NEWSLETTERS
The GTM engineering playbook, one framework at a time.
Every week we ship one deep framework or one short, tactical piece on what changed in B2B tech go-to-market. Join 12,000+ CROs, VPs of Sales, and RevOps leaders.
One issue every Tuesday. Unsubscribe any time.
The AI-Driven Continuously Self-Improving ICP
How to transform ICP from a stale document people ignore to an AI-driven system that continuously improves to drive more revenue quarter after quarter.
Aug 8, 2026
Our Frameworks
The GTM Ops Decision Tree Framework
How can you make the most revenue in the next quarter just with GTM Ops? The GTM Ops Decision Tree is our model for narrowing down the one fix that moves the most revenue in the shortest time.
The CRO’s First 90 Days: GTM Ops Framework
A step-by-step framework for new CROs inheriting a messy GTM org. Make measurable revenue impact fast, bank early executive credibility, and walk into your first (or next) board meeting with a forecast you trust.
The Pipeline Management Framework
Most revenue leaders say pipeline generation is their #1 priority. But more pipeline won't help if the deals you have aren't closing. The Pipeline Management Framework shows you how to get more revenue from the pipeline you're already generating, without adding reps or leads.
The Inbound Efficiency Framework
Marketing is hitting the MQL target, but deals aren't closing. Sound familiar? Here's what might be breaking down behind the scenes in your systems and process for inbound, and how to fix it.
The Outbound Efficiency Framework
Outbound isn't dead, but the old playbooks are. Here's how we're optimizing and operationalizing the outbound process, enabling reps to conduct high-performing outbound campaigns at scale.
The GTM Metrics and Insights Framework
GTM metrics & insights separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real insights is even harder. This Framework will show you how to do both.
The GTM Ops Diagnostic Framework
The GTM Diagnostic Framework helps revenue leaders cut through the noise of everything that could be fixed and zero in on the one area of GTM that will have the most impact in the next 90 days.
The GTM Efficiency Pyramid Framework
The GTM Efficiency Pyramid helps you assess your operational maturity, visualize the best way to tackle big problems, and ensure you're building from a stable foundation.
Browse the archive.
Our Frameworks
The GTM Ops Decision Tree Framework
How can you make the most revenue in the next quarter just with GTM Ops? The GTM Ops Decision Tree is our model for narrowing down the one fix that moves the most revenue in the shortest time.
The CRO’s First 90 Days: GTM Ops Framework
A step-by-step framework for new CROs inheriting a messy GTM org. Make measurable revenue impact fast, bank early executive credibility, and walk into your first (or next) board meeting with a forecast you trust.
The Pipeline Management Framework
Most revenue leaders say pipeline generation is their #1 priority. But more pipeline won't help if the deals you have aren't closing. The Pipeline Management Framework shows you how to get more revenue from the pipeline you're already generating, without adding reps or leads.
The Inbound Efficiency Framework
Marketing is hitting the MQL target, but deals aren't closing. Sound familiar? Here's what might be breaking down behind the scenes in your systems and process for inbound, and how to fix it.
The Outbound Efficiency Framework
Outbound isn't dead, but the old playbooks are. Here's how we're optimizing and operationalizing the outbound process, enabling reps to conduct high-performing outbound campaigns at scale.
The GTM Metrics and Insights Framework
GTM metrics & insights separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real insights is even harder. This Framework will show you how to do both.
The GTM Ops Diagnostic Framework
The GTM Diagnostic Framework helps revenue leaders cut through the noise of everything that could be fixed and zero in on the one area of GTM that will have the most impact in the next 90 days.
The GTM Efficiency Pyramid Framework
The GTM Efficiency Pyramid helps you assess your operational maturity, visualize the best way to tackle big problems, and ensure you're building from a stable foundation.
The Annual Planning Framework
Annual Planning is a large and complicated project, regularly taking months of back-and-forth problem solving and negotiating before a plan is approved. With so many moving parts, a lot can go wrong. So how do you set yourself up for success on day one of Q1? Here are our best practices for annual planning.
The Allbound ABM Framework
Inbound… Outbound… What's the difference? All we really want to know is this: Which accounts are most likely to convert to revenue? That's why, instead of managing two funnels, we built one unified system: The Allbound ABM Framework.
The GTM Process Index
This index provides an easy reference for all of the processes outlined in The GTM Metrics and Insights Framework as critical for ensuring accurate GTM Metrics.
The GTM Metrics Index
This index provides an easy reference for calculating and analyzing every metric outlined in The GTM Metrics and Insights Framework.
The RevOps Roadmap Framework
Learn how to create your own RevOps Roadmap – so you can prioritize projects, align your teams around strategic goals, and still work through your backlog of inbound requests.
Sales Operations
The AI-Driven Continuously Self-Improving ICP
How to transform ICP from a stale document people ignore to an AI-driven system that continuously improves to drive more revenue quarter after quarter.
What You Need to Know About Salesforce’s Security Update
Every Salesforce admin in your org got the "Action Needed" email. It doesn't mention your integrations are at risk, or what to do about it. Among many other mandatory actions and their deadlines. Here's what you need to know to get through the upcoming changes.
3 Resource Allocation Tactics You Should Steal
Here are 3 resource allocation tactics you should steal from HelpScout CRO Andrea Kayal.
How ZoomInfo Re-Engineered GTM to Shift Upmarket
CRO of ZoomInfo James Roth sat down with us on GTM Science to cover what needed to change in their GTM motion to support an upmarket shift.
Comparing 7 Reports on the State of GTM in 2025
We analyzed 7 major reports on the state of GTM in B2B SaaS, picking out the key insights and comparing patterns across a massive data set. Get a glimpse into the state of GTM for 2026 and what you should be prioritizing now to get ahead.
How a CRO Raised Win Rates to 53% By Ignoring a Common Best Practice
Kyle Norton, CRO at Owner.com, took win rates from 38% to 53% in a single quarter. We’re breaking down the story; what he did, why it worked, and what it means for you.
4 Steps to AI Implementation With an Impact
This is the same AI implementation process Jody Geiger used at Klue to reduce demo prep time from 8 hours to 2 minutes. All without losing the personalization that actually won their deals.
How to Lose the Trust of Your Sales Team
We're breaking down how a compensation crisis starts, how to diagnose a hidden comp problem, what actually breaks, and how to fix it. (Plus, what to do if we spot cracks forming)
Mastering ICP: Understanding Our Customers Better with Data
Our easiest wins aren't always our true ideal customers. So how do we properly define, validate, and enforce ICP definitions that increase revenue through the whole funnel? Brady Jensen shared his playbook with us.
The ROI of GTM Ops
What's the ROI of GTM Ops? We get asked this question all the time. Here's our best answer.
How Datarails Grew 90% in New Sales YoY
Forbes just called them the Salesforce of their industry. What did the CRO of Datarails do in the last few years to get here? Here's what he told us.
Why AI is Accelerating GTM Growth for Some Teams and Failing Others
How has AI been working for you? Really working, with the revenue numbers to back it up? If the answer is "not great", here’s why you're not seeing the results other companies are.
Why Your MQLs Aren’t Converting
Across every company we've worked with, the issue of MQLs not converting always comes down to two common problems.
The GTM Ops Decision Tree
Here's how to use our simple model for helping teams prioritize, align, and commit to the one thing that will drive real impact this quarter.
Measuring CAC Payback by Lead Type/Channel
On paper, a healthy CAC Payback feels like a green light for growth. But dig deeper by lead type, and you’ll see how easily a single channel can quietly burn millions, while another is sitting there ready to scale.
Is the 10x AE Actually Possible?
What if a single mid-market AE could carry a $10M quota? It sounds nearly impossible, or at least ridiculous. But that’s exactly the question Hayes Davis asked in a viral LinkedIn post that sparked heated debate. So, we interviewed him on the entire thought experiment and the conclusion he came to.
Build the Foundation for AI in GTM
SaaStr just launched an AI SDR that outperformed all their human SDRs in just two weeks. Here's a breakdown of why it worked, and why similar AI endeavors end up failing instead.
The Best Use Cases for AI in GTM
Success stories with AI are finally emerging for B2B SaaS go-to-market, but not for the reasons you’d expect. It’s not the tools driving results. It’s what the smartest teams are doing before they ever touch the tech. Here's the breakdown.
Make Sure Your Next CRO Role Doesn’t Set You Up to Fail
What if the real threat to a CRO's job isn’t bad execution or missing target? It’s walking into a role designed to fail from the start. Here's what the most successful CROs look for before saying yes and the red flags that tell you to walk away.
Hiring a CRO: Why Most Companies Get It Wrong and How to Fix It
The real reason most CROs fail isn’t about the CRO at all—it’s about a failure in leadership design . And by the time the organization realizes it, they’ve burned through time, trust, and another quarter of missed targets.
Pipe Gen Metrics 2.0
Today’s buyers behave nothing like your model predicts. It's time to run a new pipeline generation playbook.
We Missed Target. Again! Now What?
What do we do now? And how do we communicate this to the board? Here's how we can turn setbacks into actionable insights and get our team back on a realistic, achievable path.
The Unblended Funnel: Finding Truth in Our GTM Engine
Your funnel metrics look great—until you miss your number. Again. Blended data is lying to your GTM team, and it’s costing you millions.
Meet Your New AI Sales Co-Pilot
The best CROs are doubling down on humans + AI (NOT replacing their reps). Here's what this setup actually looks like.
The 3-Layer GTM Scorecard Every CRO Should be Using
The 3-Layer GTM Scorecard isn't a dashboard, it's an operating system that cracks business visibility, reveals strategic insights, and keeps you prepared for any question the board throws at you.
Pipeline Hygiene that 25Xed MQLs to Closed Won
A strong-looking pipeline doesn't always mean real revenue. Learn how one $400M B2B SaaS company uncovered hidden risks—and the simple shifts that drove a 25x jump in conversion rates.
9 Steps to Improve Lead Conversion
So many companies pour budget into lead gen, only to lose the leads they generate due to poor lead management processes. Here are 9 steps to improve your lead-to-qualified pipeline conversion rates.
Not All GTM Metrics Tell the Full Truth: CAC Payback vs GTM Efficiency
Think your CAC Payback looks good? So did these two companies—until one realized their growth had completely stalled. Here's the metric that actually shows if your GTM strategy is working.
Sales and Pipeline Processes Required for Accurate GTM Metrics
The following processes are not “nice-to-haves”, they’re essential for maintaining accurate and consistent Pipeline Generation metrics, Pipeline Management Metrics, and most of your Financial and GTM Metrics.
The Problem with LTV and LTV:CAC
If you're a recurring revenue business, LTV and LTV:CAC may be the most BS metrics you could look at. We break down why and what you should analyze instead.
How We Analyze Metrics to Optimize Revenue Growth
The ability to read data and gain the right insights is critical to a revenue leader’s impact and success. Are you just looking at the numbers, or uncovering the real story behind them? Metrics don’t always speak for themselves—here’s how we use data to inform GTM initiatives for our clients.
Our 7 Frameworks for Optimizing GTM
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
We’re Building Something Big…
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Where to Start in GTM and Ops
I’ve been doing some deep and critical work with 3 different CROs in the past month. All new to their role, all in B2B SaaS companies, all sharing similar challenges. Here's a breakdown of how we approach and prioritize our work with them.
How to Drive Real Revenue Through Salesforce
CROs almost always make this mistake: Thinking a Salesforce cleanup will drive revenue. In reality, you're only making more busywork that will have to be redone every 2-3 years, with zero impact on helping reach revenue goals. Here’s another option: using Salesforce to drive real revenue.
Data Driven Sales Coaching
The best sales organizations arm their leaders with data that pinpoints where each rep can improve. Here's how they do it.
The SDR Role is Dead
The SDR role as we know it is dead. It's completely unsustainable. But that doesn't necessarily mean it's the end for SDRs. Here’s a breakdown of why this is happening and what to do about it.
Why Companies Fail with Salesforce
I spent 3 years at Salesforce: 1) Watching customers waste their money and 2) Getting zero impact from their rev tech stack. Here's what I learned.
Bottoms Up GTM Planning
It's planning season. Is your company already setting itself up to miss next year's targets? Top Down planning is based on hopes and dreams – here's how to make a plan you can bring to your board with more assurance and more connection to reality.
Implementing Sales Process into the CRM
Are you using Salesforce to ensure reps are executing the sales process properly? This is the same tactic used by many of the top performing B2B SaaS companies I’ve worked with – including Salesforce themselves.
Business Acumen is BS
Ask most CROs and sales leaders what the key skill is for salespeople and many will say “business acumen.” It’s what separates good from great salespeople. It’s also complete bullshit.
How to Generate More Expansion Pipeline
This AE missed a huge expansion opportunity. Are your AEs making the same mistake? Here's what they should be doing to increase expansion pipeline.
How to Conduct Pipeline Reviews Like Salesforce
You don't trust your pipeline and reps aren't executing the sales process because training is not enough. Instead, here's how Salesforce almost forces reps to learn and adopt their process by baking it into everything they do.
Most Of Us Are Doing Account Scoring Wrong
We often confuse what makes a "good" prospect and what makes a "ready" prospect. Figuring out the difference (and what to do with each) will have you scoring accounts better than most B2B SaaS companies.
The Secret KPI You Should Be Tracking
If you want pipeline insights that actually help improve revenue outcomes, you should be tracking pipeline progression. So few companies do, it might as well be a secret. (Bonus: We'll show you instructions on how to build the report in Salesforce!)
You Don’t Need a New SDR Leader
Here's the real reason your SDR team isn't working – and what you should do to fix it before resorting to hiring, firing, or changing software.
Create Strategic Alignment with a Pipeline Council
When it comes to tightening up your pipeline, basic pipeline reviews and sales/marketing meetings just don't cut it. You need a pipeline council — a committee of cross-organizational representatives that don't hold any punches when it comes to finding and fixing root issues.
Inbound Lead Qualification and Routing
Most B2B SaaS companies don't follow proper inbound lead qualification criteria – then wonder why most of their leads don't convert. If you're one of them, this newsletter will show you what to do.
What Does “Account-Based” Really Mean?
Top performing B2B SaaS companies understand the real meaning of "account-based". Here's how they're doing ABM.
What Your Funnel Isn’t Telling You
CEO of Growblocks, Toni Holhbein, shares an often-overlooked aspect of the revenue factory model: production lines. Your funnel is more complex than you think.
Are Benchmarks Useless?
Should we be looking at benchmarks at all, or do we just need to find the right context to use them?
Sales Triggers with John Barrows
John Barrows joins us to share some of the same sales triggers strategies he teaches in his outbound sales training programs. Using sales triggers is the key to relevant outbound that gets replies.
How To Craft The Perfect Executive Scorecard
Get our Executive Scorecard template and learn the essentials of creating a scorecard that not only tracks the most impactful metrics, but also engages and aligns the executive team.
The Sales Nurture Playbook
Outbound prospects rarely fit into the "Ideal Buyer" category right away. Here are the three scenarios sales teams are likely to face and how to nurture your leads through each of them.
Operationalizing Outbound Part 3: Creating Your Sequences
Relevance at scale is the key to better outbound. Learn how to build outbound sequences that generate more pipeline while balancing quality and quantity.
Operationalizing Outbound Part 2: Building the List
With a carefully curated list of companies to go after, 80% of the heavy lifting in outbound sales is done for you. Part 2 in our series shows you how to create this list.
Operationalizing Outbound Part 1: Capacity Planning
In Part 1 of our Operationalizing Outbound Series, we show you how to lay the critical foundation for any successful outbound process: capacity planning.
The Wrong Ways to Improve Sales Efficiency
You don’t improve sales efficiency by trying to improve sales. “Selling more” is usually too simplistic of a goal on its own and often leads to misguided “solutions” that can cause more harm than good.
Creating a Territory Management Plan
Building a strategic territory plan can increase the efficiency of your sales reps by up to 70%. We'll show you step-by-step how to do it.
Set Realistic Revenue Targets with Capacity Planning
There's no way to know if you have enough people and/or resources to achieve your revenue targets if you've never done capacity planning. Here's how to do it.
Breakdown of a Strategy-Driven Tech Stack
Build a tech stack that gets used and makes a positive impact on your business, without overwhelming your reps or spending more than you need to.
Will Hiring Salespeople Stimulate Growth?
Feeling pressure to increase sales? Thinking of hiring more salespeople to do it? Just remember to "Eat 80 Apples" and you'll be on your way to figuring out the best path for your company!
Generative AI Series Part Two: Sales
The skills that make a salesperson AMAZING right now will soon be the skills that make a salesperson… period. The rest will become the job of AI.
2024 Predictions For B2B SaaS Revenue Growth
Nobody in SaaS has ever worked in an environment like what we’re now dealing with. Here's the new revenue growth playbook for 2024.
The SaaS Expansion Method
If you don’t work to increase the value of your existing customers, you’re going to stall out, only ever replacing churn with new sales. That's no way to grow! Here's the expansion method used by top SaaS companies such as Salesforce.
Improve Your Average Sales Price
Stay competitive while staying profitable by taking control of your pricing. Nailing down these four pricing processes will elevate your business, brand, close rates, and profitability.
Setting Incentives That Won’t Backfire On Your Business
The sales incentives you set can make or break your business. We’ll show you the worst way to do it, what you should do instead, and the one exception to the rule.
Zombie Pipeline: The Living-Dead Deals You Should Put in the Grave
How much of your pipeline consists of leads that should have been closed out long ago? They’ll never buy, but no one wants to admit it. So they shamble from quarter to quarter, bloating your data until it’s unusable. We’ll show you the dangers of zombie pipeline, how to clean it out, and how to prevent it from happening again.
Narrow Your Focus For Scalable, Consistent Growth
If you go too broad, too fast, you’ll spread yourself too thin across all of your marketing segments to be successful in any of them.
How to Master the Art of Outbound
Get more from your market outreach while spending less time on it. We show you critical best practices that can be applied to any outbound strategy in sales or marketing.
The Consequences of Undefined Metrics
Defining your key metrics is a sneaky investment. The value isn’t immediately obvious and there’s no direct ROI. So why should you bother? We highlight three critical consequences of ignoring this foundational step.
Speed to Lead: Boosting ROI Through Quick Response
You could be losing anywhere between 50-78% of your warmest leads simply by taking a little too long to respond to them. Get tips on how to increase your Speed to Lead (multiplying your chance of lead qualification by 21x).
How We Tripled Sales Efficiency in a Downturn
How we dialed up Sales efficiency in our last downturn.
Sales and Marketing Alignment
Align sales and marketing and improve the ROI on both!
The Real ROI of RevOps
Where’s the ROI in RevOps? If you said revenue growth, you’re missing something big! The purpose of RevOps isn’t just to drive revenue growth. It’s to maximize the Enterprise Value of the company.
Territory Management
Don’t waste precious selling time on the wrong prospects.
Stop the Fire Drills in RevOps
How to Bring Order to Chaos in RevOps
Revenue Insights
Become the Strategic Advisor to leadership through Insights.
The Revenue Efficiency Pyramid
How can we work more strategically and build a roadmap for the future? We get this question often. So, I wrote this article to give RevOps leaders, particularly those new to the role, a guide to follow.
Allbound Sales
Combine Inbound and Outbound into an Allbound Sales model.
Sustainable Growth
Move from “Growth at All Costs” to “Sustainable Growth.”
Pipeline Velocity
This might be your most important sales metric.
Trust Your Pipeline
Build a sales pipeline you can actually trust.
Marketing & Acquisition
The AI-Driven Continuously Self-Improving ICP
How to transform ICP from a stale document people ignore to an AI-driven system that continuously improves to drive more revenue quarter after quarter.
3 Resource Allocation Tactics You Should Steal
Here are 3 resource allocation tactics you should steal from HelpScout CRO Andrea Kayal.
Comparing 7 Reports on the State of GTM in 2025
We analyzed 7 major reports on the state of GTM in B2B SaaS, picking out the key insights and comparing patterns across a massive data set. Get a glimpse into the state of GTM for 2026 and what you should be prioritizing now to get ahead.
4 Steps to AI Implementation With an Impact
This is the same AI implementation process Jody Geiger used at Klue to reduce demo prep time from 8 hours to 2 minutes. All without losing the personalization that actually won their deals.
Breaking Down the “State of GTM AI” Report with Craig Rosenberg
One finding in Scale Venture Partners' State of GTM AI Report stuck out to us. There's a split that explains why the vast majority of teams struggle to measure ROI from AI. We interviewed the creator of the report to talk about it.
Building a Microsegmentation Engine
What if changing your segmentation approach could double your conversion rates? Would it be worth trying? Let's talk about it.
How to Optimize Marketing-Generated Revenue
What do we do when we have bigger marketing targets this year and less (or the same) resources? Here's how we help our clients get more revenue from marketing, without increasing budgets.
Mastering ICP: Understanding Our Customers Better with Data
Our easiest wins aren't always our true ideal customers. So how do we properly define, validate, and enforce ICP definitions that increase revenue through the whole funnel? Brady Jensen shared his playbook with us.
The ROI of GTM Ops
What's the ROI of GTM Ops? We get asked this question all the time. Here's our best answer.
How Datarails Grew 90% in New Sales YoY
Forbes just called them the Salesforce of their industry. What did the CRO of Datarails do in the last few years to get here? Here's what he told us.
Why AI is Accelerating GTM Growth for Some Teams and Failing Others
How has AI been working for you? Really working, with the revenue numbers to back it up? If the answer is "not great", here’s why you're not seeing the results other companies are.
Why Your MQLs Aren’t Converting
Across every company we've worked with, the issue of MQLs not converting always comes down to two common problems.
The GTM Ops Decision Tree
Here's how to use our simple model for helping teams prioritize, align, and commit to the one thing that will drive real impact this quarter.
Build the Foundation for AI in GTM
SaaStr just launched an AI SDR that outperformed all their human SDRs in just two weeks. Here's a breakdown of why it worked, and why similar AI endeavors end up failing instead.
The Best Use Cases for AI in GTM
Success stories with AI are finally emerging for B2B SaaS go-to-market, but not for the reasons you’d expect. It’s not the tools driving results. It’s what the smartest teams are doing before they ever touch the tech. Here's the breakdown.
Pipe Gen Metrics 2.0
Today’s buyers behave nothing like your model predicts. It's time to run a new pipeline generation playbook.
We Missed Target. Again! Now What?
What do we do now? And how do we communicate this to the board? Here's how we can turn setbacks into actionable insights and get our team back on a realistic, achievable path.
The Unblended Funnel: Finding Truth in Our GTM Engine
Your funnel metrics look great—until you miss your number. Again. Blended data is lying to your GTM team, and it’s costing you millions.
The 3-Layer GTM Scorecard Every CRO Should be Using
The 3-Layer GTM Scorecard isn't a dashboard, it's an operating system that cracks business visibility, reveals strategic insights, and keeps you prepared for any question the board throws at you.
Marketing and Inbound Processes Critical for Accurate Metrics
We've outlined all of the critical, foundational processes and definitions required to ensure your marketing and inbound metrics are accurate (which in turn effect most other metrics downstream).
Our 7 Frameworks for Optimizing GTM
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
We’re Building Something Big…
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Where to Start in GTM and Ops
I’ve been doing some deep and critical work with 3 different CROs in the past month. All new to their role, all in B2B SaaS companies, all sharing similar challenges. Here's a breakdown of how we approach and prioritize our work with them.
Create Strategic Alignment with a Pipeline Council
When it comes to tightening up your pipeline, basic pipeline reviews and sales/marketing meetings just don't cut it. You need a pipeline council — a committee of cross-organizational representatives that don't hold any punches when it comes to finding and fixing root issues.
Inbound Lead Qualification and Routing
Most B2B SaaS companies don't follow proper inbound lead qualification criteria – then wonder why most of their leads don't convert. If you're one of them, this newsletter will show you what to do.
What Does “Account-Based” Really Mean?
Top performing B2B SaaS companies understand the real meaning of "account-based". Here's how they're doing ABM.
What Your Funnel Isn’t Telling You
CEO of Growblocks, Toni Holhbein, shares an often-overlooked aspect of the revenue factory model: production lines. Your funnel is more complex than you think.
Are Benchmarks Useless?
Should we be looking at benchmarks at all, or do we just need to find the right context to use them?
10 Things CROs Need to Understand About Marketing
As more and more companies have their marketing departments report to the CRO, it's vital to address some common disconnects between the two worlds. CROs, it's time to become a better partner to marketing!
How To Craft The Perfect Executive Scorecard
Get our Executive Scorecard template and learn the essentials of creating a scorecard that not only tracks the most impactful metrics, but also engages and aligns the executive team.
Finally Shedding Light on the “Dark Funnel”
Tracking attribution gets a lot more difficult when a huge chunk of your customers’ exposure to your brand is invisible to you. Let's shed some light on the "dark funnel".
Set Realistic Revenue Targets with Capacity Planning
There's no way to know if you have enough people and/or resources to achieve your revenue targets if you've never done capacity planning. Here's how to do it.
Breakdown of a Strategy-Driven Tech Stack
Build a tech stack that gets used and makes a positive impact on your business, without overwhelming your reps or spending more than you need to.
Generative AI Series Part One: Marketing
Generative AI is going to change the way we do marketing forever, from attribution, to lead generation, to messaging.
2024 Predictions For B2B SaaS Revenue Growth
Nobody in SaaS has ever worked in an environment like what we’re now dealing with. Here's the new revenue growth playbook for 2024.
The SaaS Expansion Method
If you don’t work to increase the value of your existing customers, you’re going to stall out, only ever replacing churn with new sales. That's no way to grow! Here's the expansion method used by top SaaS companies such as Salesforce.
Your Data Needs Time to Bake
You may have undergone a data reset before without ever realizing it. Knowing what to expect, what to do, and what to avoid is critical in the first several months afterwards.
Setting Incentives That Won’t Backfire On Your Business
The sales incentives you set can make or break your business. We’ll show you the worst way to do it, what you should do instead, and the one exception to the rule.
Narrow Your Focus For Scalable, Consistent Growth
If you go too broad, too fast, you’ll spread yourself too thin across all of your marketing segments to be successful in any of them.
How to Master the Art of Outbound
Get more from your market outreach while spending less time on it. We show you critical best practices that can be applied to any outbound strategy in sales or marketing.
The Consequences of Undefined Metrics
Defining your key metrics is a sneaky investment. The value isn’t immediately obvious and there’s no direct ROI. So why should you bother? We highlight three critical consequences of ignoring this foundational step.
The Revenue Efficiency Pyramid for Marketing
The Fundamentals of Building a Marketing Operation.
Sales and Marketing Alignment
Align sales and marketing and improve the ROI on both!
The Real ROI of RevOps
Where’s the ROI in RevOps? If you said revenue growth, you’re missing something big! The purpose of RevOps isn’t just to drive revenue growth. It’s to maximize the Enterprise Value of the company.
Stop the Fire Drills in RevOps
How to Bring Order to Chaos in RevOps
Revenue Insights
Become the Strategic Advisor to leadership through Insights.
The Revenue Efficiency Pyramid
How can we work more strategically and build a roadmap for the future? We get this question often. So, I wrote this article to give RevOps leaders, particularly those new to the role, a guide to follow.
Sustainable Growth
Move from “Growth at All Costs” to “Sustainable Growth.”
Case Studies
The GTM Reset That Lifted MQL to Closed Won Conversions From 0.2% to 5%
This global B2B company was struggling with stale pipeline, low lead conversion, and unreliable forecasts, until we helped them rebuild their GTM foundation. In just 60 days, they went from 0.2% to 5% lead-to-closed won conversion and unlocked over $300K in monthly inbound revenue.
Star Austism’s Lead Management and Pipeline Visibility Transformation
Star Autism had strong inbound demand, but lacked the process, visibility, and structure to convert it into consistent pipeline. We rebuilt their lead management system, redesigned their sales process, and equipped the team with the tools to execute. The result: full pipeline visibility, consistent follow-up, and a GTM engine built to scale.
How Solutionreach Unified Sales Execution and Forecasting Through Strategic GTM Design
When Solutionreach expanded into enterprise segments, their sales process, pipeline, and forecasting lacked the structure needed to scale. We partnered with their RevOps leader to design a unified GTM strategy: defining stages, segmentation, and dashboards to drive clarity and execution.
How Techstars Accelerated Sales Pipeline with Revenue Insights
Techstars saw an opportunity to grow revenue through better targeting, territory planning, and a more efficient sales process. They needed more than just a Salesforce admin; they needed a Salesforce Architect and a RevOps Strategist.
How Federato’s Revenue Engine Helped Raise Series B Funding Preemptively
After raising their Series A, Federato knew they needed to build a revenue team and a repeatable, scalable revenue engine for a successful Series B round.
Customer Success
The AI-Driven Continuously Self-Improving ICP
How to transform ICP from a stale document people ignore to an AI-driven system that continuously improves to drive more revenue quarter after quarter.
Comparing 7 Reports on the State of GTM in 2025
We analyzed 7 major reports on the state of GTM in B2B SaaS, picking out the key insights and comparing patterns across a massive data set. Get a glimpse into the state of GTM for 2026 and what you should be prioritizing now to get ahead.
The ROI of GTM Ops
What's the ROI of GTM Ops? We get asked this question all the time. Here's our best answer.
Build the Foundation for AI in GTM
SaaStr just launched an AI SDR that outperformed all their human SDRs in just two weeks. Here's a breakdown of why it worked, and why similar AI endeavors end up failing instead.
The Best Use Cases for AI in GTM
Success stories with AI are finally emerging for B2B SaaS go-to-market, but not for the reasons you’d expect. It’s not the tools driving results. It’s what the smartest teams are doing before they ever touch the tech. Here's the breakdown.
Predict Churn with a Customer Health Scoring System
Poor customer health monitoring is a revenue problem. So why do so few CROs and revenue leaders ensure their company has an optimized Customer Health Scoring system in place? Here's how to do it.
Essential CS Processes for GTM Visibility After the Sale
Customer retention is the lifeblood of recurring revenue businesses. So why are CS metrics and processes so frequently neglected? Here are the critical CS processes that every B2B SaaS should have (and why).
We’re Building Something Big…
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Where to Start in GTM and Ops
I’ve been doing some deep and critical work with 3 different CROs in the past month. All new to their role, all in B2B SaaS companies, all sharing similar challenges. Here's a breakdown of how we approach and prioritize our work with them.
Create Strategic Alignment with a Pipeline Council
When it comes to tightening up your pipeline, basic pipeline reviews and sales/marketing meetings just don't cut it. You need a pipeline council — a committee of cross-organizational representatives that don't hold any punches when it comes to finding and fixing root issues.
Set Realistic Revenue Targets with Capacity Planning
There's no way to know if you have enough people and/or resources to achieve your revenue targets if you've never done capacity planning. Here's how to do it.
Breakdown of a Strategy-Driven Tech Stack
Build a tech stack that gets used and makes a positive impact on your business, without overwhelming your reps or spending more than you need to.
Generative AI Series Part Three: Customer Success
The third and final part of our Generative AI Series. Here's how AI is going to bring the biggest impact to Customer Success.
2024 Predictions For B2B SaaS Revenue Growth
Nobody in SaaS has ever worked in an environment like what we’re now dealing with. Here's the new revenue growth playbook for 2024.
Make Customer Success Your Golden Goose
Make Customer Success a revenue center, not a cost center. Here's how to structure your CS organization for the most powerful results (and an alternative method for businesses with less resources).
The SaaS Expansion Method
If you don’t work to increase the value of your existing customers, you’re going to stall out, only ever replacing churn with new sales. That's no way to grow! Here's the expansion method used by top SaaS companies such as Salesforce.
Hacks to Make Retention Easier
How to lay the groundwork for growth.
The Real ROI of RevOps
Where’s the ROI in RevOps? If you said revenue growth, you’re missing something big! The purpose of RevOps isn’t just to drive revenue growth. It’s to maximize the Enterprise Value of the company.
The Revenue Efficiency Pyramid
How can we work more strategically and build a roadmap for the future? We get this question often. So, I wrote this article to give RevOps leaders, particularly those new to the role, a guide to follow.
Net Revenue Retention
Salesforce’s playbook to retain and grow customers.
Sustainable Growth
Move from “Growth at All Costs” to “Sustainable Growth.”
Revenue Teams
The AI-Driven Continuously Self-Improving ICP
How to transform ICP from a stale document people ignore to an AI-driven system that continuously improves to drive more revenue quarter after quarter.
What You Need to Know About Salesforce’s Security Update
Every Salesforce admin in your org got the "Action Needed" email. It doesn't mention your integrations are at risk, or what to do about it. Among many other mandatory actions and their deadlines. Here's what you need to know to get through the upcoming changes.
3 Resource Allocation Tactics You Should Steal
Here are 3 resource allocation tactics you should steal from HelpScout CRO Andrea Kayal.
How ZoomInfo Re-Engineered GTM to Shift Upmarket
CRO of ZoomInfo James Roth sat down with us on GTM Science to cover what needed to change in their GTM motion to support an upmarket shift.
Comparing 7 Reports on the State of GTM in 2025
We analyzed 7 major reports on the state of GTM in B2B SaaS, picking out the key insights and comparing patterns across a massive data set. Get a glimpse into the state of GTM for 2026 and what you should be prioritizing now to get ahead.
How a CRO Raised Win Rates to 53% By Ignoring a Common Best Practice
Kyle Norton, CRO at Owner.com, took win rates from 38% to 53% in a single quarter. We’re breaking down the story; what he did, why it worked, and what it means for you.
4 Steps to AI Implementation With an Impact
This is the same AI implementation process Jody Geiger used at Klue to reduce demo prep time from 8 hours to 2 minutes. All without losing the personalization that actually won their deals.
Breaking Down the “State of GTM AI” Report with Craig Rosenberg
One finding in Scale Venture Partners' State of GTM AI Report stuck out to us. There's a split that explains why the vast majority of teams struggle to measure ROI from AI. We interviewed the creator of the report to talk about it.
Building a Microsegmentation Engine
What if changing your segmentation approach could double your conversion rates? Would it be worth trying? Let's talk about it.
GTM Ops First 90 Days Playbook
New GTM Ops leaders: don't follow your day-one instinct to fix it all. Tackling everything is the recipe for failure. The first 90 days aren't about building everything, they're about proving operational change works. Here's how.
Our Top 5 GTM Science Episodes of 2025
Our podcast is evolving — fast! These five episodes weren't just our most-listened-to of 2025: they also made it into our all-time top 8. And our #1 episode this year? It's also the most-listened-to episode we've ever done.
Proving the Impact of RevOps
Most RevOps teams can't prove their impact, while a former ZoomInfo VP of RevOps was trusted to cut 2/3rds of all leads and increased revenue. The difference? Instrumentation.
How to Lose the Trust of Your Sales Team
We're breaking down how a compensation crisis starts, how to diagnose a hidden comp problem, what actually breaks, and how to fix it. (Plus, what to do if we spot cracks forming)
Mastering ICP: Understanding Our Customers Better with Data
Our easiest wins aren't always our true ideal customers. So how do we properly define, validate, and enforce ICP definitions that increase revenue through the whole funnel? Brady Jensen shared his playbook with us.
The ROI of GTM Ops
What's the ROI of GTM Ops? We get asked this question all the time. Here's our best answer.
How Datarails Grew 90% in New Sales YoY
Forbes just called them the Salesforce of their industry. What did the CRO of Datarails do in the last few years to get here? Here's what he told us.
Top 8 Responsibilities of a CRO in a $100M+ SaaS Company
Here's what I’ve seen over the last 12 years that separates the best revenue leaders from the rest, specifically in +$100M companies, and what each and every CRO can do to level up.
How to Get Quick Hits in GTM Ops and RevOps
How do you show progress in RevOps and GTM Ops when you don't have time for a 12-month roadmap? Here's how you can start delivering wins in a matter of weeks to one sales cycle.
Why AI is Accelerating GTM Growth for Some Teams and Failing Others
How has AI been working for you? Really working, with the revenue numbers to back it up? If the answer is "not great", here’s why you're not seeing the results other companies are.
What It Really Costs to Grow: Benchmarking GTM Efficiency
How do we know if our GTM Engine is more efficient than it was last year? How do we know if it’s more or less efficient than other companies? Here's an objective way to measure and benchmark it.
The GTM Ops Decision Tree
Here's how to use our simple model for helping teams prioritize, align, and commit to the one thing that will drive real impact this quarter.
Measuring CAC Payback by Lead Type/Channel
On paper, a healthy CAC Payback feels like a green light for growth. But dig deeper by lead type, and you’ll see how easily a single channel can quietly burn millions, while another is sitting there ready to scale.
What Every CRO Should Do in Their First 6 Months
With the help of Warren Zenna, we've broken down everything a CRO needs to do in the first six months of a new role so you don't get stuck managing chaos, juggling politics, and constantly having to justify your existence.
The Extinction of RevOps and the Rise of GTM Engineering
The rise of Go-to-Market Engineering isn’t just another buzzword. It’s a reaction to a deeper failure in how we’ve built RevOps from the start.
Build the Foundation for AI in GTM
SaaStr just launched an AI SDR that outperformed all their human SDRs in just two weeks. Here's a breakdown of why it worked, and why similar AI endeavors end up failing instead.
The Best Use Cases for AI in GTM
Success stories with AI are finally emerging for B2B SaaS go-to-market, but not for the reasons you’d expect. It’s not the tools driving results. It’s what the smartest teams are doing before they ever touch the tech. Here's the breakdown.
Make Sure Your Next CRO Role Doesn’t Set You Up to Fail
What if the real threat to a CRO's job isn’t bad execution or missing target? It’s walking into a role designed to fail from the start. Here's what the most successful CROs look for before saying yes and the red flags that tell you to walk away.
Hiring a CRO: Why Most Companies Get It Wrong and How to Fix It
The real reason most CROs fail isn’t about the CRO at all—it’s about a failure in leadership design . And by the time the organization realizes it, they’ve burned through time, trust, and another quarter of missed targets.
Pipe Gen Metrics 2.0
Today’s buyers behave nothing like your model predicts. It's time to run a new pipeline generation playbook.
We Missed Target. Again! Now What?
What do we do now? And how do we communicate this to the board? Here's how we can turn setbacks into actionable insights and get our team back on a realistic, achievable path.
The Unblended Funnel: Finding Truth in Our GTM Engine
Your funnel metrics look great—until you miss your number. Again. Blended data is lying to your GTM team, and it’s costing you millions.
The 3-Layer GTM Scorecard Every CRO Should be Using
The 3-Layer GTM Scorecard isn't a dashboard, it's an operating system that cracks business visibility, reveals strategic insights, and keeps you prepared for any question the board throws at you.
Promote Your CRO to a REAL CRO
Most CROs don’t own all revenue—and it’s quietly undermining growth, alignment, and accountability. Here’s how to rethink the role, set your CRO (or yourself) up for success, and unlock real results.
How to Get Better Visibility into Your Metrics Fast
A +$100M B2B SaaS company was desperate to get visibility into their business. They couldn't wait for 3-6 months of onboarding—they needed metrics yesterday. Here's how we did it, while building long-term process improvement.
Pipeline Hygiene that 25Xed MQLs to Closed Won
A strong-looking pipeline doesn't always mean real revenue. Learn how one $400M B2B SaaS company uncovered hidden risks—and the simple shifts that drove a 25x jump in conversion rates.
9 Steps to Improve Lead Conversion
So many companies pour budget into lead gen, only to lose the leads they generate due to poor lead management processes. Here are 9 steps to improve your lead-to-qualified pipeline conversion rates.
Predict Churn with a Customer Health Scoring System
Poor customer health monitoring is a revenue problem. So why do so few CROs and revenue leaders ensure their company has an optimized Customer Health Scoring system in place? Here's how to do it.
Not All GTM Metrics Tell the Full Truth: CAC Payback vs GTM Efficiency
Think your CAC Payback looks good? So did these two companies—until one realized their growth had completely stalled. Here's the metric that actually shows if your GTM strategy is working.
How to Drive Adoption of Your GTM Processes
Is your company funneling resources into tech tools, process design, and training, only for the results in performance and revenue to be disappointing and inconsistent? Adoption might be your problem.
Essential CS Processes for GTM Visibility After the Sale
Customer retention is the lifeblood of recurring revenue businesses. So why are CS metrics and processes so frequently neglected? Here are the critical CS processes that every B2B SaaS should have (and why).
Sales and Pipeline Processes Required for Accurate GTM Metrics
The following processes are not “nice-to-haves”, they’re essential for maintaining accurate and consistent Pipeline Generation metrics, Pipeline Management Metrics, and most of your Financial and GTM Metrics.
Marketing and Inbound Processes Critical for Accurate Metrics
We've outlined all of the critical, foundational processes and definitions required to ensure your marketing and inbound metrics are accurate (which in turn effect most other metrics downstream).
What’s the Difference Between a CRO and GTM Ops?
When revenue growth stalls and the reason feels elusive, that's usually when a new CRO and/or VP of GTM Ops is hired. But plenty of companies continue to run without both of these roles. Here's why that's a costly decision.
The Problem with LTV and LTV:CAC
If you're a recurring revenue business, LTV and LTV:CAC may be the most BS metrics you could look at. We break down why and what you should analyze instead.
How We Analyze Metrics to Optimize Revenue Growth
The ability to read data and gain the right insights is critical to a revenue leader’s impact and success. Are you just looking at the numbers, or uncovering the real story behind them? Metrics don’t always speak for themselves—here’s how we use data to inform GTM initiatives for our clients.
Our 7 Frameworks for Optimizing GTM
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
We’re Building Something Big…
We have an announcement to make! Take a look at what we've already dropped, and what's dropping soon.
Where to Start in GTM and Ops
I’ve been doing some deep and critical work with 3 different CROs in the past month. All new to their role, all in B2B SaaS companies, all sharing similar challenges. Here's a breakdown of how we approach and prioritize our work with them.
How to Drive Real Revenue Through Salesforce
CROs almost always make this mistake: Thinking a Salesforce cleanup will drive revenue. In reality, you're only making more busywork that will have to be redone every 2-3 years, with zero impact on helping reach revenue goals. Here’s another option: using Salesforce to drive real revenue.
Why Companies Fail with Salesforce
I spent 3 years at Salesforce: 1) Watching customers waste their money and 2) Getting zero impact from their rev tech stack. Here's what I learned.
Bottoms Up GTM Planning
It's planning season. Is your company already setting itself up to miss next year's targets? Top Down planning is based on hopes and dreams – here's how to make a plan you can bring to your board with more assurance and more connection to reality.
Run More Effective GTM Experiments
Why is it so common for B2B SaaS companies to commit "random acts of GTM"? Launching and killing off initiatives without a plan in place will absolutely stop you from scaling profitably. Here's how to run effective GTM experiments so you can focus on what works and iterate fast.
Implementing Sales Process into the CRM
Are you using Salesforce to ensure reps are executing the sales process properly? This is the same tactic used by many of the top performing B2B SaaS companies I’ve worked with – including Salesforce themselves.
How to Generate More Expansion Pipeline
This AE missed a huge expansion opportunity. Are your AEs making the same mistake? Here's what they should be doing to increase expansion pipeline.
How RevOps Should Handle Mergers and Acquisitions
Is your RevOps team prepared to help with M&A? Get your own editable copy of our Mergers and Acquisitions cheatsheet for RevOps and ensure the smoothest integration possible.
How to Conduct Pipeline Reviews Like Salesforce
You don't trust your pipeline and reps aren't executing the sales process because training is not enough. Instead, here's how Salesforce almost forces reps to learn and adopt their process by baking it into everything they do.
Most GTM Reporting is Useless
Why aren't your Salesforce reports showing you accurate data that you can actually use? There's a simple solution, but you might not like it.
Most Of Us Are Doing Account Scoring Wrong
We often confuse what makes a "good" prospect and what makes a "ready" prospect. Figuring out the difference (and what to do with each) will have you scoring accounts better than most B2B SaaS companies.
The Secret KPI You Should Be Tracking
If you want pipeline insights that actually help improve revenue outcomes, you should be tracking pipeline progression. So few companies do, it might as well be a secret. (Bonus: We'll show you instructions on how to build the report in Salesforce!)
Strategies For Fine-Tuning Your GTM Motions
Don't have time to watch the full Revenue Factory Webinar? We break down some of the key concepts we covered here, including actionable strategies for fine-tuning your GTM motions.
Create Strategic Alignment with a Pipeline Council
When it comes to tightening up your pipeline, basic pipeline reviews and sales/marketing meetings just don't cut it. You need a pipeline council — a committee of cross-organizational representatives that don't hold any punches when it comes to finding and fixing root issues.
Make the News in RevOps, Don’t Report the News
Make your next RevOps meeting more strategic, valuable, and impactful in as little as 1 hour.
Inbound Lead Qualification and Routing
Most B2B SaaS companies don't follow proper inbound lead qualification criteria – then wonder why most of their leads don't convert. If you're one of them, this newsletter will show you what to do.
What Does “Account-Based” Really Mean?
Top performing B2B SaaS companies understand the real meaning of "account-based". Here's how they're doing ABM.
What Your Funnel Isn’t Telling You
CEO of Growblocks, Toni Holhbein, shares an often-overlooked aspect of the revenue factory model: production lines. Your funnel is more complex than you think.
Who Should RevOps Report To?
Is there really one optimal reporting line for RevOps? Let's hash out this popular debate.
Are Benchmarks Useless?
Should we be looking at benchmarks at all, or do we just need to find the right context to use them?
Sales Triggers with John Barrows
John Barrows joins us to share some of the same sales triggers strategies he teaches in his outbound sales training programs. Using sales triggers is the key to relevant outbound that gets replies.
10 Things CROs Need to Understand About Marketing
As more and more companies have their marketing departments report to the CRO, it's vital to address some common disconnects between the two worlds. CROs, it's time to become a better partner to marketing!
How To Craft The Perfect Executive Scorecard
Get our Executive Scorecard template and learn the essentials of creating a scorecard that not only tracks the most impactful metrics, but also engages and aligns the executive team.
The Sales Nurture Playbook
Outbound prospects rarely fit into the "Ideal Buyer" category right away. Here are the three scenarios sales teams are likely to face and how to nurture your leads through each of them.
The RevOps Roadmap
Align your teams around an organized, prioritized plan for executing high-impact operational goals using a RevOps Roadmap. Here's how to make your own, step-by-step.
The New Revenue Efficiency Pyramid
We've optimized The Revenue Efficiency Pyramid, our proprietary tool for assessing your company's operational maturity. Visualize the best way to prioritize and tackle big problems without forgetting the fundamentals.
It’s a Revenue Factory, Not a Revenue Engine
Even though we talk a lot about the "revenue engine", it's actually not a good metaphor. Here's a better way to visualize your organization – and make Strategic RevOps click.
Finally Shedding Light on the “Dark Funnel”
Tracking attribution gets a lot more difficult when a huge chunk of your customers’ exposure to your brand is invisible to you. Let's shed some light on the "dark funnel".
Operationalizing Outbound Part 3: Creating Your Sequences
Relevance at scale is the key to better outbound. Learn how to build outbound sequences that generate more pipeline while balancing quality and quantity.
Operationalizing Outbound Part 2: Building the List
With a carefully curated list of companies to go after, 80% of the heavy lifting in outbound sales is done for you. Part 2 in our series shows you how to create this list.
Operationalizing Outbound Part 1: Capacity Planning
In Part 1 of our Operationalizing Outbound Series, we show you how to lay the critical foundation for any successful outbound process: capacity planning.
The Wrong Ways to Improve Sales Efficiency
You don’t improve sales efficiency by trying to improve sales. “Selling more” is usually too simplistic of a goal on its own and often leads to misguided “solutions” that can cause more harm than good.
Creating a Territory Management Plan
Building a strategic territory plan can increase the efficiency of your sales reps by up to 70%. We'll show you step-by-step how to do it.
Set Realistic Revenue Targets with Capacity Planning
There's no way to know if you have enough people and/or resources to achieve your revenue targets if you've never done capacity planning. Here's how to do it.
RevOps Shouldn’t Be a One-Person Shop
The "RevOps Team of One" may be the hardest job in B2B SaaS. We'll explain way this role is often doomed – and the solution that works for any size of company.
Stop the Fire Drills With a RevOps Roadmap
Create a plan to prioritize strategic RevOps initiatives in between ad hoc requests and make a bigger impact on your revenue organization.
Breakdown of a Strategy-Driven Tech Stack
Build a tech stack that gets used and makes a positive impact on your business, without overwhelming your reps or spending more than you need to.
Why Do So Many SaaS Companies Fail to Scale
There’s a pattern to when and how most SaaS businesses fail. Awareness of this pattern is the first step in overcoming the odds.
Make RevOps a Strategic Advisor
Give RevOps a seat at the revenue table by elevating it to a Strategic Advisor to leadership.
Will Hiring Salespeople Stimulate Growth?
Feeling pressure to increase sales? Thinking of hiring more salespeople to do it? Just remember to "Eat 80 Apples" and you'll be on your way to figuring out the best path for your company!
2024 Predictions For B2B SaaS Revenue Growth
Nobody in SaaS has ever worked in an environment like what we’re now dealing with. Here's the new revenue growth playbook for 2024.
The SaaS Expansion Method
If you don’t work to increase the value of your existing customers, you’re going to stall out, only ever replacing churn with new sales. That's no way to grow! Here's the expansion method used by top SaaS companies such as Salesforce.
Your Data Needs Time to Bake
You may have undergone a data reset before without ever realizing it. Knowing what to expect, what to do, and what to avoid is critical in the first several months afterwards.
Narrow Your Focus For Scalable, Consistent Growth
If you go too broad, too fast, you’ll spread yourself too thin across all of your marketing segments to be successful in any of them.
How to Master the Art of Outbound
Get more from your market outreach while spending less time on it. We show you critical best practices that can be applied to any outbound strategy in sales or marketing.
The Real ROI of RevOps
Where’s the ROI in RevOps? If you said revenue growth, you’re missing something big! The purpose of RevOps isn’t just to drive revenue growth. It’s to maximize the Enterprise Value of the company.
Revenue Insights
Become the Strategic Advisor to leadership through Insights.
Building a RevOps Roadmap
Prioritize the most important work in RevOps.
Get every framework in your inbox.
One issue every Tuesday. Frameworks are long. Newsletter issues are short. Both are free.