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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Six cornerstone reads before the full archive below.
Articles
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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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Signal-Based Selling vs Lead Scoring: Why the Signal Dies at Handoff
Signal-based selling vs lead scoring: why the uplift vendors promise stalls when the signal reaches the AE as a score with no prescribed next action at handoff.
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AI Doesn’t Fix Broken RevOps — It Scales It
AI amplifies broken RevOps foundations: bad data, unclear ownership and flawed routing simply move faster and at greater scale.
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Signs you need RevOps (before you hire)
Ten concrete signs your B2B SaaS company needs RevOps — a self-diagnostic checklist to run before you hire, so you fix the right problem in the right order.
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