Pillar Guide

Revenue Operations: Building the Engine That Scales

Most companies lose 40% of potential revenue before a buyer ever talks to sales. The leaks are in handoffs, attribution, pricing, and cadence. I have measured this across 15+ engagements.

Revenue operations is not a department. It is the operating system that connects marketing, sales, product, and customer success to a single revenue number. These articles cover the frameworks I use to build that system.

Articles in This Series

Each article covers one component of the revenue operating system.

Scaling & Operations

Building an Operating Cadence That Scales

The difference between a company that grows and one that stalls is usually not strategy. It is rhythm. Here is how to install an operating cadence that keeps the whole company moving.

5 min read

Scaling & Operations

Board Reporting for Growth-Stage Companies

Your board does not want 40 slides. They want five metrics, two risks, and one ask. Here is the reporting template I use with every company.

4 min readscale

B2B Growth

Building a Go-to-Market Engine from Zero

A GTM strategy is not a slide deck. It is an engine with moving parts: ICP, messaging, channels, sales motion, and feedback loops. Here is how to build one that works.

5 min readgrowth

B2B Growth

The B2B Pricing Playbook for Growth-Stage Companies

You are probably underpriced by 30-40%. Here is how to know, and how to raise prices without losing customers.

4 min read

Scaling & Operations

From $1M to $10M ARR: The Playbook

The things that got you to $1M will not get you to $10M. Here is what changes, what breaks, and what you need to build next.

4 min readgrowth

B2B Growth

B2B Customer Expansion: Growing Revenue from Existing Accounts

Acquiring a new customer costs 5-7x more than expanding an existing one. Most B2B companies leave this money on the table. Here is the expansion playbook.

4 min read

B2B Growth

How to Fix a Broken B2B Sales Funnel

Your funnel is not broken everywhere. It is broken in one or two specific places. Here is how to find the leak in 48 hours using data you already have.

4 min read

B2B Growth

B2B Sales and Product Alignment: The Framework That Works

Your product team builds what they think is right. Your sales team sells what they think they can close. Neither is listening to the other. Here is the fix.

5 min read

Scaling & Operations

Scaling in Regulated Markets

Growth in healthcare, fintech, or compliance-heavy industries plays by different rules. Here is the playbook I have used to scale within regulatory constraints.

4 min read

Revenue Operations

Pipeline Velocity: Why Speed Matters More Than Volume

You do not need more leads. You need faster ones. How to calculate pipeline velocity and the three levers that actually move it.

4 min read

Revenue Operations

The Revenue Cadence: Running a Growth Operating Rhythm

The weekly, monthly, and quarterly rhythm I install in every company I work with. Meetings, metrics, owners, and escalation paths. The whole system.

4 min read

Revenue Operations

Revenue Attribution: The Metric Most Companies Get Wrong

First-touch, last-touch, multi-touch. They are all incomplete. Here is the attribution model that actually tells you where your revenue comes from.

4 min readscale

Revenue Operations

Unit Economics for Product Leaders

You do not need an MBA to read a P&L. Here are the five numbers every product leader should know cold and how to use them in roadmap decisions.

5 min read

Revenue Operations

The Shipped Revenue Framework

A framework for connecting every product decision to a P&L outcome. Not theory. The actual operating model I use with PE-backed companies.

5 min read

Revenue Operations

The Invisible 40%

Most companies hemorrhage 40% of potential revenue before a customer ever reaches sales. Here is where it goes and how to recapture it.

5 min read

Fix the Revenue Leaks

I will map your pipeline, find the 2-3 biggest leaks, and give you a 90-day fix plan. 30-minute call, no pitch.