Initiatives
Your operating map
Each initiative has a current read, next move, owners, risks, decisions, actions, and evidence.
SMB Conversion & Activation
Owner: Braden
Business outcome
Raise trial-to-paid conversion and activation quality without buying conversion through bad discounts.
Recommended next step
Create one weekly conversion readout that separates funnel issue, rep execution issue, product friction, and pricing friction.
Current read
Conversion work is active, but the system needs sharper visibility into rep behavior, discount usage, lead quality, and trial activation signals.
0 open
Actions
No actions captured yet.
0 tracked
Decisions
No decisions captured yet.
1 active
Risks
Reporting inconsistency weakens decision confidence
HighDefine one trusted source per metric and mark unsupported metrics as directional only.
06-05 Meeting: 50% Discount Removal & Sales Strategy78%
2026-06-05
“Discussion focused on reducing reliance on heavy discounting while protecting conversion and rep confidence.”
06-04 Weekly Meeting: Pardot Data, Lead Quality, and Sales Coaching80%
2026-06-04
“Pardot and reporting gaps are creating noise in lead quality, attribution, and coaching conversations.”
UK GTM
Owner: Braden
Business outcome
Prove a repeatable UK motion before over-hiring or over-customizing the sales process.
Recommended next step
Stand up a UK operating review with one source of truth for pipeline, conversion, pricing friction, and customer objections.
Current read
The UK motion has enough signal to keep investing, but the operating model still needs cleaner deal handling, routing, pricing, VAT, and partnership clarity.
1 open
Actions
Create UK source-of-truth dashboard spec
NewBraden
0 tracked
Decisions
No decisions captured yet.
1 active
Risks
UK motion scales before operating model is clean
MediumRun a weekly UK operating review until the motion is stable.
06-05 Meeting: UK Deal Handling Process74%
2026-06-05
“UK deal handling needs clearer process, routing ownership, and source-of-truth visibility before scaling further.”
ABX / Mid-Market Routing
Owner: Braden / Peter / Cody
Business outcome
Launch ABX without breaking inbound performance, morale, routing clarity, or compensation trust.
Recommended next step
Force a decision memo with three options, one recommended path, test design, comp guardrails, and a July decision date.
Current read
The strategic direction is directionally right, but the rollout model, measurement design, routing rules, and comp safeguards are not locked tightly enough yet.
3 open
Actions
Prepare ABX rollout decision brief
Needs BradenBraden / Peter / Cody / Aaron
Define Medium inbound routing test
In ProgressPeter / Cody
Draft quota and comp safeguards
BlockedPeter / Braden
2 tracked
Decisions
Which ABX rollout model should Mid-Market run?
Needs Exec CallUse a one-page decision memo and force a call with Finance, RevOps, Sales, and Marketing in the same room.
Should expansion ownership window be 90 or 180 days?
ProposedStart with 90 days unless sales cycle data proves expansion needs longer ownership.
1 active
Risks
ABX rollout ambiguity creates morale and execution risk
CriticalLock a dated test plan with one decision owner and one measurement owner.
06-05 Meeting: Sales Data, ABX Launch, and Lead Routing Strategy82%
2026-06-05
“Team discussed three ABX launch options, inbound protection, title-based routing, and the need for a July measurement decision.”
Pricing & Discount Governance
Owner: Braden / Sales Leadership
Business outcome
Protect ARPL and build rep confidence in value-based selling.
Recommended next step
Pair discount removal with a manager inspection rubric and rep talk tracks for the three most common price objections.
Current read
Discount changes are directionally necessary, but adoption depends on enablement, deal inspection, manager coaching, and clean escalation rules.
1 open
Actions
Build discount-change enablement pack
NewSales Leadership
1 tracked
Decisions
How aggressively should the 50% discount be removed?
ProposedPair policy with deal coaching and visible exception approval rules.
1 active
Risks
Heavy discounts mask weak value selling
HighReview discount usage by rep, team, segment, source, and close reason weekly.
06-05 Meeting: 50% Discount Removal & Sales Strategy78%
2026-06-05
“Discussion focused on reducing reliance on heavy discounting while protecting conversion and rep confidence.”
Manager Coaching & Performance
Owner: Braden
Business outcome
Make manager coaching consistent, evidence-based, and tied to the few behaviors that move conversion and quality.
Recommended next step
Create manager scorecards with coaching themes, open commitments, rep risks, and one suggested intervention per week.
Current read
The leadership system is improving, but action-item follow-through and consistent coaching evidence should be made more visible.
0 open
Actions
No actions captured yet.
0 tracked
Decisions
No decisions captured yet.
0 active
Risks
No risks captured yet.
06-04 Weekly Meeting: Pardot Data, Lead Quality, and Sales Coaching80%
2026-06-04
“Pardot and reporting gaps are creating noise in lead quality, attribution, and coaching conversations.”