Playbook Mapping
Scale Stage | $5-15M ARR | 30-80 headcount
Main challenge: Adding capacity without chaos. Process debt and tool sprawl.
Playbook Mapping: Scale Stage
Essential (Do These)
| Playbook | Why Now |
|---|---|
| Growth Model | Forecasting and pipeline math become critical |
| Lead Lifecycle | Volume requires clear lead management |
| Sales Lifecycle | Stage gates and forecasting require this |
| Customer Lifecycle | Health scoring and renewal process need it |
| GTM Lifecycle | End-to-end visibility matters at scale |
| Sales Territory Design | Multiple reps require territory structure |
| Sales Qualification Methodology | Consistent qualification across team |
| Executive Reporting Suite | Leadership needs unified reporting |
| Forecasting Model | Forecast accuracy requires methodology |
| Quotas and Target Setting | Team quotas require structure |
| Sales Engagement Platform | Rep productivity at scale |
| Conversation Intelligence | Coaching and deal visibility |
Recommended (If Time/Budget)
| Playbook | Why Consider |
|---|---|
| ABM/ABS Process | If enterprise segment exists |
| Marketing Automation Implementation | If upgrading MAP |
| Customer Success Platform | If customer count warrants |
| Sales Enablement Platform | If onboarding/enablement is challenge |
| Renewal Process | Formalize if not already |
| Physical Event Process | If events are major channel |
| Lead and Opportunity Attribution | If attribution is pain point |
Premature (Avoid For Now)
| Playbook | Why Wait |
|---|---|
| CPQ Implementation | Deal complexity doesn't justify (usually) |
| Partner Portal | Channel program not mature enough |
| Advanced RevOps Modeling | Data maturity not sufficient |
| Multi-Region Setup | Geographic expansion typically later |
What to Skip at Scale Stage
These aren't worth the investment yet — organizations at this stage should focus on building scalable infrastructure, not optimizing what doesn't exist:
- CPQ (Configure-Price-Quote) — deal complexity doesn't justify; structured pricing works
- Advanced partner programs — channel programs need partner ops; start conversations, not programs
- Multi-region GTM — geographic expansion is typically Optimize/Platform territory
- Segment-specific unit economics — segments not stable enough for meaningful LTV:CAC
- Advanced compensation models — keep comp plans understandable; complexity is Optimize territory
- Full ABM infrastructure — consider 1:Few ABM, not 1:1 with dedicated resources
- Enterprise CS platforms — if under 100 customers or under 3 CSMs, simpler tools work
- Predictive analytics — not enough historical data for meaningful prediction