A client cut lead routing time from four hours to ninety seconds by auto-enriching 100% of inbound demos before sales reps saw them. Marcus owns the dashboard tracking these metrics via HubSpot SLA and Apollo coverage rates. Any goal that can't be quantified isn't a real outcome.
Cut lead routing latency from 4 hours to 90 seconds. How we'll measure: HubSpot SLA dashboard P95 routing time. Um, then we want to 100% of our inbound demos auto-enriched before rep sees them. We can measure that through Apollo and Clay coverage rate on new contacts. And then Marcus has a single live dashboard. He can show the board quarterly reports sent on time, signed off by Marcus. Now they can fill that out. And with that, we know what is our North Star for this client, right? Uh, tip: an outcome, outcome can't be— an outcome that can't be measured isn't an outcome. If you can't fill in the right column, the goal is— the goal probably needs to be sharper. Yes, exactly.
