Operator essays on revenue.
Notes on RevOps, GTM strategy, forecasting, compensation, pricing, deal desk, and renewals, written from the inside of operating systems we've built.
April 1, 2026
2 min read
Building A Pipeline Review That Surfaces Decisions
Most pipeline reviews are status meetings. Rebuild them around the deals where leadership intervention changes the outcome.
March 1, 2026
2 min read
Pricing Strategy Without Market Data
New products, new categories, and early-stage companies cannot benchmark pricing. Here is a value-based method that works without comparable data.
February 1, 2026
2 min read
NDR vs GDR: What The Difference Actually Tells You
Net revenue retention is the headline. Gross revenue retention is the diagnostic. The gap between the two is the most useful number on your customer dashboard.
January 1, 2026
2 min read
A CRO's First 90 Days: An Operating Cadence Playbook
The first ninety days of a chief revenue officer's tenure determine the next two years. Here is what the operating cadence should look like, week by week.
December 1, 2025
2 min read
Capacity Modeling For Sales: The Real Math
Sales capacity is not headcount times quota. It is a four-input model that determines what a team can credibly produce, and where the binding constraint lives.
November 1, 2025
2 min read
The Unit Economics Of A B2B SaaS Sales Motion
CAC, LTV, payback, magic number. The four ratios most B2B SaaS companies misread. Here is the math and what each one actually tells you.
October 1, 2025
2 min read
Why Most QBRs Are Theater (And How To Rebuild Them)
Quarterly business reviews are usually recap meetings dressed as decision meetings. Rebuild them around the questions data could not answer.
September 1, 2025
2 min read
From Founder-Led Selling To Repeatable Execution
Every Series A company eventually has to move past founder-led selling. Most rebuild the wrong things first. Here is the right sequence.
August 1, 2025
2 min read
Renewals As An Operating Motion, Not A Finance Event
Most companies treat renewals as a back-office event. Treat them as an operating motion with named ownership and an instrumented cadence.
July 1, 2025
2 min read
The MEDDICC Trap: When Qualification Becomes Theater
MEDDICC works as a qualification framework when reps actually use it. It collapses into theater when leadership treats it as a forecasting input.
June 1, 2025
2 min read
Pipeline Coverage: A Math-First Framework
Pipeline coverage ratios are usually theater. Replace them with a math-first model that accounts for stage conversion, deal size, and time-to-close.
May 1, 2025
2 min read
What Deal Desk Should Actually Do
Most deal desks slow good deals while waving through bad ones. The right design governs the plan, not every transaction.
April 1, 2025
2 min read
How To Set Quotas Without Historical Data
New segments, new products, and Series B teams have no historical attainment to anchor on. Build quota from capacity instead. Here is the method I use.
March 1, 2025
2 min read
Designing Sales Compensation That Aligns With Strategic Priorities
Most comp plans pay the field for behaviors leadership did not intend. The redesign starts with what you actually want, then builds backward into the math.
February 1, 2025
2 min read
Why Forecast Accuracy Stalls Below 60%
Sales forecasts plateau in the low fifties for predictable structural reasons. The fix is bottom-up unit modeling and an evidence-based stage rule.
January 1, 2025
2 min read
The RevOps Operating System: A Five-Layer Framework
Pipeline hygiene, compensation, pricing, renewals, and operating cadence. The five sequential layers of a working revenue operations system.