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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Revy and the Jets bring the prepared work and its context. Learn how to review it, ask better questions, and decide what happens next.
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97 results
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 RevTech
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.
Working the Analyst question library
A governed, read-only library where the platform decides when each question re-runs. What cadence tells you, what each state means, and who sees which questions.
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.
Know what to work first every morning
The Action Center is the day, ordered. How to read it, what the lanes mean, and the three things you can do with a card.
Walk into every meeting prepared
The prep arrives before the meeting does. How to use a briefing you can ask questions of, and what to do with the meeting nobody joined.
Send the follow-up without writing it
Follow-ups arrive drafted against your own messaging framework. What to read before you send, and what to change upstream instead.
Answer a reply with the right intent
A reply is classified and the response is drafted before you open it. The one thing worth checking before you send.
Update the CRM by talking to it
Dictate what happened and review the change before it lands. The assistant proposes; you press Apply.
Hand work to the right person
Escalation is a routing decision, not a complaint. When to escalate, when to ignore with a reason, and what each one records.
Find any record or report in two keystrokes
Global search is how you reach accounts, contacts and deals — there is no menu item for them. What it covers and what selecting a result does.
Catch a deal before it slips
Five kinds of card tell you a deal is moving the wrong way, most of them before the close date does. What each one means and what to do with it.
Know who is in the deal, and who is missing
The committee on the deal, the org chart on the account, and the cards that tell you a new person appeared or your champion left.
Keep an account plan that is actually current
Generate a plan, edit it in place, and keep every version. The plan stops being a slide somebody made in January.
Run a pipeline review in an hour
Four reports answer where pipeline came from, how it moved and how it closed. The inspection is done before the meeting starts.
Stop chasing reps for the same three fields
Write your process as rules something evaluates every day, and let the exceptions come to the person who can fix them.
Learn something real from a closed deal
Loss reasons arrive pre-filled and wins arrive with a handoff drafted. Both are only worth anything if the reason is captured while it is true.
Hand over a new customer without losing the context
The handoff is drafted the moment the deal closes. What belongs in it, and how the first ninety days become a motion rather than a promise.
Re-open a closed-lost account on a signal
Win-back is a motion, not a quarterly list. Make losing a lifecycle state a play can watch, and re-engage on evidence.
End the forecast call with the gap owned
Forecast answers one question. Three reports, read in the order the call should go, and a meeting that ends in commitments.
Hear about a forecast change before the call
When a rollup moves materially, the card names which deals moved it. The difference between reacting on Monday and explaining on Friday.
See who will miss before they miss
Attainment is a lagging number. Pacing, coverage and concentration are the three that tell you early, and two cards do the watching.
Give everybody their number
The company number becomes everybody’s number through a cascade. The order it has to be done in, and what breaks when a level is missing.
Pressure-test the plan before committing to it
Saved scenarios sit beside the live pipeline baseline, so a what-if is a comparison rather than a spreadsheet nobody else has.
Trust the ARR bridge
Recurring revenue, retention and net revenue retention all rest on two CRM fields being bound correctly. Do that first.
Show what the capacity was spent on
The return is hours recovered and where they went. How to model it honestly, and which half of the argument gets skipped.
Make sure no lead waits
A lead flow is a contract between marketing and sales. Build one, route on rules, and let the unowned lead escalate itself.
Work the best leads first
Fit scoring against your own ICP, a card when a lead crosses the bar, and a record of every enrichment that produced it.
Reach an account while it is in market
Intent, web and ad activity, CRM activity and ICP match, correlated into one card with the play it qualifies for.
Launch a campaign whose collateral arrives written
Five steps from brief to review, with landing pages and solution briefs drafted per account. The review load is the thing to size first.
Turn campaign responders into owned follow-up
The gap between a campaign ending and anybody calling is where most campaign value is lost. Two cards and a bulk action close it.
Trust what a campaign is credited with
Two cards exist purely to catch attribution going wrong: a tag matching no campaign, and a form pointing at the wrong one.
Know whether marketing is on plan
Marketing KPIs, the campaign roster and the standing analyst question on campaign impact — read in that order.
Run a named-account motion end to end
A segment defines the list, a campaign type decides the specificity, and a play carries the follow-through to named owners.
Have every message sound like us
You author the framework; the agents write the account-specific message against it. Where the framework lives and how enrolment pins a version.
See renewal risk while it is still fixable
Health is a way to rank attention, not a verdict. How to turn the distribution into the specific list you work this week.
Walk into a renewal with the brief done
The brief arrives assembled: usage trend, value recap, risk flags. What is prepared for you, and what stays entirely yours.
Find expansion before the customer asks
A health climb arrives with the whitespace sized and the plays shortlisted. Turning a repeating signal into an owned motion.
Report retention from one place
Gross retention, churn and revenue at risk on one surface; net retention and expansion on another. Why they are separate.
Start every customer the same way
The first ninety days decide the renewal. Make them a play with owned steps rather than a checklist somebody keeps privately.
Get the tenant working in week one
The setup checklist in the order it actually has to happen: see your data, set up the system, bring in your team.
Connect the CRM and keep it current
The integration everything else rests on: connecting it, reading the scopes, checking the last sync, and reconnecting when a token expires.
Give each role exactly its access
Permissions, record scopes and analyst question grants — the three dimensions of access, and the order to set them in.
Decide what agents may do without asking
Autonomy is set per capability, and review is a budget you are spending. Where to put the gates, and what is recorded when somebody passes one.
Make drafted work sound like your company
The artifact library is the shared input every agent reads. Eight to start, versioned on every save, reviewed quarterly.
Never be surprised by the bill
Credits by run, team and workflow; warnings at three thresholds; and the approval dialog that prices a job before it runs.
Answer who changed this, and on what evidence
Six places carry the record: run details, artifact versions, the record journey, play impact, lead revisions and the assistant’s own history.
Keep teams and ownership current
Teams decide which targets exist, which reports scope and who owns what. Cheap to set up and expensive to change later.
Get an answer you can defend in the room
A governed library of standing questions, each with a current answer and the evidence behind it. What to check before you repeat one.
Walk into the exec review with the read done
Company KPIs, the people carrying them, and the two standing questions worth having open. The order that makes it a decision meeting.
Judge a motion on evidence
Impact is KPI-first: expand a KPI to see the plays moving it. Which numbers answer whether a motion works, and which cannot.
Turn a motion into something repeatable
Four steps from a purpose to an activated play: overview, timeline and actions, eligibility and goal, review and activate.
Get accounts into a motion without a spreadsheet
Bulk enrolment from the record tables, recommendations with a recommended owner, and the cooldown a rejection records.
Agentic GTM: architecture, use cases and a 90-day plan
A practical guide to agentic GTM architecture, governed AI agents, high-value use cases, readiness and a 90-day adoption plan.
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.
Partner operations: a governed workflow blueprint
A governed partner-operations blueprint covering onboarding, account mapping, deal registration, enablement, co-selling, approvals and measurable outcomes.
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.
Agentic GTM: architecture, use cases and a 90-day plan
A practical guide to agentic GTM architecture, governed AI agents, high-value use cases, readiness and a 90-day adoption plan.
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