Market and positioning → lead generation → sales → customer service and support (+1)
Workflows that drive an outcome from step to step. Process steps that hand work to each other.
Cross-industryRun by organizations in 15 industries. Counted from public, sourced parts only; each organization below links to the parts it was counted on.
- Organizations running it
- 39
- Of their industry
- 0%
The pattern
What every instance has, in order
- DecisionsMarket and positioningin 97% of instancesthen
- ProcessLead generationin 97% of instancesinformation
- PeopleSalesin 100% of instancesthen
- PeopleCustomer service and supportin 100% of instancesthen
- DecisionsPolicies and culturein 100% of instances
Coloured arrows: a flow of that type seen between the two at instance organizations. Grey arrows: order only.
Structure
Element
Share of instances
Companies
Pricing
77%
30
Regulatory compliance
69%
27
Security and access
67%
26
Contracts
62%
24
Governance and decision rights
36%
14
Data protection and security assurance
33%
13
Performance and pay
31%
12
Usage pricing and metering
31%
12
Health, safety and environment
23%
9
Security certifications and audits
23%
9
Variant · where they differ
Member
Variants, couplings and instances
Every level, number, source and dimension: Member, $300 a year.
Couplings · what comes together
Member
Variants, couplings and instances
Every level, number, source and dimension: Member, $300 a year.
Entropy
Where it runs rough
Operating-reality findings at instance companies: workarounds, manual hand-offs, bottlenecks.
- Sales20 findingsManual hand-off 10 · Dependency 5 · Bottleneck 2 · Informal channel 2 · Tacit rule 1 · at 18 companies
- Suppliers and partners11 findingsDependency 11 · at 11 companies
- Customer service and support9 findingsDependency 3 · Informal channel 3 · Manual hand-off 1 · Tacit rule 1 · Workaround 1 · at 9 companies
- Pricing6 findingsManual hand-off 3 · Tacit rule 2 · Dependency 1 · at 6 companies
- Quality control4 findingsDependency 4 · at 4 companies
- Billing and invoicing3 findingsManual hand-off 3 · at 3 companies
- Customer onboarding3 findingsDependency 2 · Manual hand-off 1 · at 3 companies
- Health, safety and environment3 findingsManual hand-off 2 · Workaround 1 · at 3 companies
Seen across
Where it holds
Industries
Business model
- subscription10%
- product5%
Size
- 1000+ people8%
- 51-200 people8%
- 11-50 people3%
- 201-500 people3%
Region
- United States38%
- San Francisco, United States8%
- Germany5%
- Japan5%
- North America5%
- United Kingdom5%
Instances
The 39 companies it was seen at
Member
Variants, couplings and instances
Every level, number, source and dimension: Member, $300 a year.