Designed to Scale
Building Revenue Architecture That Compounds
Revenue problems are architecture problems. This book shows you how to diagnose them, design the fix, and build a revenue operating system that compounds clarity instead of chaos.
Who Is This Book For
This book is for the person who has been asked to fix the revenue engine and has realised the problem is not what everyone thinks it is.
It is for the RevOps leader who has been told to improve forecast accuracy but cannot get anyone to agree on what the pipeline stages mean. The founder who has hired three ops people in two years and still feels like the commercial team is flying blind. The CRO who knows the data is unreliable but cannot articulate why, or what to do about it.
Every chapter includes composite scenarios drawn from real patterns, diagnostic questions you can apply to your company immediately, and a specific operator move you can execute this week.
What's Inside
The Core Argument
The companies that struggle with pipeline quality, forecast accuracy, churn, or scaling efficiency are not underperforming. They are under-designed. Their revenue operating system was never intentionally built. It accumulated, one reasonable decision at a time, until the accumulated design became the company's most expensive structural liability.
Growth does not fix a broken operating system. Growth amplifies it. This is the most expensive lesson in scaling a revenue organisation, and most companies learn it too late.
This book is structured in four parts: diagnosis, structural foundations, the AI disruption that changes the economics, and the future of the function. Every chapter includes worked examples with real numbers – compensation plans, SLA matrices, specification documents, and evaluation frameworks.
This is not a book of theory. It is a book of structural diagnosis and practical action.
About the Author
Nicholas Gollop is a Senior Revenue Operations Advisor with 15+ years building and owning revenue operations functions inside enterprise organisations and startups across Europe. His career spans Salesforce, Medallia, Beamery, and multiple growth-stage companies.
Today he runs an advisory practice for SaaS founders and revenue leaders, and designs custom AI-powered revenue systems that replace the six-figure platforms most companies are paying for and working around.
Get the Book
Stop treating revenue problems as performance problems. Start treating them as design problems.