Assumptions:

1. Mid ACV (8-24k/year)
2. Sales assisted
3. Focusing on: List, Or TAM, Market share
4. Low churn
5. Mid buying cycles (3-6 months)
6. Can have a lot or few known competitors (Direct or indirect)

Split:

Have a lot of competition / Have less competition

1. Defence: 10% / 5%

2. Demand capture: 40% / 25%

3. Demand gen: 30% / 40%

4. RT: 10% / 10%

5. Experiments: 10% / 20% (New platforms, Adjacent markets)

6. Pipeline nurture: 15%

7. Optional: Account expansion (~10%)