-object syndrome creates bad AI decisionsWhat “AI-ready” really meansHow AI can improve qualification, forecasting, and executionWhy human sellers still matter in enterprise salesThe future of AI agents in sales workflowsAbout Roi Carmel:Roi Carmel is the CEO and co-founder of Spotlight.ai, an autonomous enterprise sales platform helping revenue teams improve qualification, value selling, and sales execution with AI.Roi: https://www.linkedin.com/in/roicarmel/Timestamps:00:00 Intro01:23 Roi’s background04:35 Archery, discipline, and repetition07:39 AI hype in RevOps14:32 What AI-ready looks like20:17 What teams miss in AI evaluation30:22 The future of enterprise sales38:09 Rapid-fire AI questions41:41 Spotlight.ai overview45:23 Final thoughtsKeywords:AI Powered RevOps, Roi Carmel, Spotlight.ai, AI in sales, AI in RevOps, enterprise B2B sales, RevOps, MEDDPICC, forecast accuracy, revenue operations, sales productivity, GTM strategy, AI agents, sales automationhttps://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2025 Sandy Elevates. All rights reserved.

SummaryIn this episode of AI Powered Rev Ops, Sandy Robinson interviews Olga Traskova, VP of Revenue Operations at BirdEye. They discuss the evolution of AI in revenue operations, focusing on practical strategies for implementing AI to enhance productivity and efficiency. Olga shares her journey in the field, the phases of AI adoption, and the importance of mutual action plans in sales processes. The conversation also touches on leadership expectations, budgeting for AI tools, and the future of AI in revenue operations.TakeawaysAI can reshape how teams operate.Data cleanliness is crucial for effective AI use.Mutual action plans are essential for sales success.AI adoption occurs in phases: personal productivity, workflow acceleration, and operating systems.AI can help analyze deal performance and risks.Leadership expects quick decision-making with AI.AI will replace roles that do not adapt to its use.The future of revenue operations will involve AI agents working alongside humans.AI tools can enhance sales efficiency and forecasting accuracy.Understanding the costs associated with AI tools is vital.Olga's Sound Bites:"Move beyond the AI hype.""Garbage in, garbage out.""AI will be replacing people."Chapters00:00 Introduction to AI in Revenue Operations01:41 Olga Traskova's Journey in Revenue Operations04:28 The Evolution of AI in Revenue Operations07:36 Phases of AI Adoption in RevOps10:33 Implementing Mutual Action Plans with AI13:49 AI's Role in Sales Conversations16:38 Facilitating Mutual Action Plans19:40 The Future of AI in Revenue Operations22:35 AI's Impact on Daily Operations25:28 Budgeting and Headcount in the Age of AI28:36 Leadership Expectations with AI31:47 Rapid Fire Questions on AI in RevOps34:28 Conclusion and Future Insights45:03 NEWCHAPTEROlga's Linkedin: https://www.linkedin.com/in/olgatraskova/KeywordsAI, Revenue Operations, Olga Traskova, Mutual Action Plans, Sales Automation, AI Strategy, Go-To-Market, Data Cleanliness, AI Adoption, Sales EfficiencySandy's Linkedin: https://www.linkedin.com/in/sandyrobinson/Website: www.SandyElevates.comwww.AI-PoweredRevOps.comAI-Powered RevOps is a Sandy Elevates production.© 2025 Sandy Elevates. All rights reserved.