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Territory expansion - entering new markets

Portfolio management - multiple investments

Highly predictable with systematic processes and clear metrics across all stages

Generally predictable but requires significant coordination effort between teams

Somewhat predictable but often depends on individual expertise or relationships

Largely unpredictable with frequent gaps or inconsistencies between stages

We don't have visibility into this end-to-end process yet

Completely integrated with single source of truth and shared analytics

Mostly integrated but requires some manual coordination for complete insights

Partially integrated with data existing in separate systems requiring effort to unify

Largely fragmented with teams operating from different data sources and metrics

We don't have systematic data integration across these functions

Seamlessly with established playbooks and clear cross-functional accountability

Generally well but requires significant management oversight to maintain alignment

Adequately but often results in delays or inconsistent messaging across functions

With difficulty, frequently leading to fragmented efforts and missed opportunities

We don't have an established systematic process

Systematic expansion programs with predictable growth patterns and cross-functional coordination

Structured account management with some systematic elements

Relationship-driven expansion that varies by individual account manager capability

Responses to customer requests with limited proactive expansion strategy

Growth primarily comes from new customer acquisition