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Track I: Sales & Business Development

Priority: MEDIUM-HIGH — Pipeline before GA Agent: sales-workflow, proposal-generator Sprint Range: S4-S7 Reference: docs/market/09-go-to-market-strategy.md (compliance-led sales, 3 ICPs)

Status Summary​

Progress: 0% (0/20 tasks)

SectionTitleStatusTasks
I.1CRM & Pipeline ManagementPending0/5
I.2Sales Enablement & CollateralPending0/5
I.3Compliance Assessment ToolPending0/4
I.4Proposal & Contract AutomationPending0/3
I.5Partner Channel ManagementPending0/3

I.1: CRM & Pipeline Management​

Sprint: S4-S5 | Priority: P1 | Depends On: None (external tool) Goal: CRM configured for compliance-led QMS sales motion

  • I.1.1: Configure CRM (HubSpot or Salesforce) for QMS sales motion
    • Pipeline stages: Lead -> Compliance Assessment -> POC -> Pilot -> Closed-Won
    • 3 ICP profiles: Mid-Market Pharma QA ($144K-$240K ACV), Biotech IT ($48K-$96K), Enterprise VP Quality ($420K-$600K)
    • Custom fields: regulatory_frameworks, current_qms, audit_frequency
  • I.1.2: Build lead scoring model
    • Firmographic: company size, industry, regulatory burden
    • Behavioral: website visits, content downloads, webinar attendance
    • Intent: compliance audit upcoming, QMS RFP published
    • Thresholds: MQL at 50, SQL at 75
  • I.1.3: Implement pipeline analytics
    • Conversion rates: by stage and ICP
    • Deal cycle: 2-3 months (Biotech), 4-6 months (Mid-Market), 9-18 months (Enterprise)
    • Win/loss analysis: with competitor tracking
  • I.1.4: Create sales forecasting model
    • Weighted pipeline: probability * ACV per stage
    • Quota tracking: per rep attainment
    • Revenue forecast: monthly, quarterly
  • I.1.5: Build CRM-to-product integration
    • Provisioning: Closed-Won -> auto-trigger tenant provisioning
    • Health sync: product usage data -> CRM health score field
    • Activity log: support tickets -> CRM

I.2: Sales Enablement & Collateral​

Sprint: S4 | Priority: P1 | Depends On: B.1, B.2 Goal: Battlecards, ROI calculator, demo environment, sales deck

  • I.2.1: Create competitor battlecards
    • vs. Veeva Vault QMS: AI-first, faster deployment, lower TCO
    • vs. MasterControl: modern UX, automated execution
    • vs. Greenlight Guru: breadth, enterprise features
    • vs. TrackWise/Honeywell: modern architecture, cloud-native
    • vs. ETQ Reliance: AI agents, compliance automation
  • I.2.2: Build ROI calculator tool
    • Inputs: WO volume, current cycle time, FTE cost, audit findings
    • Outputs: time savings (83% per doc 10), cost reduction, audit risk reduction
    • Delivery: interactive web tool for prospect self-service
  • I.2.3: Create demo environment
    • Pre-configured: tenant with sample data
    • Scripted paths: per ICP/persona
    • Reset automation: fresh demos on demand
  • I.2.4: Produce case study templates
    • Format: design partner success story
    • Metrics: compliance improvement
    • Framework: before/after comparison
  • I.2.5: Build sales presentation deck
    • Executive overview: 10 slides
    • Technical deep dive: 20 slides
    • Compliance-specific: FDA, HIPAA, EU versions

I.3: Compliance Assessment Tool​

Sprint: S5-S6 | Priority: P1 | Depends On: C.1, D.1 Goal: Free compliance assessment as top-of-funnel lead gen

  • I.3.1: Build free compliance assessment survey
    • Questions: 25-question assessment covering Part 11, HIPAA, SOC 2 readiness
    • Scoring: Red/Yellow/Green per regulation area
    • Output: automated gap report generation (PDF)
  • I.3.2: Create gap analysis report generator
    • Mapping: survey responses to regulatory requirements
    • Recommendations: priority-ranked remediation
    • CODITECT mapping: how platform closes each gap
  • I.3.3: Implement assessment-to-POC conversion flow
    • Auto-generate: POC scope from assessment results
    • Pre-configure: POC environment based on identified gaps
    • Tracking: assessment -> POC -> Pilot -> Closed-Won conversion
  • I.3.4: Build assessment analytics
    • Benchmarking: industry (anonymized aggregate)
    • Common gaps: by company size/industry
    • Conversion rates: assessment completion and conversion

I.4: Proposal & Contract Automation​

Sprint: S6 | Priority: P2 | Depends On: G.2, I.1 Goal: Automated proposal generation and e-signature contracts

  • I.4.1: Build proposal generation engine
    • Templates: per ICP and deal size
    • Auto-populate: from CRM opportunity data
    • Pricing: from G.2 pricing engine
  • I.4.2: Implement e-signature for contracts
    • Provider: DocuSign or Adobe Sign integration
    • Templates: MSA, Order Form, SOW, BAA, NDA
    • Workflow: counter-signature
  • I.4.3: Create contract lifecycle tracking
    • Status: draft -> sent -> signed -> active -> renewal
    • Obligations: tracking and compliance reminders
    • Link: auto-link to subscription management (G.1)

I.5: Partner Channel Management​

Sprint: S7 | Priority: P2 | Depends On: I.1, G.1 Goal: Partner portal, enablement, and revenue attribution

  • I.5.1: Build partner portal
    • Deal registration: lead sharing, co-selling tools
    • Tier management: Silver, Gold, Platinum
    • Revenue share: tracking (15-20% referral fee)
  • I.5.2: Create partner enablement program
    • Certification: product + compliance curriculum
    • Co-branded: marketing materials
    • Demo environments: partner-specific
  • I.5.3: Implement partner analytics
    • Revenue attribution: by partner
    • Pipeline metrics: conversion rates
    • Satisfaction: partner scoring

Updated: 2026-02-14 Compliance: CODITECT Track Nomenclature Standard (ADR-054)