Chris Kaczenski
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RevOps & GTM ConsultingAI-Ready GTM

Build GTM on RevOps foundations that scale

I work with mid-market and growth-stage B2B teams on the unglamorous parts of RevOps in Salesforce and HighLevel: data models, integrations, routing, and the tooling sales and marketing actually use. I find what's broken, decide what to fix first, and ship the work instead of handing you recommendations.

Lead generation is pay-per-meeting. No charge until you sit down with a qualified lead.

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FoundationsBottlenecksLead GenRoutingExecution
01Pain points

Where revenue quietly leaks

Most of these don't show up in a dashboard. They show up as missed forecasts, slow follow-up, and rework. If two or three of these sound familiar, there's usually a structural fix.

  • Your CRM, marketing automation, and routing don't agree on what a lead is.
  • Handoffs between marketing, SDR, and AE leak deals you already paid to generate.
  • You've bought tools faster than you've governed them. Every project starts with a rebuild.
  • Routing rules made sense two reorganizations ago. Reps fight over ownership instead of selling.
  • Renewals and expansion live in spreadsheets because CS never got real process support.
  • You want to put AI on top of your GTM, but nobody trusts the data underneath it.
02Why me

Operator-first, architecture-grounded

I help teams fix revenue operations from first touch through renewal: find the gaps, build foundations that survive the next tool purchase, and put governance in place so you're not rebuilding the same workflows every year.

Clients usually bring me in when they need someone who can set direction and configure the workflows. That means roadmap work and OKR planning, but also the Salesforce fields, routing rules, and handoff docs.

Typical fit: mid-market and growth-stage B2B companies that outgrew their RevOps setup, are preparing for AI on top of messy data, or hit a funnel breakpoint after a reorg or new motion.

What sets the work apart

  • I ship, not just advise

    You get configured workflows, routing rules, and Salesforce fields, not a recommendations deck that sits in a drawer.

  • Architecture that survives the next tool

    Foundations and governance so you're not rebuilding the same workflows every time someone buys a new platform.

  • One operator across the whole funnel

    First touch through renewal. No handoffs between a strategist who plans and a contractor who builds.

  • Pay-per-meeting on lead gen

    For outbound, cost is tied to outcomes. You don't pay until you sit down with a qualified lead.

04Process

How the work runs

Four stages, whether it's a two-week audit or an ongoing retainer. You always know what stage we're in and what lands at the end of it.

  1. 01

    Diagnose

    Walk the full customer journey and name what's blocking revenue. You get a categorized bottleneck inventory tied to owners and systems, not a symptoms list.

  2. 02

    Prioritize

    Sort the fixes by impact into a roadmap you can staff. We agree on what to build first and what can wait, then scope it as a project or retainer.

  3. 03

    Build

    Configure the workflows: Salesforce fields, routing rules, lifecycle stages, and handoff docs. Hands-on delivery with named owners and milestones.

  4. 04

    Govern

    Put standards and runbooks in place so the work holds. Your team can run it without me, and the next tool purchase doesn't reset everything.

05What's included

Core services

Strategy and hands-on delivery, not another tool rollout. Work with me project by project or as an ongoing partner.

01Architecture

Foundations & Infrastructure

Get core systems in order: clear ownership, sane integrations, and less technical debt before you add more tools.

View details →
Foundations & Infrastructure: View details →
02Strategy

Bottleneck Analysis

Audit the full customer journey. Find where revenue leaks and sort fixes by impact.

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Bottleneck Analysis: View details →
03Outbound

Lead Generation

Pay-per-meeting outbound email. You don't pay until you sit down with a qualified lead.

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Lead Generation: View details →
04Sales Ops

Lead Routing & Territory Management

Lead assignment rules, territories, and routing logic that match how your team actually sells.

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Lead Routing & Territory Management: View details →
05Execution

RevOps Execution

Ship RevOps work after planning is done: clear timeline, named owners, and configured workflows.

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RevOps Execution: View details →
RevOps Architecture & Data/Integrations

Foundations & Infrastructure

Get core systems in order: clear ownership, sane integrations, and less technical debt before you add more tools.

Discuss this →
Head of RevOps ArchitectureRevOps Data ArchitectRevOps Engineering LeadRevOps Systems Owner

Pain points

  • Fragmented systems make every new AI or RevTech rollout a custom integration project.
  • Nobody owns data standards, so workflows break when someone changes a field or connector.
  • The team knows architecture matters but doesn't have bandwidth or patterns to design it well.

Value props

  • Governable architecture so downstream workflows don't break every quarter.
  • Data and integration design that can support AI and automation when you're ready for it.
  • Consolidation and standards that cut the rebuild cycle.

Use cases

  • Modernizing CRM and supporting systems before a bigger GTM automation push.
  • Defining who owns what data and how it moves between systems.
  • Getting the stack ready before you spend on AI orchestration.

Killer questions

  • What specific governance and ownership models do you implement (data standards, controls, operational runbooks)?
  • How do you design integrations so downstream workflows don't break during tool changes?
  • What's your approach to reducing shelfware while improving scalability?

Why now

  • AI projects stall when nobody trusts the system of record or the data flowing into it.
RevOps Strategy & Transformation

Bottleneck Analysis

Audit the full customer journey. Find where revenue leaks and sort fixes by impact.

Discuss this →
CROVP Revenue OperationsRevenue Strategy LeadRevOps Analytics/Intelligence Lead

Pain points

  • Everyone suspects revenue is leaking, but nobody has a map of where handoffs actually fail.
  • Journey data doesn't line up across teams, so prioritization turns into politics.
  • Tool sprawl and missing ownership create the same operational fires over and over.

Value props

  • A categorized view of growth blockers across the customer journey, not a vague symptoms list.
  • Shared bottleneck inventory stakeholders can argue about productively before building a roadmap.
  • Specific bottlenecks tied to owners and systems, not workshop sticky notes.

Use cases

  • Kicking off a RevOps transformation or AI-on-GTM initiative.
  • Diagnosing misalignment between Marketing, Sales, and CS.
  • Establishing a baseline before a larger implementation project.

Killer questions

  • What journey stages and handoffs do you audit, and how do you categorize discovered bottlenecks?
  • How do you ensure findings are actionable (tied to owners, systems, and workflow changes)?
  • What artifacts do you deliver that directly feed a prioritized roadmap?

Why now

  • Small funnel inefficiencies compound as you scale. Missed deals and churn show up later.
  • You can't fix execution for AI-enabled GTM until you know exactly where the bottlenecks are.
Email Marketing & Outbound

Lead Generation

Pay-per-meeting outbound email. You don't pay until you sit down with a qualified lead.

Discuss this →
VP MarketingHead of Demand GenerationGrowth Marketing LeadSDR/BDR Leader

Pain points

  • Outbound burns budget without predictable meetings or a clear line to pipeline.
  • List quality, messaging, and follow-up don't match your ICP, so reply rates stay flat.
  • Nobody has time to run sequences, test copy, and iterate while also running the rest of the funnel.

Value props

  • End-to-end email: targeting, copy, sequencing, and reply handling aimed at booked meetings.
  • Pay-per-meeting pricing ties cost to outcomes. No fee until your first qualified meeting.
  • Booked meetings land in your CRM with clean handoff so sales can focus on closing.

Use cases

  • Standing up or restarting outbound when top-of-funnel pipeline is thin.
  • Testing segments, offers, or personas before scaling paid or SDR headcount.
  • Pairing with RevOps and routing work to keep a steady flow of meeting-ready leads.

Killer questions

  • How do you define a qualified meeting, and what happens if a booking no-shows or is a poor fit?
  • What email infrastructure and compliance practices do you use (domains, warmup, CAN-SPAM)?
  • How do booked meetings sync to our CRM and routing rules?

Why now

  • Pipeline pressure makes pay-for-performance outbound attractive when retainers don't match results.
  • Email still works when ICP, data, and follow-up are run with discipline.
Sales Operations & RevOps Execution

Lead Routing & Territory Management

Lead assignment rules, territories, and routing logic that match how your team actually sells.

Discuss this →
VP SalesSales Operations DirectorRevOps Lead for Sales ExecutionTerritory/Quota Planning Manager

Pain points

  • Leads land on the wrong rep or sit unassigned, so SLAs slip and pipeline gets messy.
  • Territory logic reflects an org chart from two years ago, not today's coverage model.
  • Handoff criteria exist on paper but aren't enforced in the CRM.

Value props

  • Routing rules aligned to territories, hierarchies, and the criteria your business actually uses.
  • Faster, more consistent assignment so reps respond while leads are still warm.
  • Less pipeline cleanup because routing is deterministic instead of negotiable.

Use cases

  • Rebuilding routing after a sales model change (new segments, AE/AM coverage, upmarket motion).
  • Fixing lead ownership disputes between Marketing, Sales, and Sales Development.
  • Scaling rep capacity by aligning territories to defined assignment criteria.

Killer questions

  • What routing criteria do you support (account attributes, lead source, scoring, geography, hierarchy)?
  • How do you validate routing outcomes to prevent misassignment and pipeline disputes?
  • How will routing changes be governed and monitored over time?

Why now

  • Routing errors multiply as GTM teams grow. Reps stop trusting CRM data and forecasts suffer.
  • Automation and AI only help when assignment logic is correct in the first place.
RevOps & GTM Operations

RevOps Execution

Ship RevOps work after planning is done: clear timeline, named owners, and configured workflows.

Discuss this →
VP RevOpsDirector of RevOpsRevOps Program ManagerGTM Operations Lead

Pain points

  • The roadmap exists, but cross-functional delivery stalls or fragments across teams.
  • Point solutions go live without clear ownership, so execution drags and work gets redone.
  • Forecast, pipeline, and handoff processes buckle when nobody owns the timeline across tools.

Value props

  • Turns bottleneck analysis and planning into an execution plan with explicit ownership.
  • Hands-on delivery: configured workflows, not a recommendations PDF.
  • Milestones tied to revenue workflows and dependencies so projects don't slip quietly.

Use cases

  • Launching a RevOps overhaul after an audit or roadmap.
  • Implementing mid-funnel and bottom-funnel workflow changes that need cross-team coordination.
  • Stabilizing revenue tooling and process during rapid growth or a reorg.

Killer questions

  • What execution deliverables do you produce beyond documentation (e.g., configured workflows, governance rules, runbooks)?
  • How do you define operating-model ownership across RevOps, Sales, Marketing, CS, and Finance?
  • What's your approach to timeline management when system dependencies span multiple tools and data domains?

Why now

  • Teams are under pressure to adopt AI, but the underlying workflows have to work first.
  • Process gaps leak more revenue as scale and complexity increase.
06Capabilities

Capabilities across the funnel

First touch through renewal. I work across the funnel with an eye on data quality, routing, and whatever you're building next on top of your stack.

01Diagnose

Bottleneck analysis & audit

Walk the full customer journey and name what's actually blocking revenue.

Learn more →
02Plan

Strategic roadmapping

A RevOps roadmap ranked by impact. It should change when the business changes.

Learn more →
03Architecture

Tech stack design & consolidation

Figure out what to keep, merge, or cut from your GTM stack before you buy or rebuild again.

Learn more →
04Top-funnel

Lead lifecycle & data quality

Lead intake, marketing-to-sales alignment, routing rules, and CRM fields that stay clean.

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05Mid-funnel

Pipeline & opportunity management

Pipeline hygiene, opportunity stages, and the handoffs that get deals from qualified to closed.

Learn more →
06Bottom-funnel

Renewal & expansion architecture

Renewal and expansion workflows CS can actually run, with reporting leadership trusts.

Learn more →

Want to know your biggest bottleneck?

Bring me your stack, funnel, and goals on a call. You'll leave with a read on where revenue is leaking and what to fix first.

Book a call
08About

Hi, I'm Chris

I've spent my career inside revenue teams doing the unglamorous work: cleaning up data models, wiring integrations, fixing routing, and getting marketing, sales, and CS to agree on what a lead is. I started consulting because most teams don't need another strategy deck. They need someone who can set direction and then go configure the thing.

I work with a small number of clients at a time so I can stay hands-on. If we work together, you get me in Salesforce or HighLevel, not a junior handed the ticket after the sales call.

Book a call

Background

  • Years in-house across RevOps, Sales Ops, and GTM engineering roles
  • Deep in Salesforce and HighLevel, plus the marketing automation and outbound stack
  • Built for mid-market and growth-stage B2B, not enterprise theater
09FAQ

Common questions

Do you work project by project or on retainer?+

Both. A lot of work starts as a scoped project like a bottleneck audit or a routing rebuild, then moves to a retainer if it makes sense to keep going. I scope to what you actually need.

What does pay-per-meeting mean for lead generation?+

For outbound email, you don't pay until you sit down with a qualified meeting. I handle targeting, copy, sequencing, and reply handling, and booked meetings land in your CRM ready for sales.

Do you just advise, or do you build?+

I build. You get configured workflows, routing rules, Salesforce fields, and handoff docs, not a recommendations PDF. Strategy and delivery come from the same person.

What size companies do you work with?+

Mid-market and growth-stage B2B, usually teams that outgrew their RevOps setup, are preparing for AI on top of messy data, or hit a funnel breakpoint after a reorg or a new motion.

Which tools do you work in?+

Salesforce and HighLevel are my home bases, plus the marketing automation, routing, and outbound tools around them. I help decide what to keep, merge, or cut before you buy or rebuild again.

How do we start?+

Book a call and walk me through your stack, funnel, and goals. From there I'll tell you where I think the biggest bottleneck is and how I'd scope the work.

10Get started

Ready to talk through your stack?

Project or retainer, scoped to what you need. On a call, walk me through your stack, funnel, and goals. Lead gen is pay-per-meeting: you don't pay until your first qualified meeting.

Book a call