CAL_PROTOCOL_04 // PROTOCOL_SPEC
Account Readiness Dashboard Spec
A decision-grade dashboard spec that shows which accounts are ready for spend escalation and sales action—with transparency Sales trusts.
Dashboards That Don’t Drive Decisions
Most dashboards report volume metrics (impressions, clicks). They don’t show readiness, next action, or why the account matters—so nobody uses them.
CRITICAL FAILURE MODES
- ✕ Marketing dashboards don’t match Sales reality
- ✕ Teams can’t explain ‘why this account’
- ✕ Spend decisions are made on CTR instead of readiness
Readiness Composition
READINESS INPUTS
Fit Tier
Weighted Intent + Recency
Committee Coverage Score
Engagement Depth (site + content)
Stage Movement (CRM)
→
DASHBOARD OUTPUT
Account Readiness Index
Logic: [Fit] + [Intent] + [Recency] + [Coverage] + [Movement] → Readiness 0–100 + NBA
PLATFORM ON (CRM + BI + ABM)
We write readiness fields back to CRM and build views for SDRs, managers, and execs with the same definitions.
Field Writeback: ReadinessScore, ReadinessBand, ReasonCode, NextBestAction
PLATFORM OFF (Sheet/BI First)
We deliver a dashboard schema (fields, formulas, thresholds) that can be implemented in Sheets, Looker, Tableau, or HubSpot/Salesforce reports.
Formula: Readiness = Fit(30) + Intent(40) + Coverage(20) + Movement(10)
Artifacts You Receive
- ✓Dashboard Field Schema (definitions + ownership)
- ✓Readiness Score Formula + Threshold Bands
- ✓Reason Codes + Evidence Display Spec
- ✓Executive Summary View Template
Implementation Steps
WK 1
Define readiness components and thresholds; align Sales/Marketing on what ‘ready’ means.
WK 2
Implement fields + calculations; build SDR and manager dashboard views.
WK 3
Validate against pipeline outcomes and tune thresholds for higher yield.