Operating Intel

Field Notes.

Unvarnished observations on transformation, AI, and the messy reality of scaling teams.

Modern office staircase with natural light from above, representing progressive stages of organizational growth

Revenue GrowthAug 25, 2026

What RevOps Maturity Actually Looks Like at Each Stage (And the Signs You're Stuck)

Most RevOps maturity frameworks are written by vendors who want to sell you stage 4 software. This one is written from 22 years of sitting inside organizations at each stage and watching what actually gets people stuck.

Read Essay 8 MIN READ

Recent Essays

Sales leader reviewing pipeline distribution charts on a monitor in a modern office

Revenue GrowthAug 25, 2026

Your Q3 Pipeline Number Is Probably Wrong. Here's the Math That Explains Why.

Most sales forecasts miss not because the team sold badly but because the model that produced the number was wrong from the start. Here is what weighted pipeline math gets wrong and what actually works instead.

7 MIN READ

Modern corporate team analyzing revenue operations data dashboards in a bright collaborative workspace

Revenue GrowthJul 26, 2026

What Is Revenue Operations and Why It Changes How You Sell

Revenue operations sounds like a sales thing. It is not just a sales thing. RevOps is the infrastructure that determines whether marketing, sales, and customer success are working toward the same number or three different ones. Most companies doing it wrong look functional from the outside until the quarter something breaks. Here is what RevOps actually is.

11 MIN READ

Business leader reviewing growth strategy at a desk, representing the shift from AI cost-cutting to AI-enabled revenue growth

AI StrategyJun 1, 2026

You've Been Using AI to Cut Costs. Your Competitors Are Using It to Win Customers.

Most companies deployed AI to reduce costs. A smaller group deployed it to understand their customers better and grow revenue. In 2026, the gap between those two decisions is becoming visible in the numbers - and increasingly hard to close.

7 MIN READ