Design and build the operating system that governs how revenue is planned, executed, measured, and continuously improved — embedding the FACT framework and Value Architecture into the operational fabric of the revenue team.
PLAY 6.1: Lifecycle Design: Define the complete end-to-end customer lifecycle with binary entry/exit criteria and handoff protocols — and build these definitions into the CRM as the enforced operating system.
PLAY 6.2: Revenue Governance: Establish the meeting architecture, reporting cadence, and FACT-based forecast methodology — and build the reporting infrastructure and governance calendar that make revenue accountability operational.
PLAY 6.3: Performance Enablement: Build the systems, playbook library, and coaching infrastructure that develop revenue team capability — and launch the onboarding program and playbook library that make the framework operational from day one of every new hire’s tenure.