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Writing on revenue operations
Who Owns Lead Routing? Building a Responsibility Map
Two owners for a process step fails the same way as none. A practical method for mapping responsibility so that ownership is unambiguous and testable.
Why Two Dashboards Show Different Numbers
When two reports answer the same question differently, the cause is almost never a broken report. It is an undeclared owner for a field, and it is fixable in an afternoon once you know where to look.
Pipeline Hygiene vs Pipeline Health
Pipeline hygiene measures whether the data is maintained. Pipeline health measures whether the business is performing. Conflating them produces the most common diagnostic error in revenue reporting: treating a data problem as a performance problem.
What a RevOps Certification Should Assess
Most operations certifications assess platform familiarity. Platform knowledge depreciates with each release; judgement does not. A credential is only as valuable as the difficulty of obtaining it without the underlying competence.
Revenue Operations Capability Is an Asset, Not a Headcount
Organisations account for revenue operations as salary cost. The evidence of its value is structural: capability determines whether decisions are made on observation or on assumption. Without trained, credentialed practitioners, an organisation is guessing.
What Is a RevOps Audit?
A revenue operations audit is a structured inventory of how revenue is actually produced — offerings, people, assets, systems and process — assessed against how the organisation believes it is produced. This is a working definition and a method.