GTM Success!
Transform chaos into clarity. Turn your CRM into a revenue-driving machine.
Today's Reality
47K contacts, 8K duplicates
Missing key fields
Sales chasing low-fit leads
90-Day Outcome
Clean, governed CRM
Sales-ready scoring
Clear marketing ROI
Execution Order
1. Data cleanup + governance
2. Lead scoring + lifecycle
3. Attribution + taxonomy

Core Principle: Foundation first. If timelines slip, protect data cleanup and scoring—attribution comes after prerequisites are solid.
Days 1–30
Data Cleanup & Governance
Build the foundation. Make HubSpot your single source of truth.
Dedupe + Purge
Merge exact matches first
Batch merge using activity rules
Eliminate bounces and test records
Enrichment
Fill industry, company size, job title
Progressive profiling on forms
Enrichment tools for active segment
Governance
Standard picklists + validation rules
Duplicate prevention at entry
Monthly data health audits
<5%
Duplicate Rate
Target for active contacts
80%
Field Completeness
Critical fields populated
100%
Standards Live
Documentation + dashboard
Days 15–45
Lead Scoring Model
Prioritize high-fit, high-intent leads. Focus Sales time where it matters.
Score Range: 0–100
Combines two critical dimensions to identify your best prospects.
Fit Criteria
  • Target title (Director+): +10
  • Enterprise size: +5
  • Target industry: +5
  • Non-ICP persona: –10
Engagement Signals
  • Demo request: +25
  • Pricing page visit: +15
  • Webinar attended: +10
  • Asset download: +5

MQL Threshold: ≥60 points triggers automatic Sales alert + assignment. Score decays 50% after 60 days of inactivity.
Days 30–60
Lifecycle Stages + SLA
Clear definitions. Strict ownership. Zero dropped leads.
SLA + Feedback Loop
  • Sales contacts MQL within 24 hours
  • Rejections require reason code
  • Rejected leads → Marketing nurture
  • Bi-weekly conversion review
Reject Reasons
Wrong persona
No budget
Invalid info
Poor timing
Days 45–75
Multi-Touch Attribution
Long B2B journeys = multiple touchpoints. Single-touch reporting hides the truth.
W-Shaped Model
30%
First Touch
30%
MQL Conversion
30%
Opportunity
10%
Other Touches
01
Prerequisites
Tracking code deployed, consistent UTMs, campaigns structured, deals linked
02
Outputs
Pipeline influenced by channel, revenue by campaign, top contributors
03
Contingency
Interim directional view via exports if enterprise tools delayed
Days 60–90
Campaign Taxonomy
150+ campaigns with inconsistent naming = reporting chaos. Time to scale smart.
[Year/Quarter] – [Type] – [Audience] – [Stage] – [Descriptor]
2024Q1 – Webinar – FinServ – MOFU – SecurityTrends
2024Q1 – Content – Enterprise – TOFU – AccessControlGuide
2024Q1 – Event – TradeShow – BOFU – RSAConference
One campaign per initiative
Every asset tied to its campaign
UTMs mirror naming convention
Reporting becomes filterable by all dimensions
Success Metrics & Operating Rhythm
Proof of impact through consistent measurement and cross-functional alignment.
Data Health
  • Duplicate rate (active segment)
  • Field completeness % (industry, size, role)
Funnel Performance
  • MQL volume + trend
  • MQL→SAL and SAL→SQL conversion
  • MQL response time (SLA adherence)
Pipeline & Revenue
  • Pipeline influenced by channel (multi-touch)
  • Revenue influenced by campaign
  • Top campaigns by opportunity creation
1
Weekly
GTM Ops check: data health + SLA adherence
2
Bi-Weekly
Sales/Marketing review: conversion + reject reasons
3
Monthly
Exec summary: pipeline + attribution + decisions
Why Partner With Me
Builder Mindset
Design systems + implement workflows, scoring, dashboards hands-on
Cross-Functional Trust
Drive alignment through SLAs, feedback loops, clear ownership—no silos
Change Management Built-In
Training + operating cadence + iterative refinement based on real data
Outcome Focused
Accountable to conversion rates, pipeline, and revenue visibility—not just admin tasks
I deliver adoption, scale what works, and protect the foundation first.
I'm excited to partner with you and make GTM Ops a growth advantage at Alcatraz AI.