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Question | Required answer | Explanation |
|---|---|---|
What is the earliest created time of opportunity that is acceptable? | Define the time range, or no limits. Default: past 12 months | If GTM motion evolves, it makes sense to limit the data to current GTM instead of all time. If GTM is static, there is no need to limit the range. |
Should won opportunities with no value be omitted? | Yes / No - default: Yes | Won opportunities with no value will decrease the output Sales Velocity ICP quality. |
Should there be a minimum won value for acceptable opportunities? | Minimum value needs to be defined - default: not applicable | Sometimes it is justified to focus ICP only to larger clients for example. |
Should won opportunities with shorter than 30 days sales cycle be omitted ? | Yes / No - default: Yes | Shorter sales cycle than 30 days usually, but not always points out to invalid data in CRM and this is why it’s recommended to omit them. |
Should opportunities with certain properties be omitted? | Properties and their values need to be defined - default: Not applicable | Sometimes there are different kinds of opportunities in CRM that may not be comparable, e.g. ones created by own team vs. those created by channel. |
Should some countries, industries or company sizes be omitted fro from the won opportunities? | Countries / industries and/or company sizes need to be defined - default: Not applicable | Sometimes it is known that some types of clients are not preferrable, for example because of high cost of maintaining the relationship. |
Should certain countries be included to the output that are not part of the input data (won opportunities) | Countries need to be defined - default: not applicable | Sometimes there is a decision to focus on some markets that have not been historically targeted. In such case the algorithm can use the existing opportunity data and apply it to the target market, even if there is no data available for that market. |
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