Quote-to-cash, written down
Practical RevOps writing: discount governance, approval design, and the metrics that make a deal desk measurable. One post a month, no filler. Subscribe via RSS.
Where should your discount thresholds actually sit?
July 2026 · Set the first rung above your typical discount, not below it — plus how many rungs to run and why a ceiling with an override is just a threshold.
Discount governance: the cheapest revenue you'll ever recover
July 2026 · Leakage isn't a rep problem, it's a systems problem. How thresholds, reasons, and audit trails recover 1–3% of quoted revenue.
The five quote-to-cash metrics that matter (and three that don't)
June 2026 · Quote turnaround, approval latency, version churn, attach rate, and leakage — with instrumentation notes for each.
Designing approval workflows reps don't route around
May 2026 · Every workaround is a design review. Thresholds, escalation paths, and why the fastest approval chain wins compliance.