The hygiene checks we run before any forecast. Spot bottlenecks and fix handoffs between Sales and Marketing.
Lead Qualification Is Broken in 70% of SaaS Companies
Most teams have vague qualification criteria that create friction between marketing and sales. Without clear ICP definitions and BANT-style scoring, you're passing junk leads and missing qualified prospects.
Handoff Timing Kills 40% of Potential Deals
The average SaaS lead gets cold-called 3 days after downloading a resource. By then, they've forgotten about you and moved on to competitors. Speed to lead should be measured in minutes, not days.
Pipeline Stages Don't Match Buyer Journey
Your CRM stages should mirror how customers actually buy, not how you want to sell. Misaligned stages create false confidence in forecasting and hide real conversion bottlenecks.
No One Owns the Middle of the Funnel
Marketing owns top-funnel, sales owns bottom-funnel, but the middle (nurturing qualified leads) falls into a black hole. This is where 60% of potential revenue dies.
Attribution Models Are Too Simple
Last-touch attribution gives all credit to bottom-funnel activities, starving top-funnel programs of budget. Multi-touch attribution reveals the true customer journey and channel effectiveness.
“The best SaaS companies audit their funnel quarterly, not annually”
The Bottom Line
Altior Team
RevOps Specialists
Helping B2B SaaS companies build predictable revenue engines through strategic RevOps implementation.