Getting Back to Basics

Gabriel Marechal

7/31/20262 min read

Getting back to Basics

Remember when we upgraded our careers with books instead of prompts?

Long before AI, they were how we expanded our capabilities and learnt our craft.

They also trained us to be sharper operators, not just machines doing... whatever the almighty algorithm wants.

For future builders of RevTech: before you jump into Claude or Gemini, here are two highly recommended reads that helped me shape my personal code for what I wanted my business to look like, not just the technical code of the software.

1/ The Revenue Operations Manual by Sean Lane and Laura Adint.

Love this book for providing a holistic approach to RevOps (as it should be!) bringing in advice for C-Suite, team leads, and organizations as a whole as to what a strong Revops team looks like from the tech to the people.

2/ Jobs To Be Done. Theory to Practice by Tony Ulwick ( + bonus points for Chris Spiek and Bob Moesta’s "The Jobs-to-be-Done Handbook".)

The basic premise is that customers buy solutions or goods to answer a struggle in their lives aka get a job done. They will be on the lookout for something that can speak to this struggle and solve it, so that they can live a better life.

If you can collect and organize those jobs with their desired outcomes and corresponding KPIs, you’ll be able to understand what would make your product the perfect hire for each struggle and craft your product accordingly.

As they say, AI is only as good as the foundational knowledge and that includes you.

Without a grounded understanding of who you're building for and what struggle you're solving, you might still manage to build a tool. But will you sell it? Will it be used, enjoyed, and promoted internally?

If that’s your current struggle, it may be time to shut the laptop and pick up a book.

ForecaaS Software

The Recurring Revenue Specialists for Salesforce

Questions?