The RevOps
Operating System.
Five layers. Always sequenced the same way: hygiene before incentives, pricing before deal desk, renewals before expansion. The same methodology we built inside Google, Salesforce, Elastic, and FireHydrant, adapted to your stage and shape.
01 · LAYER
Pipeline & forecast hygiene
The foundation, what's true
Without honest pipeline and forecast data, every other layer is theatre. We start by rebuilding what the company already 'knows' about its revenue: stage definitions, deal qualification (MEDDICC or similar), pipeline coverage, and bottom-up unit-level forecasting reconciled against finance. The output is a number leadership can actually commit to.
02 · LAYER
Compensation aligned to value
The behavioral engine
Comp is the loudest signal a company sends its sales force. If the plan rewards new logo at the cost of expansion, that's what you'll get. We rebuild plans on capacity (real, modeled) instead of headcount × historical attainment, and align incentives with the strategic priorities the rest of the company actually has.
03 · LAYER
Pricing & deal desk that scale
The throughput layer
Most deal desks slow down good deals while waving through bad ones. We rebuild pricing structure, discount guardrails, and approval workflow so that deal velocity goes up while exception rate goes down. The operating principle: govern the plan, not every transaction.
04 · LAYER
Renewals as a discipline
The compounding layer
Most companies treat renewals as a finance event. They are an operating motion, with ownership, instrumentation, and accountability. We design ownership clarity, NDR and GDR visibility, health scoring, and a renewal cadence that protects compounding revenue from neglect.
05 · LAYER
Operating cadence that surfaces decisions
The leadership layer
QBRs, weekly pipeline reviews, monthly forecast calls, most are theatre. We rebuild them so that the cadence surfaces decisions instead of recapping them. Leadership time goes to the questions the data couldn't answer; everything else gets out of the way.
Order matters.
Most failed RevOps engagements get the layers right but the order wrong. Rebuilding compensation before pipeline hygiene means you've paid the sales force based on bad data. Launching a deal desk before pricing discipline means you've governed exceptions to a plan that doesn't exist. Designing a renewal motion before owning the customer base means handing a bag of unhappy accounts to the wrong team.
The five-layer sequence isn't dogma, it's pattern recognition from rebuilds that worked and ones that didn't. We adapt the depth to your stage. We don't reorder the layers.
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Start a conversation, or look at where this framework has been deployed before.