Defining capabilities, vendor evaluation, and requirements documents OH MY!

So you need a new solution do you? Well it’s time to start drawing up a capability map and then get to your requirements process.

I argue that RevOps leaders need to focus on identifying capabilities first and foremost. Then tie those capabilities to the GTM motion(s) you’re looking to excel at. For example here’s a capability map I put together for top-of-funnel.

Now there are plenty of options to accomplish each one of these capabilities.