Understanding Revenue Model 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.

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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

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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