RevOps Transformation: The First 90 Days

Shows the judgment call that separates a RevOps leader from a RevOps list: what I would deliberately not do first.

An executive case study set in a fictional $75M ARR company: Salesforce isn't trusted, forecast variance runs 25%, marketing and sales disagree on funnel definitions, comp disputes are routine, renewals live in spreadsheets, there are 14 GTM tools, the CRO wants a forecasting platform and the CEO wants AI. The case walks the diagnosis, a month-by-month sequence — establish truth, stabilize the process, then automate and apply AI — a priority stack of the five fixes that matter, the published operating model, and the team shape. Its centerpiece is an explicit list of what I would refuse to do in the first 90 days, and why.