GTM Process Design for an AI Marketing Platform
Lead-to-close process designed end to end, including full event playbook
The Challenge
The AEO platform was preparing for rapid growth but had no documented sales process. Lead routing was ad hoc, event follow-up was inconsistent, and there was no clear handoff between marketing and sales.
With multiple conferences on the calendar, they needed a repeatable playbook for capturing, enriching, and converting event leads,fast.
What We Built
We designed the complete lead-to-close operating model:
- Sales process map with stage definitions and exit criteria
- Lead routing logic based on segment, geography, and account tier
- Event playbook: pre-show enrichment, booth capture workflow, post-show sequences
- Marketing-to-sales handoff with SLA definitions
The Outcome
The team launched their first conference with a complete playbook in place. Event leads were enriched before the show, captured in real-time at the booth, and routed to reps with personalized follow-up sequences within 24 hours.
Tools & Stack
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