Practical guides for revenue leaders. No fluff. Grounded in the same 25+ methodologies that power Cursus.
The diagnostic version of PMF, not the Twitter version. The leading indicator that matters, the metrics that lie, retention cohorts that tell the truth, and why most B2B SaaS companies claim product-market fit 12 months before they have it.
How to design a comp plan that drives the behavior you want: OTE-to-quota ratios, pay mix by role, accelerator tiers, clawback policy, and the most common mistakes that blow up your CAC payback.
A system for your first 90 days that goes beyond the usual advice. How to assess what you inherited, design what needs to change, and build a revenue operating plan your board can actually track.
What a revenue operating system actually is, why spreadsheets and tribal knowledge do not qualify, and the step-by-step process for building one. Covers ICP, sales motion, comp, forecasting, and operating rhythm for B2B SaaS.
What pipeline coverage ratio actually means, how to calculate it against left-to-get instead of full quota, benchmarks by quarter timing, the four health signals underneath the ratio, and the weekly cadence that keeps it honest.
Every revenue decision is connected. The 17 components of a complete revenue system: from strategy and ICP through pricing, territory, compensation, forecasting, and board reporting. How they depend on each other and why the order matters.