Aviv frames the go to market engine like a factory where each station has a clear purpose. Marketing generates demand, SDRs qualify leads, and AEs focus on closing deals with support from solution consultants. The value is the ability to forecast. As he explains, “So the practice that we built is that we generate all the demand and all the leads through marketing. Then it goes to the SDRs who qualify it, then to the account executives who do the intro meeting, and then there’s a solution consultant.” This clarity enables planning from spend to revenue. He adds, “Within 30 to 60 days, we will close a deal, I can actually tell you, based on how much budget we’re using in marketing, how many meetings we will be able to generate, and from those opportunities, how many would become closed won.”

A key operational choice is keeping AEs focused on conversations that close. Aviv is direct about the benefits: “We built this kind of program where our AEs don’t even have to prospect. We fill their calendars with meetings.” The impact shows up in attainment and morale. “Eighty percent of our team hits quota. I’d rather have them getting three or four intro calls a day, focusing on that, doing proper follow-ups, and closing more deals.” Focus also improves retention. “Only one actually quit. Our retention rates are amazing because we do our role.” When calendars are complete and distractions are minimized, performance improves, and the forecasting math becomes more accurate.