REVOPS LAB · 90 DAYS
Turn revenue signals into a system leadership can trust.
A 90-day operating-system intervention for B2B technology companies whose pipeline, forecast, data and management rhythm no longer provide a dependable view of commercial reality.
Designed by MB Edge based on 30+ years of experience · Commercial operating model first · Southeast Asia operating judgment
PIPELINE
One evidence-based view of opportunity movement
FORECAST
One accountable commercial outlook
GOVERNANCE
Clear ownership, rules and intervention
CADENCE
Decisions, actions and follow-through
STEP 01: DIAGNOSE
Establish the commercial truth before changing the system.
Before introducing new process, dashboards or governance, MB Edge identifies where the revenue system has stopped reflecting commercial reality. The diagnostic separates isolated data issues from the underlying definition, ownership and operating-rhythm failures that create them.
REVENUE DEFINITION AUDIT
Review lifecycle, pipeline and forecast definitions to identify where teams use different commercial language.
PIPELINE EVIDENCE REVIEW
Test whether opportunity progression reflects observable buyer movement rather than seller activity or confidence.
FORECAST CONFIDENCE ASSESSMENT
Examine forecast categories, evidence standards, overrides and accountability to identify where confidence is being overstated.
DATA AND REPORTING DIAGNOSTIC
Identify the fields, reports and data-quality gaps that prevent leadership from seeing risk early enough.
OPERATING-CADENCE REVIEW
Assess forecast calls, pipeline reviews, deal inspection and escalation routines for clarity, consistency and decision quality.
DECISION AND OWNERSHIP MAP
Define the highest-risk gaps, accountable owners and the priorities the intervention must address.
Output: Revenue-system diagnostic, decision register and target operating model.
STEP 02: INTERVENTION
A commercial operating model. It is not a CRM clean-up project.
The work connects lifecycle definitions, qualification, forecast logic, management inspection and management reporting into one operating system.
REVENUE-STAGE ARCHITECTURE
Shared lifecycle and opportunity-stage definitions tied to observable buyer movement.
QUALIFICATION CRITERIA
Clear evidence requirements for advancing, holding or removing an opportunity.
PIPELINE GOVERNANCE
Ownership, hygiene rules and intervention thresholds for material pipeline risk.
FORECAST MODEL
Common categories, evidence standards and a clear accountable outlook.
DATA OWNERSHIP
Named responsibility for critical fields, definitions, exceptions and remediation.
OPERATING HANDBOOK
Documented definitions, governance, cadence and decision rights.
TRUTH QUALIFICATION
Stage progression must reflect buyer reality and not your seller activity and confidence.
The Truth Qualification System provides the evidence standard used to assess opportunity movement, forecast confidence and execution risk. It defines the buyer evidence required to advance, hold, reclassify or remove an opportunity, creating a consistent basis for leadership inspection.
Applied inside pipeline governance, forecast certification and material deal reviews.
STEP 03: OUTCOMES
Decision-ready signals leadership can bank on.
DASHBOARD REQUIREMENTS
Decision-ready views that show what happened, why it happened, what is at risk and where leadership intervention is required.
MANAGER INSPECTION
Repeatable forecast, pipeline and deal-review standards.
SELECTED WORKING OUTPUTS
Practical assets leadership can continue to operate.
REVENUE DEFINITION FRAMEWORK
One commercial language for lifecycle, pipeline, forecast and ownership.
PIPELINE STAGE ARCHITECTURE
Entry, exit and evidence criteria tied to observable buyer movement.
FORECAST CONFIDENCE MODEL
A defensible basis for commit, upside, risk and intervention.
TRUTH QUALIFICATION PLAYBOOK
Evidence standards and inspection criteria for material opportunities.
GTM KPI HIERARCHY
Measures connected from activity and conversion to executive outcomes.
REVOPS OPERATING CADENCE
Forums, owners, decisions and follow-through across the revenue system.
BOARD-READY REVENUE DASHBOARD
A concise view of performance, confidence, risk and required action.
12-MONTH REVENUE SCENARIO MODEL
Base, upside and downside scenarios with explicit assumptions.
MB Edge defines and installs the commercial model. Technical CRM configuration remains with the internal operations team or an appropriate implementation partner.
HOW THE LAB WORKS
Diagnose the truth. Build the controls. Embed the operating rhythm.
DAYS 1–30 · DIAGNOSE AND ALIGN
Audit definitions, pipeline evidence, forecast logic, reporting, ownership and leadership routines. Output: Revenue-system diagnostic, decision register and target operating model.
DAYS 31–60 · BUILD AND OPERATE
Install stage criteria, qualification evidence, forecast rules, dashboards, governance and manager inspection in live operating conditions. Output: Working governance mechanisms, dashboard requirements and leadership cadence.
DAYS 61–90 · EMBED AND TRANSFER
Run repeated operating cycles, correct failure points, document ownership and transfer capability. Output: Operating handbook, adoption plan and executive accountability.
SHARED ACCOUNTABILITY
The system works when leadership owns the decisions it produces.
MB EDGE LEADS
Diagnostic and operating-model design; definition alignment; governance and management cadence; challenge of pipeline, forecast and deal evidence; documentation and capability transfer.
CLIENT LEADERSHIP OWNS
Executive sponsorship and decision rights; access to data and forums; named cross-functional owners; adoption of agreed standards; timely resolution of exceptions.
FIT FOR THE REVOPS LAB
Built for leadership teams ready to replace interpretation with operating discipline.
BEST FIT
B2B technology companies with product-market validation; approximately US$5m–US$100m ARR or equivalent complexity; multi-country, enterprise or partner-led models; forecast, pipeline or execution inconsistency; accountable executive sponsor.
NOT THE RIGHT FIT
CRM administration alone; dashboard projects without governance change; outsourced lead generation or sales training; no product-market validation; unwillingness to establish common definitions and accountability.
START WITH THE CONSTRAINT
Find out whether the issue is data, governance or the commercial system beneath both.
The first conversation identifies the highest-risk break in revenue truth and whether the RevOps Lab is the right intervention. Where MB Edge is not the right fit, we will say so.
30-minute fit assessment · Confidential · No preparation deck required.