Revenue systems.

One chapter per system. Each opens on the problem and ends on what the work proves.

FIG_001 [ Revenue operating layers ]Read this stack bottom up. The definitions came first and everything above them depends on them.

Site figures

Years building GTM systems: 11. First digital marketing hire in 2015 through VP of Marketing and GTM, 2026.
Regulated verticals: 5. Regulated business lines run as one GTM operating system, with an international footprint.
Acquisitions integrated: 7. Marketing integration across 7 acquisitions, including a regulated Canadian business unit whose compliance requirements Connor learned and operationalized.
Chapters published: 13

Where to start

1. Revenue operating system from zero.235 words
  The funnel definitions, lifecycle stages, routing, and reporting that turned scattered activity into one system.
2. Governed AI operating layer.229 words
  A multi-agent layer that stages GTM work behind human approval gates and audit trails.
3. The wiki humans and agents share.378 words
  A knowledge base compiled once from the company's sources, with an approval tier on every page people and agents read.
4. Ghost pipeline detector.238 words
  Pipeline reviews stopped rewarding optimism once close-date drift and stage aging were instrumented.
5. Signal-based demand engine.221 words
  Buying signals routed to a tiered response model, with a defined window on the highest-priority ones.
6. Platform narrative and ICP intelligence.228 words
  I built the positioning framework on five pillars and the ICP research that justifies them.
7. Post-acquisition GTM bridge.230 words
  Marketing integration across acquired brands, web properties, and a regulated Canadian business unit.
8. Marketing analytics architecture.206 words
  Web analytics and CRM joined into one performance ledger that reconciles itself.
9. Leadership and team operating system.191 words
  How a near-zero-budget function became a board-backed team with an international model.
10. Outcome-first narrative architecture.166 words
  Each claim in the messaging system carries its proof and its approval state.
11. Two-function marketing operating model.193 words
  Splitting marketing into a demand function and a narrative function, with governance thin enough to ship through.
12. Enterprise digital presence rebuild.195 words
  We rebuilt on one architecture, then put a schema under the content so pages stopped being hand-built.
13. Strategy memo: how I think before I build.
  The questions I answer before writing a line of a plan.