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Contents

1. Revenue systems

2. Builds

3. The operator

4. Writing

5. Journal

6. Resume

7. Appendix

RevOps capacity planner.

Reverse-funnel math, in the open.

Put in a revenue target and your real conversion rates. It works backward to the deal, opportunity, SQL, MQL, and lead volume you’d need to hit it, plus the pipeline coverage that implies. The defaults are round numbers picked to be legible, not anybody’s operating figures.

Inputs

Net-new ARR or revenue you owe the board this year.
ACV or single-purchase value of a typical closed-won.
Percent of qualified opportunities that close.
Percent of SQLs that become qualified opportunities.
Percent of MQLs that get accepted as SQLs.
Percent of new leads that meet MQL criteria.
Median days from opportunity created to closed-won.

Required volumes

Pipeline coverage required
$45,454,545

Top-of-pipeline dollar value needed at the current win rate to cover the target.

Deals to hit target
133

To hit $10,000,000 at $75,000 ACV.

Opportunities needed
606

Yields about 51 per month at a 22% win rate.

SQLs needed
1,010

At 60% SQL to opp conversion.

MQLs needed
3,367

At 30% MQL to SQL conversion.

Leads needed
18,706

About 1,559 per month at 18% lead to MQL.