How Turnstile positioned quote-to-cash for founders who don't know the category exists | Michael Babineau

Episode notes

Turnstile is reimagining quote-to-cash for the modern B2B world, where negotiated agreements create operational chaos that standard pricing never does. After selling Second Measure to Bloomberg, co-founders ⁠Michael Babineau⁠ and Lillian Chou experienced the irony firsthand: running a data analytics company while managing their own revenue operations through spreadsheets and manual processes. That incongruence became the catalyst for Turnstile, a self-serve revenue platform designed to support sales-led B2B companies from their first negotiated deal through tens of millions in ARR. In this conversation, Michael shares how they're solving the structured data problem that plagues B2B revenue operations, why eliminating custom development forced genuine platform flexibility, and how they're collapsing a traditionally 3-6 month implementation into a self-serve onboarding that takes minutes.

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