On the latest episode of All Things Being SQL, we had a great conversation with Marc Mastrocola, Director of RevOps at Peek, an innovative platform helping tour and activity operators grow their business. Marc shared his journey through RevOps, providing us with some deep insights into how to scale a RevOps function and where the industry is heading, especially when it comes to AI - our favourite topic!
Marc’s non-work related interesting fact hinged around his Italian heritage and love for cooking. When he’s not leading Peek’s RevOps function, you’ll find him making his favourite homemade pasta, Orecchiette.
Back to RevOps ...
Defining RevOps When asked about his definition of RevOps, Marc boiled it down to this: aligning revenue and go-to-market teams throughout the customer journey to scale efficiently. For him, success is about ensuring that revenue grows, costs are optimized, and customer experience is consistent. He highlighted the importance of getting RevOps right by simplifying processes rather than making it overly complex - easy to say, not always so easy to do.
AI and the Future of RevOps Marc sees AI as a tool that can fundamentally shift how RevOps operates. He’s excited about AI’s potential to diagnose business problems faster, leaving more time for teams to work on solutions. Instead of spending days trying to understand the “why” behind missed targets, AI can quickly pinpoint problem areas. Marc envisions a future where AI tools help sales teams become more productive, focusing their energy on meaningful interactions rather than the time-consuming manual tasks of research and reporting.
Building a RevOps Function At Peek, Marc has been integral in building out a true RevOps function from what was once just a SalesOps role. He emphasized the importance of showcasing RevOps wins across departments to gain a seat at the decision-making table. Marc suggests that success in RevOps stems from advocating for the function’s strategic role within an organization, and ensuring RevOps teams are seen as partners rather than just order takers.
Most Controversial Opinion As always, you'll need to tune in to find this out ;-)
Marc’s clear, no-nonsense approach and practical advice made this episode a must-listen for anyone in RevOps or interested in scaling their teams effectively. Be sure to tune in for a deep dive into how AI is shaping the industry and what leaders like Marc are doing to stay ahead of the curve.
