Revenue is an operating system.
Most companies still run it by hand.
I run the global commercial operating system for a $1.5B ARR enterprise software business.
I treat strategy, the data foundation, the operating model and the cadence that gets a leadership team to decide as one system. They're designed together, measured together, and run on a rhythm that still holds long after the planning offsite has been forgotten. The frameworks here come from doing that at global scale, and they work at a fraction of it.
From where the business is to what it could produce
Every business has a gap between the revenue it produces and the revenue its market, people and products could support. You close it one building block at a time, in order. Select a block to read the framework behind it.
How the frameworks fit together
Each framework takes on one part of the same problem. The Operating Philosophy sets the order, and the others fit inside it. They cover where to play and where to invest, the data and context the system runs on, the engine that runs it, the shape of the team that owns it, and the AI that now runs across all of it.
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- Strategic planning · strategy into a plan · In preparation
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- The Dense Function
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- AI in Enterprise RevOps
- The Absorption Constraint
Latest
Context Architecture
Most AI adoption in go-to-market gets treated as a prompting problem, and underneath it's an architecture problem. Context has to be structured the way enablement is structured, in one governed library that prompts and agents both read from.
Asymmetric sales
AI is the loudest topic in go-to-market right now. The teams that win will be the ones whose strategy and sales culture can carry an asymmetric motion, with AI accelerating it.
The GTM Engine
A multi-domain framework for building a commercial operating system at enterprise scale. Four stages and three operating loops make up one integrated model, which gives leadership its signals and tells the field what to do.
On stage
Upcoming
- Dec 2026 Revenue Operations Summit, London · Breaking down silos, and why most of them come down to who owns the number Panel
- Jun 2027 RevOps AF Europe 2027, Dublin Speaker
Recent
- Sep 2026 Sales Enablement Leaders Conference, London · Context: the missing layer in GTM AI Speaker
- Jun 2026 Revenue Operations Festival, London · Dragons' Den: the hidden cost of misalignment and how RevOps fixes it Panel