Remediation roadmap
10 fixes, about 86 hours of build work, rolled out in three phases
Sequenced by revenue impact and blast radius. Phase windows show the pace of rollout, not build time.
Total effort
86 hours
Phase 1 18h
Stop the bleeding
Days 1-14
Recover at-risk renewal revenue, restart demand routing, and correct the forecast before the next board cycle.
Reassign the 34 unowned renewals today
2h
Bulk-assign by territory, then add an ownership-validation workflow so departures never orphan renewals again.
RevOps$1,793,900 impact
Reactivate MQL routing and replay the backlog
12h
Rebuild 'Legacy MQL Router' on current lifecycle properties, then re-enroll the 1,240 unworked MQLs in a staged reactivation.
Marketing Ops$4,166,400 impact
Merge duplicate deals before the next forecast call
4h
41 confirmed pairs. Merging corrects the forecast immediately and removes the credibility risk of a board number that cannot be reconciled.
RevOps$2,417,100 impact
Phase 2 45h
Fix the foundation
Days 15-60
Trustworthy records and enforced process, so hygiene stops regressing after cleanup.
Make next step a required field to advance stage
8h
Stage-gate validation plus a weekly manager digest of deals missing a next step.
RevOps$809,300 impact
Run staged contact deduplication
24h
Automatic merge for exact-match variants, human review queue for fuzzy matches. Snapshot the instance first.
RevOps
Convert country to a validated dropdown and backfill
10h
Map the existing variants to ISO values, backfill historically, then lock the property against free text.
RevOps
Make loss reason mandatory on Closed Lost
3h
Six-value picklist, required at stage change. Meaningful win/loss reporting begins one quarter later.
RevOps
Phase 3 23h
Reduce drag
Days 61-90
A simplified automation surface the team can safely change without fear of side effects.
Archive dead workflows and resolve overlaps
14h
Archive the inactive ones, audit overlapping enrollment, add suppression lists where missing.
Marketing Ops
Suppress hard bounces and set up list hygiene
3h
Global suppression plus a recurring hygiene workflow to protect sending reputation.
Marketing Ops
Retire the legacy Salesforce pipeline
6h
Migrate the remaining open deals to New Business stages and delete the abandoned pipeline.
RevOps
Total pipeline recovered across roadmap:
$9,186,700
10 recommendations · 86 total hours