What I talk about
Every talk comes from something I've built and run, from a company scaling past a billion to a global enterprise. There are two tracks: one for the people who run revenue, and one for the people who invest in it, showing what a go-to-market organisation looks like from the operator's side of the table.
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
Signature talks
Eight talks in two tracks. Each one works as a keynote, panel, fireside or workshop, and can be tailored to the room.
Running revenue
The revenue operating system
Most companies run go-to-market by hand.
Strategy, data foundations, the operating model and cadence, built in order and run as one system, and why companies that start with the dashboard get the same quarterly review with better-looking charts.
Planning is science
Target is an input. Capacity is the answer.
How to plan go-to-market from what the organisation can actually produce: effective headcount, measured productivity and honest ramp, then how to close the gap to target with named changes rather than hope.
Context: the missing layer in GTM AI
An architecture problem dressed up as a prompting problem.
Why prompts and agents fail the same way, and why enablement and revenue strategy should own the context that sellers and agents both draw on.
The future shape of RevOps
If you can't name what a seat owns, it's coverage.
AI is taking the execution work in RevOps. What should remain is strategist and operator pairs, specialist teams with real authority, and a business that holds its own leaders to account.
Value creation, from the operator's side
The gap is the value
Most companies aren't running the go-to-market model their board thinks they are.
Every go-to-market organisation exists three times: the model leadership designed, the one the plan funds, and the one that actually runs. Most of the value sits in the gaps between them, and an investor who sees those gaps early writes a better value creation plan.
Can this team deliver the plan?
Underwriting the revenue line from capacity, not ambition.
A revenue plan is a claim about capacity. How to test it with effective headcount, measured productivity, ramp and attrition against target, and the three ways plans most often hide a shortfall.
Redesigning go-to-market inside a hold period
A full redesign of a global organisation in a quarter of the normal time, with no damage to the pipeline.
Rebuilding coverage, roles and incentives at the pace an investment timeline demands, including placing sellers by evidence: the same forty sellers produce more when they are placed where the evidence says they will perform.
AI across the portfolio: absorption, not adoption
The pilots didn't fail in the model. They failed in the org chart.
Why AI value in go-to-market stalls inside the organisation, and how to plan it like capacity: human and digital work in one plan, review time treated as the new bottleneck, and freed time reinvested on purpose.
Recent and past
- 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
- Jun 2026 RevOps AF Europe, London Speaker
- 2026 The Customer Conference Europe, London Speaker
- Dec 2025 Revenue Operations Alliance Summit, London · Data into direction Speaker
- Sep 2025 Everstage Northstar '25, London · RevOps in the age of AI: essential or obsolete? Keynote
- Jun 2025 Revenue Operations Festival, London · How data and RevOps create a more predictable revenue engine Speaker
- 2025 Sales Enablement Summit (Hive), London · Leading GTM transformation and breaking down silos Panel
- Jun 2024 6sense RevCity, London · Winning where you want: having intent behind your GTM strategy Session
- 2024 RevOps Lab podcast · How RevOps works in the enterprise Podcast guest
Speaker bios
Ian Matthews designs and runs revenue as an operating system. He is VP Revenue Strategy, Planning & Performance at Teradata ($1.5B ARR), a certified Revenue Architect, a Pioneer 30 RevOps Award winner and a Catalyst LP at Stage 2 Capital. Based in London.
Ian Matthews is VP Revenue Strategy, Planning & Performance at Teradata, where he runs the global commercial operating system for a $1.5B ARR data and AI business: strategy, planning, incentives, forecasting and cadence across 700+ sellers. Across 20+ years he has built go-to-market at every stage of growth: at National Instruments while it grew from under $300 million to over $1.2 billion in revenue, at a data scale-up through its pivot from services to software, and at enterprise scale today. A certified Revenue Architect, Pioneer 30 RevOps Award winner and Catalyst LP at Stage 2 Capital, he speaks to revenue leaders on building revenue operating systems, and to investors and boards on where go-to-market value is created and lost. Based in London.
Ian Matthews is VP Revenue Strategy, Planning & Performance at Teradata, where he runs the global commercial operating system for a $1.5B ARR data and AI business: strategy, planning, territories, incentives, forecasting and the cadence that ties them together across 700+ sellers.
He has built go-to-market at every stage of growth. An electronic engineer by training, he was at National Instruments while it grew from under $300 million to over $1.2 billion in revenue, moving from field sales to building aerospace and defence into EMEA's second-largest industry, then leading a sales transformation across 1,500+ people in 40+ countries. He then built the go-to-market function from first principles at a customer data scale-up through its pivot from services to software. In his enterprise value creation work he has led rapid go-to-market redesigns, standardised fragmented regional models into one global process, tightened forecast accuracy, and built a governed context layer that sellers and AI agents work from.
A certified Revenue Architect, he writes the IllogicalData frameworks on revenue operating systems, is co-authoring a practitioner book on go-to-market strategy to planning, and is a Pioneer 30 RevOps Award winner and Catalyst LP at Stage 2 Capital. He speaks to revenue leaders on running revenue as a system, and to investors and boards on where go-to-market value is created and lost. He holds a BEng from the University of Surrey and is based in London.
Our next speaker runs the commercial operating system for a $1.5 billion data and AI business. He has built go-to-market inside a company that more than quadrupled in size, a scale-up that reinvented itself, and a global enterprise, and his view is that revenue is an operating system most companies still run by hand. Please welcome Ian Matthews.
Kit and booking
Speaker kit: headshots, bios in three lengths, a host introduction and both talk tracks. ZIP, 2.5 MB.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.