The activation plan

Day 1 to Day 90.
Month by month.

The portal is running. Now here's how I'd operationalize it inside Cresta — what gets built, what gets connected to the sales team, and what the metrics look like at the end of 90 days. Three phases, one goal: pipeline that didn't exist before.

Success metrics — 90-day targets
50
Accounts in live enrichment pipeline
By Day 30
15
Mystery Shopper calls per week
By Day 45
10+
Sequences launched into Outreach/Salesloft
By Day 60
3+
Discovery calls booked from pipeline signals
By Day 90
Month by month — what gets done
Month 1 · Days 1–30
Foundation
Wire into Cresta's stack. Connect the signals. Run the first calls.
Week 1
Audit the current GTM stack
Shadow every SDR, AE, and marketer. Map what's manual. Understand Salesforce field hygiene, Gong usage, current account scoring methodology.
Week 2
Connect signal sources to Cresta's CRM
Wire TheirStack, Grok, and SEC EDGAR into Salesforce custom fields. Set up Temporal workflow for nightly enrichment. Replace any manual research steps.
Week 3
Launch Mystery Shopper on the top 50
Run the full account list through the Vapi phone scanner. Output: platform confirmation, quality scores, IVR depth for each account. Feed results back to heat scores.
Week 4
Present territory map to sales leadership
Show the heat-ranked account list, signal provenance, and contact mapping. Get alignment on top 20 priority accounts for Month 2 sequencing.
Month 2 · Days 31–60
Execution
Sequences live. Ping Wu voice system in outreach. First replies tracked.
Week 5–6
Build Outreach/Salesloft sequence templates
Port the 10 sequences from this portal into the sales engagement platform. Build dynamic field insertion: Mystery Shopper data auto-fills Touch 1. Ping Wu voice enforced via template lock.
Week 7
Launch first 10 sequences on priority accounts
Comcast, Anthem, Ally, T-Mobile, Delta as the top 5. Auto-launch when compound signal threshold hit. Every sequence opens with the IVR finding.
Week 8
Build the AE daily brief system
Every AE gets a Slack DM at 8am: top 3 accounts to focus on today, ranked by signal freshness. Replaces manual Salesforce dashboard checking.
Month 3 · Days 61–90
Scale
Expand territory. Tune scoring. Own the system long-term.
Week 9–10
Expand to 200 accounts
Run the pipeline against Cresta's full TAM. Prioritize by industry wave: Telecom Month 1, FSI Month 2, Airlines + Healthcare Month 3. Each wave gets a new round of Mystery Shopper calls.
Week 11
Tune compound signal scoring with conversion data
Analyze which signal combinations actually drove replies and meetings. Retrain the heat score weights. Build a feedback loop from Gong call outcomes back into the scoring model.
Week 12
90-day retrospective + next quarter plan
Present to Ping Wu and the GTM team: meetings booked, signals that fired, pipeline generated, what's next. Ship v2 of the enrichment pipeline with learnings baked in.
The underlying principle
Every manual step is a bug. If an AE is manually researching an account in Salesforce, that's a bug. If a sequence starts with "I noticed you're in the contact center space," that's a bug. If a rep doesn't know what IVR platform an account runs before they dial, that's a bug. The 90-day plan is a bug-fixing exercise — systematically replacing human research with automated signal, and replacing generic outreach with personalized intelligence.
Dependencies — what I need to move fast
Week 1 access
Read access to current systems
Salesforce (read-only to start)
Gong call recordings
Outreach/Salesloft sequence data
Current ICP definition doc
TheirStack or Clay account if already purchased
Week 2 introductions
People to shadow and align with
2 SDRs (one ramped, one new)
2 AEs (mid-market and enterprise)
Head of Marketing or Demand Gen
RevOps owner — the CRM person
Ping Wu — 30 min on voice/positioning
Month 1 budget approval
Tools to wire in (if not already live)
Vapi — $50–100/mo for Mystery Shopper calls
TheirStack — $59/mo
Grok API — $50/mo
FullEnrich — usage-based · ~$50/mo
Total new stack cost: ~$260/mo