Hi, Shadab here. So now to one of my favorite parts of the revenue engine diagnostics And this is while overwhelming, but really, really fun exercise that we do. So let's dive in. Since we have done a lot of, you know, documentation, paperwork, information collection, both in terms of what stakeholders are saying, what data is telling us. Now let's include all of these stakeholders from various departments, from various teams and let them sit in one place and let's align and map everything out, map the entire buyer's journey and how revenue flows through your organization end to end. So let's start. This session is called as revenue mapping. So we start with the acquisition channels. So what are our acquisition channels? Do we do any paid advertising? If so, so, what ads? Okay. Google Ads within SEO. What kinds of SEO do we do? Where do we focus? In terms of social media, where are our focus? Everything green is like live and we don't wanna touch that anything in oranges, you know, it's live, but it requires some work. So for now, we just wanna document and map everything. Anything that is in red is like in a dire need of optimization. It's like blocked. Do we have like any sales generated channels? Okay. We do CRM prospecting with sales navigator for this self imaginary company, of course. And then customer generated, let's say we have a community called as sprocket here, for example, and then partner referrals. So where do we generate like our partner generated leads? So who are our partners? What is a partner? Venture capital lists are our partners. And then any kind of, like, offline interaction. So we have Clay. We have inbound conference. We have, you know, the mail extension and whatnot. Okay. This also gives me this highlight for a quick one. Now I click here. So it's giving me okay. Since you have, like, offline sources and direct email can be one of your sources since your sales people are directly building the relationship, Make sure your calendar and emails are connected. So this is where we start to unlock the quick wins as well. Okay. We will jump back and forth to quick wins as relevant, but let's keep moving on. Then we have, uh, the conversion point. So I'm not gonna go into all of those, but we have the landing and informational pages. We have the main website landing pages. We have our main conversion pages and our, like, um, lead magnets. We have, uh, the solutions directory. We have a lot of things that we can see here. We have our hard conversions. We have our soft conversions. And where do they all go in? So if they come in from these pages, we mark them as, like, lead generated. If they come in from these sources, we mark them as MQL generated. There is a differentiation. We do that. And then there is a quick win to remind us, hey. Let's connect our forms to HubSpot. So when we are working on partners, there's, like, mind boggling how many quick wins we uncover in like one go while doing this exercise real time. So it's really really hard to keep up and we wanna, you know, just take notes and make sure we are maximizing value. Okay. Once the lead is generated, let's move on to start nurturing the leads, uh, to make them qualified enough. If they are already qualified by marketing, then we go straight to the NQL qualification. And this is where the assignment happens. The notification to sales happen. The qualification by the sales team happens, and then the opportunity creation happens. Okay. So we were, like, started from the strangers to, you know, the acquisition channels conversion points. And now we are in the awareness phase. This is where people, the prospects are getting aware of our solutions. Then we are now in the educate phase, where we do the NQ qualification. And now is the selection phase. Now the deals are created, and this is where people are starting to talk numbers in some cases. So we have our sales process dialed down. So there is a SDR pipeline that we, you know, recently rolled out, for example, in this imaginary company. And it's like, has its different job. But once the deal is created, we first do the qualification. If the deal is like a final qualified, they had like a one to one talk with our sales team. And then, you know, they decided, hey. This requires a discovery because we qualified them, and they are a good fit for our solution, and we can definitely provide value for them and, you know, improve their business. Then we define the solution. Go, no go. So these are your pipeline stages. We negotiate, we have the pending and in every single stages, you can see there is an entry criteria. So before you move on to this stage, we wanna make sure all of this information on the real record is captured. So since we have documented everything here, once we are building these things out, it's like much more easier to do it. And once we move on to the next video, where I will be talking through how do we prioritize these things since this, like, looks a lot, a lot of things. So how do we prioritize, put them in correct quarters, in correct order, and execute them in the product roadmap one by once and, you know, adapt as we need to. And then finally, we move on to click off schedule. Once the cost schedule, then we move on to the onboarding phase. And then within onboarding, we have, like, some internal items going on assignment and notification where we assign these strategies. And then there is a play that we start for customer success. So the customer success team is responsible to keep our customers happy and, you know, make sure their needs are heard and they have, like, somewhere to go if they need to raise any kind of issues or anything. And then finally, we move on to the financial operations side of things, which for this company, we have not got yet. And that's completely fine if you are not able to, you know, fully map out the session. Sometimes you might only be able to cover till the awareness. Then you move on to educate. That's completely fine. Take it one step at a time and then move from there. I will see you in the next video where we will talk about building out, like, taking all of this information from rep mapping, from the benchmarking dashboard, from the go to market survey, and then turning that into actionable product roadmap, which we can actually take back and start executing that in HubSpot and other integrated systems to drive efficiency and, you know, unlock revenue potential for your business.