Revenue Process Mapping Kit

PROCESS MAPPING METHODOLOGY

Process Documentation Template

PROCESS DOCUMENTATION

PROCESS NAME: _______________
OWNER: _______________
LAST UPDATED: _______________

PROCESS PURPOSE:
What business outcome does this process achieve?
_______________________________________________

TRIGGER:
What initiates this process?
☐ Event: _______________
☐ Time-based: _______________
☐ Manual: _______________

INPUTS:
What is required to start?
• _______________
• _______________

OUTPUTS:
What is the result?
• _______________
• _______________

SUCCESS CRITERIA:
How do we know the process worked?
• _______________
• _______________

Process Steps Template

Step #	Action	Owner	System	SLA	Notes
1
2
3

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KEY REVENUE PROCESSES

Lead-to-Opportunity Process

LEAD-TO-OPPORTUNITY PROCESS

TRIGGER: New lead created in CRM

STEP 1: Lead Routing (Automated)
• Action: Assign to appropriate owner
• Owner: System (automation)
• SLA: Immediate
• Criteria: Geography, size, source

STEP 2: Initial Qualification (SDR)
• Action: Research and outreach
• Owner: SDR
• SLA: 5 minutes (high intent), 4 hours (standard)
• Output: Qualified or disqualified

STEP 3: Qualification Call (SDR)
• Action: Discovery conversation
• Owner: SDR
• SLA: Within 48 hours of first response
• Output: Meeting scheduled or nurture

STEP 4: Opportunity Creation (SDR/AE)
• Action: Create opportunity, handoff
• Owner: SDR creates, AE accepts
• SLA: Same day as qualification call
• Output: Opportunity in Stage 1

Opportunity-to-Close Process

OPPORTUNITY STAGES

STAGE 1: DISCOVERY (0-10%)
Owner: AE
Duration: 1-2 weeks
Exit criteria:
☐ Pain identified
☐ Budget discussed
☐ Authority confirmed
☐ Timeline understood

STAGE 2: QUALIFICATION (10-25%)
Owner: AE
Duration: 1-2 weeks
Exit criteria:
☐ Technical fit confirmed
☐ Business case outlined
☐ Key stakeholders identified
☐ Demo scheduled

STAGE 3: EVALUATION (25-50%)
Owner: AE + SE
Duration: 2-4 weeks
Exit criteria:
☐ Demo completed
☐ Success criteria defined
☐ Competitive situation clear
☐ Proposal requested

STAGE 4: PROPOSAL (50-75%)
Owner: AE
Duration: 1-2 weeks
Exit criteria:
☐ Proposal delivered
☐ Pricing discussed
☐ Legal review started
☐ Verbal commitment

STAGE 5: NEGOTIATION (75-90%)
Owner: AE + Legal
Duration: 1-2 weeks
Exit criteria:
☐ Terms agreed
☐ Contract redlined
☐ Signature pending

STAGE 6: CLOSED WON (100%)

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HANDOFF DOCUMENTATION

Marketing → SDR Handoff

Field	Required	Source
Contact name	Yes	Form/enrichment
Company name	Yes	Form/enrichment
Email	Yes	Form
Phone	Preferred	Enrichment
Lead source	Yes	System
Lead score	Yes	MA system
Engagement history	Yes	MA system

SDR → AE Handoff

SDR-TO-AE HANDOFF TEMPLATE

Meeting scheduled for: _______________

COMPANY BACKGROUND:
Company: _______________
Industry: _______________
Size: _____
Website: _______________

KEY CONTACT:
Name: _______________
Title: _______________
Role in decision: _______________

QUALIFICATION NOTES:
Pain/Challenge: _______________
Current solution: _______________
Budget: _______________
Timeline: _______________
Decision process: _______________

WHY THEY'RE INTERESTED:
_______________

RECOMMENDED APPROACH:
_______________

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