Around this time of year, Operators are entering Planning season. We’re starting to piece together a laundry list of tasks that we need to accomplish before the year turns over.

Planning as a function in RevOps has changed, though, and so have the tools available to us.

Bala Balabaskaran is someone who has been at the center of those changes as Co-Founder and CTO of Fullcast.io, the Revenue Operations planning platform. After spending his career at companies like Salesforce, Microsoft and HP, Bala is unique because he brings a product perspective to Operations problems.

In our conversation, Bala teaches me about The 5 C’s of RevOps policies, we tackle the baggage that comes with the word "policies," the difference between workflows and policies, and why annual planning is no longer a singular, one-time event.