The RevOps Review w/ Rich Bishop
Mid Game Consulting
In this episode, I met with Rich Bishop, founder of Mid Game Consulting, about the journey from in-house RevOps leadership to independent consulting. Rich shares insights into balancing recurring RevOps support work with high-impact GTM transformation projects. The conversation covers the evolution of RevOps in traditional industries like healthcare, key differences between PE and VC-backed companies, and practical strategies for driving change management in legacy sales environments.
Listen here: Spotify | Apple. Brought to you by Cognism.
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Key Takeaways
Consulting as a Career Path
Rich moved into consulting after years in finance, operations, and RevOps leadership, sparked by side projects and a company restructure.
Mid Game Consulting balances ongoing support (e.g., systems, data, reporting) with strategic transformation projects.
PE vs. VC Operating Models
VC-backed firms prioritize long-term growth and tolerate more experimentation.
PE-backed firms operate on compressed timelines (3–7 years), emphasizing urgency, profitability, and exit readiness.
RevOps in Traditional Industries
Many healthcare, construction, and non-SaaS companies are just beginning their RevOps journeys.
Success depends on proving value early, simplifying systems, and building trust across skeptical teams.
Pipeline Visibility & CRM Adoption
Common entry point: leadership lacks pipeline visibility and realizes seller intuition is no longer enough.
CRM usage must be enforced top-down, with executive sponsorship and frontline support.
Change Management Tactics
Executive alignment is non-negotiable—without it, RevOps initiatives fail.
Focus on quick wins, listen to reps, and turn respected sellers into internal champions.
Overloaded tech stacks and excessive CRM fields reduce adoption; simplify first, expand later.
AI and the Future of RevOps
RevOps leaders must proactively explore how AI tools can improve workflows, efficiency, and visibility.
The current moment mirrors early SaaS adoption—understanding the landscape will differentiate operators.
Notable Quotes
"The SaaS world’s had 15–20 years to build RevOps. But in traditional industries, you win one step at a time."
"When a CRM is fully adopted, it breaks the 'book of business' power dynamic and puts insight in the company’s hands."
"Without exec buy-in, reps just wait out the change. You have to show you're serious—early and often."
"Too many systems get slapped on like band-aids. Start with the process, then build the stack around it."
"If you're not learning how AI impacts your GTM motion, you're going to fall behind."
Action Steps for RevOps Leaders
Ensure top-down alignment before rolling out any change initiative.
Focus on CRM simplification and quick adoption wins.
Engage field reps early, especially the most influential team members.
Avoid tech bloat—audit and consolidate redundant tools and fields.
Explore AI use cases and pilot tools that enhance core RevOps workflows.
Connect with Rich Bishop
Visit midgameconsulting.com or find him on LinkedIn at linkedin.com/in/richbishop2.