4 articles
PricingA rigorous framework for enterprise SaaS pricing discount floors and approval tiers — covering discount governance, approval workflow design, the financial math of unmanaged discounting, and how best-in-class revenue operations teams protect gross margin.
Sales & OutboundA framework for determining the right allocation between outbound and inbound go-to-market investment at each stage of SaaS growth. Covers the math for pipeline source mix, cost per pipeline dollar by channel, and the signals that indicate when to shift allocation.
Founder/OpsA data-driven framework for structuring your Revenue Operations team from $0 to $20M ARR. Includes headcount benchmarks, reporting lines, tool ownership, and the most common RevOps hiring mistakes.
Competitive StrategyA rigorous, step-by-step win-loss analysis process for SaaS companies — covering interview methodology, coding frameworks, insight delivery, and how to close the loop with sales, product, and marketing.