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RevOps Consultant, ImpactGain
Sergio Aguado spent 7+ years at Dentsu UK, most recently as Managing Director of Digital Solutions, working across first-party data, retail media, and media technology. Before that, he held data and revenue leadership roles across the industry. He now runs ImpactGain, a B2B SaaS growth consultancy focused on RevOps and GTM strategy, and built ImpactGain Radar — a competitor intelligence tool for revenue teams.
He writes from the work: building pipelines, running teams, and figuring out what actually moves revenue.
LinkedIn →When you cross £2M ARR with a usage-based pricing model, your RevOps job changes. You're no longer managing named accounts and annual contracts. You're managing uncertainty.
Read More →Sales technology companies face a credibility test most SaaS companies don't — their buyers will judge them by how well their own sales process is run.
Read More →Retail technology companies serving both independent merchants and enterprise chains need RevOps that separates high-volume SMB automation from high-touch enterprise sales.
Read More →Proptech companies selling to real estate professionals face relationship-driven, informal procurement that is almost impossible to forecast without RevOps.
Read More →Martech companies selling to marketing buyers must prove ROI faster than any other SaaS vertical — and that requires RevOps that ties attribution to revenue.
Read More →Manufacturing SaaS companies selling through long RFP cycles with ERP integration requirements need RevOps built for industrial procurement.
Read More →Legaltech companies selling to risk-averse law firm buyers face some of the longest, most unpredictable sales cycles in SaaS.
Read More →Insurtech SaaS companies managing broker channels and policy renewal cycles need RevOps that treats the policy lifecycle as a revenue operations problem.
Read More →HR Tech companies face predictable seasonal buying patterns that destroy forecast accuracy unless RevOps is designed around the HR calendar.
Read More →Healthtech companies face HIPAA constraints, 12-month procurement cycles, and milestone-based contracts that make standard RevOps playbooks completely inapplicable.
Read More →Most fintech companies running side-by-side SMB and enterprise motions can't forecast revenue accurately without a purpose-built RevOps function.
Read More →Edtech companies managing both B2C student funnels and B2B institutional sales need RevOps that treats these as entirely separate motions.
Read More →E-commerce SaaS companies with GMV-based pricing and high-volume merchant bases can't run RevOps manually — automation and segmentation are survival requirements.
Read More →Developer tools companies running product-led growth alongside a sales motion need RevOps that bridges the PLG data layer and the CRM.
Read More →Data and analytics SaaS companies with usage-based pricing need RevOps that can model consumption growth as revenue.
Read More →Cybersecurity SaaS companies need RevOps that tracks multi-threaded deals and partner-influenced pipeline without losing data integrity.
Read More →Customer success platform vendors must run the best NRR operation in the market — because their buyers will judge their own CS maturity by the vendor's RevOps output.
Read More →Construction technology companies selling to general contractors face buyers with low digital adoption and project-based usage patterns.
Read More →Climate technology companies mixing SaaS revenue with grant funding need RevOps that can handle multiple revenue types without conflating them.
Read More →Most Series A B2B SaaS companies have no RevOps infrastructure — founders are still closing deals, stages are undefined, and pipeline data is useless.
Read More →Your CRM says the deal was lost to a competitor. "Pricing" or "Feature gap" or "Timing."
Read More →Your VP of Sales runs a weekly forecast call. Everyone talks through their deals. Pipeline looks healthy.
Read More →You have 5 AEs and 150 accounts. You decide to divide them evenly: 30 accounts per AE.
Read More →Most companies buy the wrong sales tools and waste $500K+ on implementation, integration, and training. Here's the framework for choosing right the first time.
Read More →Your best sales rep leaves and takes their process with them. Here's how to document and scale what actually works in your sales motion.
Read More →You have a lead routing system. It's supposed to distribute leads fairly across your sales team.
Read More →Most sales forecasts are fiction. Learn the three-factor forecasting model that predicts accuracy within 5% — and why your current approach is costing you millions.
Read More →You're sitting in the board meeting. The CEO asks: "Will we hit plan this quarter?"
Read More →Most sales enablement fails because it's a project, not a system. Learn the three-phase framework that cuts ramp time by 75% and makes new hires productive in 8 weeks.
Read More →Your sales cycle is 120 days. Your investors keep asking: "Why is it so long?"
Read More →Your commission plan incentivizes the wrong forecast behavior. Here's how RevOps fixes commission structures that kill forecast accuracy.
Read More →Your VP of Sales tracks activity metrics religiously. Calls per week, emails sent, meetings booked.
Read More →The formula for RevOps headcount: when to hire your first Ops hire, when to split into Sales Ops and Marketing Ops, and which roles unblock growth stages.
Read More →Your CEO asks: "Are we on track to hit plan?"
Read More →How Revenue Operations discipline scales customer success from tribal knowledge to repeatable process.
Read More →You've probably heard it: "You need 3x pipeline coverage to forecast confidently."
Read More →Your Marketing team is generating 500 MQLs per month. Sales says only 100 are actually qualified.
Read More →Your marketing automation platform scores leads on 47 criteria. Visited pricing page: 10 points. Downloaded whitepaper: 20 points. Spent 2+ minutes on site: ...
Read More →The average sales rep hits quota after 5.7 months. That's a 32% increase since 2020.
Read More →Your Series B company's ARR is £4M. 80% comes from new customer sales. 20% comes from expansion.
Read More →Expansion revenue is 3x more profitable than new business. Learn how to operationalize customer expansion and unlock millions.
Read More →When a prospect mentions a competitor, your CRM needs to capture it. Here's the three-field setup that turns competitor mentions into winning playbooks.
Read More →Your battlecards are great. They're current. They've got positioning against each competitor. Feature comparisons. Objection handling.
Read More →Your competitive monitoring tool sends 40 alerts a week. Competitor X hired a new VP of Sales. Competitor Y released a new pricing page. Competitor Z publish...
Read More →Your churn rate is 5% monthly. Your CRM says customers are leaving because "pricing" and "lack of features."
Read More →Every founder is buying AI tools. The ones actually closing deals fixed their data first.
Read More →Your new AE is three months in. She's hit 40% of quota. Your VP of Sales says she's "on track."
Read More →You have a process for selling to SMB companies: send emails, book a meeting, qualify, sell.
Read More →Learn how to activate buying signals and route accounts to the right sales team before competitors do—data-driven approach to signal-based revenue operations.
Read More →Discover why CRM data integrity is your biggest RevOps bottleneck and how to build a data governance framework that scales—with ownership rules and automation.
Read More →AI agents compress account research from 30 minutes to 60 seconds. See how top revenue teams deploy AI for 10x faster deal research and faster sales cycles.
Read More →Diagnose broken SDR-to-AE handoffs with a RevOps checklist. Spot timing, context, and criteria gaps costing you pipeline. Run your audit in a day.
Read More →Choose the right revenue attribution model for your SaaS. Practical guide to first-touch, U-shaped, and time-decay attribution — and what to skip.
Read More →Most SaaS pipelines lose 26% of potential revenue at 7 predictable structural failure points. Here's how RevOps teams diagnose and fix each one.
Read More →Lead scoring models designed for Series A fail at Series B volume. Here's how to rebuild, not tune, and why RevOps owns it.
Read More →Competitor job postings reveal product roadmaps 6 months before launch. Learn 5 hiring signals that predict competitive moves.
Read More →The four core functions of RevOps and how to structure your team at Series B—without hiring a director too early.
Read More →How bad CRM data breaks forecasting, measurement, and automation. A practical 8-week plan to fix your data quality problems.
Read More →Revenue operations has become the backbone of high-performing B2B organizations. Discover your maturity level.
Read More →In the past five years, SaaS companies have seen an entirely new role emerge at the intersection of sales, marketing, and engineering.
Read More →RevOps vs Sales Ops vs Marketing Ops: a plain-English breakdown of what each function owns, how they overlap, and which one your Series B company actually needs.
Read More →How the rush to implement AI is creating more chaos for revenue teams with already fragile operations.
Read More →