• Pipeline volatility from inconsistent lead quality and conversion across segments
• Reps struggle to find/use the right content; messaging is inconsistent across the funnel
• Long rep ramp times (90–120 days) and low onboarding retention of core plays
✓ 147 net-new ICP leads/month average in 60 days; CAC down 22%
✓ 3.4x more deals closed from SQLs where playbooks were applied (quarter over quarter)
✓ Ramp time reduced 32% (120 → 82 days) with 90% certification pass rates