START WITH THE SYSTEM THAT EXISTS

Learn first. Standardize second. Scale third.

Start with Tulip's current customers, opportunities, team performance and funnel data before changing the system.

DAYS 0-30

Meet every BDR, Frontline Sales Manager, AE, Marketing and GTM Ops partner
Review team tenure, past alignment models, ramp history, top performers and career goals
Study current customers: land use case, introductory contact, champion, economic buyer and expansion path
Audit current opportunities, closed-lost, rejected meetings, no-shows and recycled leads
Learn which titles, firmographics, signals, case studies, events and campaigns actually convert
Inspect current activity, AI / tooling usage, sequences, qualification and account allocation

DAYS 31-60

Agree Gold account selection with Sales and define the broader Silver universe
Reconcile Account IQ and Lead IQ weights to Tulip conversion history
Publish qualification criteria, AE handoff SLA and disposition expectations
Implement the hybrid vertical / regional coverage model where it improves performance
Assign or let BDRs choose specialist roles and launch knowledge-transfer sessions
Align Marketing on digital lead quality, intent, ABx and follow-up SLAs

DAYS 61-90

Expand the seven motions with the strongest accepted-opportunity conversion, including recycle / reactivation where timing has changed
Automate account enrichment, Lead IQ inputs, trigger monitoring and management reporting
Refine activity benchmarks only after quality guardrails hold
Build pod capacity, hiring and ramp plans with Sales and Finance
Use Sales feedback to tighten qualification and Marketing feedback to improve lead quality
Set quarterly targets for pipeline, account penetration, conversion and rep development