Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound. From tracking product usage to de-anonymizing GitHub activity, Soham shares how he built a smarter, more precise outbound motion—one that prioritizes timing, intent, and efficiency over brute force volume. This episode is packed with practical insights for RevOps leaders looking to modernize their go-to-market strategy.

We cover:

What signal-based outbound really means (and why it matters now)
How to identify the signals that indicate buying intent
The importance of signal “stacking” and account-level density
Tools and tactics for orchestrating cross-channel outbound
Common mistakes and how to avoid signal noise and vendor bloat
How to operationalize scoring, prioritization, and automation

Soham Maniar on LinkedIn: https://www.linkedin.com/in/sohammaniar/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Introduction
(00:01:02) Soham’s Role at Weaviate and RevOps Journey
(00:03:05) Defining Signal-Based Outbound
(00:06:02) Universal Signals: Website and Product Usage
(00:08:59) Channels, Signals, and Stacking at Weaviate
(00:14:33) Prioritization, Awareness Curves, and Buyer Density
(00:22:50) From Fit to Behavior: Rethinking ICP
(00:24:07) Orchestration: Enrichment, Automation & Activation
(00:28:39) Real-Life Automation Examples
(00:29:45) Top Mistakes and Lessons Learned in Signal Ops
(00:33:01) Book and Blog Recommendations

#74 A RevOps Guide to Signal-Based Outbound - with Soham Maniar, Head of RevOps & Sales Development at Weaviate

RevOps Lab