Topics
The whole field
A working map of GTM Operations: every core topic, explained from first principles and kept practical.
Pipeline & forecasting
How I build a forecast leadership trusts: five inputs beyond coverage, a maturity ladder from weighted-score to ML, and a daily snapshot diff that catches drift on Tuesday instead of week 11.
Read →Territory & quota design
Audit the territory before you blame the rep: balance on opportunity, ramp-adjust capacity down to the number reps can actually produce, and set quota against real potential so the target is earnable.
Read →Compensation design
Comp is the most expensive behavior tool a company owns. Pay mix by role, the quota-to-OTE red line at 6x, and the accelerator that quietly taught my best rep to sandbag.
Read →Operating cadence
Three review tiers that never touch each other: weekly protects the forecast, monthly finds the pattern, quarterly plans the capacity. Here are the flags, the queries, and the build order.
Read →CRM & data governance
Ungoverned data does not cost you the error, it costs you trust in every number downstream. Here are the five areas I actually govern, the entry-time validation that catches a bad record for free, and the one-object loop that makes the program survivable.
Read →Deal desk
The lead-to-cash checkpoint that governs discounts, terms, and margin before a quote goes out. Here is the discount matrix, the give-get math, and why most CPQ pain is process, not tool.
Read →GTM planning & capacity
Turn a revenue target into a defensible headcount plan: ramp-adjusted capacity, why ICP and motion set everything downstream, and the coverage math that keeps the hiring plan honest.
Read →Handoffs & SLAs
Revenue leaks at every seam where a record, owner, stage, or responsibility changes hands. Here is how I instrument the four that matter, with the routing, the reason codes, and the Sales-to-CS transfer that decides the renewal.
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