{
  "id": "workflow:mid-market-sales-cycle",
  "_kind": "Workflow",
  "_file": "workflows/workflows/workflows-sales-segments.yaml",
  "_cluster": "workflows",
  "attributes": {
    "displayName": "Mid-Market Sales Cycle",
    "workflowKind": "operational",
    "triggerType": "event-driven",
    "typicalCadence": "per-opportunity",
    "complexity": "cross-team",
    "description": "Orchestrates the multi-stakeholder mid-market sales process — mapping\nbuying committees with champion, economic buyer, and technical evaluator\nroles identified, managing proof-of-concept engagements with defined\nsuccess criteria and timelines, building quantified ROI business cases\nusing customer-specific data and industry benchmarks, coordinating\ndiscovery calls across multiple departments to identify cross-functional\nrequirements, navigating budget approval cycles that span multiple cost\ncenters, tracking multi-threaded deal engagement to ensure no single point\nof failure, managing competitive evaluations with structured bake-off\ncriteria, and timing close activities around budget cycles and fiscal year\nboundaries. Produces deal strategy playbooks, POC success scorecards, and\nstage-by-stage cycle time analytics. Excludes strategic account planning\nand enterprise procurement.\n"
  },
  "outgoingEdges": [
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "role:planner",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "role:business-analyst",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "role:data-analyst",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "skill-area:sales-methodology",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "skill-area:customer-success",
      "kind": "requires_skill_area",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "domain:sales",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "domain:customer-relations",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "responsibility:vendor-evaluation",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "responsibility:capacity-planning",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "org-unit:sales-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    },
    {
      "from": "workflow:mid-market-sales-cycle",
      "to": "org-unit:customer-success",
      "kind": "performed_by_org_unit",
      "attributes": {}
    }
  ],
  "incomingEdges": []
}