Essays and frameworks on how B2B revenue actually gets built, written for CXOs and the operators who own pipeline. Human-written, one essay every fortnight.https://gtmsabha.com/enhello@gtmsabha.com (Shankar Krishnamurthy)https://gtmsabha.com/essays/what-a-unified-revenue-graph-actually-changes-for-a-cro/https://gtmsabha.com/essays/what-a-unified-revenue-graph-actually-changes-for-a-cro/Most revenue teams run on five disconnected ledgers — CRM, billing, product usage, support, and the finance sheet nobody admits exists. When they become one graph, the job of the CRO changes shape. Here is how.Thu, 05 Nov 2026 00:00:00 GMTRevenue architecturerevenue graphRevOpsCRMlead-to-cashShankar Krishnamurthyhttps://gtmsabha.com/essays/the-handoff-is-where-pipeline-dies/https://gtmsabha.com/essays/the-handoff-is-where-pipeline-dies/Every deal crosses at least three desks between first touch and cash. Each crossing is where it quietly leaks.Thu, 22 Oct 2026 00:00:00 GMTPipelinehandoffspipelineShankar Krishnamurthyhttps://gtmsabha.com/essays/stop-hiring-sdrs-before-you-have-a-motion/https://gtmsabha.com/essays/stop-hiring-sdrs-before-you-have-a-motion/Decide how you sell before you decide who sells. A sequencing rule for founder-led teams.Thu, 08 Oct 2026 00:00:00 GMTHiringhiringsales motionShankar Krishnamurthyhttps://gtmsabha.com/essays/quota-is-a-lagging-indicator/https://gtmsabha.com/essays/quota-is-a-lagging-indicator/Five numbers that move weeks before quota does, and how to instrument them.Thu, 24 Sep 2026 00:00:00 GMTMetricsmetricsleading indicatorsShankar Krishnamurthy