CRM & data governance
Own the single source of truth: object model discipline, required fields, dedupe, hygiene, and the lifecycle-stage definitions everything else depends on.
Governance is unglamorous and load-bearing. Routing, scoring, forecasting, and reporting all inherit the definitions you set here. Get them wrong and every downstream number is wrong.
Definitions first
The lifecycle stages, the qualified-lead criteria, the opportunity source taxonomy: these are governance decisions, and they must be singular and documented. Two teams using “MQL” to mean two things is a governance failure, not a tooling one.
Hygiene as a system
Required fields, dedupe and merge rules on canonical keys, and validation that stops bad data at entry. Hygiene is a standing process, not a quarterly cleanup.
The boundary with Engineering
Engineering activates data into these structures at speed, and can build the automations that enforce them. But the definitions and the object model belong to Operations. Build the enforcement together; own the rules here.
Keep reading
All guides →Pipeline & forecasting
Build a pipeline you can trust and a forecast leadership believes: stage definitions, coverage, conversion math, and commit discipline.
RunTerritory & quota design
Carve balanced, defensible territories and set quotas sized to capacity and TAM, so every rep has a fair shot at the number.
RunCompensation design
Structure comp plans that drive the behavior you actually want: OTE, pay mix, accelerators, decelerators, and clawbacks.