B2B SaaS and technology
Pipeline that scales with the product, not the headcount.
For SaaS and technology companies selling to businesses: product usage in the CRM, routing that keeps up with self-serve, and reporting from sign-up to expansion that everyone agrees on.
# Play · B2B SaaS and technologyindustry: saasregions: any_you_sell_intosignals: watch: ["Usage spikes", "Seats near plan limit", "Hiring in key ICP roles", "New tools in the stack"] window_days: 30gtm: - pql_routing - champion_trackingrevops: - one_funnel_both_motions - forecast_and_retention_reportingagents: - name: account-research-agent review: required - name: churn-risk-agent review: requiredowner: your_team # documented and handed overWhat breaks in SaaS revenue teams
Patterns, not anecdotes. If two of these are true, the rest of this page is about you.
Product-qualified leads sit in the warehouse while sales works a cold list.
Self-serve sign-ups and sales-led deals live in different systems with different numbers.
Reps research every account by hand before every call.
Churn risk shows up in the renewal call, not three months before it.
Signals we watch
Changes that mean an account is worth a conversation now, matched to your ICP and written to the CRM with the reason.
What we build
Across all three services, shaped for how this industry buys.
GTM engineering
PQL routing
Usage and fit scored together, routed to the right rep with the context attached.
Champion tracking
Past users and buyers followed to new companies and re-engaged there.
RevOps
One funnel, both motions
Shared definitions from sign-up to expansion, for self-serve and sales-led alike.
Forecast and retention reporting
Pipeline, net revenue retention and expansion on definitions you signed off.
AI agents
Account research agent
A brief before every call from public sources and product data, checked by the rep.
Churn-risk agent
Usage drops and support signals summarised for each account owner every week.
Security questionnaire agent
Completes security and RFP questionnaires from an approved answer bank, reviewed before sending.
The system, end to end
Where the data comes from, what we build in the middle, and where the results land.
How an engagement runs
The same four steps whatever we build. The first one is small, fixed-fee and useful on its own.
Questions
Can you use product data from our warehouse?
Yes. We read from the warehouse or product analytics you already run and write scores back to the CRM. Nothing is copied into a tool you do not control.
Do you handle self-serve and sales-led together?
Yes. The point is one definition from sign-up to expansion, so both motions report into the same funnel and nobody argues about whose number is right.
Which tools do you build with?
Your CRM, usually HubSpot or Salesforce, your warehouse or product analytics, and your sequencer. A new tool is recommended only where there is a real gap.
Rebuild your revenue engine for the AI era
Start with a fixed-fee GTM systems review. We map your stack against the six layers of Revenue OS, and you keep the findings whether or not you work with us.