Many growing companies go through a phase where things are loose, messy, and undefined. This episode's guest, Johnathan Warren, affectionately refers to this phase of a company’s growth as “the wild west.”

Johnathan is the Head of Revenue Operations at CaptivateIQ. Having built out the Ops functions at other startups like Spiff and KeyedIn, Jonathan is now on his third ride through and out of the wild west.

In our conversation, Johnathan gives us two specific examples of ways you can graduate from the wild west, he gives a crawl-walk-run approach for building your first territory model, and together we realize that there’s an opportunity cost to chaos.

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This episode is brought to you by the RevOps experts at Fullcast.io, the go-to-market planning platform. To learn more about them, visit fullcast.io and tell them Sean sent you!