Podcast
January 3, 2025
Episode 22: So, what’s a revenue flywheel?
Uncover the tactics, alignment, and data strategies that Anil Somaney at Island uses to refine the go-to-market flywheel and supercharge RevOps success.
In this episode, Roger Bigio, the Chief Revenue Officer at Shopic, talks to co-host, Matt Volm, about how Shopic is reshaping in-store grocery shopping through an integrated hardware and software model. Roger has spent most of his career in the retail-tech realm, applying innovative solutions to industries spanning telecom, banking, and medium-to-large grocery stores. At Shopic, he leads a cross-functional team focused on bridging the gap between e-commerce efficiencies and brick-and-mortar realities.
Roger and Matt discuss how computer vision and data analytics transform everyday shopping carts into smart, interactive devices. We also explore the importance of real-time insights, adoption hurdles in retail, and how RevOps can partner closely with a CRO to deliver tangible benefits to both retailers and their customers.
“We shop the same way as our parents and our grandparents. It hasn’t changed so we might as well adopt the format, and improve it.” - Roger Bigio
Shopic’s solution modernizes a long-static industry where pushing a physical cart through aisles has remained the same for decades. By fusing a clip-on device with advanced technology, the traditional cart becomes a robust data hub. This approach lets retailers maintain a familiar process while offering next-generation convenience and personalization.
Jump to the clip to hear exactly how Shopic works when you’re shopping at the grocery store.
“We want to implement technology in a much faster way.” - Roger Bigio
Central to Shopic’s cart is computer vision, which tracks items as they’re placed in or removed from the cart. Customers enjoy faster checkout—saving up to 20 or 30 minutes—and tailored promotions. The real-time data bridging e-commerce-like personalization with in-store experiences highlights a key RevOps objective: combine operational insight with customer-centric improvements.
Jump to the clip for more details on how computer vision works.
“What we’re focusing is on providing this data to the data teams of the retailers.” - Roger Bigio
Bringing technology into low-margin, high-volume retail settings means quickly proving ROI. Retailers must see bottom-line benefits within months, not years. Adoption also looms large. staff must support a new system and customers must learn fresh habits. RevOps teams can smooth the transition by setting clear ROI metrics, guiding pilot phases, and aligning internal stakeholders around measured outcomes.
Jump to the clip for a deep dive into the challenges of retail technology.
“So we need actionable data. You have too many people on this aisle. The customer trajectory does not include specific aisles. Why not? What should we do?” - Roger Bigio
While Shopic can supply data from its cart-based analytics, success depends on integrating these streams with the retailer’s own data teams. Achievable, real-time insights—rather than static, backward-looking reports—allow immediate adjustments on the sales floor. This shift from reactive to proactive decision-making underscores RevOps’ function in converting raw information into actionable steps.
Jump to the clip to find out how Shopic approaches data ownership.
“I needed to be a visionary. I needed to move into something bigger and be part of what's coming next.” - Roger Bigio
Roger’s career spanned support leadership, pre-sales, and eventually international sales roles across sectors like telecom and banking. This breadth of experience helped him identify core business problems and frame relevant solutions—skills essential for a CRO. Such a trajectory illustrates how cross-industry exposure and varied operational insights can equip RevOps professionals for executive responsibilities.
Jump to the clip for Matt’s thoughts on what all CROs have in common.
“Understand the field that you're working in. Understand the problems that you are encountering and understand where the technology is going.” - Roger Bigio
For revenue operators heading into the new year, Roger recommends immersing yourself in the environment you’re optimizing. Observe the day-to-day realities, whether it’s on the grocery floor or in the software user’s workflow. By combining field observations with strategic metrics, RevOps can propose changes that resonate with both end users and internal teams, fostering an adaptable, data-driven culture in 2025 and beyond.
Jump to the clip to hear Roger’s advice on getting your head out of excel and into your field.
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