S3 E07 - How to Measure Demand for the Entire Funnel | Sidney Waterfall - Senior VP Growth @ Refine Labs
Stacking Growth | The B2B Marketing Podcast
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The High Intent Revenue Opportunity Hero
The hero stage is the high intent revenue opportunity that has a rolling six month win rate of 25% or greater. We use win rate as a quality assurance metric to hold everybody accountable, the whole revenue team accountable. Stage one converts four percent, stage two, 15 percent win rate, stage three is 20 percent. For this example, stage 3 is going to be my hero date, my hero stage. So now when we're measuring the heroes, I'm going to say how many stage three opportunities do we have and how much stage three pipeline is generated from those opportunities for example.
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