Revenue Operations & Sales Analytics Consulting for B2B SaaS Companies
Depending on your stage and what's most urgent, retainer work focuses on one or more of four core areas. These aren't separate services you pick from — they're the workstreams we run inside an engagement, sequenced around what your business needs most right now.
OUR SERVICES
Core Services
Most B2B sales forecasts aren't wrong because of bad salespeople. They're wrong because of bad methodology.
RevSpan builds two-track forecasting systems that combine quantitative modeling — stage-weighted pipelines, historical conversion rates, sales velocity metrics — with triangulation, the practice of cross-referencing rep-level, territory, and product-line data to catch blind spots before they become missed quarters. We design the model, train your managers on how to use it, and build the review cadence that keeps the forecast honest month over month.
-
A documented forecasting methodology your team actually uses
A model calibrated to your historical pipeline data and conversion rates
A management review cadence to maintain accuracy over time
Meaningfully reduced variance between commit and close
Great salespeople managed without structure produce inconsistent results. Most sales performance problems aren't people problems — they're system problems. The cadence is missing, the 1:1s are unstructured, and managers are flying on instinct.
RevSpan designs the operating system your front-line sales managers use to run their teams: a structured weekly and monthly cadence of 1:1s, pipeline reviews, forecasting conversations, and team meetings — each with a defined agenda, a set of inspection criteria, and a documentation rhythm. We standardize what effective management looks like so you can replicate it as you add managers and layers.
-
A weekly and monthly management cadence template your managers can run immediately
Meeting agendas and facilitation guides for each recurring touchpoint
A pipeline inspection framework with deal-level criteria and exit conditions
A structured coaching model for rep development conversations
If your sales team doesn't share a precise, written definition of your ideal customer, they're spending pipeline capacity on the wrong deals — and you won't know it until renewal.
RevSpan conducts a structured analysis of your closed-won history, expansion accounts, and churn patterns to build a data-backed ICP — segmented by firmographic, technographic, and behavioral attributes. We then standardize that definition across sales, marketing, and customer success so every function is working from the same answer to the question: what does a great customer actually look like?
-
A documented ICP with explicit scoring criteria
A defined negative ICP — the disqualifiers your team can use to exit bad deals early
GTM team alignment on what "qualified" means
A framework for re-evaluating your ICP as your product and market evolve
Hiring ahead of demand is expensive. Hiring behind demand costs you pipeline. Most scaling companies do both — and neither with confidence, because the model doesn't exist yet.
RevSpan builds bottoms-up capacity models that translate your revenue targets into specific headcount requirements by role, territory, and quarter. We layer in quota design and compensation modeling to ensure your plans are achievable, motivating, and aligned with the unit economics your investors expect. We've built these models for revenue teams scaling from 10 to 100-plus reps across SaaS, fintech, and enterprise B2B.
-
A repeatable capacity model that can be handed over to FP&A or your Revenue Operations function.
A compensation plan that both motivates and meets commission / bookings ratio expectations.
CONNECT WITH US
The right conversation takes 30 minutes. A broken quarter takes a year.
Most engagements begin with a 30-minute discovery call — no deck, no pitch, just a direct conversation about what's working and what isn't.