Field notes from the transformation trenches.
Deep-dive analysis on finance, revenue, and technology transformation — written by the people doing the work.
Process Before Platform: A Working Framework for Transformation Leaders
The single biggest reason transformations fail is that the platform was chosen before the process was redesigned. The fix isn't complicated — but it requires discipline most consulting engagements don't enforce. Here's the framework we use.
When Salesforce Is the Wrong Answer
Salesforce is the right CRM for most companies most of the time. But "most" isn't "all," and the CIO who can articulate when a different platform makes more sense is more valuable than one who can't. Five scenarios where we recommend against Salesforce.
The RevOps Maturity Model: A Working Framework for Mid-Market Revenue Leaders
Most RevOps frameworks are written for enterprise teams with seven-figure budgets. This one is built for the CRO of a mid-market business — five stages, honest about what each one costs and what it unlocks.
Why Financial Close Projects Stall After Go-Live (and How to Fix Them)
Six months after a new ERP implementation, most finance teams are still closing the books in 10 days. The technology worked. The transformation didn't. Here's why — and the five-step playbook for recovery.
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