Blog
Thoughts on revenue operations, GTM strategy, and building for Series B.
GTM Strategy
The GTM Tax: What Your Sales Stack Actually Costs
Add up Gong, Clari, ZoomInfo, Salesforce, and a CS platform. Then add the RevOps hire to keep them talking to each other. You've spent more on your stack than on half your sales team.
GTM Strategy
Context Dies at the Tool Boundary
Your prospect just hired a new CISO. Your call recording tool knows. Your CRM doesn't. Your CS platform doesn't. Your rep finds out three weeks later from a LinkedIn notification, two days after a competitor already had the meeting.
GTM Strategy
Your RevOps Team is Solving a Problem You Shouldn't Have
RevOps was supposed to build leverage. At most Series B companies, they're building scaffolding — maintaining the integrations that keep the point solutions talking to each other.
Sales Intelligence
The Signal That Matters and Why You're Missing It
Most sales intelligence tools track the wrong signals. They tell you someone downloaded your whitepaper. They don't tell you your prospect hired a FinOps lead — which means egress pain is about to become a budget conversation.
Category
What a Revenue OS Actually Is (And What It Isn't)
Every CRM vendor calls their product a platform. Every platform vendor calls their product an OS. The terms have been stretched to mean almost nothing. Here's what a Revenue OS should actually do — and why most products claiming the name aren't one.