Demand Gen
The quota model that survived three straight down quarters
A rolling capacity model, a 60/40 split, and one rule about ramp that nobody wanted to enforce.
Tomas Reyes
Analyst
Tomas Reyes is an analyst at Business of GTM covering sales operations, quota strategy, and enterprise deal execution. His work focuses on the operational and financial dimensions of modern revenue teams — from capacity planning and compensation design to CFO engagement strategies and the evolving structure of enterprise sales organizations.
