Understanding Revenue Model Success Path understanding-revenue-model-success-path
Success Path success-path
In the model, the green path aka the Success Path is the optimal path of how a lead linearly transitions to a closed/won business.
Example Stages on a Success Path:
SUCCESS PATH STAGE NAME
DEFINITION
Review New Names
Review if new names are qualified
Prospect
Qualified prospects who are not yet sales ready
Lead
Marketing qualified leads (“sales ready”)
Opportunity
Sales accepted leads, actively working
Customer
Closed Won deals
TIP
Green is for money. Everything on the path of green is on the path to success! That’s why there are only green arrows in the Success Path Analyzer.
Detours detours
Recognizing that not all leads follow a linear “success path”, you should also define your “detour stages” to capture leads that are not qualified, or that require a few rounds of nurturing before becoming ready. For example:
DETOUR STAGE NAME
DEFINITION
Disqualified
Names marked as not-in profile
Inactive
Prospects that have gone non-responsive
Recycled
Qualified but needs more nurturing (linked to Prospect)
Lost
Lost opportunities (ongoing nurturing)
TIP
These are not on the green path. These stages won’t be shown in the Success Path Analyzer.
Seeing how leads will flow in the future will be that much easier! Say hello to your new little friend.
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