10 articles
Founder/OpsLearn how to design a SaaS sales compensation clawback policy that protects revenue integrity without destroying rep trust. Includes clawback triggers, windows, formulas, and the governance that makes them enforceable.
Founder/OpsLearn how to design deal stage exit criteria that enforce qualification rigor, improve forecast accuracy, and ensure MEDDIC or Command of Message is applied consistently across your sales team.
Founder/OpsLearn how to measure SaaS sales forecast accuracy using MAPE (Mean Absolute Percentage Error), identify root causes of forecast variance, and implement the operational disciplines that systematically improve your forecast.
Founder/OpsLearn how to calculate the right pipeline coverage ratio for your SaaS sales motion. Includes the coverage formula, adjustments for sales cycle length and stage weighting, and how to use coverage for forecast accuracy.
Founder/OpsLearn how to read and interpret SaaS quota attainment distributions, identify structural problems in your sales organization, and benchmark your attainment curve against industry standards.
Founder/OpsA comprehensive guide to designing compensation structures for renewal business vs. new business in SaaS. Covers CSM vs. AE ownership models, commission rates, quota allocation, and the most common structural mistakes.
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.
Founder/OpsA practical framework for structuring a SaaS sales enablement content library that reps actually use. Covers content taxonomy, tagging systems, ownership models, and the governance that prevents content rot.
Founder/OpsA practical framework for evaluating SaaS sales technology investments. Learn how to calculate ROI for CRM, sales engagement, revenue intelligence, and enablement tools, and when to skip the tool entirely.
Founder/OpsLearn how to design SaaS sales territories that balance market opportunity, rep capacity, and perceived fairness. Includes territory modeling frameworks, common mistakes, and how fairness constraints prevent attrition.