revops

Design and optimize systems connecting marketing, sales, and customer success into a unified revenue engine.

• Covers lead lifecycle stages (Subscriber → Lead → MQL → SQL → Opportunity → Customer), stage definitions with entry/exit criteria, and ownership accountability across teams
• Includes lead scoring frameworks combining fit (ICP attributes) and engagement (behavioral signals) with negative scoring to filter unqualified leads
• Provides lead routing methods (round-robin, territory, account-based, skill-based) with speed-to-lead optimization and SLA enforcement for handoffs
• Details pipeline stage hygiene, required fields per stage, stale deal detection, and key metrics (conversion rates, velocity, coverage ratio, win rate by source)
• Covers CRM automation workflows, deal desk approval tiers, data dedup and enrichment strategies, and quarterly audit checklists