The Operating Philosophy
Strategy → Data Foundation → Operating System → Cadence → Scorecard These five steps executed as a framework will deliver consistently, but most companies get it wrong by starting to build in reverse.
Frameworks & Thinking
The intellectual infrastructure behind the work.
These are a set of reference pieces that show the kinds of structured frameworks I use. Each one represents a model I've built, used, and refined in practice. They're here to help understand how I think, and for the RevOps community to see how you can put aspects of Revenue Operations into practice.
-
-
The GTM Engine
A multi-domain framework for building commercial operating systems at enterprise scale. Four stages, three operating loops, one integrated model.
-
The Smart Targeting Playbook
How to find, open, and win new markets using intent and propensity data, not instinct, geography, or history.
-
Intelligence-Based GTM Design
Building a data-driven global GTM model: how to move from inherited, political structures to an investment allocation framework based on evidence.
-
AI in Enterprise RevOps
Not theory. What actually works when you deploy AI in a complex GTM organisation and the data foundations you need to support it.
-
The Execution Intelligence Gap
The team that captures and compounds execution intelligence has a structural advantage. This isn't a tool decision but a knowledge architecture choice about how your revenue org retains and scales what it learns.