KPI Snapshot
| KPI | Current | Previous | Movement | Owner | Notes |
|---|---|---|---|---|---|
| Enterprise Sustainability Revenue Index | Baseline not available | N/A | New | Ram | Define pipeline, velocity, win probability, CAC inputs |
| Target accounts | 0 validated | N/A | New | Marketing + Sales | Target 50 in 30 days |
| Engaged accounts | 0 | N/A | New | Marketing | Campaign not launched |
| MQLs generated | 0 | N/A | New | Marketing | MQL criteria pending |
| MQL to SQL conversion | N/A | N/A | N/A | Ram + Sales | No MQLs yet |
| SQLs accepted | 0 | N/A | New | Sales | SQL criteria pending |
| Opportunities created | 0 | N/A | New | Sales | No qualified opportunities yet |
| Pipeline value | Not baselined | N/A | New | Sales + Finance | Needs valuation model |
| Pipeline coverage | Not baselined | N/A | New | Ram | Needs revenue target |
| Proposal turnaround time | N/A | N/A | N/A | Sales Enablement | No proposals yet |
| Opportunity to win rate | N/A | N/A | N/A | Sales | No opportunities yet |
| Cost per MQL | N/A | N/A | N/A | Marketing | No spend or MQLs yet |
| Cost per SQL | N/A | N/A | N/A | Marketing + Sales | No SQLs yet |
Active Opportunity Bottlenecks
| Bottleneck | Stage | Impact | Owner | Next Action | Due Date |
|---|---|---|---|---|---|
| Recommerce launch unit | Pre-campaign | ICP, valuation model, proof assets not ready | Ram | Complete solution brief and MQL/SQL definition | 2026-07-03 |
| Target account universe | Pre-campaign | Account list not built | Marketing + Sales | Build first 50 target accounts | 2026-07-05 |
| BOFU readiness | Pre-campaign | Proposal and ROI calculator not built | Sales Enablement + Finance | Draft valuation and proposal structure | 2026-07-10 |
Learning This Week
Domain
Recommerce must balance value recovery, data/security assurance, documentation, and sustainability proof.
Account
Best first ICP is mid-to-large enterprises with visible IT asset refresh cycles and enough asset volume to justify sales effort.
Persona
CFO and Procurement need value recovery; Sustainability/ESG need impact proof; Compliance needs documentation.
Funnel
Do not route leads to Sales until asset volume, timeline, and decision owner are known.
Proof
The system needs examples of recovered value, disposition documentation, and sustainability outcome reporting before aggressive BOFU conversion.
Next Week Priorities
- 1Build first 50 target accounts and approve ICP/disqualifiers.
- 2Define MQL/SQL criteria and handoff SLA.
- 3Draft Recommerce domain playbook, TOFU checklist, MOFU readiness assessment, and valuation/proposal outline.