GTM & Revenue
A lead, followed through to a real opportunity.
Revenue processes live or die on handoffs — the moment a lead becomes someone's job, and the moment that job becomes a number the business can plan against.
Other typical workflows in this domain: renewal & expansion, partner and channel management, and pricing and packaging change.
Sample workflow: Lead-to-opportunity
Automation = deterministic, rule-based. AI = judgement at the step level — drafting, scoring, matching. Human = decision, relationship, or anything that sets a precedent.
01Capture
AutomationLead captured and created in the system.
02Enrichment
AutomationEnriched with firmographic data.
03Scoring
AIBehavioural and fit-based score applied.
04Threshold
AutomationMQL threshold crossed, flagged to sales.
05Routing
AutomationLead routed to the right rep.
06First contact
AIFirst contact attempted within SLA.
07Discovery
HumanNeed, timeline, authority, and fit established.
08Qualification
HumanSQL decision: accept, recycle, or disqualify.
09Recycling
AutomationNot-yet-ready leads recycled to nurture.
10Record creation
AutomationOpportunity record created, fields complete.
11Handoff
AutomationHandoff to the account executive within acceptance SLA.
12Review
AIFunnel conversion tracked and reviewed.