The Healthy Pipeline
Revenue leaders obsess over pipeline. Before there’s revenue, before you can plan and set targets, before you can forecast, and before you can diagnose any go-to-market issue, you must first understand pipeline. That is the topic of this paper: to understand pipeline, and to use that understanding to improve business performance.
Demand Generation in Enterprise SaaS
For most SaaS businesses, insufficient pipeline is the primary barrier to growth and scale. This paper will not explain how to manage an SDR team, how to run marketing campaigns, how to build a partner program, or what a good prospecting email looks like. The purpose of this paper is to define a framework for demand generation — how to understand how the pieces fit together to create a sustainable machine.
Revenue Operations
A simple graphic that lays out the major functions of revenue operations.
Revenue Enablement
A simple graphic that lays out the major functions of revenue operations.
