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Insights From the Field.

Operator-authored perspectives on how the economics of custom software have fundamentally changed. Real insights on designing and deploying infrastructure around how your business actually operates.

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Why Most Revenue Organizations Break at Scale
RevOps

Why Most Revenue Organizations Break at Scale

Growing companies have a funny way of creating their own problems. The things that helped them become successful in the first place eventually become the things that hold them back. I've seen this happen countless times with revenue organizations. A company gets off to a great start because everyone is aligned, communication is easy, and decisions get made quickly. Revenue grows, the team expands, and the business becomes more complex.

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Finding a Player-Coach for Your Startup's Early Executive Role: Is It Even Possible?
BizOps

Finding a Player-Coach for Your Startup's Early Executive Role: Is It Even Possible?

In the fast-paced world of startups, the search for the right executive can feel like searching for a needle in a haystack. As a founder, you may find yourself dreaming of a "player-coach" who not only possesses the experience and strategic insight to guide your company but is also willing to roll up their sleeves and contribute on the ground level. But is this ideal candidate truly out there? And if so, can you afford them without jeopardizing your startup's financial health?

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Your Desire for Constant Pipeline Updates is Actually Hurting Your Sales Process
Systems & Tech

Your Desire for Constant Pipeline Updates is Actually Hurting Your Sales Process

What most non-salespeople don't understand is the struggle to build trust & rapport between seller and prospect. Sure, follow up is important and persistence is key. But, the cadence of your follow up should be dependent on the prospect and not when your manager has to provide their boss with an update.

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Grow Quickly vs. Grow Responsibly
BizOps

Grow Quickly vs. Grow Responsibly

Congratulations! You've just raised a nice big round of funding. Now what? Time to grow, but how? For some, the focus for so many months, the goal for so many months, has been raising capital. So once you get there, panic can set in because you haven't done much planning for what happens next. You get across the finish line you and then realize that, in fact, you're actually at the starting line of another marathon.

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Sales & Marketing - What's the Difference Anymore?
BizOps

Sales & Marketing - What's the Difference Anymore?

The buying environment has changed significantly over the past 10 years. Buyers are more informed now than ever before. They have access to more information than any business can control. Whether you're in a B2B or a B2C setting, consumers of your product or service will know enough through 3rd party reviews, referrals, and your website to make a decision before even speaking with someone from your organization. So what does that mean in terms of how businesses adjusting?

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4 Things COVID-19 Has Taught Us About Data
AI & Automation

4 Things COVID-19 Has Taught Us About Data

We live in the age of information. It is literally, at our fingertips. You can pull many data sets from multiple data sources with a few taps on your phone. We are all learning a lot during this pandemic. One thing that has become clear over the past few weeks is the importance of data. Regardless of your profession or which industry you're in, you've probably heard your co-workers or bosses talking about "data-driven" this or that. Here are 4 takeaways about how data is used from our experience

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Every Sales Organization Must Eventually Make This Transformation
BizOps

Every Sales Organization Must Eventually Make This Transformation

One of Henry Ford's greatest contributions to the world of industry was the development of the assembly line. The core concept of the assembly line is that the specialization of job functions leads to increased productivity and efficiency. Rather than having an individual own a process from start to finish, you have individuals specialize in smaller, specific micro-processes.

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Everyone Should Spend 1 Week as a BDR (at least)
RevOps

Everyone Should Spend 1 Week as a BDR (at least)

Maybe this is a radical idea but hear me out. I think every single new employee at your company should spend at least one week as a business development representative (BDR) or sales development representative (SDR). From the C-suite down to entry-level, I mean every single employee should do it. It's the most critical position when it comes to getting the ground-level truth about the product and the customer.

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The 10 "C's" of Succccccccccess
BizOps

The 10 "C's" of Succccccccccess

For some reason, as I sat there and pondered on what made people successful in life, I kept reading things and coming up with words that started with the letter "c". 🤷🏻‍♂️ Here are 10 of them. Believe it or not, there are more that didn't make my list.

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Businesses Should Act Like Universities, Not High Schools
Leadership & Growth

Businesses Should Act Like Universities, Not High Schools

I think about my time as a high school student, my time as a college student, and my time as a professional. College is widely considered "the best years of your life" by many. Why do you think that is? Aside from the partying, I have an idea.

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How to Create and Change Company Culture
BizOps

How to Create and Change Company Culture

Creating and managing corporate culture may be one of the hardest things in building a successful business. It's something that is sort of vague and hard to define but everyone agrees has a massive impact on the performance of the business. Not only is it important for the bottom line, its important for recruiting top talent.

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What Playing Basketball Taught Me About Business
BizOps

What Playing Basketball Taught Me About Business

I have played basketball my entire life. I fell in love with the sport when I was 8 years old and eventually turned it into a scholarship and an opportunity to further my education. I've played on teams that have cut down nets and I've played on teams that struggled to compete. I've been the best player on the team and I've been a role player. Through success and failure in basketball, I learned a lot about business. Now that I have a career, the similarities between the two are undeniable.

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The Real Difference Between Features, Benefits, & Value
BizOps

The Real Difference Between Features, Benefits, & Value

I've gotten into arguments about this. People often confuse the three, primarily benefits and value. Salespeople talk about their "value proposition" and then go on to list the features and benefits of the product they are selling. In my mind, there is a very distinct difference between the three and it is important to understand not only when selling but when building a valuable company (pun intended).

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Salespeople Are Not Getting Worse, Quotas Are Harder to Hit
BizOps

Salespeople Are Not Getting Worse, Quotas Are Harder to Hit

Without a doubt, one important characteristic of being successful in sales is competitiveness. But that may come in a few different forms. It's one of the things I'm looking for when I interview salespeople.

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4 Ways Millennials Are 'Different' And Why That's A Good Thing
BizOps

4 Ways Millennials Are 'Different' And Why That's A Good Thing

What makes people born during that 20-year window between 1980 and 2000 so different from the generations that preceded them? (Yes, we are different). Is it because they were promised they can be anything they want when they grow up? No. Is it because they were given participation trophies and told, "it's not about what the scoreboard says, it's about having fun!" Nope. Is it because all Millennials are addicted to the devices in their hands, on their wrists, and in their pockets?

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