PROJECT PLAN

Workstream Phase (Days) Activity Goal Learning Outcome
Customer Communication Days 1-90 Customer Communication and Relationship Transition Communicate the acquisition and transition key relationships to build trust and continuity. Build trust and maintain continuity.
Sales Team Analysis Days 1-30 Sales Team Analysis Assess sales team's strengths and weaknesses for the priority segment. Determine whether additional training/resources are needed.
Market and Customer Analysis Days 1-30 Establish centralized and deeply enriched view of customer base Surface area for pattern recognition. 1+ patterns outside of conventional ICP attributes.
Market and Customer Analysis Days 1-30 Customer Segmentation Audit Establish a quantifiable definition of ICP. Focus resources and efforts on a specific customer group that demonstrates the highest revenue potential, product fit, and immediate opportunity.
Market and Customer Analysis Days 1-30 Voice of Customer (VoC) Interviews Conduct interviews with key customers to: uncover pain points, buying behavior, product satisfaction and pricing effectivenesss. Refine value propositions and sales strategies based on direct feedback, esablish foundation for pricing and monetization refresh.
Market and Customer Analysis Days 1-30 Customer Journey Mapping Map journey for the priority segment and identify friction points. Optimize customer experience and reduce churn.
GTM Strategy Days 31-90 Channel Strategy and Paid Ad Experiments Test multiple channels (ABM vs Partner) and gather data to refine ICP and messaging. Determine the most effective channels and messaging for generating high-conversion opportunities.
GTM Strategy Days 61-90 Value Proposition Refinement Refine messaging based on feedback from VoC interviews, and paid ad performance. Adjust messaging to resonate better with the segment.
Prospect Universe Building Days 31-60 Comprehensive Web Scraping and Data Enrichment for Prospect Identification Gather and enrich raw data from directories, platforms, competitors, events, and reviews to build a comprehensive dataset of high-potential prospects. Build a prioritized, enriched list of high-potential prospects across
multiple sources (ICP-specific).
Prospect Universe Building Days 61-90 Build Lookalike Audiences Based on Current Customers Create lookalike audiences based on existing high-value customers. Increase conversion rates by targeting prospects similar to your top customers.
Sales Documentation & SOPs Days 31-60 Sales Documentation Audit Identify gaps in current sales documentation and SOPs. Understand where documentation is lacking and how it affects sales execution.
Sales Documentation & SOPs Days 61-90 SOP Creation and Standardization Create or update SOPs for key sales activities. Improve sales team efficiency and process consistency.
Sales Documentation & SOPs Days 61-90 Training and Rollout of Updated SOPs Ensure the sales team is trained on new SOPs and processes. Achieve a fully aligned and standardized sales operation.
Sales Process Optimization Days 1-90 Establish Weekly Sales Meetings and Other Routines Review pipeline, forecasts, and performance on a weekly basis. Ensure ongoing alignment, accountability, and quick adjustments based on data.
Sales Process Optimization Days 1-30 Establish Record-Keeping and Real-Time Pipeline Visibility Ensure accurate and timely updates of pipeline and sales data. Maintain an accurate, real-time understanding of the pipeline for better forecasting and strategic decisions.
Sales Process Optimization Days 1-90 Pipeline Health and Management Audit, refresh pipeline stages and exit criteria, and refine demo scripts. Improve deal velocity, alignment with buyer journey, and sales activities.
Sales Process Optimization Days 31-90 Sales Playbook Development and Lead Scoring Model Develop a playbook and lead scoring system aligned with the priority segment. Equip sales team with tactics for lead prioritization and closing.
Sales Enablement Days 31-60 Sales Team Training and Tools Audit Equip the sales team with the right tools and knowledge for effective execution. Sales team is fully equipped to execute the GTM strategy and close deals effectively.
Sales Enablement Days 31-60 Develop Case Studies Targeted to Priority Segment Create compelling case studies for the priority segment to build trust and demonstrate real-world success. Strengthen trust and conversion with segment-specific proof points.
Sales Enablement Days 31-60 Develop Lead Magnets (e.g., whitepapers, guides) Create high-value lead magnets to capture more qualified leads. Improve lead quality and volume, moving prospects further down the funnel.
Expansion Revenue Days 31-90 Cross-Sell Opportunity Identification and Playbook Development Identify cross-sell opportunities, develop tactics, and equip the sales team with a structured playbook. Sales team is equipped with tools to drive cross-sell and expansion revenue.
Expansion Revenue Days 31-90 Cross-Sell Campaigns and Incentives Motivate sales teams with campaigns and incentives to drive cross-sell and expansion revenue. Increased focus and success in cross-sell opportunities.
Sales Compensation Model Days 31-60 Audit and Align Sales Compensation with GTM Strategy and Incorporate Cross-Sell Goals Ensure the compensation model aligns with the new GTM strategy, focusing on high-value segments and incentivizing cross-sell and upsell activities. Align compensation with focus on high-value segments and deals, while motivating sales reps to increase customer lifetime value through cross-sells.
Sales Incentive Planning Days 31-60 Create an early sales incentive plan Motivate the team to prioritize key revenue-generating activities. Increased sales activity in high-impact areas.
Performance Tracking Days 31-90 Performance Tracking and Reporting Track KPI performance and use dashboards to adjust sales strategy and pricing. Data-driven decisions and quick adjustments to strategy.
Revenue Planning Days 31-60 Set Revenue Targets for the Priority Segment Set clear, short-term revenue goals for the priority segment. Align team efforts around clear revenue outcomes.
Cross-Functional Alignment Days 1-90 Cross-Functional Alignment Align teams across Product, Marketing, and Customer Success. Collaborative execution of the GTM strategy.

Phase-Based Summary of the First 90-Day Plan

Days 1-30

Days 31-60

Days 61-90