Ideal customer and positioning Demand: winning customers | Decisions | LowEstimate | 0 of 14 on software | — |
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Pipeline generation Demand: winning customers | Process | MediumLayer only | 3 of 19 mapped; too few to read | — |
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Sales Demand: winning customers | People | LowEstimate | 0 of 5 on software | — |
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Packaging and pricing Demand: winning customers | Decisions | LowLayer only | 1 of 19 mapped; too few to read | — |
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Quotes and order forms Demand: winning customers | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Subscription agreements Demand: winning customers | Decisions | LowLayer only | 3 of 19 mapped; too few to read | — |
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Product management Supply: making or delivering the offer | Process | HighEstimate | 9 of 11 on software | AI-Powered (8), Facial Recognition (3), Surveillance Drones (3) |
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Sprint and capacity planning Supply: making or delivering the offer | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Procurement Supply: making or delivering the offer | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Suppliers and partners Supply: making or delivering the offer | People | LowLayer only | 2 of 19 mapped; too few to read | — |
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Running the service Supply: making or delivering the offer | Process | MediumLayer only | 2 of 19 mapped; too few to read | — |
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Testing and QA Supply: making or delivering the offer | Process | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Code, infrastructure and licences Supply: making or delivering the offer | Data | MediumLayer only | 2 of 19 mapped; too few to read | — |
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Provisioning Supply: making or delivering the offer | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Product roadmap Supply: making or delivering the offer | Decisions | LowLayer only | 1 of 19 mapped; too few to read | — |
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Engineering delivery Supply: making or delivering the offer | Process | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Releases and change communication Supply: making or delivering the offer | Process | MediumLayer only | 4 of 19 mapped; too few to read | — |
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Uptime and incidents Supply: making or delivering the offer | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Implementation Customers: keeping them | Process | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Customer support Customers: keeping them | People | LowLayer only | 0 of 19 mapped; too few to read | — |
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Customer success Customers: keeping them | People | LowLayer only | 0 of 19 mapped; too few to read | — |
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Customer data Customers: keeping them | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Renewals Customers: keeping them | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Onboarding and activation Customers: keeping them | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Churn and expansion Customers: keeping them | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Invoicing Money: getting paid and paying | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Collections and receivables Money: getting paid and paying | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Payments and payables Money: getting paid and paying | Process | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Payroll Money: getting paid and paying | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Revenue recognition and close Money: getting paid and paying | Software | HighLayer only | 0 of 19 mapped; too few to read | — |
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Plan and burn Money: getting paid and paying | Decisions | LowLayer only | 0 of 19 mapped; too few to read | — |
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Cash and treasury Money: getting paid and paying | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Subscription billing Money: getting paid and paying | Software | HighLayer only | 0 of 19 mapped; too few to read | — |
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Unit economics Money: getting paid and paying | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Cloud and hosting costs Money: getting paid and paying | Data | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Org structure People: who does the work | People | LowLayer only | 3 of 19 mapped; too few to read | — |
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Hiring People: who does the work | Process | MediumLayer only | 3 of 19 mapped; too few to read | — |
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Onboarding and training People: who does the work | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Performance and pay People: who does the work | Decisions | LowLayer only | 1 of 19 mapped; too few to read | — |
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Scheduling and capacity People: who does the work | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Policies and culture People: who does the work | Decisions | LowLayer only | 1 of 19 mapped; too few to read | — |
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Core system of record Systems: tools and data | Software | HighLayer only | 0 of 19 mapped; too few to read | — |
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Communication tools Systems: tools and data | Software | HighLayer only | 0 of 19 mapped; too few to read | — |
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Integrations Systems: tools and data | Software | HighLayer only | 0 of 19 mapped; too few to read | — |
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Metrics and board reporting Systems: tools and data | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Data management Systems: tools and data | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Security and access Systems: tools and data | Decisions | LowLayer only | 1 of 19 mapped; too few to read | — |
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Product analytics Systems: tools and data | Data | MediumLayer only | 1 of 19 mapped; too few to read | — |
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Licences and registrations Control: rules the company runs under | Decisions | LowLayer only | 0 of 19 mapped; too few to read | — |
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Regulatory compliance Control: rules the company runs under | Decisions | LowLayer only | 2 of 19 mapped; too few to read | — |
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Insurance and risk Control: rules the company runs under | Decisions | LowLayer only | 0 of 19 mapped; too few to read | — |
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Legal and contracts administration Control: rules the company runs under | Data | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Health, safety and environment Control: rules the company runs under | Decisions | LowLayer only | 0 of 19 mapped; too few to read | — |
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Data protection and security assurance Control: rules the company runs under | Decisions | LowLayer only | 2 of 19 mapped; too few to read | — |
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Strategy and goals Direction: deciding where it goes | Decisions | LowEstimate | 0 of 8 on software | — |
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Governance and decision rights Direction: deciding where it goes | Decisions | LowEstimate | 0 of 11 on software | — |
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Management cadence Direction: deciding where it goes | Process | MediumLayer only | 0 of 19 mapped; too few to read | — |
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Learning and improvement Direction: deciding where it goes | Process | MediumLayer only | 2 of 19 mapped; too few to read | — |
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