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by Function
Total # Process Inspection Points: 65
🟢 Healthy 🟡 Careful 🔴 Warning ⚫ Unable to Report
Function 📊
Health Status
Diagnostic Name
GTM Outcome 📊
Power10 📊
1. Cross Functional
17
🔴
5
Activity Capture
Improve Sales Data Visibility
Opportunity/Deal - CW cycle time
Automated Inbound Data Enrichment
Foundational – Impacts All Areas of GTM
MQL production
Foundational Automations and Reporting Logic
Foundational – Impacts All Areas of GTM
Opportunity/Deal - CW cycle time
Lead Lifecycle (GTM Lifecycle)
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
Revenue Recognition
Foundational – Impacts All Areas of GTM
Bookings
🟡
6
ARR Reporting
Foundational – Impacts All Areas of GTM
ARR
Executive Reporting Suite
Foundational – Impacts All Areas of GTM
ARR
Market Map
Foundational – Impacts All Areas of GTM
Bookings
Marketing-to-Sales Handoff & SLA Tracking
Increase MQL to SQL Conversion Rate
Pipeline production
PLG GTM Design
Foundational – Impacts All Areas of GTM
Bookings
Data De-duplication
⚫
3
CRM Deduplication
Foundational – Impacts All Areas of GTM
Bookings
Growth Model
Foundational – Impacts All Areas of GTM
ARR
CRM → ERP Integration
Foundational – Impacts All Areas of GTM
Bookings
🟢
3
CRM Deduplication Ongoing Tool
Increase Seller Scalability
Bookings
GTM Lifecycle
Foundational – Impacts All Areas of GTM
Bookings
Data Enrichment Process
2. Marketing
16
🟡
5
ABM / ABS Process and System
Increase Pipeline
Pipeline production
AI Automated Inbound
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
Email Operations: Templates & Build Process
Foundational – Impacts All Areas of GTM
MQL production
Lead & Opportunity Attribution
Foundational – Impacts All Areas of GTM
Pipeline production
Marketing Database Segmentation
Foundational – Impacts All Areas of GTM
MQL production
🟢
4
Email Operations: Nurture Program Build & Management
Increase MQL Production
MQL production
Email Operations: Subscription & Compliance Framework
Reduce Legal Risk
MQL production
Marketing Automation Platform Implementation/Migration
Foundational – Impacts All Areas of GTM
Pipeline production
Speed-to-Lead
Improve Speed-to-Lead
Pipeline production
🔴
4
Event Operations: Event Platform Implementation & Registration Tracking
Increase MQL Production
MQL production
Lead Routing
Improve Speed-to-Lead
Pipeline production
Lead Scoring Model Design & Implementation (Product-Led)
Increase MQL to SQL Conversion Rate
Pipeline production
Website Lead Capture & Form Configuration
Increase MQL Production
MQL production
⚫
3
Event Operations: Lead List Intake Process
Increase MQL to SQL Conversion Rate
Pipeline production
Lead Scoring Model Design & Implementation (Sales-Led)
Increase MQL to SQL Conversion Rate
Pipeline production
Physical Event Process and ROI Reporting
Increase Pipeline
MQL production
3. Sales
13
⚫
4
Automated Outbound Process
Increase Pipeline
Pipeline production
CPQ Implementation
Foundational – Impacts All Areas of GTM
Opportunity/Deal -> CW conversion rate
Quotas and Target Setting
Foundational – Impacts All Areas of GTM
Bookings
Sales Lifecycle (GTM Lifecycle)
Improve Sales Data Visibility
Bookings
🟢
4
CLM Implementation
Reduce Legal Risk
Opportunity/Deal - CW cycle time
E-Signature Implementation
Reduce Sales Cycle
Opportunity/Deal -> CW conversion rate
Quote to Cash
Foundational – Impacts All Areas of GTM
Bookings
Sales Qualification Methodology
Increase SQL to CW Conversion Rate
Bookings
🟡
2
Commission Tool Implementation
Increase Bookings
Bookings
Sales Territory Design and System Implementation
Increase Seller Scalability
Bookings
🔴
3
Conversation Intelligence Implementation
Improve Sales Data Visibility
Bookings
Forecasting Process Implementation
Increase SQL to CW Conversion Rate
Bookings
Sales Engagement Platform
Increase Pipeline
Pipeline production
4. Customer Success
8
🔴
4
Customer Health Model
Reduce Churn
Gross churn
Customer Lifecycle (GTM Lifecycle)
Reduce Churn
Net retention
NPS and Voice of Customer Launch
Reduce Churn
Gross churn
Support System Implementation
Reduce Churn
Gross churn
🟢
2
Customer Segmentation
Reduce Churn
Gross retention
Renewal, Churn, NRR/GRR Reporting
Reduce Churn
Gross retention
🟡
1
Customer Success Platform Implementation
Reduce Churn
Net retention
⚫
1
Renewal Management
Reduce Churn
Gross churn
5. Partnerships
1
⚫
1
Partnership Success Platform Implementation
Increase Pipeline
Bookings
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