🧭 Founder Direction · V1 · September 2026
This page explains the shape of the client journey — how someone goes from an interested lead to a
signed client, and where the handoffs sit. Current direction; for the operational sales steps,
follow the linked SOPs.
A lead enters as a fit-and-interested MQL, gets qualified on appetite and timeline into an
SQL, proves out fit and price comfort on a discovery call, and receives a tailored AI
adoption pathway and proposal — with a follow-up conversation doing the actual closing.
Marketing / demand-gen passes a Marketing Qualified Lead — someone who fits the ICP and has
expressed interest. That's the entry point into the revenue process.
Revenue's job is to qualify appetite and timeline:
Clearing that turns them into a Sales Qualified Lead.
The discovery call does two things: validates fit and checks price comfort. Out of that
call, the client receives an updated AI adoption pathway — built from the discovery
conversation combined with REMAP's digital-footprint and catalogue/industry knowledge.
💡 The pathway isn't generic — it's assembled from what REMAP learns in the call plus what it
already knows about the client's industry and the catalogue of proven solutions.
⚠️ Two different things called "pathway" — don't confuse them. The adoption pathway issued
at discovery (above) is a roadmap artefact that comes out of the sales conversation. That is
not the same as the AI Adoption Pathway product — the paid $2,500 entry engagement
with its own onboarding (CS-01a) in Pricing Frameworks. One is a roadmap
the prospect receives as part of discovery; the other is a purchasable starter product. When
talking to a client, be clear which one you mean.
A proposal follows the discovery call.
⚠️ Check the sequence against the sales SOPs. This vision page describes the proposal as often
emerging from the discovery conversation. The sales process documents a more formal sequence —
SAL-01c (solution ideation / pricing, with an approval step) and
SAL-01d as a separate proposal presentation. Treat the SOP sequence as the
operational source of truth for how and when the proposal is presented; this page explains the
shape, not the step order.
🟡 Flagged as a possible missing step.
Right now, the actual close happens in a follow-up conversation — a "what's blocking you,
what do we need to solve to move forward?" discussion. This is what genuinely moves a deal over the
line.
This step currently runs personally and informally, and it isn't yet a defined stage in the
process. As the business scales beyond one person running it, this likely needs to be formalised
into its own step.
| Stage | What happens | Owned by |
|---|---|---|
| MQL | Fits ICP + expressed interest | Marketing / demand-gen |
| → SQL | Qualify appetite + timeline + will-book | Revenue |
| Discovery call | Validate fit + price comfort; issue adoption pathway (roadmap, not the paid product) | Revenue |
| Proposal | Follows discovery (see sales SOPs for the exact step order — SAL-01c/d) | Revenue |
| Close | Follow-up "what's blocking you" conversation | Currently run personally — to be formalised |
🟢 confirmed · 🟡 draft/in-progress · ⚪ illustrative
This page is the why and the shape. For the detailed how:
Part of the REMAP Founder Vision space · V1 · Last updated September 2026