jackie m.

Sure! I’ll shoot you a DM here in a bit after my morning meetings

Not sure if existing account ownership is the core struggle here... but the advice I give my clients is: Account strategy (and therefore ownership) should be based on both current revenue and future potential. Most orgs are used to just using current ARR, which is where a lot of the issues stem from. Most companies I work with end up creating a simple account categorization 2x2 that maps accounts by existing vs. potential revenue — and it determines how ownership is assigned. This approach ensures accounts are aligned to the appropriate strategy (serve, grow, defend, invest)— not internal politics or reactive deal sizes. Then you decide which teams are responsible for which strategies (usually I suggest enterprise teams handle all high revenue accounts) Reps know which accounts they own and the strategy behind them. Leadership isn’t constantly renegotiating who works what. I'll attached the 2x2 I like to use to explain this - obviously finding the guardrails AND determining how to calculate potential becomes very important.

We build our solutions around operationalizing the strategy, not just developing it. Our long-term engagements include implementation, as well as building the internal "muscle" to continue on in the long-term on their own.

Pushpak The report is all about the overall transition towards an internal Center of GTM Excellence, but also the gap between what companies expect from Revenue Ops and Enablement — and what these teams are actually set up to deliver. From what I have seen so far, expectations are shifting fast: own GTM strategy, drive performance, deliver insights. But in reality, a lot of teams are still stuck in reactive-mode without the authority, budget, or resources to keep up with expectations. I’m genuinely excited about the shift toward more strategic, centralized RevOps — but I also want to shed light on what it actually takes to get there. If you or anyone else has a perspective on this that you want to include, feel free to reach out!