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by GTM Outcome
Total # Process Inspection Points:
63
🟢 Healthy 🟡 Careful 🔴 Warning ⚫ Unable to Report
GTM Outcome 📊 (f)
Health Status ✒️
Diagnostic Name
GTM Outcome 📊 (f)
Power10 📊 (f)
Function 📊(f)
Increase Pipeline
6
🟢
1
ABM / ABS Process and System
Increase Pipeline
Pipeline production
2. Marketing
🟡
5
Automated Outbound Process
Increase Pipeline
Pipeline production
3. Sales
Physical Event Process and ROI Reporting
Increase Pipeline
MQL production
2. Marketing
Sales Engagement Platform
Increase Pipeline
Pipeline production
3. Sales
Partnership Success Platform Implementation
Increase Pipeline
Bookings
5. Partnerships
Sales Engagement Process
Increase Pipeline
Pipeline production
3. Sales
Improve Sales Data Visibility
4
🟢
2
Activity Capture
Improve Sales Data Visibility
Opportunity/Deal - CW cycle time
1. Cross Functional
Revenue Intelligence Process
Improve Sales Data Visibility
Bookings
3. Sales
🟡
2
Conversation Intelligence Implementation
Improve Sales Data Visibility
Bookings
3. Sales
Sales Lifecycle (GTM Lifecycle)
Improve Sales Data Visibility
Bookings
3. Sales
Increase MQL to SQL Conversion Rate
6
🔴
3
AI Automated Inbound
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
2. Marketing
Lead Lifecycle (GTM Lifecycle)
Increase MQL to SQL Conversion Rate
MQL -> Opportunity conversion rate
1. Cross Functional
Marketing-to-Sales Handoff & SLA Tracking
Increase MQL to SQL Conversion Rate
Pipeline production
1. Cross Functional
N/A
1
Event Operations: Lead List Intake Process
Increase MQL to SQL Conversion Rate
Pipeline production
2. Marketing
⚫
1
Lead Scoring Model Design & Implementation (Product-Led)
Increase MQL to SQL Conversion Rate
Pipeline production
2. Marketing
🟡
1
Lead Scoring Model Design & Implementation (Sales-Led)
Increase MQL to SQL Conversion Rate
Pipeline production
2. Marketing
Foundational – Impacts All Areas of GTM
19
🟢
5
ARR Reporting
Foundational – Impacts All Areas of GTM
ARR
1. Cross Functional
CRM Deduplication
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
Foundational Automations and Reporting Logic
Foundational – Impacts All Areas of GTM
Opportunity/Deal - CW cycle time
1. Cross Functional
Marketing Database Segmentation
Foundational – Impacts All Areas of GTM
MQL production
2. Marketing
Quotas and Target Setting
Foundational – Impacts All Areas of GTM
Bookings
3. Sales
🟡
8
Automated Inbound Data Enrichment
Foundational – Impacts All Areas of GTM
MQL production
1. Cross Functional
CPQ Implementation
Foundational – Impacts All Areas of GTM
Opportunity/Deal -> CW conversion rate
3. Sales
Executive Reporting Suite
Foundational – Impacts All Areas of GTM
ARR
1. Cross Functional
Growth Model
Foundational – Impacts All Areas of GTM
ARR
1. Cross Functional
GTM Lifecycle
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
Market Map
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
Lead & Opportunity Attribution
Foundational – Impacts All Areas of GTM
Pipeline production
2. Marketing
Data Enrichment Process
Foundational – Impacts All Areas of GTM
MQL production
1. Cross Functional
N/A
3
Email Operations: Templates & Build Process
Foundational – Impacts All Areas of GTM
MQL production
2. Marketing
Marketing Automation Platform Implementation/Migration
Foundational – Impacts All Areas of GTM
Pipeline production
2. Marketing
Quote to Cash
Foundational – Impacts All Areas of GTM
Bookings
3. Sales
⚫
3
PLG GTM Design
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
Revenue Recognition
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
CRM → ERP Integration
Foundational – Impacts All Areas of GTM
Bookings
1. Cross Functional
Reduce Legal Risk
3
N/A
2
CLM Implementation
Reduce Legal Risk
Opportunity/Deal - CW cycle time
3. Sales
Email Operations: Subscription & Compliance Framework
Reduce Legal Risk
MQL production
2. Marketing
⚫
1
Contract Management Process (CLM)
Reduce Legal Risk
Opportunity/Deal - CW cycle time
3. Sales
Increase Seller Scalability
6
⚫
3
Commission Tool Implementation
Increase Seller Scalability
Bookings
3. Sales
Commission Plan & Management Process
Increase Seller Scalability
Bookings
3. Sales
Territory Planning System Implementation
Increase Seller Scalability
Bookings
3. Sales
🟢
1
CRM Deduplication Ongoing Tool
Increase Seller Scalability
Bookings
1. Cross Functional
N/A
1
Sales Territory Design and System Implementation
Increase Seller Scalability
Bookings
3. Sales
🟡
1
Sales Enablement Process
Increase Seller Scalability
Bookings
3. Sales
Reduce Churn
10
🟡
3
Customer Health Model
Reduce Churn
Gross churn
4. Customer Success
NPS and Voice of Customer Launch
Reduce Churn
Gross churn
4. Customer Success
Renewal Management
Reduce Churn
Gross churn
4. Customer Success
🔴
2
Customer Lifecycle (GTM Lifecycle)
Reduce Churn
Net retention
4. Customer Success
Support AI Chatbot / Chat Platform
Reduce Churn
Gross churn
4. Customer Success
🟢
4
Customer Segmentation
Reduce Churn
Gross retention
4. Customer Success
Renewal, Churn, NRR/GRR Reporting
Reduce Churn
Gross retention
4. Customer Success
Support System Implementation
Reduce Churn
Gross churn
4. Customer Success
Customer Support Process
Reduce Churn
Gross churn
4. Customer Success
⚫
1
Customer Success Platform Implementation
Reduce Churn
Net retention
4. Customer Success
Reduce Sales Cycle
2
🟢
1
E-Signature Implementation
Reduce Sales Cycle
Opportunity/Deal -> CW conversion rate
3. Sales
🔴
1
Pricing & Quoting Process (CPQ)
Reduce Sales Cycle
Opportunity/Deal -> CW conversion rate
3. Sales
Increase MQL Production
3
N/A
2
Email Operations: Nurture Program Build & Management
Increase MQL Production
MQL production
2. Marketing
Event Operations: Event Platform Implementation & Registration Tracking
Increase MQL Production
MQL production
2. Marketing
🟡
1
Website Lead Capture & Form Configuration
Increase MQL Production
MQL production
2. Marketing
Increase SQL to CW Conversion Rate
2
🟢
2
Forecasting Process Implementation
Increase SQL to CW Conversion Rate
Bookings
3. Sales
Sales Qualification Methodology
Increase SQL to CW Conversion Rate
Bookings
3. Sales
Improve Speed-to-Lead
2
1
Lead Routing
Improve Speed-to-Lead
Pipeline production
2. Marketing
🔴
1
Speed-to-Lead
Improve Speed-to-Lead
Pipeline production
2. Marketing
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