Connecting the Dots
A collection of blog posts on Revenue Operations (RevOps), Finance, Sales, building a company, PLG, JTBD, ARR, etc…
2025 planning definitely got more interesting…
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in BlogWith SAAS NORTH Conference last week in Ottawa, that concludes my whirlwind* fall tour, but all the learnings are just beginning to percolate. I really love seeing the representation of the Canadian SaaS landscape from the technology, to the people, to all the creative ideas and insights. We spent a good chunk of time during…
RevOps doesn’t need a dedicated system!
👇 To add my two cents into the ongoing future of RevOps conversation: I will go as far as to say that creating a standalone platform for RevOps is a bit anti-thetical to its function at its core: to be the oil in the engine of the buyer journey / sales-to-cash process, while helping departments…
Update on 2024 tour: highlights from the TechExit.io conference
TechExit.io Toronto 2024 ✅ Some of my favorite things about last week’s event? 🤓 As a Numbers nerd Listening to Diane Horton, who moderated the “Valuations – What’s your company really worth” panel (feat. the great insights of Megh Gupta, Ed Bryant and Russell Samuels) l beat a drum near and dear to our hearts at…
ARR can unlock key insights in the entire organization
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in ARRIf you think ARR really only matters to the board or C-suite, think again! ARR – and related/derived metrics like Net Retention Rate – can unlock some key insights. Call me biased but I believe the whole organization should be regularly using their recurring revenue metrics to make strategic decisions on a regular basis. Here’s…
The Revenue Operations Manual
Confession Corner (if you know you know!): Sean Lane and Laura Adint have written the book I wish I had read 10 years ago: The Revenue Operations Manual. Why is it such a good read? ⏩ They don’t just talk to and about RevOps teams but provide a holistic approach to RevOps (as it should…
AI won’t save your product
Sorry, that 𝗁̶𝖺̶𝗅̶𝖿̶ ̶𝖻̶𝖺̶𝗄̶𝖾̶𝖽̶ brand new AI feature won’t save your product… There I said it. In fact, adding random features that none of your customers asked for really does more to alienate than attract. When we started ARRow, we had a lot of assumptions about who our product would be for and how we…
Always Be Connecting – a key to unlocking the truth
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In RevOps, we have our own ABCs to follow! Connecting… People to people. Platforms to platform. Process to process. But how can you put this into practice and actually create that necessary connective tissue between sales, marketing, and customer success? Or understand and identify when an organization is set up for RevOps success? Some tips!…
How to get Exec buy-in for RevOps initiatives
Raise your hands if you’re in RevOps and you are FRUSTRATED. 🙋♂️ Yup, another end of the month, end of the quarter… let’s continue juggling strategic long-term initiatives with tactical immediate requests. 🤹♀️ Trying to keep track of the movement, momentum, and mood of all your customers across all departments with tiny teams and teeny…
Who should RevOps teams report to?
My unsolicited 🌶 hot take 🔥 as a 20 year RevOps/SalesOps vet and SaaS Founder: Yup. 😎 RevOps teams SHOULD report to the CEO. And it all comes down to one thing: balance. The way I see it, the top 3 options in C-suite are either the CRO, the CFO or the CEO. When RevOps reports directly to…
