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by GTM Metric (Power10)
Total # Process Inspection Points:
63
🟢 Healthy 🟡 Careful 🔴 Warning ⚫ Unable to Report
Power10 📊 (f)
Health Status ✒️
Diagnostic Name
GTM Outcome 📊 (f)
Function 📊(f)
Pipeline production
12
1
Lead Routing
Improve Speed-to-Lead
2. Marketing
🟢
1
ABM / ABS Process and System
Increase Pipeline
2. Marketing
🟡
5
Lead & Opportunity Attribution
Foundational – Impacts All Areas of GTM
2. Marketing
Lead Scoring Model Design & Implementation (Sales-Led)
Increase MQL to SQL Conversion Rate
2. Marketing
Automated Outbound Process
Increase Pipeline
3. Sales
Sales Engagement Platform
Increase Pipeline
3. Sales
Sales Engagement Process
Increase Pipeline
3. Sales
N/A
2
Event Operations: Lead List Intake Process
Increase MQL to SQL Conversion Rate
2. Marketing
Marketing Automation Platform Implementation/Migration
Foundational – Impacts All Areas of GTM
2. Marketing
⚫
1
Lead Scoring Model Design & Implementation (Product-Led)
Increase MQL to SQL Conversion Rate
2. Marketing
🔴
2
Marketing-to-Sales Handoff & SLA Tracking
Increase MQL to SQL Conversion Rate
1. Cross Functional
Speed-to-Lead
Improve Speed-to-Lead
2. Marketing
Opportunity/Deal - CW cycle time
4
🟢
2
Activity Capture
Improve Sales Data Visibility
1. Cross Functional
Foundational Automations and Reporting Logic
Foundational – Impacts All Areas of GTM
1. Cross Functional
N/A
1
CLM Implementation
Reduce Legal Risk
3. Sales
⚫
1
Contract Management Process (CLM)
Reduce Legal Risk
3. Sales
MQL -> Opportunity conversion rate
2
🔴
2
Lead Lifecycle (GTM Lifecycle)
Increase MQL to SQL Conversion Rate
1. Cross Functional
AI Automated Inbound
Increase MQL to SQL Conversion Rate
2. Marketing
ARR
3
🟢
1
ARR Reporting
Foundational – Impacts All Areas of GTM
1. Cross Functional
🟡
2
Executive Reporting Suite
Foundational – Impacts All Areas of GTM
1. Cross Functional
Growth Model
Foundational – Impacts All Areas of GTM
1. Cross Functional
MQL production
9
🟡
4
Automated Inbound Data Enrichment
Foundational – Impacts All Areas of GTM
1. Cross Functional
Data Enrichment Process
Foundational – Impacts All Areas of GTM
1. Cross Functional
Physical Event Process and ROI Reporting
Increase Pipeline
2. Marketing
Website Lead Capture & Form Configuration
Increase MQL Production
2. Marketing
N/A
4
Email Operations: Nurture Program Build & Management
Increase MQL Production
2. Marketing
Email Operations: Subscription & Compliance Framework
Reduce Legal Risk
2. Marketing
Email Operations: Templates & Build Process
Foundational – Impacts All Areas of GTM
2. Marketing
Event Operations: Event Platform Implementation & Registration Tracking
Increase MQL Production
2. Marketing
🟢
1
Marketing Database Segmentation
Foundational – Impacts All Areas of GTM
2. Marketing
Bookings
20
⚫
6
PLG GTM Design
Foundational – Impacts All Areas of GTM
1. Cross Functional
Revenue Recognition
Foundational – Impacts All Areas of GTM
1. Cross Functional
CRM → ERP Integration
Foundational – Impacts All Areas of GTM
1. Cross Functional
Commission Tool Implementation
Increase Seller Scalability
3. Sales
Commission Plan & Management Process
Increase Seller Scalability
3. Sales
Territory Planning System Implementation
Increase Seller Scalability
3. Sales
🟡
6
GTM Lifecycle
Foundational – Impacts All Areas of GTM
1. Cross Functional
Market Map
Foundational – Impacts All Areas of GTM
1. Cross Functional
Conversation Intelligence Implementation
Improve Sales Data Visibility
3. Sales
Sales Lifecycle (GTM Lifecycle)
Improve Sales Data Visibility
3. Sales
Sales Enablement Process
Increase Seller Scalability
3. Sales
Partnership Success Platform Implementation
Increase Pipeline
5. Partnerships
🟢
6
CRM Deduplication
Foundational – Impacts All Areas of GTM
1. Cross Functional
CRM Deduplication Ongoing Tool
Increase Seller Scalability
1. Cross Functional
Forecasting Process Implementation
Increase SQL to CW Conversion Rate
3. Sales
Quotas and Target Setting
Foundational – Impacts All Areas of GTM
3. Sales
Sales Qualification Methodology
Increase SQL to CW Conversion Rate
3. Sales
Revenue Intelligence Process
Improve Sales Data Visibility
3. Sales
N/A
2
Quote to Cash
Foundational – Impacts All Areas of GTM
3. Sales
Sales Territory Design and System Implementation
Increase Seller Scalability
3. Sales
Opportunity/Deal -> CW conversion rate
3
🟡
1
CPQ Implementation
Foundational – Impacts All Areas of GTM
3. Sales
🟢
1
E-Signature Implementation
Reduce Sales Cycle
3. Sales
🔴
1
Pricing & Quoting Process (CPQ)
Reduce Sales Cycle
3. Sales
Gross churn
6
🟡
3
Customer Health Model
Reduce Churn
4. Customer Success
NPS and Voice of Customer Launch
Reduce Churn
4. Customer Success
Renewal Management
Reduce Churn
4. Customer Success
🟢
2
Support System Implementation
Reduce Churn
4. Customer Success
Customer Support Process
Reduce Churn
4. Customer Success
🔴
1
Support AI Chatbot / Chat Platform
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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