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<mxCell id="fast" value="Demo or contact-sales request&lt;br&gt;&lt;small&gt;skips scoring; routes in minutes; AI chat or voice agent can qualify and book&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=13;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="420" y="78" width="350" height="58" as="geometry"/></mxCell>
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<mxCell id="e4" value="over threshold" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;" edge="1" source="score" target="mql" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
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<mxCell id="e8" value="fast lane" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#2563EB;strokeWidth=1.5;dashed=1;fontColor=#1E40AF;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=0;entryX=0;entryY=0.5;" edge="1" source="lead" target="fast" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
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<mxCell id="own" value="owner · Marketing (demand generation, marketing operations).  measured by · pipeline sourced and influenced, cost per opportunity, MQL to SQL conversion, speed to first touch" style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="356" width="930" height="30" as="geometry"/></mxCell>
<mxCell id="sc" value="HOW THE SCORE WORKS" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="400" width="930" height="130" as="geometry"/></mxCell>
<mxCell id="s1" value="&lt;b&gt;Fit&lt;/b&gt; · who they are&lt;br&gt;title, company size, industry, tech stack, geography. Static; enriched at form fill. Decides whether they could ever buy." style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="sc"><mxGeometry x="16" y="36" width="290" height="80" as="geometry"/></mxCell>
<mxCell id="s2" value="&lt;b&gt;Behavior&lt;/b&gt; · what they did&lt;br&gt;pricing page, repeat visits, webinar attended, email clicks, trial started. Points decay so a quiet lead drops back under the line." style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="sc"><mxGeometry x="320" y="36" width="290" height="80" as="geometry"/></mxCell>
<mxCell id="s3" value="&lt;b&gt;Threshold&lt;/b&gt; · tuned, not fixed&lt;br&gt;set to the volume the SDR team can work; raised when MQL to SQL falls, lowered when SDRs have capacity. Reviewed quarterly against conversion." style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="sc"><mxGeometry x="624" y="36" width="290" height="80" as="geometry"/></mxCell>
<mxCell id="var" value="BY MODEL" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="546" width="930" height="110" as="geometry"/></mxCell>
<mxCell id="v1" value="&lt;b&gt;SMB velocity&lt;/b&gt;&lt;br&gt;high volume, low threshold, demo requests go straight to a round-robin AE pool; scoring matters less than speed" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="var"><mxGeometry x="16" y="36" width="290" height="62" as="geometry"/></mxCell>
<mxCell id="v2" value="&lt;b&gt;Mid-market&lt;/b&gt;&lt;br&gt;scored leads to SDRs who qualify and book; the threshold is the main lever on SDR workload" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="var"><mxGeometry x="320" y="36" width="290" height="62" as="geometry"/></mxCell>
<mxCell id="v3" value="&lt;b&gt;Enterprise and ABM&lt;/b&gt;&lt;br&gt;named accounts bypass scoring; any activity goes to the owning AE; measured on account engagement, not lead counts" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="var"><mxGeometry x="624" y="36" width="290" height="62" as="geometry"/></mxCell>
<mxCell id="e12" value="negative" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#94A3B8;strokeWidth=1.5;dashed=1;fontColor=#64748B;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.85;exitY=1;entryX=0.5;entryY=0;" edge="1" source="score" target="dq" parent="1"><mxGeometry relative="1" as="geometry"/></mxCell>
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