RAE_02Revenue Acceleration Engine™ 6–8 weeks setup; weekly running cadence

Demand Generation & Pipeline Architecture

Engineer pipeline coverage, not just leads — channel mix, attribution, SLAs, and a 3–4× quota-coverage discipline.

Why it matters

Most startups confuse leads with pipeline. Real pipeline coverage is 3–4× quota with stage-weighted probabilities, multi-touch attribution, and SLAs from MQL → SQL → SAL → opportunity. Without it, every quarterly forecast is a guess and every CAC number is suspect.

Scope covered

Demand-gen channel mix — paid, SEO, content, ABM, events, community, partner

Account-Based Marketing (ABM) tiers (1:1 / 1:few / 1:many) with named accounts

Lead lifecycle definition — Anonymous → Lead → MQL → SQL → SAL → Opportunity

MQL / SQL definitions with scoring + qualifying questions (BANT + GPCT)

SLA framework — speed-to-lead, MQL→SAL conversion, accept/reject rules

Pipeline coverage model — 3–4× target with stage-weighted probabilities

Multi-touch attribution model — first-touch, last-touch, linear, W-shaped, time-decay

Content engine — TOFU / MOFU / BOFU map with offer architecture

Outbound sequencing playbook (cadence, channels, triggers)

How we run it

Our methodology

A senior-led delivery sequence — not a template dump. Each phase is operated with your team, not handed over as a deck.

1
Pipeline math diagnostic
Week 1
Reverse-engineer pipeline from quota: coverage ratio, conversion rates by stage, sales cycle and capacity per rep.
2
Channel mix & attribution
Week 1–2
Audit current paid / SEO / events / outbound / partner channels; install multi-touch attribution and CAC by channel.
3
Demand programs build
Week 2–4
Design always-on demand programs (content, ABM, paid, events) with hypotheses, budgets and weekly read-outs.
4
MQL→SQL→SAO discipline
Week 4–6
Define the lead lifecycle, scoring, SLAs and routing; lock the marketing → SDR → AE hand-off contract.
5
Pipeline council cadence
Week 6–8
Stand up the weekly pipeline council with marketing + sales + RevOps; pipeline-coverage discipline against forecast.