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.
Category: Foundations
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Buying Groups, Not Leads: The Handoff Shift B2B RevOps Has to Make
Buying groups not leads: with 6-13 stakeholders per deal, the new pipeline leak is marketing handing off an account the AE treats as a single contact.
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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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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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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.