The gap between headcount planning and organizational performance
Most PE-backed companies have a sales team. Fewer have a sales organization. The difference is structure — deliberate role definitions, balanced coverage models, scalable management layers, and governance that turns a collection of individual contributors into a commercial engine that compounds.
We publish independent research to help PE operating partners and portfolio company leaders navigate the growing landscape of sales org design providers. Our analysis is based entirely on publicly available evidence: vendor websites, published methodologies, case studies, testimonials, and pricing disclosures.
Start here
Sales Org Design: What It Is and Who Does It — A category overview covering what to look for in a vendor, a capability matrix across 12 providers, and detailed vendor notes with Harvey ball ratings.
Provider Comparisons — Head-to-head analyses of specific providers, with scoring matrices, deal fit guides, and real-world scenario recommendations.
Glossary — Core concepts in sales organization design — span of control, coverage models, role specialization, and more.
Why this exists
Post-close revenue misses are rarely about market size or product quality. They are about organizational friction — role overlap that creates territory competition, stretched managers who cannot coach, duplicated functions that inflate cost of sales, and coverage gaps that leave revenue on the table. Sales org design is the discipline that solves these problems structurally rather than through heroics. The provider landscape has responded with increasingly specialized firms, but specialization has created its own evaluation problem. We are here to make that evaluation easier.