Listen First: The RevOps Reverse Roadshow with Ryan Carlson of Leap Event Technology

In this episode, Ryan Carlson, VP of Revenue Operations at Leap Event Technology, explains why RevOps has jurisdiction everywhere but authority nowhere, and why trust is the only currency that works. After taking over a company built through M&A and running three Salesforce orgs at once, his team didn't touch a thing at first. Instead they ran a "RevOps reverse roadshow," listening to every department, then used AI to turn more than 40 hours of discovery into a roadmap. He also shares how his team built an AI call-prep brief with the tools they already had, and why feeling behind on AI is more common than people admit. Why the best practice is whatever is realistic for your organization Running a reverse roadshow before you change anything Using AI to find themes across 40 hours of discovery, with humans checking every row Building trust so change management lands Pointing AI at problems people actually care about An AI call-prep brief built with Workato, Claude and Salesforce, no new stack required One-button opportunity and account status checks for executives What RevOps looks like in a few years as AI takes on more of the busywork His advice: everyone is winging it a little, so take action instead of worrying