Blog Posts:
B2B Marketing Strategies That Drive Measurable Revenue
Revenue growth is not a marketing problem or a sales problem; it is a system problem. This piece from FullFunnel's Matthew Iovanni makes the case that B2B companies generating consistent pipeline are the ones that have aligned positioning, demand generation, sales process, and RevOps into a single operating loop, not separate workstreams with separate scorecards.
The article treats positioning as active infrastructure rather than a rebrand exercise: when it is vague, every downstream activity suffers. Demand generation should be built around buying signals, not campaign volume, with the right metrics being accounts reached within ICP, meetings booked from target accounts, and pipeline generated, not MQL counts. On ABM, the piece draws a clear line between running display ads at a target list and actually operating a coordinated motion where sales and marketing work the same accounts, share definitions of "engaged," and measure results together. RevOps is framed as the feedback loop that makes all of it measurable — without clean data, attribution, and unified reporting, strategy decisions are grounded in gut instinct rather than real performance.
For GTM leaders who want a grounded framework for connecting marketing activity to revenue outcomes, read the full article here.
Product-Market Fit: What is it? And how to get it?
Finding early demand is a milestone. Being able to find it again, without the founder in the room, is a different problem entirely. This piece from Predictable Revenue unpacks the gap between product-market fit and go-to-market fit, and why confusing the two keeps companies dependent on relationships and luck rather than a repeatable system.
The article draws on three founder stories to illustrate the lesson. One founder built three AI products without landing a customer because he started with what was technically possible, not with a specific operational problem. A second narrowed to a single beachhead market, machining, specifically because buyers already understood robotics, which let the company focus on demonstrating improvement rather than creating category demand. A third held 40 conversations, saw 30 expressions of interest, and learned that payment, renewal, and expansion are the only signals that separate genuine demand from curiosity. The through-line is consistent: before adding more outbound activity, founders and GTM leaders should be able to answer whose workflow is breaking, what business consequence it creates, who owns the problem, and how urgently they need to solve it. Go-to-market fit means that knowledge no longer lives only in the founder's head.
To see how each story connects to the practical build of a repeatable GTM system, explore the complete article here.
How to Choose a Revenue Operations Consulting Firm for Scaling SaaS Companies in 2026
By: Operatus.io
Most RevOps consulting engagements fail for one of five reasons: the firm takes orders instead of questioning them, you get junior people on a senior problem, strategy arrives without execution, execution arrives without strategy, or the firm works around your existing team instead of alongside them. This practical guide from Operatus builds the entire selection framework around those failure modes.
- Stage fit: do they work with companies at your size and funding stage, or mostly startups or large enterprises?
- Strategy plus build: can the same team design the process and configure the systems, or do you get one without the other?
- Named people: ask who is assigned to your account and at what seniority level — junior staffing on a strategy problem is the most common complaint about previous vendors
- Certifications: for Salesforce work, ask how many certified consultants they have and in what products
- Speed to start: can they begin in a week, or is there a six-week onboarding phase?
- Proof at your stage: ask for two references from companies within one funding round of yours
The guide also covers the four things that separate good firms from adequate ones for CROs: treating reporting problems as data problems rather than dashboard problems, building simply and keeping instances maintainable, committing to dates, and having a concrete view on technical debt rather than ignoring it.
For any RevOps or GTM leader evaluating consulting partners right now, take a look at the full guide here.
Podcast Episodes:
Where Franchise Systems Break: The Real Numbers Behind Every Growth Stall
Growth is not what breaks franchise systems. The failure to evolve the operating model alongside growth is. This 32-minute solo episode of RevOps Champions sees host Brendon Dennewill synthesize 18 months of guest conversations into a single, pattern-based answer to where franchise brands actually stall, drawing on contributions from 13 franchise operators, lawyers, and advisors.
The episode maps the breaking points precisely: the 30 to 40 unit range is where systems built for early growth first buckle, and 100-plus locations is where they break down structurally. Brendon covers why AI cannot fix a process that was never AI's problem, what two board-level questions every AI spend should answer, how the most valuable franchisor asset is consistently undervalued, what "growing fat before tall" actually means operationally, and how the brands that survive scale treat people, process, and data with the same seriousness they give to unit growth. The royalty self-sufficiency benchmark and franchisee/FBC support ratios introduced in the episode give GTM and operations leaders concrete numbers to pressure-test their own systems against.
For any leader thinking about performance intelligence and operating model design at scale, listen to the full episode here.
CRO Confidential: 0 to $600M in Under 4 Years. The ElevenLabs GTM Playbook with Carles Reina
Carles Reina was the fourth employee and first GTM hire at ElevenLabs. Four years and $600M ARR later, he sits down with Sam Blond to break down exactly how it was built. This 41-minute episode is one of the more specific accounts of what an AI-native GTM motion actually looks like from the inside.
Carles covers the distribution-first strategy that drove 0 to $100M in 20 months, the grants program that pulled demand away from every competitor in the market, and the 20x quota model that had reps hitting 300 to 600 percent attainment. He is equally direct about what he would do differently: sales enablement and senior sellers should come earlier than most founders think, and the organizational infrastructure to support them needs to be in place before scale creates the need rather than after it becomes obvious. He also shares how ElevenLabs wired AI into their GTM motion before most companies were even asking the question, and what that actually looked like day to day.
For a concrete, founder-level account of building go-to-market from scratch inside an AI-native company, access the full episode here.
AI Can’t Fix What Your Business Can’t Define
97% of companies have active AI initiatives. Only 5% say their data is ready to support them. This 35-minute episode of RevOpsAF puts that gap directly under the microscope, with Katie Brown, VP of Revenue Operations at Kami, joining Matthew Volm to explain why AI adoption almost always fails at the definition layer, not the technology layer.
Katie and Matthew work through what data readiness actually means in practice, why "source of truth" is a phrase that loses all meaning without shared metric definitions enforced at the system level, and how RevOps can build the foundational infrastructure that makes AI workflows reliable rather than confidently wrong. The conversation is designed to be a pressure test for any team that has already deployed AI or is trying to figure out where to start, with specific focus on metric governance and the organizational habits that determine whether a data foundation holds up under real usage.
For a direct, practitioner-led conversation on what your data foundation needs to look like before AI can deliver on its promise, tune in to the full episode here.
Webinars:
From Dirty CRM Data to Trusted Account Intelligence: A RevOps Playbook for
By: RevOps Co-op
CRM cleanup is table stakes. The harder and more valuable problem is turning clean data into account intelligence that GTM teams and AI workflows can actually act on. This session from RevOps Co-op, in partnership with HG Insights and Clay, builds a practical framework for exactly that.
The session centers on an Access-Prioritize-Activate model: Access covers identifying the data gaps preventing a reliable view of accounts; Prioritize covers determining which accounts are worth enriching before spending budget on everything; Activate covers putting trusted account intelligence to work inside GTM motions, including AI-powered workflows. Speakers include Spencer Hardey, VP of Business Operations at HG Insights, Hari Kumar from Clay, and RevOps Co-op CEO Matthew Volm. The session explicitly addresses why traditional CRM cleanup projects often fail to create lasting GTM value and what the right enrichment strategy looks like depending on where your revenue organization is today.
Date: September 23, 2026 | 1:00 PM ET | Zoom | Free
For RevOps leaders who have done the cleanup work and are now asking what comes next, register for the full session here.
From Operator to GTM Architect: The Skills Redefining RevOps
By: Revenue Operations Alliance
The technical and manual work that defined RevOps for years is increasingly being absorbed by AI. What that creates is not a smaller RevOps function; it creates a higher bar for what the function is expected to deliver. This session from the Revenue Operations Alliance, in partnership with Varicent, presents new joint research on the shift from RevOps operator to GTM architect, covering the skills that are already table stakes and the ones that are beginning to command a real premium.
Speakers are Curtis Schroeder, Head of Research and Insight at Varicent (formerly Oracle and Gartner), and Natascha Garmendia, Senior Director of Revenue Operations and Sales Performance Management at Dell Technologies, bringing two decades of experience in global sales ops and AI-enabled planning. Together they unpack which capabilities separate the best RevOps teams from everyone else, how AI is reshaping hiring and team structures, and where compensation and organizational influence are heading as the function continues to evolve.
Date: October 20, 2026 | 9:00 AM PT / 12:00 PM ET | Online | Free
For any RevOps leader thinking about the skills that will matter most in the next stage of the function, register for the full session here.
