Diagnoses, frameworks, and hard-won opinions on building B2B revenue systems that compound — written by the operators who run the Stress Test. One vocabulary. Six pillars. No fluff.
Why buying more tools and hiring more reps won't fix a system that was never designed — and what "commercial architecture" actually means in practice.
A forecast the board can trust isn't a spreadsheet exercise. It's a bottoms-up model, a KPI tree, and exit criteria that hold under pressure.
Read →The handoff isn't broken because the routing rules are wrong. It's broken because marketing and sales never agreed on what a qualified deal is.
Read →The fastest way to grow net revenue per rep is often to shrink the pipeline. A field note on qualification criteria you'll actually enforce.
Read →You can lift average contract value without losing a single logo — if you fix packaging and narrative before you touch the price.
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