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.

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Articles in This Series

Each article covers one component of the revenue operating system.

B2B Growth

Sales Compensation That Aligns with Product Strategy

When sales comp rewards the wrong product mix, the roadmap loses. How to design comp plans that align with product strategy at $10M-$100M.

8 min read

Scaling & Operations

Annual Planning That Survives Q1: A 90-Day Approach

80% of annual plans break by March. A 90-day bet approach keeps strategy alive: plan quarterly, commit monthly, review weekly.

8 min read

Revenue Operations

Customer Health Scoring That Predicts Churn

A health score built on usage, support, and commercial signals predicts churn 60-90 days before cancellation. Here's how to build one.

8 min read

Scaling & Operations

Run a Quarterly Business Review That Drives Action

Most QBRs waste two hours on slides with zero decisions. This action-first framework puts decisions first and tracks follow-through weekly.

10 min read

Scaling & Operations

From 50 to 150 Employees: Preventing Operational Chaos

Three breaking points hit between 50 and 150 employees. Here's the operating cadence and KPI structure that prevents the chaos.

10 min readscale

Revenue Operations

Revenue Forecasting That Your Board Can Trust

Most $10M-$100M companies miss revenue forecasts by 15-25%. A 90-day plan to build a forecast the board trusts. Pipeline math, not hope.

7 min readscale

Revenue Operations

The Marketing-to-Sales Handoff: Where Pipeline Dies

30% of qualified pipeline dies at the marketing-to-sales handoff. How to fix definitions, SLAs, routing, and speed-to-lead in 30 days.

8 min read

B2B Growth

Build a Partner Channel from Zero to $2M Revenue

Partner channels take 6-9 months to hit $500K and 18 months to reach $2M. Here's the operator playbook with economics, enablement, and cadence.

9 min readscale

B2B Growth

Account-Based Revenue Playbook for Mid-Market

How mid-market B2B teams run account-based revenue: tight target lists, tiered engagement, sales-marketing alignment, and attribution that matches how deals actually happen.

8 min readscale

B2B Growth

Customer Onboarding That Drives Retention

B2B SaaS onboarding drives 20-30% retention improvement when tied to activation milestones. Here's the system I install.

8 min read

B2B Growth

Outbound Sales for Founder-Led Companies

How founder-led B2B teams build outbound without a full sales org: tight ICP, a finite target list, a short sequence, and proof before the first AE hire.

8 min readgrowth

B2B Growth

How to Reduce Churn in 90 Days

A three-phase churn playbook: diagnose where leakage starts, ship onboarding and health-score quick wins, then install QBRs and expansion triggers tied to the revenue cadence.

9 min readgrowth

Revenue Operations

Monthly Business Review Scorecard

A monthly business review scorecard with 8 metrics, one-page format, and decision-meeting structure. Stop reporting. Start deciding.

8 min read

Revenue Operations

The Weekly Revenue Meeting Agenda That Moves Pipeline

A 30-minute weekly revenue meeting agenda with timeboxes, owners, and a decision log. Improved pipeline conversion 20-35% across 15+ engagements.

7 min read

Scaling & Operations

Operating Cadence That Scales

Weekly metrics reviews, monthly strategy, quarterly planning. Clear owners for growth-stage and PE-backed teams. Rhythm beats ad hoc meetings. Book a diagnostic.

8 min read

Scaling & Operations

Board Reporting for Growth-Stage Companies

Board packs fail when 40 slides hide decisions. Use five metrics, two risks, one ask. Get the Board Pack template or book a diagnostic.

8 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.

6 min readgrowth

B2B Growth

The B2B Pricing Playbook

List price, packaging, and discount rules for $10M-$100M B2B without eroding margin. Value-based framing, underpricing signals, and when to test a higher price.

6 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.

5 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.

5 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.

5 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.

6 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.

5 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.

5 min read

Revenue Operations

Revenue Operating Rhythm: 1:1s, Team Reviews, Forecast Calls

Build a revenue operating rhythm with weekly 1:1s, team reviews, and forecast calls. The three-layer system: 30 min tactical, 90 min strategic, quarterly planning.

6 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.

6 min readscale

Revenue Operations

Unit Economics for Product Leaders: LTV, CAC, Payback

Five numbers every product leader needs: LTV, CAC, payback period, gross margin. How to use them in roadmap decisions. No MBA required.

7 min read

Revenue Operations

The Shipped Revenue Framework

Connect every product decision to a P&L outcome: four layers, install steps, and the operating model I use with PE-backed and growth-stage companies.

7 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.

6 min read

Revenue Operations Playbooks

Revenue cadence frameworks and pipeline fixes from 15+ engagements. 1-2 per month.

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.

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