Activity exists, but momentum disappears between the first response and a qualified sales conversation.
Pipeline conversion and commercial ownership · technical B2B
When interest stalls.
When marketing and sales lose the hand-off, make the route clear.
The team agrees the route from response to decision: qualification, next step, ownership, evidence and a weekly learning rhythm.
A defined mandate can make the commercial hand-off visible and owned, then leave the team with a practical operating rhythm.
AYA Energy
The situation
Leads arriving, too few converting, conversion too slow.
What Phil owned
The go-to-market build and operating rhythm — a seven-person cross-functional team over 13 weeks, operational within three.
What changed
One qualification standard, one hand-off, one weekly review.