Organize and execute the roadmap through a series of proven sprints.
Accelerate
Defined and facilitated sprints aligned to core concepts to accelerate change
Adopt
Co-developed, consumable deliverables to alleviate push-back and drive change across the organization
Integrate
Operating model is reflected in the CRM
Priorities Sprint
Establish customer-facing investments proportionately against the addressable market
Sprint Objectives:
Define strategy by addressable market tier
Align on resource coverage model
Develop sales planning framework
Accelerators:
Market / account portfolio analysis
Sales resource coverage model
Sales planning toolkit
Process Sprint
Execute activities against the buyer journey to drive pipeline progression
Sprint Objectives:
Align on buyer stages across the buying journey
Define / refine buyer-aligned enterprise sales process
Develop sales cadence to prioritize organizational focus
Accelerators:
Buyer Journey Map
Buyer-Aligned Sales Process
Sales Cadence Framework
Positioning Sprint
Promote value messaging to buyer personas at each stage of the buyer journey
Sprint Objectives:
Align on key buyer personas throughout buyer journey
Define messaging and positioning by buyer persona
Align on marketing portfolio and initiatives
Accelerators:
Buyer personas
Outcome-based messaging map
Marketing program matrix
Performance Sprint
Drive the right behaviors and outcomes to execute at the speed of scale
Sprint Objectives:
Align to expected behaviors and outcomes
Design rewards and incentives to motivate consistent performance
Develop performance management framework
Accelerators:
Customer value matrix
Compensation map
Performance management framework
