In this episode of RevOps Champions, John Plumley, Director of Revenue Operations at TriState HVAC, joins Brendon Dennewill to discuss the intersection of technology and process in scaling a traditional B2B business. John provides insight into TriState HVAC’s unique position as a commercial HVAC manufacturers representative focused on large projects and key relationships within the Philadelphia region. With a mechanical engineering background and decades of sales experience, John shares how his long-standing fascination with CRMs led him to transition from sales into a full RevOps role, where he drives both digital transformation and cultural change within the organization.
The conversation delves into the real-world challenges and triumphs of adopting new technologies like HubSpot CRM, integrating operations with accounting, and implementing smarter, data-driven processes. A significant focus is placed on the human side of change—navigating resistance, fostering buy-in, and the importance of mapping out and communicating process improvements before rolling out new solutions. John and Brendon explore how aligning people, data, and technology not only streamlines internal operations but creates a fresh competitive advantage in an industry that’s traditionally slow to change.
Looking ahead, the episode highlights opportunities for leveraging AI and knowledge management to enhance both customer and employee experiences. John discusses the value of sharing expertise through podcasts, video content, and smart knowledge bases, meeting evolving customer expectations and scaling relationships in a modern way. The key takeaway is clear: success with RevOps is about progress and learning, prioritizing customer experience, and empowering teams with the right tools and mindset—practical advice for any leader considering their own digital transformation journey.
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John Plumley | Senior Director of Revenue Operations at TriState HVAC John Plumley brings more than two and a half decades of industry knowledge to our conversation today. For the past 16 years, he has been an integral part of the TriState HVAC team, where he recently took on the role of Senior Director of Revenue Operations. As a leader, he has already made a significant impact by successfully integrating the company's core technology stack, including HubSpot, BuildOps, and Sage Intacct. This leadership role is the latest step in a career that began as a Sales Engineer, a path he pursued after graduating from Lehigh University with a degree in Mechanical Engineering. |