Qualified opportunity to signature. The stages are the same for every segment; what changes is who is attached and how long each stage takes.
Boxes marked ↗ open the page for that part of the model.
How to read this
- An opportunity exists from the SQL gate onward and belongs to one account executive end to end. The exit criteria on each box are the ones from the Stage definitions page.
- Sales Engineering attaches at Solution fit; Deal Desk at Proposal for anything off the standard terms.
- Closed-lost is allowed from any stage and requires one reason from a short fixed list.
- SMB closes in days with no SE; enterprise runs a proof of concept, security review and procurement over months.
Where it connects
Diagram source: 15-sell.drawio 15-sell.svg
