Practical perspectives on Revenue Operations, go-to-market strategy, technology, and leadership.
Explore articles focused on what it takes to build more connected, scalable revenue organizations, from aligning people and processes to making smarter decisions about data, technology, and AI.
The Next Evolution of RevOps: From Revenue Process to Buyer Decision Architecture
We built Revenue Operations to optimize how we sell. The next evolution is optimizing how buyers decide. Picture this. An…
The Next Competitive Advantage Isn’t AI. It’s AI Governance.
Everyone Is Talking About AI Productivity. Few Are Talking About AI Governance. Over the last year, Go-To-Market (GTM) leaders have…
Dashboards Don’t Fail. Decision Systems Do.
The real risk isn’t bad data. It’s a system that sees the truth and doesn’t act. Most companies think their…
The Silent GTM Killer: When Marketing, Sales, and Customer Success Define Pipeline Differently
Most companies do not have a pipeline generation problem. They have a pipeline definition problem. The Executive Observation Most companies…
Product-Led Growth Isn’t One Funnel. How RevOps Makes It Work.
Product-led growth sounds simple in theory: Let users experience value → convert → expand. In practice, it’s usually three very…
You’ve Done Your Tech Stack Assessment. Now What?
“Insight without action is just well-documented stagnation.” If you’re like most B2B leaders, your tech stack assessment did exactly what…
Is Your Tech Stack Working Against You? Common Pitfalls and Fixes for RevOps Leaders in 2026
Revenue Operations has matured. Most B2B organizations now have modern CRMs, marketing automation, sales engagement tools, intent platforms, and some…
Automation in RevOps: Streamlining Processes Without Losing the Human Touch (2026 Edition)
Over the last few years, I’ve had a front-row seat to how Revenue Operations is evolving inside fast-growing B2B organizations….
Stage 4: Predictable, Scalable RevOps
“Revenue growth isn’t magic. It’s math, discipline, and consistency. Stage 4 is where RevOps finally proves it can deliver all…
Stage 3: Integrated & Account-Centric
“Stage 3: When chasing leads feels like speed-dating, and you finally start committing to accounts.” From Leads to Accounts: The…
Stage 2: Defined & Aligned (But Not Yet Optimized)
Welcome to Stage 2. You’ve stopped patching leaks in the boat. Now you’re building a seaworthy ship. How Defined &…
Stage 1: Reactive RevOps (a.k.a. Navigating Urgency)
Your roadmap to move from chaotic heroics to predictable, scalable revenue – one stage at a time. Understanding Stage 1:…