GTM Strategy & Operations
Revenue you can forecast. Performance you can explain to your board.
Hands-on GTM leadership that gets marketing, sales and customer success working as one, and fixes what's holding growth back.
Sample Offerings
Commercial org benchmarking
See how your commercial organisation compares, and where to focus first.
Stabilising GTM transparency and cadence
Clear visibility and a steady operating rhythm across the go-to-market team.
Strategy and growth planning
Turn growth goals into a plan the whole team can execute.
ICP and target market analysis
Define your ideal customer and the markets worth going after.
Compensation design
Incentive plans that drive the right behaviours and results.
Tech roadmapping including AI capability
A practical roadmap for your stack, including where AI adds value.
Building the GTM engine
Getting the foundations right so strategy turns into repeatable execution:
- ICP definition and market segmentation
- Funnel optimisation from first touch to closed revenue
- Territory and quota planning
- Scalable operating rhythms: pipeline reviews, QBRs and planning cycles
Revenue predictability and board insight
Enabling cross-functional alignment and clearer decisions:
- Forecasting methods leadership can trust
- Tech stack consolidation with ROI justification
- Shared KPIs across marketing, sales and customer success
- Leadership and board reporting packs
- Adoption plans that make change stick
Latest from the blog
All posts →New Website, New Me
I’ve gone and rebuilt my website. I wanted to share some templates and how-to guides I’ve been working on. And wouldn’t you know it, a doc upload became a new website. Don’t you hate when that happens? When I say I rebui…
Exploring Revenue Operations: Trends Shaping the Future of Business Growth
In the modern business landscape, revenue operations (RevOps) has emerged as a strategic function that aligns sales, marketing, and customer success teams to drive revenue growth and enhance customer experiences. As companies seek to optimize their revenue gen
Getting Started with Sales Compensation
Sales compensation planning is an important component of any sales strategy. It refers to the process of designing and implementing a sales incentive plan that motivates salespeople to achieve their targets and grow the business. Sales compensation plans can t
About Revenue Operations Help
2016
Year founded
20+
Years of experience
I build the commercial architecture that turns ambitious revenue targets into predictable results.
For over 20 years, I've operated at the intersection of strategy and execution — partnering with CEOs, CFOs and CROs to design and scale revenue organisations across B2B SaaS, enterprise software and high-growth PE-backed businesses. I've held full commercial leadership responsibility, built RevOps functions from scratch, and consistently delivered measurable outcomes across sales, marketing and customer success.
What I do best: take a business that's growing fast but operating reactively, and put the rigour, systems and cadence in place to make growth predictable and scalable.
More about Marissa →Frequently asked questions
What is Revenue Operations?
Revenue Operations is a crucial function for any commercial organisation looking to grow, scale or perform more efficiently. Revenue Operations is focused on everything from planning through commissioning and always have their eye on the pulse of the business through regular inspection. This function should always be striving for improvement, never happy with the status quo.
How big should the Revenue Operations function be?
According to a study, 54 percent of sales operations departments are less than 3 years old. While this function is in its infancy at many organisations, Fortune 1000 B2B companies typically spend anywhere from 1% to 5% of sales just on sales operations headcount and programs. No matter where you are on your journey, learning more about sales psychology, methodology and enablement technology can improve your organisation’s success.
Is there a standard structure?
There are likely as many versions of operations organisations as there are companies. Tactical and strategic, small and large, broad and narrow, centralised and devolved. There are a number of considerations to ensure the organisation is appropriately structured but no matter what, it's incredibly important sales ops is an empowered senior function and closely aligned with, and supported by commercial leadership.
Where can I learn more about sales and revenue operations?
If you have any questions, please email me.