Resources
Articles, methodology deep-dives, and case studies from 25 years in revenue operations.
Articles
RevOps Methodology
Imagine the Octopus
Eight arms. One brain. That's your business. How the octopus's neurological architecture became the blueprint for revenue operations excellence.
RevOps Methodology
Why Most RevOps Frameworks Miss the Biggest Problem
Everyone wanted RevOps at QBRs for one reason: expose someone else's dysfunction. Exposing the coordination dysfunction? That implicated everyone.
RevOps Methodology
The QBR Blame Game
Why companies don't actually want revenue operations. They want a scapegoat with data.
Uncategorized
Why Most RevOps Frameworks Miss the Biggest Problem
After 25 years running revenue operations at companies like VMware, HP Enterprise, and dozens of high-growth B2B SaaS companies, I’ve seen the same pattern repeat over and over. Companies optimize...
Methodology Deep Dives
Sales Operations
Pipeline, forecasting, territory efficiency
Marketing Operations
Lead gen, conversion, attribution
Customer Success
Retention, expansion, health
Order-to-Cash
Billing, collections, revenue recognition
Pricing & Finance
Pricing strategy, margins, governance
Professional Services
Implementation, utilization, delivery
Data, Tech & Reporting
Data governance, analytics, systems
Planning & Strategy
Territory design, GTM planning, goals
๐ง Coordination Brain
The 16 handoff metrics that multiply everything
Follow the Work
Articles, frameworks, and the newsletter โ across every platform where the methodology shows up.
Diagnostic Preparation
Running the free self-service assessment? These guides explain what each tier measures and what to have on hand before you start.
Pulse Check ยท 27 Metrics
Pulse Check Prep Guide
What the 27 metrics cover, what you'll be asked, and how to interpret your scores. No data needed to run the Pulse Check โ this guide explains why.
Deep Dive ยท 70 Metrics
Deep Dive Prep Guide
Which reports to pull from your CRM, billing, CS, and planning systems before starting. Includes system-specific guidance for Salesforce, HubSpot, NetSuite, and Gainsight.
Run the free diagnostic on your operation.
Pulse Check (27 metrics) or Deep Dive (70 metrics). Both free, both immediate results.
Take the Free Diagnostic โ