Learn to work with agents.
Long-form education on agentic GTM and revenue operations, written for the people who will govern this work. Follow a path, or read anything in the library on its own.
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RevTech Launchpad
The first two weeks. What agents do, how the queue works, and how to get your first play running.
Governing agentic GTM
For RevOps. The rules, the review routing, and the audit trail that make agentic work safe to run at scale.
Agentic GTM for revenue leaders
The capacity argument, what to expect in the first quarter, and the numbers worth holding the team to.
Working with AI agents day to day
What actually changes in your week when agents carry the repeatable work, and the one habit that decides whether it sticks.
Writing rules agents can actually enforce
A rule that reads well in a slide is not a rule an agent can apply. How to write standards that survive contact with real records.
Pipeline hygiene as a system, not a campaign
Why quarterly clean-up efforts always fail, and what replaces them once inspection runs continuously.
Reading an analyst answer properly
Every answer comes with its evidence. How to check one before you take a number into a meeting.
Build and run your first RevPlay
From a motion your best rep runs from memory to a repeatable play your whole team runs the same way.
Running a campaign with drafted content
Setting up a campaign whose landing pages, solution briefs, and ad copy arrive written, and reviewing them without becoming a bottleneck.
Renewals and expansion with the Customer agent
Walking into a renewal quarter knowing which accounts need attention — and finding expansion before the customer asks.
A day in the Action Center
Ten minutes watching a rep work a real queue: what gets approved, what gets edited, and what gets sent back.
How approvals work
The path a prepared change takes from an agent to your CRM, and every point a person can stop it.
Running the weekly forecast call in RevTech
Forecast answers one question — will we hit the number? How to walk its three reports in the order the call should go, and end every session with the gap owned.
Working the Pipeline report
Where pipeline comes from, how it moved, and how it closed — four reports that make a weekly pipeline review something other than a spreadsheet.
Planning the revenue year
Bookings, recognized revenue and the ARR bridge — pressure-testing a plan before you commit to it, and keeping it alive after you do.
Setting targets that hold
The company number becomes everybody's number through a cascade: company, team, individual, segments. How to allocate it so it survives the quarter.
Segmenting the account base
A segment is a reusable audience that campaigns, plays and reporting all draw on, which is why a loose definition costs more than it looks like it should.
Reading the KPI and performance surfaces
KPIs tell you how the company is doing. Team performance tells you who is carrying it. Neither moves a number, so the read has to end somewhere else.
Governing the lead flow
A flow is a contract between marketing and sales. Choosing the type, sizing how many you need, and finding the stage where leads actually die.
Working accounts and account plans
Accounts is the gravity well — deals, contacts, pipeline and forecast all hang off it. How to work a book weekly and use the plan as a real deliverable.
Keeping the buying group current
Contacts is the people layer every outbound motion starts from. Prioritizing by engagement, finding dormancy inside live deals, and building the org chart.
Working deals with agents
One shared definition of stage, forecast category and committee — so a pipeline review stops being a negotiation and starts being a decision.
Coaching from team performance
One row per person, one number that says whether they will hit the quarter. Built for the weekly 1:1, on both the sales and customer success sides.
Setting up teams and ownership
Teams decide which targets exist, which reports scope, and who owns what. A structural decision that is cheap to make and expensive to change.
Configuring your agents
The hub is one card per agent, and opening a card is not configuring it. What "configured" actually means, and the order that makes it go quickly.
Maintaining the artifact library
The operating library you maintain and every agent reads from. Eight templates to start, versioning on every save, and why this is a quarterly RevOps item.
Messaging frameworks agents write from
A sequence is a framework, not message copy. Writing a purpose an agent can generate against, and the edit that silently changes every live enrollment.
Scheduling the Analyst
Each analysis question runs on a cadence you set. Choosing which questions run, how often, and how to read the answers they produce.
Finding your way around Reporting
Every report in one place, all sharing a header, a period and a team scope. How to navigate the set and share a view without describing it.
Running RevTech: access, teams and credits
The administrative half — company settings, roles, users, billing and credit usage. Set up in the right order, then reviewed on a rhythm.
What is Agentic GTM?
Agentic GTM is an operating model where humans and AI agents work together across sales, marketing, CS, and RevOps, with governance and control.
What is AI-native GTM?
AI-native GTM is designed around agents from the ground up, not AI bolted onto old workflows. What it means to be AI-native, not just AI-enabled.
What is an agentic operating layer?
An agentic operating layer connects your CRM, GTM data, models, agents, workflows, governance, and human review into one system.
Human-agent GTM workflows
How humans and AI agents work together in GTM: agents do the repeatable work and prepare it for review, humans manage the last mile.
What is Agentic GTM governance?
The control layer for agentic work: permissions, human review, audit trails, data controls, and observability, so agents are never a black box.
The Agentic GTM maturity model
The stages of adoption, from manual human-only GTM to a fully AI-native operating model where humans and governed agents work together at scale.
Agentic GTM & RevOps glossary
Definitions of the key terms in Agentic GTM and RevOps: operating layer, context layer, human-in-the-loop, permissioning, audit trails, and more.
Enablement templates
Operating templates for agentic GTM: pipeline review, forecast review, account plan, lead-management checklist, and agent governance checklist.
What is RevOps?
RevOps aligns the systems, data, process, and governance behind GTM. In the agentic era it becomes the architect of how humans and agents work.
What is the RevOps operating model?
The RevOps operating model rests on four pillars — systems, data, process, governance — run on a cadence. How the agentic era reshapes each one.
What is CRM hygiene?
CRM hygiene keeps records complete, accurate, and current. Poor data quality breaks forecasts, routing, and agents, and here is how agents fix it.
What is pipeline management?
Inspecting deals, testing coverage, and driving the right actions — and how agents make pipeline inspection continuous, not a weekly scramble.
What is sales forecasting?
Forecasting predicts revenue using categories, risk assessment, and inspection, and agents cut variance by grounding it in real signals.
What is lead management?
Moving prospects from capture to qualification through MQL, SAL, and SQL, with routing and SLAs, and how agents close the leakage.
What is account planning?
Growing strategic accounts by mapping stakeholders, whitespace, and a plan of action, and how agents keep plans living rather than static slides.
What is partner operations?
The workflows behind channel and co-sell revenue — deal registration, attribution, and enablement — and how agents clear the bottlenecks.
What is customer success operations?
The systems behind retention — renewal management, risk detection, expansion, handoffs — and how agents surface churn risk before it is a save.
What is a GTM operating cadence?
The rhythm of reviews and decisions that keeps GTM aligned, weekly to quarterly, and how agents turn cadence from status meetings into action.
What is Agentic GTM?
Agentic GTM is an operating model where humans and AI agents work together across sales, marketing, CS, and RevOps, with governance and control.
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