Make revenue run as one system.
GTM operations is the discipline that turns marketing, sales, and customer success into one machine instead of three that argue. It is decades old, from sales ops to revenue ops to the GTM ops of today, and it owns the number: the forecast, the pipeline, the territories, the systems, the analytics, and now the AI-native build layer too. This is where I write down how the whole thing actually works.
Revenue compounds
Net revenue retention
One system expands accounts faster than it loses them: 112% net retention.
Everything GTM Operations, in one place
Guides
The operating work across the whole discipline: forecasting, territory, comp, cadence, deal desk, handoffs, and the systems and governance underneath them.
Browse guides →Metrics
The numbers that run a revenue org: coverage, conversion, velocity, linearity, net retention, by role and by system.
See the metrics →Frameworks
The named frameworks a revenue operator must know: qualification, unit economics, planning, forecasting.
Open the frameworks →Tools
The stack that runs a predictable revenue org, from CRM and forecasting to the dashboards nobody should be paying for.
Articles
Field notes from operating rhythms I have run, including the forecasts that missed and why.
Read the field notes →Glossary
The vocabulary of the discipline, defined plainly, from ARR to zombie deals.
Open the glossary →Resources
The books, newsletters, communities, and frameworks worth your time.
See resources →By the numbers
Healthy pipeline coverage
Net revenue retention, elite
Avg quota attainment in 2025
Sources: Ebsta and Pavilion (2025), Aleph and Benchmarkit (2026), Clari, ZoomInfo, and Gartner. Full sourcing lives in the linked guides and articles.
From the field
All articles →Pipeline Velocity Has Four Levers and Ops Only Owns One of Them
Velocity = (# qualified opps × win rate × avg deal size) ÷ cycle length. On paper all four levers move it the same. In practice cycle length is the one ops can pull without dragging the other three down.
Read →Revenue Intelligence Is 90% Plumbing: Our Rollout Scored Deals on 41% Activity Capture
41% of our deals had captured activity, so the deal-scoring model was guessing on three deals in five. Revenue intelligence is an activity-capture and entity-resolution problem wearing a model. Here is what it measures, what it cannot, and the plumbing that decides the number.
Read →Stop Fighting Over Which Touch Gets Credit. Report the Band Instead.
Marketing said it sourced $4.2M. Sales said $1.1M. Same deals, same quarter. The attribution war is unwinnable because every model is wrong in a knowable direction. Here is the confidence-band report that ends the fight and survives a CFO review, with the queries.
Read →The GTM Academy Network
GTM operations is the umbrella discipline that owns the number. Inside it sit two deep specializations: the systems that run the revenue stack, and the AI-native engineering that builds the plays.
One email. Every week.
One email a week: an operating problem I solved or botched, with the model, the numbers, and what I would change. No roundups, no theory, unsubscribe whenever it stops being useful.
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