Make revenue predictable.

The curriculum

1. 01

   Pipeline & forecasting

   Stage definitions with observable exit criteria, honest conversion math, and a forecast you can defend when a deal slips. The number as a claim, not a hope.

2. 02

   Territory & quota design

   Carve balanced, defensible territories and set quotas that give every rep a fair shot at the number. Coverage ratios, capacity models, and fair-share logic.

3. 03

   Compensation design

   Comp plans that drive the behavior you actually want. Ramp, accelerators, clawbacks, and the trade-offs that make or break a plan.

4. 04

   Funnel & conversion analytics

   Define the metrics that matter, measure stage-to-stage conversion and velocity, and build reporting people trust instead of dashboards nobody reads.

5. 05

   The rhythm of the business

   The operating cadence that keeps a GTM org accountable: forecast calls, pipeline reviews, QBRs, and the weekly diff that catches drift on Tuesday, not at quarter end.

6. 06

   Data governance & handoffs

   A CRM that stays trustworthy, and clean handoffs between marketing, sales, and CS so leads, deals, and customers stop falling through the cracks.

The lexicon

Rhythm of the business

The recurring operating cadence (forecast, pipeline review, QBR) that keeps a revenue org accountable.

Coverage ratio

Open pipeline divided by the target it must produce, the health check on whether the number is reachable.

Linearity

How evenly bookings land across a period rather than piling into the final week.

Net revenue retention

Revenue kept and expanded from existing customers, net of churn and contraction.

Ramp

The period before a new rep is expected to carry full quota, and how it is modeled into capacity.

The bowtie

The full funnel extended past the sale into onboarding, retention, and expansion.