Working knowledge from inside revenue operations
Writing
Practitioner writing on revenue operations — how functions get built, how processes work, how the coordination between them holds or breaks.
Recent
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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…
Dec 23, 2025By Topic
Revenue Operations
The coordination layer between Sales, Marketing, CS, Finance, and Order-to-Cash.
All Revenue Operations → Coming soon.
Incentive Compensation
Plan design, territory and quota modeling, ICM configuration, SOX governance.
All Incentive Compensation → Coming soon.
International Operations
Building revenue operations in new markets — APAC, EMEA, LatAm.
All International Operations → Coming soon.
Sales Operations
Pipeline, forecast, territory, quota, enablement, and compensation operations.
All Sales Operations → Coming soon.
Marketing Operations
Lead management, demand generation, attribution, and marketing-sales alignment.
All Marketing Operations → Coming soon.
Data & Reporting
Data governance, reporting infrastructure, analytics, and KPI frameworks.
All Data & Reporting → Coming soon.
Order-to-Cash
Quote-to-order, contract management, billing, collections, and revenue recognition.
All Order-to-Cash → Coming soon.
Planning & Strategy
Annual planning, capacity modeling, GTM design, and cross-functional cadence.
All Planning & Strategy → Coming soon.
From the field
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