Finding: Ownership Gaps
The Finding
From stakeholder interviews:“Where is the responsibility cut off between GTMe and BDR? Who is responsible for nurturing the leads? Is it the go-to-market engineer or is it the BDR? And where is the cut off between the two? Is it a hybrid? If it’s a cut off, where is the cut off?”This question couldn’t be answered.
Current State: Unclear Boundaries
Specific Gaps Identified
Why This Matters
1. Dropped Leads
When no one owns a step, leads fall through cracks.2. Duplicate Effort
Multiple people might work the same lead.3. Inconsistent Experience
Prospects get different treatment based on who handles them.4. Accountability Gaps
No one is responsible when things go wrong.5. Metrics Confusion
Can’t attribute success or failure to the right function.The Scope Question
From the project brief:“Our job here stops at the BDR handoff.”But what IS the handoff? When is a lead “handed off”?
Current Tool Ownership (Documented)
From existing analysis:
This shows some clarity on tool ownership, but not process ownership.
Recommendation
Define the RACI
Define Handoff Triggers
Create SLAs
See Proposed Handoffs for the full framework.
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Cost Inefficiencies
Where spend is wasted
HubSpot Hygiene
CRM data quality issues