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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.
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