Step 4 · Scenarios

Scenarios

Model multiple GTM scenarios to understand how changes in conversion rates, deal size and assumptions impact revenue, pipeline and funnel requirements. Choose one as your primary operating plan (Plan of Record).

Lower Conversion Case

Name

Avg deal size

Working months

Conversion rates

Suspect→MQL

MQL→SAL

SAL→SQL

SQL→Stage 1

Stage 1→Won

Baseline Conversion Case

Plan of Record

Name

Avg deal size

Working months

Conversion rates

Suspect→MQL

MQL→SAL

SAL→SQL

SQL→Stage 1

Stage 1→Won

Higher Conversion Case

Name

Avg deal size

Working months

Conversion rates

Suspect→MQL

MQL→SAL

SAL→SQL

SQL→Stage 1

Stage 1→Won