Revenue leaders don't care how many RFPs your team completed, but they do care what those RFPs did for pipeline.

Betsy Matthies is VP, Global Revenue Operations & Enablement at GitHub. Before that she ran the proposal center of excellence at AWS, so she knows what proposal teams see and what revenue leaders need from them. She and Christina Carter talk through how proposal leaders speak the language of RevOps, which proposal data belongs in front of a CRO, and how to get a seat at the business reviews where strategy gets set.

• ✹ Report outcomes, not activities. "We unblocked $3M of pipeline this week" lands with a sales leader. "We completed 15 RFPs" does not.
• ✹ Track go/no-go accuracy, content utilization against win rate, and the SME bottleneck tax. Revenue leaders want this data and rarely get it.
• ✹ Your team reads more RFPs than anyone in the company. Bring what you see to QBRs as win/loss and market friction reports, and you will be invited back.
• ✹ Betsy promoted leaders who brought her solutions to scale the business, not requests for more headcount to handle more paperwork.

For proposal and bid leaders who want revenue leadership to treat their team as a revenue driver, and for RevOps and sales leaders who want to know what their proposal team is sitting on.

Full episode page and transcript: https://stargazy.io/podcasts/how-proposal-teams-earn-a-seat-with-revenue-leaders

Iris Young thought she knew the size of her market. Then one correction to her opportunity search took her from twenty-four qualified matches to 157, and none of her capabilities had changed.

Iris handles proposals, business development and marketing at Emerging Technology Integrators, a network infrastructure and cybersecurity firm in Columbus, Ohio, selling to state, local and education buyers across the country. Four pipelines, one person. This conversation is about how she finds revenue other bidders in her market never see, and how she keeps it compounding.

The engine is what happens at the end of a project rather than the start of one. A capability enters her opportunity search the day a first implementation closes successfully, never the day it was sold, so the revenue it opens up comes with proof already attached.

• ✹ How a market that looked thin turned out to be six times larger
• ✹ Why every delivered project is a revenue stream nobody has claimed yet
• ✹ How a single new phrase reaches buyers 600 miles away with no competition
• ✹ Why a wider funnel needs a pursuit lane set by quarter, or it becomes work you cannot staff

She also puts a number on what automation gave her. Ten to twelve responses a month became the same in a week.

For anyone running bids into state, local or education buyers with a team smaller than the workload.

Watch and learn more at: https://stargazy.io/podcasts

You can't blame a solution consultant for losing an RFP they never had the power to win. Tom Josephson, Director of Solution Consulting at Braze, joins Christina Carter to explain how he runs enterprise RFP responses without a dedicated bid team, and why the way most leaders measure this work falls apart under scrutiny.

Tom has managed solution consulting teams that own RFPs end to end and teams that work alongside proposal specialists. He breaks down how to decide which RFPs deserve effort, how to get SCs to own the work, and how AI changed the job from writing answers to editing them.

✹ Why the SC who fills out the RFP should own the deal it becomes

✹ How relationship depth and influence over the document decide priority

✹ Why win rate is the only fair KPI, and losses can't be pinned on the responder

✹ How evaluators score with a checklist, and how to respond and demo to it

If you lead SCs, sales engineers, or a proposal team that leans on SMEs, this one gives you a sharper way to run and measure RFP work

✨ Links & Resources

✹ Tom Josephson on LinkedIn: https://www.linkedin.com/in/tom-josephson/

✹ Braze: https://www.braze.com

✹ 2026 Proposal and Bid Software Report: https://stargazy.io/offers/2026-proposal-and-bid-software-report

✹ Join the Stargazy community: https://stargazy.circle.so/join

✹ Subscribe to The Stargazy Brief for weekly conversations on how teams win RFPs