The B2B process encyclopedia
One definitive page for every process that runs a B2B company.
Every entry follows the same structure: what the process is, the step-by-step workflow, who owns what, the tool stack, the metrics that matter, where it breaks — and a downloadable SOP you can adapt.
13 processes published · 183 on the roadmap
Browse by function
Sales
Pipeline generation, qualification, deal execution, forecasting, and sales management processes.
3 published · 35 planned
Marketing
Demand generation, lead management, campaign operations, and marketing measurement processes.
2 published · 33 planned
Customer Success
Onboarding, adoption, retention, expansion, and account health processes across the post-sale lifecycle.
4 published · 34 planned
Revenue Operations
The systems, data, routing, reporting, and governance processes that keep a go-to-market engine running.
2 published · 32 planned
Finance
Quote-to-cash, billing, revenue recognition, and financial planning processes for B2B companies.
1 published · 27 planned
Partnerships
Partner recruitment, enablement, deal registration, co-selling, and ecosystem management processes.
1 published · 22 planned
All published processes
- Customer SuccessChurn Win-BackA deliberate program for re-engaging churned customers — segmenting who is worth pursuing, fixing what drove them out, and running timed campaigns to bring them back.
- Customer SuccessCustomer OnboardingThe delivery process that takes a new customer from signed contract to first realized value — implementation, training, adoption, and a measured go-live.
- SalesDeal DeskA cross-functional function and approval process that structures, prices, and approves non-standard deals — keeping discounts governed, terms clean, and sales cycles fast.
- Revenue OperationsLead RoutingThe rules and automation that assign every inbound lead to the right owner, fast, with an SLA — so no qualified lead waits or falls through the cracks.
- MarketingLead ScoringA systematic method for ranking leads by fit and engagement so sales works the accounts most likely to convert first.
- MarketingMQL-to-SQL HandoffThe agreement and mechanics by which marketing-qualified leads become sales-accepted pipeline — definitions, SLAs, feedback loops, and the accountability between the two teams.
- SalesOutbound SequencingDesigning and running multi-touch, multi-channel outbound cadences — email, phone, LinkedIn — that turn a target account list into booked meetings.
- PartnershipsPartner OnboardingThe structured ramp that takes a newly signed partner from contract to first sourced revenue — enablement, certification, systems access, and a joint plan with dates.
- Customer SuccessQuarterly Business Review (QBR)A recurring executive-level meeting where vendor and customer review outcomes against goals, align on the roadmap ahead, and strengthen the relationship that renewals depend on.
- FinanceQuote-to-Cash (QTC)The end-to-end revenue pipeline from configuring a quote through contracting, order management, billing, collections, and revenue recognition — where deals become dollars.
- Revenue OperationsRevOps ReportingThe system of record for go-to-market performance: one metric dictionary, one funnel, and a reporting cadence that gives leadership numbers they can trust and act on.
- SalesSales ForecastingThe weekly discipline of predicting what revenue will close, when — built on defined categories, inspected deals, snapshotted pipeline, and scored accuracy.
- Customer SuccessSales-to-Customer-Success HandoffThe structured transfer of context, expectations, and ownership from the closing AE to the CS team — so the customer never has to repeat themselves and onboarding starts on day one, not week three.