Closed (lost)

Clo

sed

(won

)

Co

ntr

act

Rec

ieve

d

Contr

act S

ent

Proposal Meeting 3

Meeting 2

Meetin

g 1

Discovery call

Lead

0

100

90

70

60 50

25

10

5

0

Nurture

Order

Decision

Consideration

Awareness

eBooks

Is in Target Sector?

No firm interst expressedSDE qualifies

BDM to undertake qualification call

BDM to arrange a‘get to know’meeting

BDM to undertake abusiness needsanalysis meeting

BDM to undertake ascoping meeting

BDM to present a propsal

Contract sent topotential client

Signedcontractreturnedopprtunitysubmittedto finance

Finance approve &update Salesforce

BDM updatesSalesforce

Research Papers

Editorial

Figaro Video

White Papers

Moss Bros Video

Comparisons White PapersExpert Guides

Vendor ComparisonsDemo, Webcast

Case Studies, DemoProduct Literature

Data, BenchmarksClient Endorsements

Live Interations

Thought Leadership