What's a good way to think about, contextualize, and approach a 30/60/90 plan if you've never done one before, when you're new to demand generation?

Being new to demand generation makes this question difficult! If you are brand new, learn learn and learn some more. Look at the data - not just marketing data like open rates and click rates, but sales data as well. Understand how much pipeline is being generated, where it is coming from, what success looks like and where your current gaps to achieving success more often look like. Understand what things that marketing generates convert more, or convert less to pipeline. And then once you under ...Read More

I recommend thinking about the 30/60/90 plan as your roadmap or blueprint for success in your first 90 days. You are building a meaningful and purposeful plan to execute with measurable outcomes. This is your opportunity to demonstrate how you will fill the gap that you were hired for. This may mean as a net new role or as a backfill role that most likely evolved as part of the process. You’ll also find that the 30/60/90 day plan helps keep you focused. When you start a new role and you are stil ...Read More

Think of a 30/60/90 as a credibility arc, not a to-do list. You're moving from listener to analyst to operator. Days 1-30 are pure listening: meet every stakeholder (Sales, PMM, RevOps, Finance, your team), audit the funnel end-to-end from spend to revenue, and read the last 4 quarters of board decks. Find the gap between the narrative and the numbers. Days 31-60, form a point of view: where's the leakiest part of the funnel, where's spend not pacing to pipeline, and what's the one fix that unlo ...Read More

Think of the 30/60/90-day plan as a framework for onboarding and ramping up both yourself and your Demand Gen function. It shouldn’t be so rigid that you can’t adapt as you learn more about the company and its needs, but it also shouldn’t be so vague that it doesn’t help you or your manager with your initial roadmap. If it feels like it's not adding value, feel free to pivot. You might find another framework that works better for you than a 30/60/90-day plan. If you do decide to use one, here’s ...Read More