Pavilion RevOps School with Brian Kreutz

In session 1, Brian frames RevOps as “the science of sustainable revenue growth”. His core point: good RevOps is measurable, actionable, and repeatable, and he ties that to the scientific method (ask a question → research → hypothesis → experiment → analyze → conclude → repeat).

He also argues RevOps should act like the product owner of the CRM: define process, ensure data quality + adoption, build reporting, and use insights to drive decisions. 👇

In session 2, Brian breaks down how growth models and data models shape your go-to-market strategy. He walks through the growth stages companies move through, why multiple GTM motions mature at different speeds, and where RevOps actually matters most.

Then he introduces the Bowtie data model, shifting focus from just winning deals to driving retention, expansion, and net revenue retention. The session centers on using clear volume, conversion, and time metrics to spot real performance issues, and turn CRM data into decisions that actually move revenue.👇

In session 3, Brian focuses on diagnosing how your revenue engine actually works. He explains how secondary KPIs add context to primary metrics, then introduces the Revenue Engine Diagnostic (RED): a structured way to find leaks, friction, and missed opportunities.

The session covers mapping real customer journeys, running experience audits, and using data to prioritize fixes. The takeaway: clear processes + clean data turn RevOps from reporting into real revenue impact.👇

In session 4, Brian explains why most CRMs fail. He walks through why treating a CRM like a one-time project leads to frustration, rework, and constant resets. Instead, he shows how thinking of your CRM as a product you improve over time drives real adoption. The big takeaway: simple processes, clear ownership, and ongoing reinforcement matter far more than complex setups or shiny features.👇

In session 5, Brian breaks down how to actually run RevOps projects that stick. He walks through a simple five-phase approach (discovery, build, deliver, measure, adopt) and explains why most initiatives fail when teams rush straight to building.

Using a real outbound example, he shows how to prioritize work using data, set clear goals, manage change across teams, and measure success beyond just revenue. 👇

In session 6, Brian focuses on how RevOps teams set goals, turn data into insight, and drive alignment through QBRs. He introduces the goal matrix as a way to connect revenue targets to funnel math, capacity, and conversion rates.

From there, he explains how to tell clear, human stories with data using the pyramid principle. He closes with a practical QBR framework that ties performance, insights, and next-quarter priorities into one repeatable operating rhythm.👇

In session 7, Brian breaks down how to hire, interview, and onboard a strong RevOps hire. He walks through practical hiring tools like live mock exercises, scorecards, and scenario-based interviews to test real-world thinking. He closes with a clear 90-day onboarding and graduation plan that helps new hires ramp fast, build confidence, and deliver impact.👇

In session 8, Brian wraps the course by walking through the RevOps maturity model. He explains how companies move from basic KPI tracking to spotting revenue leakage, prioritizing the right improvements, and maintaining data integrity over time. 👇