L6
Operations & Intelligence
The engine room: market intelligence, personas, territories, analytics, sales ops.
Competitive Analysis
Knowing the field well enough to beat it.
Market Research
Decisions grounded in the market, not assumptions.
Trend Analysis
Reading where the market is going before it arrives.
Persona Research & Definition
Knowing exactly who you sell to — and why they buy.
Territory Design
Splitting the market so reps can win their part.
Territory Forecast
Forecasting each patch with evidence, not hope.
Funnel Analytics
Finding where the funnel leaks.
Pipeline Analytics
Reading pipeline health before it bites the quarter.
CAC & LTV Analysis
Knowing what a customer is worth — and what it costs to get one.
Channel Attribution
Giving each channel credit — and budget — honestly.
CRM Management
The system of record that keeps the machine honest.
Lead Management
The full journey of a lead, handled on rails.
Sales Forecasting
A forecast the leadership can actually trust.
Compensation & Quota
Paying for the behavior that produces revenue.
Sales Tools & Stack
A stack that serves the process — not the other way round.
Win/Loss Analysis Program
Learning why you win — and lose — from every deal.
Read the canon · Operations & Intelligence