RevOps and the GTM stack

What does a RevOps person actually do all day? Mostly three things: keep the systems of record honest, make the process the team follows visible, and answer the questions leadership asks with nu... Breaking into GTM 4 resources → I just joined as the first ops hire and the CRM is a total mess. Where do I start? Do not start by cleaning records. Start by stopping the bleeding at the point of entry, because a cleanup on a leaky system just gets dirty again i... Breaking into GTM 3 resources → How do I break into RevOps when I have never had the title? Almost nobody starts in RevOps. People arrive from sales development, marketing ops, customer success ops, finance, or a Salesforce or HubSpot admi... Breaking into GTM 3 resources → Reps will not update the CRM. How do I get clean data without becoming the data police? Chasing reps for updates never scales, and it makes you the person everyone avoids. Three things work better. First, cut the required fields down u... Doing the work 3 resources → How should inbound leads get routed, and how fast does it actually need to happen? Fast enough that speed stops being your problem. The classic Harvard Business Review study of 2.24 million leads found that firms contacting a pros... Doing the work 3 resources → Our numbers live in five different tools and none of them agree. How do I build one source of truth? Pick which system owns which object and write it down: the CRM owns accounts, opportunities and revenue, the billing system owns what was actually ... Doing the work 4 resources → Marketing says they sourced the pipeline, sales says they did. How do I settle attribution without starting a war? Stop trying to find the one true owner of a deal, because in B2B there is not one. Run two views side by side and be explicit about what each is fo... Doing the work 4 resources → When should we hire our first RevOps person, and what should they actually own? The trigger is not a revenue number, it is where the pain is landing. If your sales leader is spending most of a day a week in spreadsheets and CRM... Leading a GTM team 3 resources → We are paying for twenty plus GTM tools and I cannot justify half of them. How do I cut the stack? Run a real audit before renewal season, not during it. For each tool write down four things: licence cost, actual weekly active users, which integr... Leading a GTM team 3 resources → Where does AI genuinely help in our GTM stack today, and where is it still theatre? It helps most where the task is high volume, low judgment, and already has a clear right answer: transcribing and summarising calls, drafting first... Leading a GTM team 4 resources → How do I set territories and quotas that the team does not immediately game? Build the number bottom up first, then reconcile it against the top down target, and show the team both. Bottom up means rep capacity times realist... Leading a GTM team 5 resources → How do the best run companies keep sales, marketing, product and finance moving in step week to week? They run an explicit operating cadence instead of hoping alignment happens. David Sacks codified the version most of Silicon Valley now borrows: he... How the best do it 4 resources → What does a genuinely best in class GTM data model look like, not just a tidy CRM? The bar is that any number in a board deck can be traced back to a row in a system without a human reconciling it in a spreadsheet. In practice the... How the best do it 3 resources → What actually separates a top decile RevOps function from an average one? Average RevOps answers questions. Top decile RevOps changes decisions. Concretely, the difference shows up in four places: they publish a small num... How the best do it 3 resources →