Resources

Articles, insights, frameworks, and case studies on CRM, revenue operations, and commercial strategy.

2026-02-20•Case Study•7 min read

EdTech SaaS: Rebuilding Pipeline Architecture from Scratch

How a Series B EdTech company went from 'we don't trust our pipeline numbers' to 94% forecast accuracy in 4 months.

The Framework

The formal commercial architecture behind everything I build — the three confusions, the commercial ontology, the qualification chain, and the campaign algebra.

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2026-03-05•Article•5 min read

The Three Lead Routing Mistakes That Kill Pipeline

Lead routing looks simple on paper. In practice, three common mistakes silently destroy pipeline velocity and rep productivity.

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2026-01-15•Case Study•6 min read

B2B SaaS: CRM Migration and Commercial Ontology Build

How a growing SaaS company migrated from a chaotic Salesforce instance to a clean HubSpot architecture with a proper commercial ontology.

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2026-03-10•Article•6 min read

Why Your CRM Is a Mess (And What to Do About It)

Most CRM problems aren't technology problems — they're architecture problems. Here's how to tell the difference and what to fix first.

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