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.
The talk walks through how a multi-domain commercial operating system is built at enterprise scale: strategy first, then the data foundation, then the operating system itself, then the cadence that runs it and the scorecard that measures it, in that order and for a reason. Leaders tend to ask for the dashboard first. The talk explains why that order fails, and what a weekly, monthly and quarterly rhythm has to look like before a scorecard means anything.
The five-stage sequence, and a test for whether their cadence produces decisions or theatre.
- Jun 2025 Revenue Operations Festival, London · How data and RevOps create a more predictable revenue engine Speaker
An example visual
An example of the kind of visual I use to carry the ideas in this talk, drawn one idea at a time. Each talk is shaped to the organisation and the forum, so the visuals on the day will vary.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.