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Posts on Revenue Operations, tool comparisons, qualification frameworks, and the operational reality of B2B SaaS teams — including the US-Mexico cross-border angle few people write about.
MEDDPICC vs MEDDIC: which framework actually moves forecast accuracy
May 12, 2026 · 8 min read · Sales MethodologyI have rolled both out at different stages of the same company. The honest answer about which one lifts forecast accuracy is uncomfortable for the framework-vendor industry: it is not the framework. It is whether managers actually inspect what reps put in the fields. But there is still a real reason to pick one over the other, and most teams pick wrong.
Read post →Salesforce vs HubSpot for a 20-rep sales team: an honest comparison
May 12, 2026 · 9 min read · ToolingThe 20-rep mark is the most common CRM crossroads in B2B SaaS. Below 10 reps, HubSpot wins by default — it is fast to stand up and the marketing alignment is free. Above 50 reps, Salesforce wins by default — you need the customization depth and the third-party ecosystem. The 20-rep mid-zone is where the decision genuinely tips on context. Here is how to read your own context honestly.
Read post →The cross-border RevOps playbook: USD revenue, MXN operations, one comp plan
May 12, 2026 · 8 min read · Bilingual GTMA growing number of B2B SaaS companies are US-incorporated, sell to US enterprise buyers in USD, and run sales operations or engineering out of Mexico. The setup makes financial sense — talent cost, time-zone overlap, USMCA legal clarity — but RevOps complexity sneaks up on teams that did not plan for it. This is the playbook I run when standing up the back office for one of these companies.
Read post →Bookings vs Revenue: a CFO-grade reconciliation in one spreadsheet
June 9, 2026 · 8 min read · Revenue FinanceMost companies do not have a bookings vs revenue problem. They have a bookings vs revenue reconciliation problem, which is different. The numbers are fine in both systems. What is missing is the bridge that explains why they do not agree. This is the five-step bridge that closes 95% of the gap, plus how to build it as one spreadsheet that does not lie.
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