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by Function
Total # Process Inspection Points:
63
🟢 Healthy 🟡 Careful 🔴 Warning ⚫ Unable to Report
Function 📊(f)
Health Status ✒️
Diagnostic Name
GTM Outcome 📊 (f)
Power10 📊 (f)
1. Cross Functional
16
🟢
5
Activity Capture
Improve Sales Data Visibility
Opportunity/Deal - CW cycle time
ARR Reporting
Foundational – Impacts All Areas of GTM
ARR
CRM Deduplication
Foundational – Impacts All Areas of GTM
Bookings
CRM Deduplication Ongoing Tool
Increase Seller Scalability
Bookings
Foundational Automations and Reporting Logic
Foundational – Impacts All Areas of GTM
Opportunity/Deal - CW cycle time
🟡
6
Automated Inbound Data Enrichment
Foundational – Impacts All Areas of GTM
MQL production
Executive Reporting Suite
Foundational – Impacts All Areas of GTM
ARR
Growth Model
Foundational – Impacts All Areas of GTM
ARR
GTM Lifecycle
Foundational – Impacts All Areas of GTM
Bookings
Market Map
Foundational – Impacts All Areas of GTM
Bookings
Data Enrichment Process
Foundational – Impacts All Areas of GTM
MQL production
🔴
2
Lead Lifecycle (GTM Lifecycle)
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
Marketing-to-Sales Handoff & SLA Tracking
Increase MQL to SQL Conversion Rate
Pipeline production
⚫
3
PLG GTM Design
Foundational – Impacts All Areas of GTM
Bookings
Revenue Recognition
Foundational – Impacts All Areas of GTM
Bookings
CRM → ERP Integration
Foundational – Impacts All Areas of GTM
Bookings
2. Marketing
16
1
Lead Routing
Improve Speed-to-Lead
Pipeline production
🟢
2
ABM / ABS Process and System
Increase Pipeline
Pipeline production
Marketing Database Segmentation
Foundational – Impacts All Areas of GTM
MQL production
🔴
2
AI Automated Inbound
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
Speed-to-Lead
Improve Speed-to-Lead
Pipeline production
N/A
6
Email Operations: Nurture Program Build & Management
Increase MQL Production
MQL production
Email Operations: Subscription & Compliance Framework
Reduce Legal Risk
MQL production
Email Operations: Templates & Build Process
Foundational – Impacts All Areas of GTM
MQL production
Event Operations: Event Platform Implementation & Registration Tracking
Increase MQL Production
MQL production
Event Operations: Lead List Intake Process
Increase MQL to SQL Conversion Rate
Pipeline production
Marketing Automation Platform Implementation/Migration
Foundational – Impacts All Areas of GTM
Pipeline production
🟡
4
Lead & Opportunity Attribution
Foundational – Impacts All Areas of GTM
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
Website Lead Capture & Form Configuration
Increase MQL Production
MQL production
⚫
1
Lead Scoring Model Design & Implementation (Product-Led)
Increase MQL to SQL Conversion Rate
Pipeline production
3. Sales
20
🟡
7
Automated Outbound Process
Increase Pipeline
Pipeline production
Conversation Intelligence Implementation
Improve Sales Data Visibility
Bookings
CPQ Implementation
Foundational – Impacts All Areas of GTM
Opportunity/Deal -> CW conversion rate
Sales Engagement Platform
Increase Pipeline
Pipeline production
Sales Lifecycle (GTM Lifecycle)
Improve Sales Data Visibility
Bookings
Sales Enablement Process
Increase Seller Scalability
Bookings
Sales Engagement Process
Increase Pipeline
Pipeline production
N/A
3
CLM Implementation
Reduce Legal Risk
Opportunity/Deal - CW cycle time
Quote to Cash
Foundational – Impacts All Areas of GTM
Bookings
Sales Territory Design and System Implementation
Increase Seller Scalability
Bookings
⚫
4
Commission Tool Implementation
Increase Seller Scalability
Bookings
Commission Plan & Management Process
Increase Seller Scalability
Bookings
Contract Management Process (CLM)
Reduce Legal Risk
Opportunity/Deal - CW cycle time
Territory Planning System Implementation
Increase Seller Scalability
Bookings
🟢
5
E-Signature Implementation
Reduce Sales Cycle
Opportunity/Deal -> CW conversion rate
Forecasting Process Implementation
Increase SQL to CW Conversion Rate
Bookings
Quotas and Target Setting
Foundational – Impacts All Areas of GTM
Bookings
Sales Qualification Methodology
Increase SQL to CW Conversion Rate
Bookings
Revenue Intelligence Process
Improve Sales Data Visibility
Bookings
🔴
1
Pricing & Quoting Process (CPQ)
Reduce Sales Cycle
Opportunity/Deal -> CW conversion rate
4. Customer Success
10
🟡
3
Customer Health Model
Reduce Churn
Gross churn
NPS and Voice of Customer Launch
Reduce Churn
Gross churn
Renewal Management
Reduce Churn
Gross churn
🔴
2
Customer Lifecycle (GTM Lifecycle)
Reduce Churn
Net retention
Support AI Chatbot / Chat Platform
Reduce Churn
Gross churn
🟢
4
Customer Segmentation
Reduce Churn
Gross retention
Renewal, Churn, NRR/GRR Reporting
Reduce Churn
Gross retention
Support System Implementation
Reduce Churn
Gross churn
Customer Support Process
Reduce Churn
Gross churn
⚫
1
Customer Success Platform Implementation
Reduce Churn
Net retention
5. Partnerships
1
🟡
1
Partnership Success Platform Implementation
Increase Pipeline
Bookings
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