Chapter 02

The audit process: we learn your operation

3 weeks. The CRO sponsors the work, then RevOps, deal desk, sales engineering, forecasting, SDR, enablement, and CSM process owners bring in the reps and analysts who create the real operating load.

Audit Inputs
Interviews
50 sessions / 39 stakeholders

Executive priorities turn into process-owner sessions, then rep and analyst shadowing across exceptions and edge cases.

  • C
    CRO
    1x60min · targets + comp plan
  • VR
    VP RevOps
    2x60min · systems + process
  • DD
    Deal desk, SDR, SE, and forecast owners
    10x45min · handoffs + exception policy
  • AC
    AEs, CSMs, and account managers
    12x30min · daily admin pain + edge cases
  • LA
    Legal and finance approvers
    4x45min · approval thresholds + controls
  • FA
    Frontline AEs and SDRs
    10x30min · CRM updates + first-touch SLAs
  • SE
    Sales engineering team
    4x45min · technical validation + demo handoffs
  • PA
    Partner and channel managers
    4x30min · partner status + account routing
  • RA
    Revenue analytics owners
    3x45min · forecast packs + quality rules
All sessions transcribed and tagged
Documentation
96 sources ingested

Playbooks, pricing policy, exception matrices, forecast packs, territory rules, call notes, and CRM exports are indexed.

  • Sales playbook
    SOP
  • Comp plan
    Policy
  • Discount/pricing matrix
    Policy
  • CPQ rules
    Master data
  • ICP definition
    Reference
  • Forecast call packs
    Operating review
  • Deal desk exception logs
    Operational data
  • Territory and routing rules
    Governance
  • MEDDICC field definitions
    Reference
Indexed and queryable by agents
Software
12 systems mapped

CRM, CPQ, sales engagement, call intelligence, forecasting, contracts, billing, enrichment, and comms tools are mapped.

SA
Salesforce
CRM
OU
Outreach
Engagement
GO
Gong
Conversation Intelligence
CL
Clari
Forecasting
HU
HubSpot
Marketing
Slack
Communication
SC
Salesforce CPQ
Quoting
AP
Apollo
Data enrichment
ZO
ZoomInfo
Data enrichment
DO
DocuSign
Signature
IR
Ironclad
Contracts
N
NetSuite
Billing handoff
All systems connected
12
Systems mapped
26
Workflows analyzed
4,800+
Deals sampled
580K
Hours of manual work / yr
Automation map
Of 580,000 manual hours / yr
How much we take off your plate
Total identified manual hours, split between what we automate and what stays human
74%
Automatable · 428,736 hrs
151,264 hrs human
Of the 428,736 automatable hours, here’s what each agent contributes
Each bar floats at the running total. Built in priority order, summing to total automated.
0K107K214K322K429K+100KP1Deal Desk$14.4M+181KP2CRM Data$9.2M+56KP3Forecast$5.8M+61KP4Lead Route$5.2M+32KP5Partner$3.4M429Khrs / yrTOTALAutomated$46M / yr
P1Deal Desk Approval
78% automatable · $14.4M
P2CRM Hygiene & Data Capture
82% automatable · $9.2M
P3Forecast Prep & Variance
60% automatable · $5.8M
P4Lead Routing & Qualification
75% automatable · $5.2M
P5Vendor / Partner Comms
55% automatable · $3.4M
Stays human · judgment, negotiations, relationships151,264 hrs / yr remain manual
Implementation timeline19 weeks · then ongoing
Phase / Workflow
W1
W2
W3
W4
W5
W6
W7
W8
W9
W10
W11
W12
W13
W14
W15
W16
W17
W18
W19
Audit
3 weeks
CRO kickoff
Process owners
Rep shadowing
Systems map
ROI baseline
Plan signed
Build · workflows shipped in priority order
P1Deal Desk Approval
8w
P2CRM Hygiene & Data Capture
9w
P3Forecast Prep & Variance
10w
P4Lead Routing & Qualification
8w
P5Vendor / Partner Comms
6w
Operate
ongoing →
Next: Build Process