Insights
Sharp thinking on RevOps, CRM architecture, forecasting discipline, and GTM alignment. Written for operators — not marketers.
Leadership assumes it is a people problem. It is almost always a design problem. Here is how to tell the difference — and what to do about it.
When Sales and Marketing can not agree on what an MQL means, the cost shows up in every pipeline review. The fix is not a meeting — it is an operating model decision.
RevOps is not a post-Series B problem. It is a design problem that compounds from the first SDR hire forward. The cost of getting it wrong late is always higher than investing in it early.
Most companies think they have a reporting problem. They actually have a stage definition problem, a data discipline problem, and an inspection cadence problem — all presenting as one number.
A technical migration is the last resort. Before you consider it, here is the framework for deciding whether to rebuild your Salesforce architecture or incrementally repair the existing structure.
Revenue does not die in big dramatic moments. It leaks through five specific handoffs between teams — each one preventable with the right operating model design.
Ready to act?
If something you've read has named a problem in your revenue engine, the next step is a direct conversation.