Ninety days, straight through

You can't automate your way out of an undefined process. The first month is spent deciding what you actually sell, to whom, and what has to be true for a deal to move forward.

• ICP, sharpened. A qualification standard a rep can apply on a first call, not a persona document.
• Messaging rebuilt on the problem your customers say out loud, taken from your own closed-won and closed-lost conversations.
• Stages with exit criteria, so a deal is in Stage 3 because something happened, not because it feels close.
• A leak map — where revenue goes missing today, with a number attached wherever one can be calculated.

You end the month with: a written definition of your motion that everyone has agreed to.

Now the system gets built to match the definition, not the other way round. This is the month Throughline goes in and the point tools start coming out.

• Migration onto Throughline, including your history, so nothing is stranded in the old stack.
• Routing and follow-up automated, so inbound is assigned and contacted in minutes rather than days.
• Handoffs made structural — marketing to sales, sales to onboarding — with required fields instead of good intentions.
• Reporting rebuilt on the definitions agreed in month one.

You end the month with: one system running your revenue operation, and the subscriptions it replaced cancelled.

A system nobody runs decays in a quarter. The last month is spent operating it with your team until the habits stick, then writing it all down.

• Weekly pipeline reviews you attend rather than prepare.
• Live deal coaching on the deals that matter this quarter.
• Hiring scorecards and onboarding for the next reps you bring on.
• A documented playbook your team keeps whether or not the engagement continues.

You end the month with: a forecast you present instead of assemble, and a team that runs the motion without us.