David Walker

GTM

How Clay's Head of GTM Engineering Took Event ROI From 2x to 10x

Everett Berry treats every dinner like a funnel. Here's the six-stage system — golden lists, leader-to-leader invites, engineered seating, automated follow-up — that took Clay's event ROI from 2x to 10x.

GTM

From 10% to 80% Forecast Confidence: How Rubrik Rebuilt Its Marketing Forecast

Every RevOps leader forecasts the sales pipeline to the dollar, then guesses at what marketing will produce. Zach Hoogerland changed that at Rubrik, building a marketing pipeline forecast his CMO, sales ops, and sales all trust — and taking it from 10% to 80% confidence in a single quarter.

GTM

How ZoomInfo's new VP of RevOps built an AI agent that kills phantom pipeline

ZoomInfo's new VP of RevOps built two AI agents to expose "phantom pipeline"—the zero-engagement deals quietly inflating every forecast. Here's her 5-step playbook for AI that transforms revenue ops instead of speeding up the mess.

GTM

How one simple step took Deel's pipeline to nearly $200M

Jeff Ruby grew Deel's mid-market pipeline from $93M to $184M without a reorg, by breaking an $8M target into ten daily activities. Here's how he did it.

GTM

The 5x rule: How revenue teams are actually getting results from AI

Eric Portugal Welsh went from no CRM structure to 95% lead visibility in four months. Here's the unsexy foundation work that made it possible — and why most AI rollouts skip it.

Company

Spara launches with $15M to reinvent inbound sales

Spara officially publicly launched on September 15th, backed by Radical Ventures and Inspired Capital.