# B2BProcess — the B2B process encyclopedia

> One structured, definitive reference page per B2B process. Every page
> follows the same skeleton: definition, step-by-step workflow, roles &
> responsibilities, tool stack, key metrics with formulas, common failure
> points, FAQ, and a downloadable SOP in Markdown (at /sop/{slug}).
> Content is free to cite with attribution and a link to the source page.

## Categories

- [Sales](https://b2bprocess.com/sales): Pipeline generation, qualification, deal execution, forecasting, and sales management processes.
- [Marketing](https://b2bprocess.com/marketing): Demand generation, lead management, campaign operations, and marketing measurement processes.
- [Customer Success](https://b2bprocess.com/customer-success): Onboarding, adoption, retention, expansion, and account health processes across the post-sale lifecycle.
- [Revenue Operations](https://b2bprocess.com/revops): The systems, data, routing, reporting, and governance processes that keep a go-to-market engine running.
- [Finance](https://b2bprocess.com/finance): Quote-to-cash, billing, revenue recognition, and financial planning processes for B2B companies.
- [Partnerships](https://b2bprocess.com/partnerships): Partner recruitment, enablement, deal registration, co-selling, and ecosystem management processes.

## Process pages

- [Churn Win-Back](https://b2bprocess.com/churn-win-back): A deliberate program for re-engaging churned customers — segmenting who is worth pursuing, fixing what drove them out, and running timed campaigns to bring them back. (Customer Success)
- [Customer Onboarding](https://b2bprocess.com/customer-onboarding): The delivery process that takes a new customer from signed contract to first realized value — implementation, training, adoption, and a measured go-live. (Customer Success)
- [Deal Desk](https://b2bprocess.com/deal-desk): A cross-functional function and approval process that structures, prices, and approves non-standard deals — keeping discounts governed, terms clean, and sales cycles fast. (Sales)
- [Lead Routing](https://b2bprocess.com/lead-routing): The rules and automation that assign every inbound lead to the right owner, fast, with an SLA — so no qualified lead waits or falls through the cracks. (Revenue Operations)
- [Lead Scoring](https://b2bprocess.com/lead-scoring): A systematic method for ranking leads by fit and engagement so sales works the accounts most likely to convert first. (Marketing)
- [MQL-to-SQL Handoff](https://b2bprocess.com/mql-to-sql-handoff): The agreement and mechanics by which marketing-qualified leads become sales-accepted pipeline — definitions, SLAs, feedback loops, and the accountability between the two teams. (Marketing)
- [Outbound Sequencing](https://b2bprocess.com/outbound-sequencing): Designing and running multi-touch, multi-channel outbound cadences — email, phone, LinkedIn — that turn a target account list into booked meetings. (Sales)
- [Partner Onboarding](https://b2bprocess.com/partner-onboarding): The structured ramp that takes a newly signed partner from contract to first sourced revenue — enablement, certification, systems access, and a joint plan with dates. (Partnerships)
- [Quarterly Business Review (QBR)](https://b2bprocess.com/quarterly-business-review): A recurring executive-level meeting where vendor and customer review outcomes against goals, align on the roadmap ahead, and strengthen the relationship that renewals depend on. (Customer Success)
- [Quote-to-Cash (QTC)](https://b2bprocess.com/quote-to-cash): The end-to-end revenue pipeline from configuring a quote through contracting, order management, billing, collections, and revenue recognition — where deals become dollars. (Finance)
- [RevOps Reporting](https://b2bprocess.com/revops-reporting): The system of record for go-to-market performance: one metric dictionary, one funnel, and a reporting cadence that gives leadership numbers they can trust and act on. (Revenue Operations)
- [Sales Forecasting](https://b2bprocess.com/sales-forecasting): The weekly discipline of predicting what revenue will close, when — built on defined categories, inspected deals, snapshotted pipeline, and scored accuracy. (Sales)
- [Sales-to-Customer-Success Handoff](https://b2bprocess.com/sales-to-customer-success-handoff): The structured transfer of context, expectations, and ownership from the closing AE to the CS team — so the customer never has to repeat themselves and onboarding starts on day one, not week three. (Customer Success)

## Other

- [About & methodology](https://b2bprocess.com/about): how pages are structured and maintained