The reliable spine
The non-AI spine is the arithmetic over the firm's own pipeline and delivery data: blended cost-to-acquire, rate-card vs actually-billed realization, and the pursuit-to-cash tie from won deal to SOW to delivery.
IT & Software Services
RevOps: pipeline, true CAC and rate realization
The topline looks fine but the real economics are a guess. Service pursuits die in a partner's inbox because nobody owns them. The rate card says one thing and the realized rate, after discounts, free hours, and scope given away to keep a client happy, says another, and the gap is never measured. For product firms, the same sale is double-counted across ad platforms so CAC looks better than it is, and no one knows the true cost to acquire a paying customer against the margin that customer brings. The firm runs on platform numbers and gut, not on arithmetic over its own pipeline and delivery data.
Who has it
The signature case is IT services and software-development firms (services pursuits and rate erosion); SaaS and product companies have it on the acquisition funnel and true CAC, and staffing and managed-services providers on client acquisition as distinct from candidate sourcing.
What we build
One honest pipeline with named owners and next-action dates, blended cost-to-acquire arithmetic (real spend against real won deals against true delivered margin), and a rate-realization view that holds rate-card against actually-billed across projects and clients so the erosion is visible. For services, the pursuit-to-cash view ties the won deal to the SOW, the delivery and the realized rate.
What is automated, where AI helps, who signs off
Automation for the routine. A person on every decision that matters.
Where AI helps
AI is limited to reading a SOW or billing record to line up rate-card against what was actually billed and surfacing the erosion for a person; it never owns the number or the pricing decision.
Who signs off
A named person signs off anything touching money, a customer promise, a regulated filing, a payment, a price, a credit decision or a people decision.
What changes day to day
A warm pursuit can no longer quietly die; the founder sees true CAC and true rate realization and stops funding what burns and stops giving away rate without seeing it; the pipeline becomes a number, not a feeling.
Illustrative outcome
Recovered rate realization in the low single-digit percent of services revenue in the first year, evidenced from the firm's own SOWs and billed hours. Illustrative; final numbers come from your own data.
Illustrative; final numbers come from your own data.
Path to the build
How this one gets built.
Book a free 60-minute call, then a free Blueprint on the firm's own records. Deep-dive and build, followed by run and govern so the workflow keeps paying back.
Related builds
What tends to pair with this one.
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