Building revenue
machines for
B2B startups.
Weekly thinking on CRO, pipeline, go-to-market, and the decisions that compound into growth.
Read the articlesI'm Pablo de Quadras — revenue operator at B2B startups. I write about the craft of building revenue: how to find your ICP, align your funnel, and scale what works. The goal is to become the CRO that early-stage companies actually need.
More about me →Why B2B Startups Confuse Pipeline with Revenue
Most early-stage B2B teams celebrate a full pipeline. The CRO job is to turn that celebration into cash. Here's the gap most companies never close.
Read more →The First 90 Days as CRO: What Most Get Wrong
New CROs arrive with a mandate to grow revenue. Many leave within 18 months. The difference usually comes down to what they do — and don't do — in the first three months.
Read more →ICP Is Not a Target Market
Most B2B startups treat ICP as a demographic filter. The ones that grow fastest use it as a precision tool for every revenue decision.
Read more →