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by GTM Metric (Power10)
Total # Process Inspection Points: 65
🟢 Healthy 🟡 Careful 🔴 Warning ⚫ Unable to Report
Power10 📊
Health Status
Diagnostic Name
GTM Outcome 📊
Function 📊
2
🟡
1
Data De-duplication
1. Cross Functional
🟢
1
Data Enrichment Process
1. Cross Functional
Pipeline production
11
🟡
3
Marketing-to-Sales Handoff & SLA Tracking
Increase MQL to SQL Conversion Rate
1. Cross Functional
ABM / ABS Process and System
Increase Pipeline
2. Marketing
Lead & Opportunity Attribution
Foundational – Impacts All Areas of GTM
2. Marketing
⚫
3
Event Operations: Lead List Intake Process
Increase MQL to SQL Conversion Rate
2. Marketing
Lead Scoring Model Design & Implementation (Sales-Led)
Increase MQL to SQL Conversion Rate
2. Marketing
Automated Outbound Process
Increase Pipeline
3. Sales
🔴
3
Lead Routing
Improve Speed-to-Lead
2. Marketing
Lead Scoring Model Design & Implementation (Product-Led)
Increase MQL to SQL Conversion Rate
2. Marketing
Sales Engagement Platform
Increase Pipeline
3. Sales
🟢
2
Marketing Automation Platform Implementation/Migration
Foundational – Impacts All Areas of GTM
2. Marketing
Speed-to-Lead
Improve Speed-to-Lead
2. Marketing
Opportunity/Deal - CW cycle time
3
🔴
2
Activity Capture
Improve Sales Data Visibility
1. Cross Functional
Foundational Automations and Reporting Logic
Foundational – Impacts All Areas of GTM
1. Cross Functional
🟢
1
CLM Implementation
Reduce Legal Risk
3. Sales
MQL -> Opportunity conversion rate
2
🟡
1
AI Automated Inbound
Increase MQL to SQL Conversion Rate
2. Marketing
🔴
1
Lead Lifecycle (GTM Lifecycle)
Increase MQL to SQL Conversion Rate
1. Cross Functional
ARR
3
🟡
2
ARR Reporting
Foundational – Impacts All Areas of GTM
1. Cross Functional
Executive Reporting Suite
Foundational – Impacts All Areas of GTM
1. Cross Functional
⚫
1
Growth Model
Foundational – Impacts All Areas of GTM
1. Cross Functional
MQL production
8
🔴
3
Automated Inbound Data Enrichment
Foundational – Impacts All Areas of GTM
1. Cross Functional
Event Operations: Event Platform Implementation & Registration Tracking
Increase MQL Production
2. Marketing
Website Lead Capture & Form Configuration
Increase MQL Production
2. Marketing
🟢
2
Email Operations: Nurture Program Build & Management
Increase MQL Production
2. Marketing
Email Operations: Subscription & Compliance Framework
Reduce Legal Risk
2. Marketing
🟡
2
Email Operations: Templates & Build Process
Foundational – Impacts All Areas of GTM
2. Marketing
Marketing Database Segmentation
Foundational – Impacts All Areas of GTM
2. Marketing
⚫
1
Physical Event Process and ROI Reporting
Increase Pipeline
2. Marketing
Bookings
16
🟡
4
Market Map
Foundational – Impacts All Areas of GTM
1. Cross Functional
PLG GTM Design
Foundational – Impacts All Areas of GTM
1. Cross Functional
Commission Tool Implementation
Increase Bookings
3. Sales
Sales Territory Design and System Implementation
Increase Seller Scalability
3. Sales
🔴
3
Revenue Recognition
Foundational – Impacts All Areas of GTM
1. Cross Functional
Conversation Intelligence Implementation
Improve Sales Data Visibility
3. Sales
Forecasting Process Implementation
Increase SQL to CW Conversion Rate
3. Sales
⚫
5
CRM Deduplication
Foundational – Impacts All Areas of GTM
1. Cross Functional
CRM → ERP Integration
Foundational – Impacts All Areas of GTM
1. Cross Functional
Quotas and Target Setting
Foundational – Impacts All Areas of GTM
3. Sales
Sales Lifecycle (GTM Lifecycle)
Improve Sales Data Visibility
3. Sales
Partnership Success Platform Implementation
Increase Pipeline
5. Partnerships
🟢
4
CRM Deduplication Ongoing Tool
Increase Seller Scalability
1. Cross Functional
GTM Lifecycle
Foundational – Impacts All Areas of GTM
1. Cross Functional
Quote to Cash
Foundational – Impacts All Areas of GTM
3. Sales
Sales Qualification Methodology
Increase SQL to CW Conversion Rate
3. Sales
Opportunity/Deal -> CW conversion rate
2
⚫
1
CPQ Implementation
Foundational – Impacts All Areas of GTM
3. Sales
🟢
1
E-Signature Implementation
Reduce Sales Cycle
3. Sales
Gross churn
4
🔴
3
Customer Health Model
Reduce Churn
4. Customer Success
NPS and Voice of Customer Launch
Reduce Churn
4. Customer Success
Support System Implementation
Reduce Churn
4. Customer Success
⚫
1
Renewal Management
Reduce Churn
4. Customer Success
Net retention
2
🔴
1
Customer Lifecycle (GTM Lifecycle)
Reduce Churn
4. Customer Success
🟡
1
Customer Success Platform Implementation
Reduce Churn
4. Customer Success
Gross retention
2
🟢
2
Customer Segmentation
Reduce Churn
4. Customer Success
Renewal, Churn, NRR/GRR Reporting
Reduce Churn
4. Customer Success
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