Revenue Operations — CRM, attribution, forecasting and reporting

RevOps in practice: keeping a CRM honest, building attribution that survives scrutiny, and forecasting from evidence rather than optimism.

• CRM hygiene without a mandate

  Nobody updates the CRM because they are asked to. Four structural changes that make the data accurate as a side effect of work reps already do.

  Revenue Operations · 3 min read

• Building revenue attribution that survives scrutiny

  First touch, last touch and multi-touch all produce different numbers from the same data. Here is how to pick a model you can defend and what to do about the gap.

  Revenue Operations · 3 min read