CROs in growth-stage B2B SaaS companies come to us with the same set of challenges every day.

We’ve written a lot about these common challenges. Over the last month or so, we decided to take a BIG step back to distill it all into 7 big Frameworks.

This was an immense amount of work, but we needed a concise way to help CROs understand best practices for GTM strategy and operations—from annual planning to GTM metrics and insights to improving operational processes in pipeline, inbound, outbound, retention, and expansion.

The response so far has been incredible with over 500,000 views on LinkedIn alone.

We’re not finished, but we wanted to announce everything we’ve shared.

These Frameworks are content hubs designed to make complex ideas simple. They’ve become a cornerstone of how we share what we’ve learned over decades of practice. And, as we go forward, we will add to them by writing newsletters diving deeper into specific components in each Framework.

Short on time? They’re perfect for a quick hit of condensed information. Dealing with big, thorny problems that need more TLC? Follow the curated links that take you deeper into the areas you want to explore.

Here’s a summary of our Frameworks so far:

The GTM Efficiency Pyramid Framework

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Building an efficient GTM engine starts with understanding which area of focus will make the most impact. This Framework explores the four stages of operational maturity—Fundamentals, Adoption, Optimization, and Acceleration—and how to use the Pyramid model to improve each area of your GTM.

Gain clarity on how to prioritize your efforts, improve team alignment, and achieve sustainable growth through an efficient, well-structured GTM strategy.

The Annual Planning Framework

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Annual planning is the foundation of effective GTM strategies, transforming lofty revenue targets into actionable, data driven plans. This Framework guides revenue leaders through a step-by-step process to set realistic goals, align resources, and execute with precision.

Ensure your annual plan is not only ambitious, but also grounded in reality, setting your organization up for predictable, sustainable success.

The GTM Metrics and Insights Framework

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Data is critical for making most business decisions, but many GTM teams struggle with inaccurate metrics and lack actionable insights. This Framework helps revenue leaders focus on the right metrics, build foundational processes needed for data accuracy, and uncover insights from that data.

Make informed decisions, eliminate inefficiencies, and drive predictable revenue growth by turning data into your most impactful asset.

The GTM Metrics Index

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As a supplement to the GTM Metrics and Insights Framework, The GTM Metrics Index is your quick-reference guide to understanding and calculating the most important metrics for GTM.

This Index not only explains how to calculate these critical metrics, but also emphasizes their role in driving actionable insights, ensuring your GTM strategy is prepared to lead with data.

The Pipeline Management Framework

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Effective pipeline management is the backbone of predictable revenue, yet many sales teams struggle with inefficiencies that waste time and resources. This Framework offers a step-by-step approach to streamline and optimize your pipeline processes.

Turn pipeline chaos into a data driven system that boosts efficiency, accuracy, and consistent growth.

The Outbound Efficiency Framework

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Outbound isn’t dead—but outdated practices are. This Framework provides a modern, customer-centric approach to outbound sales that helps teams generate more revenue with the same effort.

Equip revenue teams to transition from inefficient “spray-and-pray” tactics to a strategic, focused system that consistently delivers higher response rates and higher-quality pipeline growth.

The Modern Inbound Framework

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Inbound marketing is often chaotic, with disjointed processes and misaligned teams leading to lost revenue opportunities. This Framework addresses the most common issues we encounter with inbound and our solutions for strategically navigating them.

The RevOps Roadmap Framework

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RevOps teams often get bogged down by ad-hoc requests and daily tasks, leaving little time for strategic initiatives. The RevOps Roadmap offers a structured approach to prioritize impactful projects, align leadership, and drive meaningful revenue growth.

This Framework transforms RevOps from reactive to proactive, enabling teams to focus on high-impact work, improve alignment, and contribute directly to revenue growth.

More Frameworks in the Works…

We’re not done producing Frameworks quite yet! Here are some more topics we plan to build out over the year:

• The Successful CRO Framework: A high-level guide on maximizing your impact and tenure as a CRO in B2B SaaS, whether it’s your first time in the role or you want to evolve your strategies to match a scaling company.
• GTM Process Index: Similar to the GTM Metrics Index, this will be a supplement to the GTM Metrics & Insights Framework, matching each GTM Metric to the processes that must be defined in order to track your metrics accurately.
• The RevOps Systems Framework: This Framework will tackle the high-level systems tactics and best practices relevant to C-suite and revenue leaders, with branches of content that get more in-depth and technical for those wanting to get in the weeds.
• The Customer Success Framework: This will be our content hub for everything Retention, Expansion, and best practices for CSMs.

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