Frameworks
These frameworks come from running a commercial operating system at global scale, and I've written them to be used at any size. Each one deals with a single part of the problem, and the map shows where each one fits and how they connect.
The Operating Philosophy sets the order, from strategy to scorecard, and every other framework sits at the stage it belongs to. AI runs across all of them, and the shape of the function wraps around the whole map. Select a framework to jump to 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
The sequence everything else sits inside
The Operating Philosophy
Commercial organisations that create value consistently build the same five stages in order, from strategy through the data foundation, the operating system and the cadence to the scorecard. Building them in the wrong order is the most expensive mistake in go-to-market.
Where to play, and where to put the money
Intelligence-Based GTM Design
How to rebuild an inherited global go-to-market model so it runs on evidence. It covers how to organise, where the money goes and what it produces, what every role is for, and the order to rebuild in.
The Smart Targeting Playbook
How to find, open, and win new markets by working from intent and propensity data instead of instinct, geography, or history. The method runs in ten layers from advantage to inspection and includes the exclusion rules most teams never write.
Turning strategy into a plan
The data and context the system runs on
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.
The Execution Intelligence Gap
The team that captures and compounds execution intelligence has a structural advantage. Getting there is a knowledge architecture choice about how a revenue organisation keeps what it learns and scales it.
The engine, the cadence and the scorecard
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.
What compounds, and what slows it down
AI in Enterprise RevOps
What actually works when AI goes into a complex go-to-market organisation. It needs the data foundations in place first, and once the execution layer is automated, revenue operations becomes a smaller team doing more consequential work.