Matt Stewart

Let’s be real: While CISOs are busy worrying about the perimeter, your RevOps lead just architected a business-critical data pipeline using nothing but grit, three APIs, and a dream. The "Developer" title is officially up for grabs. Non-technical teams aren't waiting for a sprint anymore, they’re building the plane while it’s in the air. It’s high-velocity, high-impact, and (for for your security teams) high-anxiety. Because from the front, it looks like a slick Power App dashboard demoed to the CEO. From the back? Hardcoded credentials, exposed PII, zero error handling, and it all breaks when Dave in Accounting changes his password. 🚀 Speed is the new SOP. 🫣 Governance is the new “optional.” And your no-coders build isn't low risk, just low visibility.

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CARFAX spent too much time and money supporting its DevSecOps toolchain instead of delivering new features. By adopting GitLab, they trimmed that toolchain while also improving security. Read how they did it: https://bit.ly/4kc1LXR

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If you've deployed Aria Operations, Aria Operations for Logs as standalone products and not via Aria Suite Lifecycle Manager, this is a great blog by Brock Peterson how you can import then in and let ASLCM manage them from now on. https://lnkd.in/eHPf6Bqu #vmware #broadcom #vcf

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Companies say they want CSMs to "drive value, not just revenue." Then they turn around and pay them like glorified support reps. Here’s where the math ain’t mathing: You expect CSMs to own renewals, drive expansion, and increase product adoption… ...but you comp them like customer service agents with a small retention bonus. 🤷🏻‍♂️ That’s a fundamental misalignment. The best revenue leaders don’t just pay CSMs more. They pay them differently: - Base salaries at AE-level (or close). Treat them as revenue drivers, not cost centers. - Variable comp split: 50% retention, 50% expansion. Lagging (GRR/NRR) and leading (upsells, adoption). - Clear line between CSM & AM. CSM = Expansion & retention. AM = Negotiation & new product cross-sell. Too many companies lowball their CSMs, then wonder why: - Retention tanks. - Growth stalls. - Top CSMs quit to become AEs. If you want CSMs to act like revenue drivers, pay them like revenue drivers. It’s not a cost. It’s a growth strategy.

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