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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Lead-to-opportunity conversion benchmarks for B2B SaaS
What’s a good lead-to-opportunity conversion rate in B2B SaaS? Typical benchmark ranges by lead source, how to measure it correctly, and what drags it down.
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What is lead nurturing in B2B SaaS?
Lead nurturing is the process of building relationships with leads who aren’t ready to buy yet. Here’s what it is, how it works, and where it quietly goes wrong.
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MOps vs RevOps: what’s the difference?
Marketing ops vs RevOps, explained plainly — what each owns, where they overlap, and how to know which one your B2B SaaS company actually needs right now.
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The lead handoff process: a step-by-step template
A step-by-step lead handoff template for B2B SaaS — the fields, timing, and ownership rules that stop leads dying between marketing and sales. Copy and adapt it.
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What is a sales-qualified lead (SQL)? Definition and examples
A sales-qualified lead (SQL) is a lead sales has accepted as worth pursuing. Here’s the plain definition, how it differs from an MQL, and how to define one that sticks.
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Sales pipeline stages explained (with clear exit criteria)
The standard B2B SaaS sales pipeline stages, what each one means, and the exit criteria that stop deals from sitting in the wrong stage. Plain and practical.
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What is RevOps? A plain-English primer for B2B SaaS
What revenue operations actually is, in plain English — what RevOps does, why it exists, and how it differs from sales ops and marketing ops. No jargon.
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