In this episode, Chris Strom sits down with James Jackson, VP of Revenue Operations at Canva, to discuss how companies should approach sales compensation planning.

James shares lessons from his experience leading RevOps and go-to-market strategy at companies like Microsoft, Cisco Meraki, DocuSign, Snowflake, and now Canva. The conversation covers how compensation plans should reflect company strategy, how different sales roles' comp plans should be structured, and how RevOps leaders can manage comp planning across sales, finance, and leadership.

They also discuss common comp plan mistakes, when to make mid-year adjustments, and how to align incentives across account executives, BDRs, and customer success teams.

If you work in RevOps, sales operations, or go-to-market leadership, this episode provides a practical look at how compensation planning works inside high-growth companies.

Topics covered:

• How sales compensation should reflect company strategy
• Structuring comp plans for AEs, BDRs, and CSMs
• Quota design and attainment expectations
• Aligning sales, finance, and RevOps on comp planning
• What to do if you need to adjust comp plans mid-year
• Using SPIFFs vs. redesigning comp plans
• Lessons from companies going through different growth velocities

Subscribe for more conversations on revenue operations, go-to-market strategy, and scaling sales teams.

What does it actually take to merge the go-to-market operations of three very different companies?

In this episode of The RevOps Hero Podcast, Chris Strom sits down with Emily Critchfield, VP of Revenue Operations at Superhuman, to talk through how her team is bringing together the GTM engines of Grammarly, Coda, and Superhuman into a single, unified company.

Emily shares how Superhuman is approaching post-acquisition RevOps in practice: merging systems and teams, deciding when to sell separately vs. co-sell, aligning sales motions, redefining account ownership, and building repeatable playbooks for future integrations. She also shares how they use Coda internally to run their “RevOps Mission Control” for their go-to-market team.

If you’re responsible for RevOps, sales operations, or GTM strategy at a growing company—especially one navigating mergers or multiple products—this episode offers a rare, honest look at what works, what’s hard, and how to think about integration the right way.

Topics covered:

• Merging GTM systems and teams after multiple acquisitions
• Account ownership and sales team structure decisions
• Building forecasting and RevOps “mission control” systems using Coda
• Building repeatable playbooks for future M&A
• Reducing friction for your sales team during change

Subscribe for more conversations with RevOps leaders building scalable, powerful revenue teams.

In this RevOps Hero episode, Chris Strom interviews five marketing leaders live at Dreamforce to unpack why top teams still invest in in-person events — and exactly how they plan, execute, and measure them. We cover pre-event planning and process, on-site actions (booth, breakouts, side events), post-event follow-up, and how these leaders run attribution that ties events to pipeline and revenue.

You’ll learn:

• How in-person accelerates trust (and thus deal velocity)
• What to do leading up to the event (lists, invites, cadences, creative, logistics)
• On-site tactics that actually convert (meetings, scans, activations)
• Post-event follow-up that doesn’t feel spammy
• Simple, workable attribution (lead source + campaign influence) and realistic ROI targets

Guests:

Ann-Marie Fleming (Traction Complete), Laura Sweet (Riva), Rachel Kim (Mutiny), Milissa Holland (Spaulding Ridge), Aishling Finnegan (Copado)

Subscribe for more RevOps and GTM breakdowns.

We're doing something different in this episode. We recorded it at HubSpot's INBOUND conference, and rather than having just one single episode guest, we interviewed marketing and RevOps leaders from 5 very different companies—each with their own specific approach to attracting, converting, and retaining customers.

You'll hear how companies structure their go-to-market motions across:

- Inbound marketing and demand generation

- SDR/AE handoffs and deal stage workflows

- Self-serve vs. high-touch enterprise sales

- Attribution tracking and reporting

- Event-based field marketing and referral programs

- Long-cycle sales driven by print and local ads

👥 Featured guests:

- Tim Phelps, First Orion

- Carmen Bodziak, Goodshuffle

- Tanya Littlefield, Amplitude

- Eryn Lueders, Basis Theory

- Nathaniel Frisch, United Energy Workers Healthcare

Whether you're running a SaaS company, a healthcare organization, or anywhere in between, this episode gives you real-world insights into how others make GTM work.

📌 Got a unique GTM process at your company? Drop it in the comments to let us know. We'd love to hear about it.

In this episode of the RevOps Hero Podcast, host Chris Strom is joined by ClearPivot teammate Andrew Chao Daongam to break down what companies need to know before, during, and after onboarding with HubSpot.

With over 80 successful onboardings under his belt, Andrew shares practical insights on:

✅ The 3 main types of HubSpot onboarding projects

✅ Setting realistic expectations for guided onboarding

✅ The most common goals—and common mistakes—for Sales, Marketing, and Service Hub onboardings

✅ Why your internal process mapping must come before system configuration

✅ How to avoid deliverability disasters in email marketing

✅ What to plan before you buy HubSpot to get quicker wins

Whether you’re migrating from another CRM, building your first RevOps stack, or adding HubSpot into an existing system, this episode is full of tactical guidance to help your team succeed from day one.

Configure-Price-Quote (CPQ) platforms have come a long way from the days of spreadsheet formulas. In this conversation, host Chris Strom and RevOps strategist Joanne Cheng unpack where CPQ fits in a modern go-to-market stack, the problems it actually solves, and how new developments, such as AI-driven guidance, usage-basedbilling, and low-code extensibility, are reshaping the space.

Listen in for:

• A clear-spoken CPQ primer: what it is, what it isn’t, and the tipping points that signal it’s time to adopt.
• Real-world patterns that demand more than manual quoting—think multi-currency deals, complex product bundles, or fast-moving self-serve funnels.
• Emerging trends for 2025, from composable quote-to-cash architectures to the rise of predictive discount recommendations.
• Candid lessons from recent rollouts—what sped things up, what slowed things down, and how alignment between the involved stakeholders make or break success.
• A myth-busting round (yes, spreadsheets can still play a supporting role).

Whether you’re revenue-ops-curious or knee-deep in a CPQevaluation, this episode offers a balanced, jargon-light look at the tech and the tactics behind smoother quoting flows.

Grab your headphones, hit play, and enjoy the chat!

In this episode of the RevOps Hero Podcast, host Chris Strom sits down with Jacqueline Freedman of Monarch Advisory Partners and former Marketing Ops leader at Grammarly and WeWork, to dive deep into the strategy, planning, and execution of in-person events as part of your marketing operations.

Together, they unpack:

✅ Why in-person events are regaining importance in today’s remote-first world

✅ How to align sales and marketing before, during, and after your event

✅ What types of events (from CABs to fireside chats) work best and why

✅ Tools and tech stacks for tracking attendance and engagement

✅ How to define success through metrics like pipeline generation and incremental impact

✅ Pro tips on campaign setup, reporting, and segmentation in systems like Salesforce and HubSpot

✅ What not to do in post-event follow-up (hint: don’t blast your attendee list to sales)

Whether you’re planning your first executive dinner or scaling a multi-city roadshow, this episode is packed with practical guidance to help your team turn in-person events into measurable marketing wins.

Companies have crucial data stored across multiple systems in their organization. And the bigger the company, the more systems there are. Sales, marketing, finance, ERP, inventory, contract management, billing, and service delivery are just types of data and systems that show the story of the business. Many times your CRM just by itself can't show all of that!

Because of this, many companies have started setting up a centralized data warehouse like Snowflake or Redshift to pull in data from their CRM and other systems to be able to run more advanced and centralized reporting across it all. But if you want to set this up, where do you start? How do you manage it? How do you protect it? How do you keep it maintained? How do you actually derive value from all the hard work of implementing it?

I contacted Ryan Severns to talk through all these questions with him. We talk through all these questions and more, starting with questions like:

• Why set up a CRM <-> data warehouse infrastructure in the first place?
• How do you build the integration?
• What important considerations do you need to plan for?

We dig deeper into the details from there, talking through topics like ETL tooling, DBT, data governance, cross-platform analytics, building effective business intelligence systems, and more.

If you’re ready to level up your customer data skills and advance to the next level of your RevOps hero journey, this episode is for you! Give it a watch and a like. And hit that subscribe button so that you’ll always get notified of future episodes of The RevOps Hero Podcast as well.