Revenue Operations
Pipeline math, sales comp, forecasting, KPIs, and go-to-market strategy — from a 25-year revenue operator. No fluff, no theory you can't use Monday morning.
Stop building quotas on gut feel and last year's spreadsheet. Here's how to set rep KPIs mathematically — and a free tool that does the math.
PipelineThe “3x rule” is lazy math. Here's how to calculate the coverage ratio your team actually needs from your real win rate and sales cycle.
Fractional CROThey are not the same hire. One owns the number end-to-end; the other runs the sales team. Here's how to tell which gap you actually have.
RevOps SystemsStale deals and missing next steps aren't a tidiness problem — they're a visibility problem. Here's the hygiene standard that fixes forecasting.
Comp & QuotaYour comp plan is your loudest strategy document. If reps are chasing the wrong deals, the plan — not the reps — is usually the reason.
KPIs & MetricsNot 40 metrics on a dashboard nobody opens — the nine numbers that actually predict whether you hit the year.
PipelineCutting price to close faster trains buyers to wait. Here are the levers that compress cycle time without touching your margin.
Comp & QuotaSet quotas too high and reps check out; too low and you leave money on the table. Here's how to find the number that's both attainable and ambitious.
GTM StrategyThe single most under-managed number in your funnel. The math on why speed-to-lead quietly decides your conversion rate.
PipelineWin rate is the highest-leverage number in your funnel. Five levers that move it — and the vanity tactics that don't.
RevOps SystemsA forecast that swings 30% is a guess with a spreadsheet. The stage model and discipline that make revenue predictable.
GTM StrategyBad territories quietly cap your revenue and burn your best reps. How to carve territories that are fair, covered, and scalable.
Sales LeadershipEvery month of ramp is a month of carried quota you paid for and didn't get. The onboarding system that gets reps productive faster.
KPIs & MetricsNRR is the number investors trust most — and the one most teams manage least. How to measure it and move it.
RevOps SystemsMore qualified pipeline leaks out at the SDR-to-AE handoff than almost anywhere else. The SLA and process that plug the leak.
RevOps SystemsThe average team pays for tools half the reps never open. A practical audit to cut cost and consolidate your stack.
GTM StrategyA fuzzy ICP is the root cause of low win rates and long cycles. How to define the accounts you should actually be chasing.
Comp & QuotaAre you paying for outcomes or for motion? How to measure comp efficiency and fix a plan that rewards the wrong things.
RevOps SystemsDiscounting chaos and slow approvals are a sign you've outgrown ad-hoc deals. When a deal desk pays for itself — and how to build one.
Sales LeadershipOKRs and KPIs are not the same tool, and confusing them wrecks focus. How to use each so your team actually moves the number.
KPIs & MetricsPipeline, historical, multi-factor, AI — each forecasting method has a job. How to pick the right one for your stage and data.
KPIs & MetricsBy the time a customer cancels, the churn happened months ago. The signals and scoring that let you save accounts before they leave.
Sales LeadershipA missed rep hire costs far more than their salary. The true fully-loaded number — and how to stop making the same hire twice.
GTM StrategyProduct-led and sales-led aren't a religious choice — they're a fit question. How to pick the motion your product and buyer actually want.
Sales LeadershipBoards don't want your whole dashboard. The handful of revenue slides that build confidence — and what to leave out.
Fractional CROStalled growth, a founder still closing every deal, a forecast that's a guess — five concrete signals it's time for fractional revenue leadership.
Get a free 30-minute revenue checkup. Tell Kory White where revenue is stuck and get the top fixes — no pitch, no obligation.
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