Revenue operations for mid-market B2B
Your revenue team is flying blind. Your engineers are booked until 2028. I fix both.
Higginson Advisory modernizes revenue operations for mid-market firms in manufacturing, logistics, SaaS, financial services, and beyond. Assessment first, then working systems in production in weeks. Not a strategy deck. Not a software recommendation. Systems.
A real profile shape · The Instrumented Mirage · capped at Stage 2
Built inside a national professional services firm as VP of Sales Operations, Enablement & Partnerships. Now available to yours.
The symptoms
You already know the symptoms.
The CRM nobody trusts.
The records are duplicated, stale, and filled in the night before pipeline review. Every report starts with an argument about whether the numbers are real.
Outbound as a hobby.
Reps prospect when their pipeline gets scary, from lists they built themselves, through email infrastructure nobody is watching. Volume is random. Deliverability is luck.
Forecasting by feel.
The forecast is a spreadsheet and a gut. It has never been reconciled against the financials, and every quarter ends with a surprise nobody can explain.
These aren't three problems. They're one problem, a revenue engine stuck at a specific maturity stage, and the fix depends entirely on which stage.
The difference
Most consultants leave a deck. I leave running systems.
Every mid-market company has five processes running on spreadsheets that should be systems, and no path to getting them built. The vendors don't sell them and the engineering backlog is measured in years. AI-assisted development changed that math. I design, build, and deploy production revenue systems in weeks, alone, without touching your engineering queue.
The framework
The five stages of a revenue engine.
Nearly every operational complaint is a symptom of being stuck at a specific stage. Most failed RevOps investments are correct solutions applied at the wrong stage. The model scores your engine across six dimensions, because the weakest dimension caps the value of all the others.
Most firms discover they are a stage lower than they thought.
Services
Every engagement is fixed-price, fixed-scope, and ends with something running.
Maturity Assessment
Where you actually stand, and the sequenced 12-month roadmap.
Outbound Engine Standup
A governed demand program: data, deliverability, sequencing, runbook.
OUTBOUND 2–3 → 4Signal-Driven Prospecting
Your reps never ask "who do I call today?" again.
OUTBOUND 4 → 5SDR Function Launch
The team, the curriculum, the cadence, the infrastructure.
ENABLEMENT → 4Reporting & QBR Program
Pipeline reconciled to financials. Forecasts you can defend.
REPORTING → 4Fractional RevOps
I operate what I built until your team can.