➤ Lifecycle Management
The process by which your leads are captured, evaluated, scored, segmented, qualified, routed, and handed off to your business development and/or sales team.

➤ Attribution Model
An attribution model is the rule, or set of rules, that determines how credit for pipeline, bookings and conversions is assigned to marketing touchpoints in conversion paths

➤ ICP Analysis
An analysis of historical data as well as market trends to trends to determine the Ideal Customer Profile (“ICP”)

➤ Inbound & Outbound Playbooks
A set of Standard Operating Procedures (SOPs) and Service Level Agreements (SLAs) for prioritizing and handling inbound leads as well as a process for outbounding to key accounts with the corresponding messaging & A/B testing.

➤ TAM/SAM/SOM Analysis
An evaluation of Total Addressable Market (TAM), Serviceable Available Market (SAM), & Serviceable Obtainable Market (SOM) to inform segmentation.

➤ Account Grading
Leveraging demographic and firmographic data to score your Accounts based on the likelihood of becoming a happy customer.

➤ Account-Based CRM
The process of replacing your Lead object functionality in your CRM with an Account-based approach in which all Leads are automatically converted to Contacts and you manage Accounts.

➤ Territory Planning
A comprehensive international multi-segment balancing and planning process that is easy to update.

➤ Campaign Architecture
A fancy phrase that lets you know that your demand generation campaigns are set up correctly

➤ Demand Council
A demand forecasting model & cadence designed to identify hotspots and leakage in the funnel and a feedback process to resolve hotspots.

➤ Lead Routing
The process through which your leads are sent to business development, sales, and customer success teams based on business rules.

➤ Enrichment Strategy & Technology
Appending demographic data to records (Leads, Contacts, Accounts).

➤ Lead Scoring
The automated model that scores your leads based on behavior, intent, and fit.

➤ Lead Nurture
Automated programs through which you identify, quarantine, and engage a cohort of leads in an attempt to make them sales-ready.

➤ Campaigns Council
A model & cadence designed to review existing campaign performance and identify where optimizations can be made as well as new campaigns.

➤ Operating Cadence
A process auditing and updating existing meeting cadence including attendees, frequency, agenda, objective, and prep.

➤ MEDDPICC
An opportunity management framework to standardize all opportunities (and improve forecasting and data) independent of sales team, industry, or geo.

➤ Stage Advancement Criteria
A defined and documented set of requirements to move opportunity stages.

➤ Multi-Touch Attribution Model
A scoring framework based on the customer journey to attribute what touchpoint had the biggest impact and inform future Marketing investment decisions.

➤ Full Funnel Marketing
Also known as “lifecycle marketing”, the programs through which you engage the right person at the right account with the right message at the right time.

➤ Value-Based Messaging Framework
An engagement (Marketing, BDR, Sales, & CS) methodology based on the customer’s value drivers including a customer-facing methodology and an internal opportunity review process.

➤ Enablement Strategy & Planning
A quarterly data-driven planning process designed to identify the most important initiatives to the revenue and develop a proactive enablement roadmap.

➤ Customer Journey Mapping
A review of the current state and ideal future state of how customers onboard, sustain, renew, and expand based on segmentation.

➤ CS Team & Process Audit
An assessment of the current strengths and weaknesses of the people, process, and tools in the CS organization and to provide a crawl, walk, run, roadmap for opportunities to improve.

➤ Customer Whitespace Analysis
An analysis of the potential upsell opportunities based on customers existing products, health, and engagement.

➤ Customer Segmentation
An evaluation of existing customers and potential customers to inform the ideal breakdown of customers for marketing & engagement.

➤ Customer Engagement Model
The ideal framework for working with customers, based on segmentation to optimize the customer’s experience.

➤ RevOps Audit
A four-week review of your GTM operations across the five RevOps workstreams.

➤ Capacity Plan
An all revenue (Marketing, BDR, Sales, PS, & CS) bottoms up & tops down build to identify hiring needs & timing as well as key assumptions.

➤ Technology Stack Audit & Optimization
A thorough assessment of your GTM tech stack with a focus on security, efficiency, accuracy, and reliability.

➤ Business Systems Council
A process & cadence for submitting, prioritizing, and executing against tech stack requests with the goal to optimize based on the existing GTM strategy.

➤ BI Platform Reporting
The process of aggregating multiple data sources into a data warehouse and surfacing it in a Business Intelligence platform to generate insights.