From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue

by Aaron Ross

SDR sends a cold email to the “Decision” level in the organization and it catches their attention. The Decision level forwards this email down to the “Staff” level to investigate The Staff level investigates potential fit. If the Staff level believes there's a fit, they will begin to push this information back up the chain to the Decision level. The Decision level will review the findings and if they believe this can solve a real problem they will set the strategy and kick-off an official initiative. The “Advisor” level pulls together the tactical requirements of an official project. Once the Advisor level kicks off a project it's now on the Staff level to begin evaluating alternative solutions. Alternative solutions are evaluated at the Staff level, a recommendation is made and finally the Decision level makes a decision.