Pre capture to post capture, end to end.
This is the reference model the principal reads sales and marketing against when they are read together. Seven acquisition systems on the left, one capture event in the middle, and the post capture lattice on the right, nurture, lifecycle, qualification, sales and the loop back.
Nobody knows you. Nobody knows the brand. Some know a little and are not in the funnel. Seven systems working on that, each with its own strategy, campaign types, calls to action and data validation.
A record is created in the system of record, Salesforce, HubSpot or whichever CRM the company runs. Every lane on the left terminates here. Everything on the right begins here.
How the record is nurtured, how sales interfaces with that nurture, and how a contact is progressed through lifecycle stages to a closed deal and back into the loop.
The atlas, every node, end to end
Seven acquisition systems · one capture event · one post capture latticeNothing is summarised out. Hover any channel lane to isolate its path through the entire model. Scroll the panel sideways to follow it past the capture line.
Salesforce, HubSpot, whichever system of record. Every lane to the left terminates here. Everything to the right begins here.
Because the Diagnostic reads sales and marketing against the same board pack, and this is the shape the two departments have to agree on before either number means anything.
In week one, the company’s own systems are laid over this model. Where a node is missing, that is a finding. Where two nodes disagree about a definition, that is usually the constraint.
A recommendation. No company should run every node. The model exists so the ones a company does run can be named, owned and measured.
Lay your systems over this map.
That is week one of the Diagnostic. The gaps are usually visible by Wednesday.