Insights on RevOps, GTM strategy, and building revenue systems that actually work.
From tech stack optimization and AI implementation to annual planning and team structure, we share practical frameworks and hard-won lessons from advising 50+ B2B companies on revenue operations and go-to-market strategy.
You're losing 5-8% of revenue to process inefficiencies you can't see. Unapplied payments. Incorrect invoices. Manual revenue recognition errors. Approval bottlenecks that kill deal momentum. Here's where to look for the leaks, and how to plug them.
Your territories were drawn on a whiteboard two years ago. Since then, you've added 12 reps, entered two new segments, and your top performer is sitting on 400 accounts they can't get to. Here's how data-driven territory design actually works, and why it's one of the highest-ROI investments in your GTM motion.
Your sales team is using ChatGPT to write emails. Your marketing team built an AI scoring model nobody validated. Your CS team is testing an AI chatbot with live customer data. If nobody owns AI governance in your revenue org, you don't have an AI strategy. You have a liability.
You've decided to bring in fractional RevOps leadership. Now what? Here's exactly what the first 90 days look like, from the initial deep-dive through strategic roadmap to measurable outcomes, so you know what you're signing up for.
Most companies think they have RevOps because they hired someone with the title. But there's a massive gap between having a RevOps function and having a mature one. Here's a practical maturity model to assess where you actually stand, and what it takes to level up.
Having led implementations on both platforms, here's what the vendor demos won't tell you: when Salesforce is genuinely worth the complexity, when HubSpot is the smarter choice, and the real-world tradeoffs that matter more than feature checklists.
Every vendor is promising AI will transform your revenue operations. But before you buy another AI-powered feature, answer this: is your data clean enough for AI to actually work? Here's a practical readiness assessment that separates AI-ready organizations from those setting money on fire.
Your dashboard has 47 metrics. Your CRO looks at three. Your board cares about one. Most RevOps teams track everything and measure nothing. Here's a framework for identifying the metrics that actually drive decisions and dropping the vanity metrics that waste everyone's time.
Your sophisticated lead routing algorithm takes 3 days to find the perfect rep. Your competitor calls the prospect in 30 minutes. Guess who wins? Research shows companies that respond within an hour are 7x more likely to qualify leads. Here's how to redesign routing for speed.
75% of CRM implementations fail to meet expectations, and it's almost never the technology's fault. Before you migrate, here's the checklist of decisions, dependencies, and landmines that separate successful platform changes from expensive disasters.
The average B2B SaaS sales cycle has grown 20% longer over the past three years, but most of that added time isn't from buyer deliberation. It's from internal friction: broken handoffs, manual approvals, and quote-to-cash processes that were designed for a company half your size.
Your CRM has 47,000 accounts. Your billing system has 12,000 customers. Your marketing platform has 85,000 contacts. And nobody can tell you how many actual customers you have. Here's how to build a Customer Master that gives your entire GTM stack a single source of truth.
That workflow from 2019 that nobody understands? The custom field with data in 3% of records? The integration that breaks every quarter? RevOps technical debt is silently draining your revenue engine, and here's how to quantify it and start paying it down.
If your C-suite expects RevOps to align GTM teams, drive data accountability, and improve forecasting but won't give them a seat at the strategy table, you're setting everyone up to fail. Here's what needs to change.
Smart, capable GTM leaders consistently turn straightforward processes into Rube Goldberg machines. The answer lies in psychology, organizational behavior, and our fundamental relationship with complexity -- and here's how to break the cycle.
Cut through the AI hype to examine practical applications driving measurable revenue impact across sales, marketing, and customer success -- covering real use cases, implementation considerations, and when AI isn't the answer.
Most GTM leaders are trying to create studio-quality results with garage band resources. The session artist model -- bringing in specialized expertise exactly when you need it -- can transform your revenue operations.
Organizations with advanced RevOps capabilities are twice as likely to exceed revenue goals, yet 50-70% of tech implementations fail due to poor adoption. Here's how to build an integrated revenue engine that balances AI innovation, strategic right-sizing, robust enablement, and architectural discipline.
Budget season is approaching, and if you're a RevOps leader, you're probably already thinking about how to justify your 2026 spending requests. Here's a practical framework for building your budget case while navigating the AI gold rush.
Companies that achieve GTM alignment grow 19% faster and are 15% more profitable. Here's how to run annual planning that actually produces aligned execution, starting with the full funnel instead of department budgets.
RevOps comprises four distinct specializations requiring coordinated effort. Learn when each function becomes essential and how Marketing Ops, Sales Ops, CS Ops, and Business Systems work together to drive revenue.
Your revenue funnel is leaking and your tech stack is probably the main culprit. Here are five critical indicators that your revenue tech stack optimization isn't just overdue, it's actively costing you revenue.