Run it on real numbers

The systems and metrics behind a forecast you can actually defend.

What founders use for run it on real numbers, ranked by how many answers lean on it.

  1. Video · 37 min EP #3 - GTM Excellence with Factors.ai | Srikrishna Swaminathan - Co-founder & CEO at Factors.ai Srikrishna Swaminathan
  2. Video · 53 min SaaS Go To Market Strategy: A 7 Step Go to Market (GTM) Playbook (Khadim Batti - Whatfix) Khadim Batti
  3. Video · 13 min SaaS Metrics to track for Initial Stages | Chargebee Chargebee
  4. The answer says the coverage you need is one over your win rate, and this episode is two SaaS metrics veterans testing that... The Metrics Brothers Podcast · 22 min Is Pipeline Coverage Ratio simply the Inverse of Win Rate? Ray Rike and Dave Kellogg
  5. Two revenue operators on why forecasts miss and what actually moves accuracy, which is the honest counterpart to the answer's... The Revenue Formula Podcast · 32 min Sales forecasts suck Toni Hohlbein and Raul Porojan
  6. If you want to know what the job really is day to day, listening to practitioners argue about where it goes wrong tells you... The Revenue Formula Podcast · 44 min Why RevOps is broken (with Jeff Ignacio) Jeff Ignacio with Toni Hohlbein and Raul Porojan
  7. A deliberately blunt case that a coverage number tells you nothing about whether the pipeline underneath it is real, which is... The Revenue Formula Podcast · 26 min Pipeline coverage is worthless Toni Hohlbein and Raul Porojan
  8. The question is whether the machine returns more than you feed it before you add reps, and this episode works through unit... The Revenue Formula Podcast · 42 min Better unit economics, PLG + SLG and more (with Kevin McIntyre) Kevin McIntyre with Toni Hohlbein and Raul Porojan
  9. A grounded read on where AI earns its place in the GTM stack, from a founder building pipeline analytics rather than selling... SaaS Sessions Podcast · 37 min S9E2 - How AI is Revolutionizing Attribution for Modern GTM Teams ft. Deepinder Dhingra, RevSure Deepinder Dhingra with Sunil Neurgaonkar
  10. An Indian early stage investor walking a founder through which numbers actually carry information at the start, which is the... Prime Venture Partners Podcast Podcast · 56 min Demystifying Startup Math: A Guide to TAM, Metrics, and Business Growth Prime Venture Partners Podcast
  11. Before you pick a CRM, it helps to hear someone who built one for Indian sales teams explain what founders actually use it for... The Neon Show Podcast · 48 min $1Billion CRM from India competing with Salesforce | Nilesh Patel, LeadSquared Nilesh Patel with Siddhartha Ahluwalia
  12. Video · 58 min Your First 30-60-90 Days in a RevOps Role RevGenius
  13. Video · 50 min Breaking Out of the CRM Box: How to Grow Your Career in RevOps RevOps Co-op
  14. Video · 29 min The Real Reason Sales Reps Won't Use Your CRM | RevOps Veteran Andy Smidmore Andy Smidmore
  15. Video · 51 min Farewell, Single Source of Truth: A New Way for RevOps to Data RevOps Co-op
  16. Podcast · 44 min How to build RevOps for hypergrowth (w/ Sean Lane, Founding Partner, Minot Light Consulting) Sean Lane
  17. Video · 53 min Consolidating GTM Tools: What to Cut & How RevOps Co-op
  18. Podcast · 36 min Positioning in A Crowded Market & Leveraging Board Meetings - Amar Goel Founder & Chairman PubMatic Amar Goel
  19. Video · 16 min How to Get SaaS AEs to Call an ON-THE-DIME Forecast. Caliber (Formerly pclub.io)
  20. Podcast · 24 min Speed to Lead, 10 Surprising Facts About Sales Lead Response Time Nicolas Vandenberghe
  21. Video · 63 min Data Model: Understanding the Data you measure in revenue organizations Winning by Design
  22. Podcast · 51 min How ZoomInfo Built a $1B RevOps Engine: Operating Cadence Behind Breakout Growth | Tessa Whittaker Tessa Whittaker
  23. Video · 6 min Understanding the SaaS Magic Number, Benchmarks, Nuances & Investor Insights | SaaS Metrics School Ben Murray
  24. Video · 36 min How to Build Sales Funnel & Pipeline? | Ep.3 by Saurabh SenGupta, Ex-VP, Sales - Zomato Saurabh SenGupta

Show the next 24

The questions

RevOps and the GTM stack 16

CRM hygiene, the tool stack, data plumbing, lead routing, when to hire RevOps, and where AI actually helps.

What does a RevOps person actually do all day? 4 → I just joined as the first ops hire and the CRM is a total mess. Where do I start? 4 → I am a founder selling this myself. What GTM tools do I actually need right now? 4 → How do I break into RevOps when I have never had the title? 4 → Reps will not update the CRM. How do I get clean data without becoming the data police? 4 → All 16 questions in RevOps and the GTM stack →
Forecasting and GTM metrics 16

Pipeline coverage, stage conversion, CAC payback, magic number, and calling a number you can defend to a board.

What is pipeline coverage and how much pipeline do I actually need to hit my number? 4 → How do I work out CAC payback when I do not have a finance team? 5 → What is the magic number and should I care about it at my stage? 4 → Which handful of GTM numbers should a first time founder actually track? 6 → How do I calculate conversion rates by stage, and what do I actually do once I have them? 4 → All 16 questions in Forecasting and GTM metrics →
eChai Partner Brands The partnership →