April 28, 2025
From Blind Spot to Goals Met: How a $20M Healthcare SaaS Company Re-drew Their Revenue Plan – And Hit Targets – Based on ayeQ’s Forecast A high-growth B2B SaaS company in the healthcare IT space turned to ayeQ to gain clarity around marketing ROI and e
April 15, 2025
In theory, understanding B2B marketing contribution to revenue should be straightforward. In practice, it’s anything but. Ask any B2B marketing leader to show how much pipeline or closed revenue came from marketing, and you’ll often get a slide stitche
April 10, 2025
At ayeQ, we recently surveyed B2B organizations to understand where the Revenue Operations (RevOps) function “lives” within their company structure. The results confirm what we’ve been seeing in the market: Only 38% of respondents said RevOps is part o
March 10, 2025
B2B Revenue teams are under more pressure than ever. Markets are shifting, budgets are tightening, and leadership demands transparency into performance – across the entire Go-to-Market function. This challenge is not new, but the pain is getting more a
February 27, 2025
Sales forecasting is only as accurate as the data that feeds it. Yet, many B2B companies fall into the trap of treating every opportunity in the pipeline as equally viable, even when a significant portion of deals are stalled in a particular stage. Wit
February 27, 2025
Sales forecasting is only as accurate as the data that feeds it. Yet, many B2B companies fall into the trap of treating every opportunity in the pipeline as equally viable, even when a significant portion of deals are stalled in a particular stage. Wit
February 27, 2025
One of the biggest challenges in B2B sales is managing stalled deals—opportunities that linger in certain stages far beyond their expected timeframe. While every sales process has some natural variation, a high number of stuck deals is a sign of ineffi
February 20, 2025
Re-Thinking Time Per Stage Most B2B companies set expectations for how long deals should stay in each sales stage, but these assumptions are often based on flawed logic. Many organizations simply pick an arbitrary length of time per stage — such as 30
February 19, 2025
How to Set Up B2B Sales Stages In B2B sales, defining clear and structured sales stages is essential for tracking progress, forecasting revenue, and optimizing pipeline management. Yet, many companies struggle to set up stages in a way that truly refle
February 19, 2025
Introducing our 5-Part Series Sales velocity is the lifeblood of predictable revenue growth, yet many B2B companies struggle to measure and manage it effectively. While most organizations track pipeline progression at a high level, few take a data-driv
January 23, 2025
In the world of B2B SaaS, the term “Revenue Operations” (RevOps) has become a buzzword. Many think RevOps is simply the combination of Sales Ops and Marketing Ops — a way to centralize operational functions for efficiency. But that definition sells sho
January 17, 2025
When I transitioned from engineering to leading global marketing for a B2B software company in 2001, I carried with me a perspective that many in traditional marketing roles didn’t share. My engineering background shaped the way I approached problems—w
December 19, 2024
For B2B SaaS companies, the sales pipeline is the lifeblood of growth. Yet, executives often use more art than science in determining the required size of that pipeline. “3X” is a legacy pipeline multiple (of target bookings) benchmark that has persist
December 12, 2024
In this episode of the ayeQ Answers Podcast, Dana Marxer sits down with Greg Guido, a seasoned B2B growth leader, to explore the future of the B2B Chief Revenue Officer (CRO) role. Greg delves into the fundamentals of growth, the evolving expectations
December 11, 2024
In this episode of the ayeQ Answers Podcast, Dana Marxer sits down with Greg Larsen, an expert in B2B SaaS growth strategy, to discuss the critical role of annual growth planning in driving sustainable success. Together, they unpack the unique challeng
November 20, 2024
The B2B SaaS CEO’s and CFO’s primary mission is stakeholder value, which immediately translates to financial performance and revenue growth. Gaining the confidence of the Board and shareholders requires managing their company with control and predictab
October 30, 2024
Moving from a “work and hope” approach to a metrics-based, validated B2B annual growth plan In the past few decades as part of various B2B SaaS company executive teams, I can’t tell you how many times I have heard a CEO say something like this: “How ab
October 14, 2024
Why are B2B companies flocking to RevOps for accelerating growth and efficiency? Because the payback is proven. See the actual statistics on ROI.
September 10, 2024
Annual planning is the cornerstone of success for B2B companies. It’s the time when businesses set their sights on the year ahead, aligning strategy, goals, and execution. However, this critical process is often weighed down by the inefficiency of trad
August 19, 2024
Annual planning season is upon us. In the B2B world, this process can be contentious, especially when sales targets and budgets are being negotiated. Often, a sales target is set by the executive team or board of directors based on a desired growth tra
July 12, 2024
At a recent Zoho users’ conference, I observed a fascinating case study involving one of our customers—a rapidly growing B2B SaaS company targeting a 9-figure ARR goal. Initially, they planned to transition from Zoho CRM to Salesforce.com as their grow
January 8, 2024
As we begin this next fiscal year, you may be looking at last year’s sales performance and feeling some apprehension about your ability to hit this year’s bookings targets. The levers you can adjust include the size of your team, your conversion rates
December 11, 2023
As you move into the next fiscal year, you are probably solidifying your marketing, inside sales and sales goals. And you’re probably asking yourself – are these the right goals? How many marketing leads need to feed the inside sales team to produce th
December 4, 2023
What is your pipeline telling you about your future bookings? You may use the rule of thumb for pipeline size – 3x your bookings target. But is that really the right size? Often B2B executives make the mistake of using the current year bookings target
November 28, 2023
Whether you are setting your bookings target for next year, or you are staring at the existing bookings target 2 quarters out, knowing whether you are going to hit it is even more important than hitting it. Why? Because your executive team depends on g
November 9, 2023
Induro’s full-stack development expertise brings advanced capabilities to ayeQ’s RevOps platform ayeQ announced today that it has acquired Induro, Charlotte’s boutique software development shop. Induro is well known as a trusted team with a passion for
September 27, 2023
We recently sat down with the Chief Revenue Officer of Bizzdesign, Greg Jones, and their RevOps leader, Christoph Risch, to learn about their experience as they have created a disciplined RevOps function. Here are a few takeaways from our interview: Re
September 11, 2023
The governing philosophy of RevOps is that the growth function of a business is a repeatable process. A repeatable process can be standardized, measured, and optimized over time. If you have a standardized process, you can model the characteristics of
June 21, 2023
Getting higher ROI from RevOps for B2B software companies Whether you have bootstrapped your way to high-growth or have a mature software company with multiple acquisitions, you have made some kind of investment in technology to manage your sales and/o
May 5, 2023
A mature RevOps engine predicts sales performance and drives improvement actions. If you are a B2B company that has been running a mature RevOps engine for at least the length of your longest sales cycle, you already know if you will hit your bookings
December 6, 2022
As companies with a RevOps foundation conduct their annual business planning, they will enter the year with confidence in their targets and planning assumptions. If they have been running RevOps analytics for 12 months, they have a pretty good picture
November 15, 2022
Using RevOps to Predict 2023 Sales Performance
October 19, 2022
Exploring the Power of a RevOps Culture
September 6, 2022
Using the RevOps Model to Validate Financial Plans, Staffing Levels, and Marketing Investment
October 18, 2021
RevOps Changes the Way a Company Thinks about Growth
June 3, 2021
Creating a High-Velocity Growth Engine for B2B
February 3, 2021
Automating Your B2B Revenue Growth Process
November 19, 2020
Budget Guidance from a Veteran Marketing Executive
September 21, 2020
A Transcription of the Latest ayeQ Executive QuickCast
September 9, 2020
Adapted from the Process of a Nuclear Submarine Captain
July 17, 2020
Optimize Strategy Performance
June 28, 2020
Process and Models, the Science of Growth
June 16, 2020
Have a Strategy that Drives Improved Performance
June 1, 2020
Building the Infrastructure for Sales and Marketing
May 18, 2020
Using Strategy Automation to Focus Your Weekly Leadership Meeting on Strategic Priorities
May 5, 2020
Creating an Accurate Sales Pipeline Model to Optimize Investments in Your Teams
April 29, 2020
Debunking the Strategic Consulting Myth, and Defining Strategy Automation
February 6, 2020
Apply Science to Your Marketing and Sales Function
January 7, 2020
The Goals That Do Matter (To The Executive)
December 18, 2019
The Goals That Don’t Matter (To The Executive)
December 12, 2019
How to Align Your Organization for Growth and Predict Bookings Performance
November 20, 2019
Setting and Monitoring the Right Metrics
October 24, 2019
Create a Process of Sustained Communication among Marketing and Sales
October 18, 2019
Monitor Performance
October 9, 2019
Define and Agree on Terms and Process
October 3, 2019
Set Clear Goals
ayeQ™ is the leading RevOps Automation platform. It helps B2B companies automate and optimize the planning, execution and performance management across the entire go-to-market engine. By aligning on and executing against shared goals, ayeQ helps eliminate inefficiencies, improve forecasting, accelerate revenue growth and provide much-needed operational transparency. ayeQ customers consistently outpace their competitors in gaining market share while operating in a constrained-resource environment.
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