RevOps Lab · 2026-04-27 · 41 min
In this episode of the RevOps Lab, Janis and Philipp sit down with Robert Kaiser and Christoph Dünhuber from Tacto - the Sequoia- and Index-backed AI procurement platform powering 300+ industrial customers across the German Mittelstand. Robert leads revenue functions, Christoph leads RevOps. Together they unpack how Tacto scaled to 130 employees by making customer value the center of gravity across every revenue function - from BDR to renewals - and why "customer-centric" only works when it is operationalized, not just stated. We cover: Why customer value (not org design) is priority #1 in a scaling revenue org How webinars with 200 - 500 weekly attendees became Tacto's top-of-funnel engine The "Customer Internship" program: every new hire spends 2 - 3 days embedded with a customer Why marketing and outbound are converging - and how to make cold outreach feel warm Selling to dual personas: the procurement team (user) vs.
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