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Case Studies
Seven worked frameworks and models from my Revenue Operations practice. Built with fictitious data to show how I approach common B2B SaaS challenges: forecasting, territories, commissions, dashboards, attribution, customer health, and revenue reconciliation.
Territory Design & Account Coverage Model
Northstar SaaS · Territory PlanningMost territory models break because the math is fine but the operating cadence around them is not. This is the model and the playbook that holds it together for a multi-segment B2B SaaS sales organization.
Read case study →Forecast Inspection & Pipeline Review Framework
Northstar SaaS · Forecast OperationsA weekly forecasting cadence the CRO can actually trust. Stage exit criteria reps cannot fudge, deal inspection checklists that surface the same patterns every time, and MEDDPICC qualification checkpoints anchored to behavior, not intuition. The same inspection discipline lifted forecast accuracy about 18% at Exiger.
Read case study →Executive GTM Health Dashboard
Northstar SaaS · Executive ReportingOne screen the CRO opens every Monday morning and immediately knows whether the quarter is on track. Pipeline health, marketing funnel, BDR activity, and forecast confidence, segment by segment, with no spreadsheet stitching.
Read case study →Sales Commission Plan
North Star Analytics · Compensation DesignA compensation plan that drives the behavior leadership says it wants, modeled deal by deal so reps can verify their own commission instead of opening tickets with Finance. Built for an 8-rep B2B SaaS team.
Read case study →Multi-Touch Attribution Analysis
Northstar SaaS · Marketing AttributionA side-by-side comparison of four attribution models across $4.2M in closed-won revenue, plus a budget reallocation recommendation built for CFO sign-off. Built to settle the perennial Sales-vs-Marketing argument about credit.
Read case study →Customer Health Score & Churn Prevention Framework
Northstar SaaS · Customer SuccessA weighted composite health score, automated risk tiering, and a CSM playbook with SLAs, built to surface preventable churn 60–90 days before renewal, not 60–90 days after notice. The model targets $3.2M in at-risk ARR.
Read case study →Bookings vs. Revenue Reconciliation Model
Northstar SaaS · Sales-Finance AlignmentA 20-deal worked model that bridges sales bookings to recognized revenue line by line, including amendments, partial-month starts, and ramped contracts. Built to end the quarterly "but Sales said we booked X" debate between RevOps and Finance.
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