Align the marketing, sales, and customer success processes, structure the organization and enable teams for customer success. The operating model is part of an enduring marketing, sales, and customer success revenue system. As your business model changes to address changing market and competitive conditions, you must adjust the process, organization, and sales enablement. Yet too often, marketing and sales are not aligned around a full-funnel buyer engagement process with coordination for lead generation, nurture, and buyer engagement orchestration.
- Design Processes: Align processes for marketing, sales, and service with stages, business rules, metrics, methodologies, and artifacts.
- Build Organization: Structure organizations with the right size, talent, and incentive models.
- Enable Teams: Enable teams with training, mentoring, coaching tools, and resources.