The blog · Author
An industrial engineer turned GTM strategist. He brings an engineer’s rigor to revenue systems and a marketer’s understanding of demand.
Two axes, four quadrants, one move each. The instrument that replaces the MQL with a reading of where every account actually stands.
The axis almost everyone gave up on is measurable, out of data you already own, if you treat awareness as a behavioral footprint instead of a survey result.
Readiness happens inside the account on its own schedule. You cannot create it, so the job is detection, interpretation and speed.
The MQL packed four different questions into one score. Here is what it confused, why sales stopped trusting it, and what a qualification model should have done instead.
