The RevOps Review w/ Lewis Chawko

Founder of RevOpsConsulting.io

Lewis Chawko, founder of RevOpsConsulting.io, comes onto The RevOps Review to talk about his journey from sales to revenue operations and the value of fractional RevOps consulting. Lewis transitioned from being an SDR to an AE, then into RevOps by self-learning tools like Salesforce, HubSpot, SQL, and Python.

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Key Takeaways

1. Path from Sales to RevOps:

   • Lewis began in sales but gravitated toward operational problem-solving.

   • Curiosity led him to self-teach RevOps tools, ultimately transitioning into a full-time RevOps role.

2. Benefits of Side Consulting:

   • Consulting on the side helped Lewis learn faster and validate his expertise across companies.

   • Despite time and social trade-offs, the experience led to deeper knowledge and eventual business independence.

3. From SDR Chaos to Functional Design:

   • Many early-stage companies have SDRs but no formal SDR function.

   • Lewis helps companies structure outreach teams and align tech tools to support scale.

4. Inbound vs. Outbound Motion Design:

   • Inbound deals typically start with MQLs, while outbound begins with target accounts and intent data.

   • Sales engagement tools, automation, and data enrichment differ based on GTM motion and company maturity.

5. Tech Stack Recommendations for Beginners:

   • Start with HubSpot and Salesforce, then layer in tools like Zapier, Make, and transcription tools.

   • Embrace free educational content like HubSpot Academy and YouTube to upskill quickly.

6. Advice to RevOps Professionals:

   • Don’t be afraid to speak up. RevOps often has insights leaders don’t see, especially in data trends.

   • Sharing your point of view builds trust, influence, and future opportunities.

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Notable Quotes

1. “RevOps was a natural transition for me—I was always tinkering, even when I was in sales.” — Lewis Chawko

2. “Side consulting helped me learn twice as fast. I was solving real problems in two orgs at once.” — Lewis Chawko

3. “A lot of SDRs exist in companies, but there’s no SDR function. They just get thrown in and told to figure it out.” — Lewis Chawko

4. “The stack doesn’t need to be big to be powerful. Start lean, automate smart, and build as you go.” — Lewis Chawko

5. “You see the data every day. Don’t underestimate the value of your insight—leaders need it.” — Lewis Chawko

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Action Steps for RevOps Professionals

1. Learn by Doing: Set up sandbox environments in HubSpot or Salesforce and teach yourself automation.

2. Start Small with Consulting: Use referrals and early wins to build experience and confidence.

3. Align Tech Stack with GTM Strategy: Customize tools based on whether the motion is inbound, outbound, or hybrid.

4. Support SDR Function Maturity: Formalize SDR processes and tools to ensure repeatable success.

5. Speak with Confidence: Share operational insights with leadership to build credibility and impact.

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To connect with Lewis Chawko or learn more, visit revopsconsulting.io or follow him on LinkedIn for RevOps content and memes.