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What is a Starter Funnel?

CaliberMind Starter Funnel?

[Also known as the Default Funnel]

The CaliberMind Starter Funnel connects directly to Salesforce using standard fields within a common Salesforce environment. The fields shown may be named differently within each unique system. The field names are easily changed to map to your current Salesforce Instance. This dashboard shows up-to-date metrics at a glance.

Overall, a funnel defines how things move through time by defining a set of rules.

The Starter Funnel – Purpose

CaliberMind Starter Funnel

The starter funnel represents all prospects that are currently within the funnel to date. This funnel captures major milestones in the typical new customer buyer journey and is intended to serve as a plug-and-play model that can be turned on with only a CRM integration into CaliberMind. It is meant to capture to-date major team handoffs and customer milestones.

This out-of-the-box funnel will be overwritten once your unique funnel rules are created during the setup phase of your funnels installation.

The Starter Funnel – Assumptions

This funnel structure assumes the following:

Your business is using the following standard CRM objects
Opportunity
Campaign
Campaign Manager
Lead
Contact
Account
Marketing automation platform integration
Marketing automation platform integration with your CRM and campaign member responses are being managed by your marketing team (for best practices, watch this recorded class)
Opportunities are not created by default
Your team does not create an opportunity upon account creation unless it is a lead conversion (in other words, your company doesn’t create opportunities by default without talking to a prospect and salespeople create opportunities at their discretion)
Recurring revenue element
Your product has a recurring revenue element that eliminates immediate reselling into the same account
Close Won
You define a customer as an account with a Closed Won opportunity
If one of these assumptions does not apply to you, you’ll want to talk to your customer support representative or sales rep and determine how to best configure your custom funnel.

The Starter Funnel – How It Works

The Starter funnel covers typical stages found in B2B companies with a recurring revenue element. It is also meant to cover team transitions between both marketing and inside sales and inside sales and account executives. 

Don’t have an inside sales team? Simply remove the Sales Qualified Account stage using your configuration screen by clicking on the delete icon.

Once configured, your funnel will look like what CaliberMind recommends as a best practice for Account-Based Funnels capturing the Net New customer journey.

CaliberMind Sales Funnel example

Which Accounts Can Enter This Funnel?

The Starter Funnel does not allow existing customers to enter the funnel. We define this as an account with at least one Closed Won opportunity. 

We do recommend going into Config and modifying the filter rules to allow churned accounts to reenter this funnel. If you use the standard Type field on the Account object to indicate churned accounts or some other indicator, your customer success representative will help you update the Filter settings.

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