The Fulcrum Blog

Writing on RevOps
that actually helps.

Practical, no-fluff writing on CRM, processes, automation, and revenue operations for growing SMBs. From an operator, not a consultant.

Processes living in people's heads are a liability
Process & Documentation

Processes living in people's heads are a liability

Undocumented process is a hidden cost. It slows onboarding, drives inconsistency, blocks improvement, and creates gaps when people leave. Here's what to document first — and how.

Craig Neethling
Craig Neethling · 6 min read
The $180K Problem — why most growing SMBs don't need a full-time RevOps hire yet
Fractional RevOps

The $180K Problem: Why most growing SMBs don't need a full-time RevOps hire yet

A full-time RevOps hire is a $150K–$180K annual commitment. For most growing SMBs, that's an expensive way to do work that's mostly project-based. Here's how to decide when to hire vs. go fractional.

Craig Neethling
Craig Neethling · 6 min read
Your pipeline report is inaccurate
CRM Health

Your pipeline report is inaccurate: 5 signs your CRM data can't be trusted

Most sales leaders make decisions based on their pipeline report. But if your CRM has been left to accumulate data without maintenance, that report has stopped reflecting reality. Here are 5 signs to watch for.

Craig Neethling
Craig Neethling · 5 min read
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