Professional Highlights

How the Methodology Was Built

Things I Learned

Why the Octopus

The insight came from a pattern I couldn't ignore. Every company I worked with had capable people in each operational function. Sales ops was doing reasonable work. Marketing ops was doing reasonable work. Finance, customer success, professional services — all staffed with competent professionals doing their jobs.

And yet the revenue engine underperformed. Deals closed but cash didn't arrive for months. Leads generated but sales rejected them. Implementations completed but customers never adopted. Forecasts submitted but nobody trusted the numbers.

The problems weren't inside any single function. They lived in the spaces between functions — in the handoffs, the misaligned definitions, the feedback loops that didn't exist, the coordination that nobody owned. A biological octopus has eight arms that each operate semi-independently, but a central brain coordinates them for complex tasks. Revenue operations have the same architecture. Eight operational arms, each with independent capability. But without a coordinating brain, they pull in eight different directions.

That's the insight: most RevOps frameworks measure individual arm performance. The Octopus Methodology measures coordination intelligence — the connections between arms where revenue actually leaks. It's the framework I wished existed when I was inside those companies trying to fix problems that no single department could see from its own vantage point.

The RevOps Octopus Methodology

The methodology evaluates revenue operations across eight operational arms — Sales, Marketing, Customer Success, Order-to-Cash, Pricing & Finance, Professional Services, Data & Reporting, and Planning & Strategy — plus a ninth element: Coordination Intelligence, which measures the 16 specific metrics that determine how well those arms work together.

It's built on one core principle: revenue operations success isn't determined by how well individual functions perform in isolation. It's determined by the coordination intelligence between those functions. This is what makes the framework different from anything else in the market. Most RevOps assessments evaluate departments. The Octopus evaluates the connections between them.

The methodology wasn't designed in a research lab. It was built inside the companies where these problems live — learned by breaking things, fixing things, and watching the same patterns repeat across decades and continents until they became impossible to ignore.

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