Insights
Notes from the ops room
Practical writing on lead lifecycle, data trust, and AI in revenue operations. Everything here comes from systems I’ve actually run — no thought leadership about tools I’ve never logged into.
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Articles
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What is pipeline coverage ratio?
Pipeline coverage ratio is the total value of open pipeline for a period divided by the revenue target for that same period. If you need £1m and you’re carrying £3m of open opportunities, your coverage is 3x. It’s a quick read on whether you have enough in play to hit the number.
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Seven signs your handoff is leaking pipeline
If your pipeline leaks in the handoff, it rarely announces itself. It shows up as a set of small, tolerated symptoms that everyone has learned to work around. Here are seven. If more than two feel familiar, you have a handoff problem, not a demand problem.
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What is pipeline leakage?
Pipeline leakage is demand you already paid for that quietly falls out of the funnel — not because the buyer said no, but because a process failed. A lead that never got routed, a deal stuck between two systems, a follow-up that never happened. The intent was there; the machinery lost it.
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What is pipeline velocity?
Pipeline velocity measures how fast qualified opportunities turn into revenue. Here’s the formula, the four levers that move it, and the blind spot it hides.
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The full-funnel (bowtie) revenue model, explained
The bowtie revenue model is a funnel drawn twice: the familiar narrowing top that ends at a closed deal, mirrored by a widening bottom that tracks what happens after — onboarding, retention, and expansion. It treats a won deal as the middle of the story, not the end of it.
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Do AI SDRs Actually Work?
AI-only SDR seats can book slightly more meetings than human SDRs while converting worse downstream. The handoff — not the volume — is the leak.
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The MQL Is Dead — But the Handoff That Killed It Isn’t Fixed
The MQL is dead because the MQL-to-SQL handoff was never governed. Forrester says under 1% of leads close. A propensity model won’t fix an ungoverned handoff.
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The Dark Funnel and the Invisible Handoff
The dark funnel in B2B: buyers research anonymously for roughly 60% of the journey (6sense, 2025). By form-fill they’re shortlisted — and the handoff to sales is late or never.
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Buying Groups, Not Leads: The Handoff Shift B2B RevOps Has to Make
Forrester reports an average of 13 internal buying-group stakeholders; 6sense reports buying groups of 10+. Single-contact handoffs leave pipeline exposed.
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